The DOI matches its Crossref record; 150 of the 150 references it cites were found in a registry or an index.
Does familiarity breed trust? Revisiting the antecedents of trust
Abstract
This paper investigates how the history of interaction between organizations and between organizational boundary spanners contributes to the formation of trust between firms. Our findings, using data on the supplier–buyer relationships of two major US auto manufacturers, suggest that history affects trust formation in a complex non‐linear fashion, involving a period of ambivalence early in a relationship. We show that certain kinds of exchange partners can systematically reap differential returns from a common history of interaction. Organizational similarity significantly enhances the ability of exchange partners to translate the benefits of the joint history of interaction into a stock of trust. Copyright © 2008 John Wiley & Sons, Ltd.
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Cited by
The dark side of buyer–supplier relationships: A social capital perspective⋆
Villena, V. H., Revilla, E., & Choi, T. Y. (2011) · Journal of Operations Management · doi:10.1016/j.jom.2010.09.001 · Cited by 1,018
The Two Facets of Collaboration: Cooperation and Coordination in Strategic Alliances
Gulati, R., Wohlgezogen, F., & Zhelyazkov, P. (2012) · Academy of Management Annals · doi:10.5465/19416520.2012.691646 · Cited by 768
Self-citationQin, Y., Omar, B., & Musetti, A. (2022) · Frontiers in Psychology · doi:10.3389/fpsyg.2022.932805 · Cited by 237
Kleizen, B., Van Dooren, W., Verhoest, K., & Tan, E. (2023) · Government Information Quarterly · doi:10.1016/j.giq.2023.101834 · Cited by 80
Nienaber, A.-M., Hofeditz, M., & H. Searle, R. (2014) · International Journal of Bank Marketing · doi:10.1108/ijbm-12-2013-0146 · Cited by 74
Metadata
- Authors
- Gulati, R., & Sytch, M.
- Venue
- Managerial and Decision Economics
- Publisher
- Wiley
- Published
- 2008-03
- Volume
- 29
- Issue
- 2-3
- Pages
- 165-190
- ISSN
- 0143-6570 (ISSN-L)
- 1099-1468
- OpenAlex
- W1967522824
- Cited by
- 403
- References
- 150
- FWCI
- 35.42
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
