1998
DOI: 10.1016/s0167-2681(97)00082-6
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Abstract: This study examines the determinants of inter-organisational trust by using survey data from just over 1000 suppliers in the automotive industry. We define trust and derive a model of its determinants from transaction cost economics, game theory and sociological exchange theory.Regression analysis results indicate that determinants of trust are different from determinants of opportunism. US-Japanese differences are found in three respects: (i) the way trust is conceptualised by suppliers is richer in Japan tha… Show more

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Cited by 562 publications
(469 citation statements)
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“…A year after, Sako and Helper [14] also conducted a study to find the determinants of trust in supplier relations: "The conditions which facilitated the creation and sustenance of trust -and the containing of opportunism -were found to include longterm commitment, information exchange, technical assistance, and customer reputation. "…”
Section: Literature Review and Proposed Conceptual Modelmentioning
confidence: 99%
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“…A year after, Sako and Helper [14] also conducted a study to find the determinants of trust in supplier relations: "The conditions which facilitated the creation and sustenance of trust -and the containing of opportunism -were found to include longterm commitment, information exchange, technical assistance, and customer reputation. "…”
Section: Literature Review and Proposed Conceptual Modelmentioning
confidence: 99%
“…Later in 2002, and according to his revision on several authors, including [6,9,14,15,16,17], Pavlou [3] also summarized interorganizational trust in two great dimensions: credibility and benevolence. These two dimensions cannot be measured directly (latent or unobserved variables) and so they depend on other variables that can be measured directly (observed variables, factors or constructs).…”
Section: Literature Review and Proposed Conceptual Modelmentioning
confidence: 99%
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