Trust and reliance in business relationships

Alderson, W. (1957), Marketing Behavior and Executive Action: a Functionalist Approach to Marketing, Irwin, Homewood, IL. Anderson, E. and Weitz, B. (1989), “Determinants of continuity in conventional industrial channel dyads”, Marketing Science, Vol. 8 No. 4, pp. 310‐23. Anderson, J.C. and Narus, J.A. (1990), “A model of distributor firm and manufacturing firm working partnerships”, Journal of Marketing, Vol. 54, pp. 42‐58. Atiyah, P.S. (1979), The Rise and Fall of Freedom of Contract, Clarendon Press, Oxford. Axelsson, B. (1992), “Corporate strategy models and networks – diverging perspectives”, in Axelsson, B. and Easton, G. (Eds), Industrial Networks: A New View of Reality, Routledge, London, pp. 184‐204. Baier, A. (1986), “Trust and antitrust”, Ethics, Vol. 96 No. 2, pp. 231‐60. Barber, B. (1983), The Logic and Limits of Trust, Rutgers University Press, New Brunswick, NJ. Barnett, R.E. (1986), “A consent theory of contract”, Columbia Law Review, Vol. 86, pp. 269‐321. Barney, J.B. and Hansen, M.H. (1994), “Trustworthiness as a source of competitive advantage”, Strategic Management Journal, Vol. 15, pp. 175‐90. Bazerman, M.H. and Gillespie, J.J. (1999), “Betting on the future: the virtues of contingent contracts”, Harvard Business Review, Vol. 77 No. 7, pp. 155‐61. Biggart, N.W. and Delbridge, R. (2004), “Systems of exchange”, Academy of Management Review, Vol. 29 No. 1, pp. 28‐49. Blau, P.H. (1964), Exchange and Power in Social Life, Wiley, New York, NY. Blois, K. (2003), “B2B ‘relationships’: a social construction of reality? A study of Marks and Spencer and one of its major suppliers”, Marketing Theory, Vol. 3 No. 1, pp. 79‐95. Blois, K.J. (1999), “Trust in business‐to‐business relationships: an evaluation of its status”, Journal of Management Studies, Vol. 36 No. 2, pp. 197‐215. Buckley, F.H. (2005), Just Exchange, Routledge, London/New York, NY. Campbell, D., Collins, H. and Wightman, J. (Eds) (2003), Implicit Dimensions of Contract: Discrete, Relational and Network Contracts, Hart Publishing, Oxford/Portland, OR. Cohen, N. and McKendrick, E. (Eds) (2005), Comparative Remedies for Breach of Contract, Hart Publishing, Oxford/Portland, OR. Collins, H. (1999), Regulating Contracts, Oxford University Press, Oxford. Cunningham, M.T. (1993), “The power game paper – a study of power within supplier‐customer relationships”, Proceedings of the 9th IMP Conference, University of Bath, Bath. Das, T.K. and Teng, B.S. (1998), “Between trust and control: developing confidence in partner cooperation in alliances”, Academy of Management Review, Vol. 23 No. 3, pp. 491‐512. Das, T.K. and Teng, B.S. (2001), “Trust, control and risk in strategic alliances: an integrated framework”, Organization Studies, Vol. 22 No. 2, pp. 251‐83. Deutsch, M. (1960), “The effect of motivational orientation upon trust and suspicion”, Human Relations, Vol. 13, pp. 123‐39. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), “Developing buyer‐seller relationships”, Journal of Marketing, Vol. 51, pp. 11‐27. Easton, G. and Håkansson, H. (1996), “Markets as networks: editorial introduction”, International Journal of Research in Marketing, Vol. 13, pp. 407‐13. Elster, J. (2000), Ulysses Unbound, Cambridge University Press, Cambridge. Fiske, A.P. (1990), “Relativity within moose culture; four incommensurable models for social relationships”, Ethos, Vol. 18, pp. 180‐204. Ford, D. (1980), “The development of buyer‐seller relationships in industrial markets”, European Journal of Marketing, Vol. 14 Nos 5/6, pp. 339‐53. Ford, D. (1990), Understanding Business Markets: Interactions, Relationships and Networks, Academic Press, London. Ford, D., Gadde, L.