Co-evolution of trust and dependence in customer-supplier relationships

Toni Laaksonen, Kalle Pajunen, Harri Kulmala (Corresponding Author)

Research output: Contribution to journalArticleScientificpeer-review

56 Citations (Scopus)

Abstract

The relational and dynamic aspects of interfirm trust and dependence produce a crucial, but insufficiently addressed, challenge for successful relationship coordination. In this paper we concentrate on this issue by examining how trust and dependence co-evolve in customer–supplier relationships. Building on a case study, we develop propositions and a model that illustrates how interorganizational trust and dependence co-evolve through the different phases of customer–supplier relationships and how we may distinguish cooperative and trustworthy actors from those who will behave opportunistically. Theoretical and practical implications are offered.
Original languageEnglish
Pages (from-to)910-920
JournalIndustrial Marketing Management
Volume37
Issue number8
DOIs
Publication statusPublished - 2008
MoE publication typeA1 Journal article-refereed

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Keywords

  • Customer-–splier relationships
  • supliers
  • customers
  • Trust
  • Dependence
  • Dynamic evolution

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