Journal
MANAGERIAL AND DECISION ECONOMICS
Volume 29, Issue 2-3, Pages 165-190Publisher
JOHN WILEY & SONS LTD
DOI: 10.1002/mde.1396
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This paper investigates how the history of interaction between organizations and between organizational boundary spanners contributes to the formation of trust between firms. Our findings, using data on the supplier-buyer relationships of two major US auto manufacturers, suggest that history affects trust formation in a complex non-linear fashion, involving a period of ambivalence early in a relationship. We show that certain kinds of exchange partners can systematically reap differential returns from a common history of interaction. Organizational similarity significantly enhances the ability of exchange partners to translate the benefits of the joint history of interaction into a stock of trust. Copyright (C) 2008 John Wiley & Sons, Ltd.
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