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.
- Customer-–splier relationships
- Dynamic evolution
Laaksonen, T., Pajunen, K., & Kulmala, H. (2008). Co-evolution of trust and dependence in customer-supplier relationships. Industrial Marketing Management, 37(8), 910-920. https://doi.org/10.1016/j.indmarman.2007.06.007