Business Intelligence

Relationships In Business Markets: An Empirical Examination Of Trust, Reliance, And Commitment

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Executive Summary

Past years have seen a plethora of studies on the construct of trust in business relationships. Despite the significance of trust in developing relationships, research on trust still has two main deficiencies. First, previous studies attempted to stretch the concept of trust from interpersonal towards interorganizational relationships which resulted in a cross-level fallacy, as the emotional characteristic of trust only makes sense at the interpersonal level. Second, despite the obvious benefits of trust, long-term and successful business relationships not based on trust can exist, as relationships between firms are invariably based on considerations of mutual interest. Trust is not the only construct enabling such mutual interest.

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