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The Social Constitution of Trust: Supplier Relations in Britain and Germany
Abstract
Trust is analysed as a means to reduce uncertainty and risk in vertical inter-firm relationships. Both theoretically and with reference to empirical comparative research (Britain and Germany), it is shown that trust-based relations between buyer and supplier firms rarely evolve spontaneously on the level of individual interaction but are highly dependent on the existence of stable legal, political and social institutions.
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Citations
Cited by
Building Effective Online Marketplaces with Institution-Based Trust
Pavlou, P. A., & Gefen, D. (2004) · Information Systems Research · doi:10.1287/isre.1040.0015 · Cited by 2,516
Understanding the influence of national culture on the development of trust
Doney, P. M., Cannon, J. P., & Mullen, M. R. (1998) · The Academy of Management Review · doi:10.2307/259297 · Cited by 1,844
King, A. A., Lenox, M. J., & Terlaak, A. (2005) · Academy of Management Journal · doi:10.5465/amj.2005.19573111 · Cited by 875
Grayson, K., Johnson, D., & Chen, D.-F. R. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.2.241 · Cited by 234
Understanding consumer trust in Internet shopping: A multidisciplinary approach
Cheung, C. M. K., & Lee, M. K. O. (2006) · Journal of the American Society for Information Science and Technology · doi:10.1002/asi.20312 · Cited by 205
Metadata
- Authors
- Lane, C., & Bachmann, R.
- Venue
- Organization Studies
- Publisher
- SAGE Publications
- Published
- 1996-05
- Volume
- 17
- Issue
- 3
- Pages
- 365-395
- ISSN
- 0170-8406 (ISSN-L)
- 1741-3044
- OpenAlex
- W2097538495
- Cited by
- 483
- References
- 0
- FWCI
- 33.61
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: The Social Constitution of Trust: Supplier Relations in Britain and Germany. https://app.cochat.ai/papers/10.1177/017084069601700302
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- Lane, C., & Bachmann, R. (1996). The Social Constitution of Trust: Supplier Relations in Britain and Germany. Organization Studies. https://doi.org/10.1177/017084069601700302
Data sources
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.
