When can you trust trust? Calculative trust, relational trust, and supplier performance

• 成果类型: Article
• 署名作者: Poppo, Laura; Zhou, Kevin Zheng; Li, Julie J.
• 署名单位: University of Kansas; University of Hong Kong; City University of Hong Kong
• 刊物名称: STRATEGIC MANAGEMENT JOURNAL
• ISSN/ISSBN: 0143-2095
• DOI: 10.1002/smj.2374
• 发表日期: 2016
• 页码: 724-741
• 关键词: trust; TRANSACTION COST ECONOMICS; cooperative strategy; Supply chain management

摘要

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 (c) 2015 John Wiley & Sons, Ltd.