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Cited by 403

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

Gulati, Ranjay, Sytch, Maxim·2008·Managerial and Decision Economics
DOI 10.1002/mde.1396
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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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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
DOI
10.1002/mde.1396
OpenAlex
W1967522824
Cited by
403
References
150
FWCI
35.42
Type
journal article
Language
en
Open access
closed

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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

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.