Search results

1 – 3 of 3
Book part
Publication date: 15 August 2019

Houcine Akrout

Trust is a crucial element in business exchanges. Trust has been the subject of considerable research. Most prior studies are insensitive to context studies. However, the advent…

Abstract

Trust is a crucial element in business exchanges. Trust has been the subject of considerable research. Most prior studies are insensitive to context studies. However, the advent of the extended enterprise with the disintegration of production and innovation processes, the digitalization of interactions, and the increased competition in global markets, among other factors, fundamentally alter the contexts of buyer–supplier relationships. New enriched perspectives and adapted approaches of trust in B-to-B settings are necessary.

This volume addresses new issues showing evidence from advanced, emerging, and developing markets by applying different theoretical and methodological perspectives. The findings lead to identifying consistencies, richness, and distinctiveness of antecedents, processes, and consequences of trust in various B-to-B contexts. It provides suggestions for future research and new levers and guidance for managers to build successful business relationships.

Details

New Insights on Trust in Business-to-Business Relationships
Type: Book
ISBN: 978-1-83867-063-4

Keywords

Book part
Publication date: 15 August 2019

Houcine Akrout and Antonella La Rocca

This paper examines how inter-organizational and interpersonal trust are created and how these trust levels can be balanced to create positive outcomes in high-involvement…

Abstract

This paper examines how inter-organizational and interpersonal trust are created and how these trust levels can be balanced to create positive outcomes in high-involvement customer–supplier relationships. Using a theoretical analysis and conceptual development, we propose a framework highlighting different drivers and moderators of the two trust levels. The integrative framework emphasizes the antecedents of interpersonal and inter-organizational trust (competence, honesty, and benevolence vs transparency and foreseeing conflicts) and the role of relational signaling as a moderator to catalyze the “leap of faith,” as well as the articulation of trust-level bases and outcomes. The paper contributes to the discussion on trust levels’ drivers and the need to use relational signaling in order to create and maintain effective trust at the interpersonal and inter-organizational levels. Unlike most of the existing literature, we argue that interpersonal trust does not necessarily develop into the fold of inter-organizational trust. Studying the antecedents and consequences of trust in the context of high-involvement relationships adds new insights to the understanding of customer–supplier relationships.

Details

New Insights on Trust in Business-to-Business Relationships
Type: Book
ISBN: 978-1-83867-063-4

Keywords

Content available
Book part
Publication date: 15 August 2019

Abstract

Details

New Insights on Trust in Business-to-Business Relationships
Type: Book
ISBN: 978-1-83867-063-4

Access

Year

Content type

Book part (3)
1 – 3 of 3