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

Carmen Camarero Izquierdo (camarero@eco.uva.es) and Jes£s Guti‚rrez Cill n (cillan@eco.uva.es)
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Carmen Camarero Izquierdo: Departamento de Organizaci¢n de Empresas y Comercializaci¢n e Investigaci¢n de Mercados, Facultad de Ciencias Econ¢micas y Empresariales, Universidad de Valladolid
Jes£s Guti‚rrez Cill n: Departamento de Organizaci¢n de Empresas y Comercializaci¢n e Investigaci¢n de Mercados, Facultad de Ciencias Econ¢micas y Empresariales, Universidad de Valladolid

No 2001-07, Working Papers "New Trends on Business Administration". Documentos de Trabajo "Nuevas Tendencias en Dirección de Empresas". from 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 Doctorado Interuniversitarios (con mención de calidad de la ANECA) en "Economía de la Empresa", Universidades de Valladolid, Burgos, Salamanca y León (España). Hasta 2008, Programa de Doctorado Interuniversitario (con mención de calidad de la ANECA) “Nuevas Tendencias en Dirección de Empresas”, Universidades de Valladolid, Burgos y Salamanca (España).

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.

Keywords: Relational; orientation.; Long-term; relationships.; Marketing; relationships.; Transaction; costs; analysis.; Automobile; industry. (search for similar items in EconPapers)
Date: 2001-06
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Published in European Journal of Marketing, vol. 38, no. 8, 2004, pages 974-994.

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