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The interaction of dependence and trust in industrial long-term relationships

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Abstract

Nowadays, one of the most remarkable characteristics of some interorganizational relationships is their aim of reaching efficiency through joint action, cooperation and long-term orientation. This paper makes use of different theoretical contributions to deal with the interaction of economic and social determinants of efficient buyer-seller relationships. The proposed hypotheses are tested using information from supplier-manufacturer relationships in the automobile industry. Consistent with the expectation, empirical results indicate that trust moderate the effect of interdependence on the exchange's relational orientation, so that trust enhance the relational orientation perceived by the manufacturer and the supplier. Theoretical and managerial implications of the results are discussed.

Suggested Citation

  • Camarero Izquierdo, Carmen & Guti‚rrez Cill n, Jes£s, 2001. "The interaction of dependence and trust in industrial long-term relationships," Working Papers "New Trends on Business Administration". Documentos de Trabajo "Nuevas Tendencias en Dirección de Empresas". 2001-07, Interuniversity Research Master and Doctorate Program (with a quality mention of ANECA) on "Business Economics", Universities of Valladolid, Burgos, Salamanca and León (Spain). Until 2008, Interuniversity Doctorate Program (with a quality mention of ANECA) “New trends in Business Administration”, Universities of Valladolid, Burgos, and Salamanca (Spain). Master en Investigación y Programa de Docto.
  • Handle: RePEc:ntd:wpaper:2001-07
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