Trust-building in a coopetitive multi-supplier network
Abstract
Purpose
Alliances are an important form of cooperation in the contemporary world. Although most of the different alliances have been rigorously studied, one type of alliance has been neglected: a multi-supplier network forcing potential competitors to cooperate. The purpose of this kind of network is to develop and maintain complex technological systems, such as ICT systems for the public sector. The coopetitive nature of the network poses numerous difficulties for productivity. This paper aims to explore how trust-building can mitigate such difficulties.
Design/methodology/approach
The data were gathered via 16 semi-structured interviews and analyzed using data-driven content analysis. The respondents were representatives of the private and public sectors in Finland, tasked with building an ICT system for the Finnish Defense Forces in a multi-supplier network.
Findings
The paper found that trust-building is influenced by structural and functional factors. For example, roles and responsibilities emerged as an important structural factor, and communication was seen as a crucial functional factor.
Practical implications
The paper identifies factors that have to be managed properly for a multi-supplier network to function effectively and efficiently.
Originality/value
The paper positions the multi-supplier network within the alliance framework. It also contributes to the literature on trust by identifying factors that influence trust-building.
Keywords
Acknowledgements
The author would like to thank the Military Science Research Foundation and Werner Hacklin’s Foundation for financial support during my leave of absence.
Citation
Järvinen, M. (2019), "Trust-building in a coopetitive multi-supplier network", Journal of Public Procurement, Vol. 19 No. 2, pp. 146-164. https://doi.org/10.1108/JOPP-02-2018-0003
Publisher
:Emerald Publishing Limited
Copyright © 2019, Emerald Publishing Limited