‐E., Håkansson, H. and Snehota, I. (2003), Managing Business Relationships, Wiley, Chichester. Frankel, S.H. (1977), Money: Two Philosophies, Blackwell, Oxford. Fried, C. (1981), Contract as Promise: A Theory of Contractual Obligation, Harvard University Press, Cambridge, MA. Fukuyama, F. (1995), Trust, Hamish Hamilton, London. Fuller, L.L. and Perdue, W.R. Jr (1936), “The reliance interest in contract damages: 1”, The Yale Law Journal, Vol. 46, pp. 52‐96. Fuller, L.L. and Perdue, W.R. Jr (1937), “The reliance interest in contract damages: 2”, The Yale Law Journal, Vol. 46, pp. 373‐420. Ganesan, S. (1994), “Determinants of long‐term orientation in buyer‐seller relationships”, Journal of Marketing, Vol. 58, pp. 1‐19. Granovetter, M. (1973), “The strength of weak ties”, American Journal of Sociology, Vol. 78 No. 6, pp. 1360‐80. Granovetter, M. (1985), “Economic action and social structure: the problem of embeddedness”, American Journal of Sociology, Vol. 91, pp. 481‐510. Hagen, J.M. and Choe, S. (1998), “Trust in Japanese interfirm relations: institutional sanctions matter”, Academy of Management Review, Vol. 23 No. 3, pp. 589‐600. Håkansson, H. (1982), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, Wiley, Chichester. Håkansson, H. and Ford, D. (2002), “How should companies interact in business networks?”, Journal of Business Research, Vol. 55 No. 2, pp. 133‐45. Håkansson, H., Harrison, D. and Waluszewski, A. (2004), Rethinking Marketing: Developing a New Understanding of Markets, Wiley, Chichester. Handfield, R.B. and Bechtel, C. (2002), “The role of trust and relationship structure in improving supply‐chain responsiveness”, Industrial Marketing Management, Vol. 31 No. 4, pp. 367‐82. Hardin, R. (1991), “Trusting persons, trusting institutions”, in Zeckhauser, R.J. (Ed.), Strategy and Choice, MIT Press, London. Harrison, D. (2004), “Is a long‐term relationship an implied contract? Two views of relationship disengagement”, Journal of Management Studies, Vol. 41 No. 1, pp. 107‐25. Hawes, J.M., Mast, K. and Swan, J.E. (1989), “Trust earning perceptions of sellers and buyers”, Journal of Personal Selling & Sales Management, Vol. 9 No. 1, pp. 1‐9. Jalava, J. (2003), “From norms to trust: the Luhmannian connection between trust and system”, European Journal of Social Theory, Vol. 6 No. 2, pp. 173‐90. Jeffries, F.L. and Reed, R. (2000), “Trust and adaptation in relational contracting”, Academy of Management Review, Vol. 25 No. 4, pp. 873‐82. Johanson, J. and Mattsson, L.‐G. (1992), “Network positions and strategic action – an analytic framework”, in Axelsson, B. and Easton, G. (Eds), Industrial Networks: A New View of Reality, Routledge, London, pp. 204‐17. Kramer, R.M. and Tyler, T.R. (1996), Trust in Organizations: Frontiers of Theory and Research, Sage Publications, London. Lambe, C.J., Spekman, R.E. and Hunt, S.O. (2000), “Interimistic relational exchange: conceptualization and propositional development”, Journal of the Academy of Marketing Science, Vol. 28 No. 2, pp. 212‐26. Lewicki, R., McAllister, D. and Bries, R. (1998), “Trust and distrust: new relationships and realities”, Academy of Management Review, Vol. 23, pp. 438‐58. Lewicki, R., Barry, B., Saunders, D. and Minton, J. (2003), Negotiation, McGraw‐Hill, New York, NY. Lewis, J.D. and Weigert, A. (1985), “Trust as a social reality”, Social Forces, Vol. 63 No. 4, pp. 967‐85. Luhmann, N. (1979), Trust and Power, Wiley, Chichester. McAllister, D.J. (1995), “Affect‐ and cognition‐based trust as foundations for interpersonal cooperation in organizations”, Academy of Management Journal, Vol. 8 No. 1, pp. 24‐59. Macauley, S. (1963), “Non‐contractual relationships in business: a preliminary study”, American Sociological Review, Vol. 28, pp. 55‐70. Markovits, D. (2004), “Contract and collaboration”, The Yale Law Journal, Vol. 113, pp. 1417‐58. Marsh, S. and Dibben, M.R. (2005), “Trust, untrust, distrust and mistrust – an exploration of the dark(er) side”, Lecture Notes in Computer Science, Vol. 3477, pp. 17‐33. Mattsson, L.G. (1987), “Management of strategic change in a ‘markets‐as‐networks’ perspective”, in Pettigrew, A. (Ed.), The Management of Strategic Change, Blackwell, Oxford. Mayer, R.C., Davis, J.H. and