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Article: When Can You Trust ‘Trust'? Calculative Trust, Relational Trust, and Supplier Performance

TitleWhen Can You Trust ‘Trust'? Calculative Trust, Relational Trust, and Supplier Performance
Authors
Issue Date2016
PublisherJohn Wiley & Sons Ltd. The Journal's web site is located at http://www.interscience.wiley.com/jpages/0143-2095
Citation
Strategic Management Journal, 2016, v. 37 n. 4, p. 724-741 How to Cite?
AbstractOur research empirically assesses two distinct bases for trust: calculative trust, based on a structure of rewards and penalties, versus relational trust, a judgment anchored in past behavior and characterized by a shared identity. We find that calculative trust and relational trust positively influence supplier performance, with calculative trust having a stronger association than relational trust. Yet, important boundary conditions exist. If buyers invest in supplier-specific assets or when supply side market uncertainty is high, relational trust, not calculative trust, is more strongly associated with supplier performance. In contrast, when behavioral uncertainty is high, calculative trust, not relational trust, relates more strongly to supplier performance. These results highlight the value of examining distinct forms of trust. Copyright © 2015 John Wiley & Sons, Ltd.
Persistent Identifierhttp://hdl.handle.net/10722/229657
ISSN
2015 Impact Factor: 3.38
2015 SCImago Journal Rankings: 6.278

 

DC FieldValueLanguage
dc.contributor.authorPoppo, L-
dc.contributor.authorZhou, KZ-
dc.contributor.authorLi, JJ-
dc.date.accessioned2016-08-23T14:12:28Z-
dc.date.available2016-08-23T14:12:28Z-
dc.date.issued2016-
dc.identifier.citationStrategic Management Journal, 2016, v. 37 n. 4, p. 724-741-
dc.identifier.issn0143-2095-
dc.identifier.urihttp://hdl.handle.net/10722/229657-
dc.description.abstractOur research empirically assesses two distinct bases for trust: calculative trust, based on a structure of rewards and penalties, versus relational trust, a judgment anchored in past behavior and characterized by a shared identity. We find that calculative trust and relational trust positively influence supplier performance, with calculative trust having a stronger association than relational trust. Yet, important boundary conditions exist. If buyers invest in supplier-specific assets or when supply side market uncertainty is high, relational trust, not calculative trust, is more strongly associated with supplier performance. In contrast, when behavioral uncertainty is high, calculative trust, not relational trust, relates more strongly to supplier performance. These results highlight the value of examining distinct forms of trust. Copyright © 2015 John Wiley & Sons, Ltd.-
dc.languageeng-
dc.publisherJohn Wiley & Sons Ltd. The Journal's web site is located at http://www.interscience.wiley.com/jpages/0143-2095-
dc.relation.ispartofStrategic Management Journal-
dc.rightsStrategic Management Journal. Copyright © John Wiley & Sons Ltd.-
dc.rightsThis is the peer reviewed version of the following article: Strategic Management Journal, which has been published in final form at DOI: 10.1002/smj.2374. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Self-Archiving.-
dc.rightsThis work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License-
dc.titleWhen Can You Trust ‘Trust'? Calculative Trust, Relational Trust, and Supplier Performance-
dc.typeArticle-
dc.identifier.emailZhou, KZ: kevinzhou@business.hku.hk-
dc.identifier.authorityZhou, KZ=rp01127-
dc.description.naturepostprint-
dc.identifier.doi10.1002/smj.2374-
dc.identifier.hkuros260581-
dc.identifier.volume37-
dc.identifier.issue4-
dc.identifier.spage724-
dc.identifier.epage741-
dc.publisher.placeUnited Kingdom-

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