Trust-opportunism paradox, relationalism, and performance in interfirm relationships: Evidence from the retail industry

• 成果类型: Review
• 署名作者: Lado, Augustine A.; Dant, Rajiv R.; Tekleab, Amanuel G.
• 署名单位: Clarkson University; University of Oklahoma System; University of Oklahoma - Norman; Wayne State University
• 刊物名称: STRATEGIC MANAGEMENT JOURNAL
• ISSN/ISSBN: 0143-2095
• DOI: 10.1002/smj.667
• 发表日期: 2008
• 页码: 401-423
• 关键词: trust-opportunism paradox; relationalism; INTERFIRM RELATIONSHIPS

摘要

Building on recent theoretical work documenting that interorganizational relationships (IORs) are 'multifaceted and multiplex' we investigate, from the agent's perspective, the joint effects of trust and opportunism in fostering (or inhibiting) relationalism, which, in turn, is predicted to influence performance within interfirm exchange relationships. Based on longitudinal survey data on 409 catalog intermediaries affiliated with a large retail firm, we found strong support for most of the hypothesized relationships. Implications for future research are offered.(C) Copyright 2008 John Wiley & Sons, Ltd.