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Trust, Business Relationships and the Contractual Environment

Author

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  • Burchell, Brendan
  • Wilkinson, Frank

Abstract

The role of trust in vertical contractual relationships between firms in Britain, Germany, and Italy is investigated with a survey of over sixty firms. After a review of the literature in which the nature of trust is discussed and set against a background of social norms and legal systems, data are presented to describe resondents' perceptions of the role of trust in their trading environment, their strategies to foster trust, and their reactions to the breakdown of trust. While there was some evidence of differences in the basis of trust between countries, these were differences of degree rather than of kind. Copyright 1997 by Oxford University Press.

Suggested Citation

  • Burchell, Brendan & Wilkinson, Frank, 1997. "Trust, Business Relationships and the Contractual Environment," Cambridge Journal of Economics, Cambridge Political Economy Society, vol. 21(2), pages 217-237, March.
    • Handle: RePEc:oup:cambje:v:21:y:1997:i:2:p:217-37
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    Citations

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    Cited by:

    1. S. Nazli Wasti, 2001. "Predictors of Trust in Buyer-Supplier Relations: A Contextual and Cultural Comparison of Japan and Turkey," CIRJE F-Series CIRJE-F-108, CIRJE, Faculty of Economics, University of Tokyo.
    2. Thanyaporn Soontornthum & Lin Cui & Vinh N. Lu & Jiafu Su, 2020. "Enabling SMEs’ Learning from Global Value Chains: Linking the Logic of Power and the Logic of Embeddedness of Interfirm Relations," Management International Review, Springer, vol. 60(4), pages 543-571, August.
    3. Dominique Perrochon & Didier Lebert, 2000. "L'utilisation des notions de confiance et de proximité dans l'étude des processus de R&D pharmaceutiques," Cahiers de la Maison des Sciences Economiques r00056, Université Panthéon-Sorbonne (Paris 1).
    4. Mike Danson & Geoff Whittam, 1998. "Clustering, innovations and trust: the essentials of a clusters strategy for Scotland," ERSA conference papers ersa98p387, European Regional Science Association.
    5. Marc Cohen & John Dienhart, 2013. "Moral and Amoral Conceptions of Trust, with an Application in Organizational Ethics," Journal of Business Ethics, Springer, vol. 112(1), pages 1-13, January.
    6. Yang, Kaiyuan & Ma, Pengcheng & Cui, Lin, 2021. "Subnational corruption and foreign firms’ performance: Evidence from China," Journal of Business Research, Elsevier, vol. 123(C), pages 106-116.
    7. Simon Deakin, 2013. "The Legal Framework Governing Business Firms & its Implications for Manufacturing Scale & Performance: The UK Experience in International Perspective," Working Papers wp449, Centre for Business Research, University of Cambridge.
    8. Sue Konzelmann & Frank Wilkinson, 2017. "Co-operation and competition in production and exchange: the “district” form of industrial organization and development," Economia e Politica Industriale: Journal of Industrial and Business Economics, Springer;Associazione Amici di Economia e Politica Industriale, vol. 44(4), pages 393-410, December.
    9. Maria Goddard & Russell Mannion, 1998. "From competition to co‐operation: new economic relationships in the National Health Service," Health Economics, John Wiley & Sons, Ltd., vol. 7(2), pages 105-119, March.
    10. Frank Wilkinson, 2002. "Productive Systems and the Structuring Role of Economic and Social Theories," Working Papers wp225, Centre for Business Research, University of Cambridge.
    11. Asimina Christoforou, 2005. "On the Determinants of Social Capital in Greece Compared to Countries of the European Union," Working Papers 2005.68, Fondazione Eni Enrico Mattei.
    12. Saliola, Federica & Zanfei, Antonello, 2009. "Multinational firms, global value chains and the organization of knowledge transfer," Research Policy, Elsevier, vol. 38(2), pages 369-381, March.
    13. Castellani, Davide & Zanfei, Antonello, 2004. "Choosing international linkage strategies in the electronics industry: the role of multinational experience," Journal of Economic Behavior & Organization, Elsevier, vol. 53(4), pages 447-475, April.
    14. Amir Maghssudipour & Marco Bellandi & Annalisa Caloffi, 2023. "The role of language in international trade and the “made in Italy”," Economia e Politica Industriale: Journal of Industrial and Business Economics, Springer;Associazione Amici di Economia e Politica Industriale, vol. 50(3), pages 677-702, September.
    15. Schmidtchen, Dieter, 2000. "Vertrauen und Recht: eine ökonomische Analyse," CSLE Discussion Paper Series 2000-04, Saarland University, CSLE - Center for the Study of Law and Economics.
    16. Wilson, Paul N. & Kennedy, Ana M., 1999. "Trustworthiness As An Economic Asset," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 2(2), pages 1-15.
    17. Jill Rubery & Brendan Burchell & Simon Deakin & Suzanne J Konzelmann, 2022. "A Tribute to Frank Wilkinson," Cambridge Journal of Economics, Cambridge Political Economy Society, vol. 46(3), pages 429-445.
    18. Möllering, Guido & Stache, Florian, 2007. "German-Ukrainian business relationships: Trust development in the face of institutional uncertainty and cultural differences," MPIfG Discussion Paper 07/11, Max Planck Institute for the Study of Societies.
    19. Sue Konzelmann & Frank Wilkinson, 2016. "Co-operation in Production, the Organization of Industry & Productive Systems: A Critical Survey of the 'District' Form of Industrial Organisation & Development," Working Papers wp481, Centre for Business Research, University of Cambridge.
    20. Tsamenyi, Mathew & Qureshi, Ahmad Z. & Yazdifar, Hassan, 2013. "The contract, accounting and trust: A case study of an international joint venture (IJV) in the United Arab Emirates (UAE)," Accounting forum, Elsevier, vol. 37(3), pages 182-195.
    21. Bernard, Darren, 2016. "Is the risk of product market predation a cost of disclosure?," Journal of Accounting and Economics, Elsevier, vol. 62(2), pages 305-325.

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