Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 42, Issue 2, Pages 152-165Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2012.12.004
Keywords
Trust; Key supplier relationships; Embeddedness; Relational view; Resource-based view
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This paper explores the role of trust as an enabler and constraint between buyers and suppliers engaged in long-term relationships. According to the relational view, cooperative strategies require trust-based mutual commitments to co-create value. However, complete pictures of the positive and negative outcomes from trust development have yet to be fully developed. In particular, trust as an originator of path dependent constraints resulting from over embeddedness is yet to be integrated into the relational view. We use a case-based methodology to explore whether trust is an optimizing phenomenon in key supplier relationships. Two cases where trust development processes demonstrate a paradox of trust-building behaviors cultivate different outcomes constraining value co-creation. (C) 2013 Elsevier Inc. All rights reserved.
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