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The primary purpose of this chapter is to provide insight as to why some privately held small-to-medium sized firms (SMEs) have been able to outperform their peers in terms of their performance defined as revenue growth, profit growth, growth in number of employees and markets. Little is known about privately held firms and what drives their performance. The second purpose is to synthesize and provide clarity to the extant literature on rapid-growth SMEs (gazelles). The third purpose is to bring a unifying theoretical lens to the literature.

The research was conducted using elite interviews with 47 informants drawn from 21 rapid-growth, private companies. Qualitative methods were used to identify themes related to the strategies used by these firms to outperform their peers over a five-year period.

The study organizes and summarizes the extant literature on rapid-growth companies, provides support for some findings, and clarifies equivocal findings. It also suggests that early strategic choices made by the owners of private firms along with their attitudes and capabilities positioned the private firms for rapid growth. The Morgan and Hunt (1994) trust–commitment theory of relationship marketing emerged from the data as the model used most often by rapid-growth private firms and the one that best integrates the factors driving private firm performance. A modified, two-stage model appears to be warranted. The first stage focuses on respect for the value employees bring, and building their trust and commitment is an essential first step that subsequently drives the second stage of the model – building customer trust and commitment. While some of the outcomes are similar to those suggested by Morgan and Hunt, new outcomes (collaborative innovation, citizenship behaviors, sustained growth, and premium prices) also emerged as important outcomes in this study.

This study provides owners of private firms with insight on how to build and grow their firms in a rapid and sustainable fashion.

Little research has been undertaken on private firms. This study addresses this knowledge gap. The modified trust–commitment relationship marketing model that emerged from the data had not been utilized to date in the field of rapid-growth firms and it provides an integrating theory that explains the performance of rapid-growth private firms.

This study investigates the antecedents and outcomes of cognitive trust during the expansion phase in buyer–supplier relationships. It takes a global approach and examines cultural nuances between developed nation and emerging market firms by including participants from the United States, China, and Brazil. The results demonstrate the importance of trust in building social capital and the central role which trust plays in shaping business relationships in all studied cultural contexts. There are similarities and differences across countries. Results support relationship marketing theory by demonstrating the importance of conflict resolution, communication frequency, and social bond in building buyer–supplier relationships in the United States, which in turn increase cooperation between partners. Results also indicate that in China, social bond plays a much greater role in building trust, which in turn increases cooperation only to the extent that it serves as a mechanism to secure committed relationships. In Brazil, results show that conflict resolution is the most important factor in building trust. It also mediates the relationship between communication frequency and trust, as well as drives cooperation positively. Overall, trust is found to influence exchange of confidential communication and increases commitment between partners in all three countries.

Family offices are growth-promoting organizations that support multigenerational business families to preserve and grow their wealth. Women inclusion in leadership positions of family firms is increasing, but females are still under-represented, especially in the family office activities.

The purpose of the chapter is to explore trust building in the context of Finnish single-family offices (SFOs). Trust building means both trust development and trust repair. We focus on how seven experienced Finnish female business owners who are actively involved in their SFOs, went through the process of trust building in the SFO activities.

Our findings indicate that social interaction connected with stewardship attitudes and behavior (i.e., being altruistic, collectivistic and pro-organizational) helps to build emotional and cognitive trust in the SFO activities. We also realize that the development of trust skills requires the need for specific family values, circumstances, and processes (doing, learning, experiencing and influencing). A conceptual model describing the trust building process in SFO activities is suggested for forthcoming studies. To conclude, practical recommendations and insights are offered for business families and their SFO executives.

Building trust and living interpersonal trust are crucial corporate executive virtues that are needed today. Once you have developed and solidified a high level of genuine interpersonal trust with all your stakeholders, especially customers, suppliers, and employees, then you are on the right path of managing and transforming your company. A high level of interpersonal trust between all stakeholders and corporates in a business situation will break down communication barriers, foster serious conversation and sharing of ideas, and will eliminate corporate transactional anxieties of fear, mistrust, guilt, rigidity, blame, and resentment. When stakeholders trust you and you trust them, then you speak freely, they speak freely, and your mutual sustained transparency is a gateway to survival, revival, and sustained corporate recovery and transformation, and steady growth and prosperity. Conversely, when there is low trust, high mistrust, and high distrust among stakeholders in a business situation, communications and conversations are stressed and fragmented, teamwork and team spirit are very low, and the company is heading toward its ruin and extermination. Such is the crucial role of interpersonal trust in business. This chapter explores the crucial phenomenon of corporate interpersonal trust. We review various cases, models, concepts, definitions, and theories of trust from the management literature in general, and from the marketing field in particular, to derive psychological, behavioral, ethical, and moral principles of corporate trust, trusting relations, and trusting strategies.

This study aims to identify blockchain-related innovation trends that can improve trust networks in a smart city's transport and supply chain networks. Trust networks are crucial in building and maintaining the trust of citizens in smart cities. By promoting transparency and accountability, facilitating collaboration and innovation, enhancing citizen participation and protecting privacy and security, trust networks can help to ensure that smart cities are developed and implemented in a responsible and sustainable way. A systematic literature review identifies 60 conceptual and empirical studies. This research focuses on the current problems and developing procurement and supply chain strategy and the potential benefits of using blockchain in these areas. It suggests ways for the smart city's transport and supply chain networks to utilise blockchain to improve operations and supply chain strategy and identifies innovation trends related to blockchain. The study also includes a systematic literature review and Blockchain Transformation and Influence model as the basis to enhance trust networks in the supply chain.

In the United Kingdom, partnership is increasingly a requirement of public sector funding. Such partnerships, formed strategically to win government contracts, can prove brittle; collaboration is often superficial. This chapter explores how a consortium of Scottish higher, further and adult education institutions, assembled expediently to respond to a contract arising from a Scottish Government strategy for adult literacies, nevertheless became genuinely collaborative. In the course of a six-year project to develop new professional qualifications for adult literacies tutors, a core group within the consortium developed a resilient affiliation able to lever advantage within individual institutions from its association. Its intentionality and readiness to transgress boundaries in the face of institutional obstacles were grounded in a shared pedagogical perspective. We examine how common understandings and shared objectives were forged in a series of critical incidents. The territorialism that often inhibits genuine collaboration was weakened in the face of the allegiances precipitated by these incidents. The virtual learning environment, as a shared boundary object, facilitated the negotiation of interinstitutional collaboration. We conclude that critical incidents and boundary objects can be planned into partnership working to build trust through exposure to risk and vulnerability.

This chapter explores middle leadership identity through the real-world accounts of how two middle leaders construct and develop their leadership identity and how this impacts the way their middle leadership is practiced. Leadership identity, an internal narrative of oneself as a leader which is practised professionally in context, represents a concept that is best understood as being unique to an individual, enduring over time, and a consequence of human experiences. Middle leadership is often the first promotion for teachers from teacher to leader and, as such, how middle leaders perceive themselves as a leader and how this formative process of leadership identity underpins middle leaders’ practices can make a significant impact on a leader’s decision making, professional relationships, behaviours, and actions. This chapter is co-authored by two researchers and two middle leaders with the intention of understanding middle leader identity development and its influence on middle leadership practices. Using interviews, middle leaders’ stories of identity were co-composed and re-storied to construct each middle leader’s narrative. This chapter concludes with a discussion on the influences of identity for middle leaders and considerations for leadership development.