Subjective trust, perceived risk and exchange performance in buyer-supplier relationships
AbstractThis article offers some theoretical and empirical contributions to the literature on relational exchange by examining the nature of subjective trust and perceived risk in buyer-supplier relationships. The relational view represents the theoretical framework for the research. The study explores the theoretical proposition that subjective trust and perceived risk in buyer-supplier relationships impact on exchange performance through the mediating effects of four sources of relational rents: asset specificity; knowledge-sharing routines; resource-capabilities complementarity, and effective governance. The theoretical model also considers the context influence in qualifying trust-risk interaction. The analysis of data from a sample of buyer-supplier relationships in the fashion industry by using a structural equation model provides support for the hypotheses. The results indicate that subjective trust and perceived risk are related constructs and play different roles in affecting exchange performance. The findings also highlight the critical role played by knowledge-sharing routine and resource-capabilities complementarity as full mediators in the relationships of subjective trust with exchange performance.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoPaper provided by Universita' degli Studi di Firenze, Dipartimento di Scienze per l'Economia e l'Impresa in its series Working Papers - Economics with number wp2012_10.rdf.
Length: 30 pages
Date of creation: 2012
Date of revision:
subjective trust; perceived risk; relational view; exchange performance.;
This paper has been announced in the following NEP Reports:
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Heide, Jan B. & Stump, Rodney L., 1995. "Performance implications of buyer-supplier relationships in industrial markets : A transaction cost explanation," Journal of Business Research, Elsevier, vol. 32(1), pages 57-66, January.
- T. K. Das, 1996. "Risk Types And Inter-Firm Alliance Structures," Journal of Management Studies, Wiley Blackwell, vol. 33(6), pages 827-843, November.
- John B Cullen & Jean L Johnson & Tomoaki Sakano, 1995. "Japanese and Local Partners Commitment to IJVs: Psychological Consequences of Outcomes and Investments in the IJV Relationships," Journal of International Business Studies, Palgrave Macmillan, vol. 26(1), pages 91-115, March.
- Das, T. K. & Teng, Bing-Sheng, 2001. "A risk perception model of alliance structuring," Journal of International Management, Elsevier, vol. 7(1), pages 1-29.
- Boersma, Margreet F. & Buckley, Peter J. & Ghauri, Pervez N., 2003. "Trust in international joint venture relationships," Journal of Business Research, Elsevier, vol. 56(12), pages 1031-1042, December.
- James G. March & Zur Shapira, 1987. "Managerial Perspectives on Risk and Risk Taking," Management Science, INFORMS, vol. 33(11), pages 1404-1418, November.
- Marco Bellandi, 2002. "Italian Industrial Districts: An Industrial Economics Interpretation," European Planning Studies, Taylor & Francis Journals, vol. 10(4), pages 425-437, June.
- Ottati, Gabi Dei, 1994. "Trust, Interlinking Transactions and Credit in the Industrial District," Cambridge Journal of Economics, Oxford University Press, vol. 18(6), pages 529-46, December.
- N. Venkatraman, 1989. "Strategic Orientation of Business Enterprises: The Construct, Dimensionality, and Measurement," Management Science, INFORMS, vol. 35(8), pages 942-962, August.
- Adobor, Henry, 2005. "Trust as sensemaking: the microdynamics of trust in interfirm alliances," Journal of Business Research, Elsevier, vol. 58(3), pages 330-337, March.
- Bruce Kogut & Harbir Singh, 1988. "The Effect of National Culture on the Choice of Entry Mode," Journal of International Business Studies, Palgrave Macmillan, vol. 19(3), pages 411-432, September.
- Nooteboom, B., 1996. "Trust, opportunism and governance: A process and control model," Open Access publications from Tilburg University urn:nbn:nl:ui:12-376064, Tilburg University.
- Gao, Tao & Sirgy, M. Joseph & Bird, Monroe M., 2005. "Reducing buyer decision-making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help?," Journal of Business Research, Elsevier, vol. 58(4), pages 397-405, April.
- Vijay Pothukuchi & Fariborz Damanpour & Jaepil Choi & Chao C Chen & Seung Ho Park, 2002. "National and Organizational Culture Differences and International Joint Venture Performance," Journal of International Business Studies, Palgrave Macmillan, vol. 33(2), pages 243-265, June.
- Nooteboom, B. & Berger, H. & Noorderhaven, N.G., 1997. "Effects of trust and governance on relational risk," Open Access publications from Tilburg University urn:nbn:nl:ui:12-73834, Tilburg University.
- Williamson, Oliver E, 1993. "Calculativeness, Trust, and Economic Organization," Journal of Law and Economics, University of Chicago Press, vol. 36(1), pages 453-86, April.
- Jeffrey H Dyer & Wujin Chu, 2000. "The Determinants of Trust in Supplier-Automaker Relationships in the U.S., Japan and Korea," Journal of International Business Studies, Palgrave Macmillan, vol. 31(2), pages 259-285, June.
- Patricea Elena Bertea & Adriana Zait, 2013. "Perceived risk vs. intention to adopt e-commerce - a pilot study of potential moderators," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 25(2), pages 213-229.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Giorgio Ricchiuti).
If references are entirely missing, you can add them using this form.