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Article: When Can You Trust ‘Trust'? Calculative Trust, Relational Trust, and Supplier Performance
Title | When Can You Trust ‘Trust'? Calculative Trust, Relational Trust, and Supplier Performance |
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Authors | |
Keywords | cooperative strategy supply chain management transaction cost economics trust |
Issue Date | 2016 |
Publisher | John 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? |
Abstract | Our 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 Identifier | http://hdl.handle.net/10722/229657 |
ISSN | 2023 Impact Factor: 6.5 2023 SCImago Journal Rankings: 7.820 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Poppo, L | - |
dc.contributor.author | Zhou, KZ | - |
dc.contributor.author | Li, JJ | - |
dc.date.accessioned | 2016-08-23T14:12:28Z | - |
dc.date.available | 2016-08-23T14:12:28Z | - |
dc.date.issued | 2016 | - |
dc.identifier.citation | Strategic Management Journal, 2016, v. 37 n. 4, p. 724-741 | - |
dc.identifier.issn | 0143-2095 | - |
dc.identifier.uri | http://hdl.handle.net/10722/229657 | - |
dc.description.abstract | Our 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.language | eng | - |
dc.publisher | John Wiley & Sons Ltd. The Journal's web site is located at http://www.interscience.wiley.com/jpages/0143-2095 | - |
dc.relation.ispartof | Strategic Management Journal | - |
dc.rights | Strategic Management Journal. Copyright © John Wiley & Sons Ltd. | - |
dc.rights | This 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.subject | cooperative strategy | - |
dc.subject | supply chain management | - |
dc.subject | transaction cost economics | - |
dc.subject | trust | - |
dc.title | When Can You Trust ‘Trust'? Calculative Trust, Relational Trust, and Supplier Performance | - |
dc.type | Article | - |
dc.identifier.email | Zhou, KZ: kevinzhou@business.hku.hk | - |
dc.identifier.authority | Zhou, KZ=rp01127 | - |
dc.description.nature | postprint | - |
dc.identifier.doi | 10.1002/smj.2374 | - |
dc.identifier.scopus | eid_2-s2.0-84928324908 | - |
dc.identifier.hkuros | 260581 | - |
dc.identifier.volume | 37 | - |
dc.identifier.issue | 4 | - |
dc.identifier.spage | 724 | - |
dc.identifier.epage | 741 | - |
dc.identifier.isi | WOS:000372039100006 | - |
dc.publisher.place | United Kingdom | - |
dc.identifier.issnl | 0143-2095 | - |