Schoorman, F.D. (1995), “An integrative model of organizational trust”, Academy of Management Review, Vol. 20, pp. 709‐34. Mellahi, K., Jackson, P. and Sparks, L. (2002), “An exploratory study into failure in successful organizations: the case of Marks and Spencer”, British Journal of Management, Vol. 13 No. 1, pp. 15‐30. Michell, P., Reast, J. and Lynch, J. (1998), “Exploring the foundations of trust”, Journal of Marketing Management, Vol. 14 No. 3, pp. 159‐72. Misztal, B. (1996), Trust in Modern Societies, Polity Press, Cambridge. Möllering, G. (2001), “The nature of trust: from Georg Simmel to a theory of expectation, interpretation and suspension”, Sociology, Vol. 35 No. 2, pp. 403‐20. Möllering, G., Bachmann, R. and Lee, S.H. (2004), “Understanding organizational trust. Foundations, constellations and issues of operationalisation”, Journal of Managerial Psychology, Vol. 19 No. 6, pp. 556‐70. Moorman, C., Deshpandé, R. and Zaltman, G. (1993), “Factors affecting trust in market research relationships”, Journal of Marketing, Vol. 57, pp. 81‐101. Moorman, C., Zaltman, G. and Deshpandé, R. (1992), “Relationship between provider and users of market research”, Journal of Marketing Research, Vol. 29, pp. 314‐28. Morgan, R.M. and Hunt, S.D. (1994), “The commitment‐trust theory of relationship marketing”, Journal of Marketing, Vol. 58, pp. 20‐38. Morris, J. and Moberg, D. (1994), “Work organisations as contexts for trust and betrayal”, in Sarbin, T., Carney, R. and Eouang, C. (Eds), Citizen Espionage: Studies in Trust and Betrayal, Praeger, Westport, CT. Noteboom, B. and Six, F. (2003), The Trust Process in Organizations, Edward Edgar, Cheltenham. Mouzas, S. (2006), “Negotiating umbrella agreements”, Negotiation Journal, Vol. 22 No. 3, pp. 279‐302. Parsons, T. (1951), Towards a General Theory of Action, Harvard University Press, Cambridge, MA. Pruitt, D.G. (1981), Negotiation Behavior, Academic Press, New York, NY. Ring, P.S. and Van de Ven, A. (1992), “Structuring cooperative relations between organizations”, Strategic Management Journal, Vol. 13, pp. 483‐98. Rodriguez, C.M. and Wilson, D.T. (2002), “Relationship bonding and trust as a foundation for commitment in US‐Mexican strategic alliances: a structural equation modelling approach”, Journal of International Marketing, Vol. 10 No. 4, pp. 53‐76. Rotter, J.B. (1967), “A new scale for the measurement of interpersonal trust”, Journal of Personality, Vol. 35, pp. 651‐65. Rousseau, D.M., Sitkin, S.B., Burt, R. and Camerer, C. (1998), “Not so different after all: a cross‐discipline view of trust”, Academy of Management Review, Vol. 23 No. 3, pp. 393‐405. Roxenhall, T. and Ghauri, P. (2004), “The use of written contract in long‐lasting business relationships”, Industrial Marketing Management, Vol. 33, pp. 261‐8. Schanze, E. (1998), “Symbiotic arrangements”, The Palgrave Dictionary of Economics and the Law, Vol. 3, pp. 554‐9. Schurr, P.H. and Ozanne, J.L. (1985), “Influence on exchange processes: buyers' perceptions of seller's trustworthiness and bargaining toughness”, Journal of Consumer Research, Vol. 11, pp. 939‐53. Sebenius, J.K. (1992), “Negotiation analysis: a characterization and review”, Management Science, Vol. 38 No. 1, pp. 18‐38. Shapiro, D.L., Sheppard, B.H. and Cheraskin, L. (1992), “Business on a handshake”, Negotiation Journal, Vol. 8, pp. 365‐77. Sheppard, B.H. and Sherman, D. (1998), “The grammars of trust: a model and general implications”, Academy of Management Review, Vol. 23 No. 3, pp. 422‐37. Simmel, G. (1950), The Sociology of Georg Simmel (trans. by Wolff, K.H.), The Free Press, New York, NY. Sitkin, S.B. and Roth, N.L. (1993), “Explaining the limited effectiveness of legalistic ‘remedies’ for trust/distrust”, Organization Science, Vol. 4, pp. 367‐92. Smith, C. (2001), “Trust and confidence: possibilities for social work in ‘higher modernity’”, British Journal of Social Work, Vol. 31, pp. 287‐305. Solomon, R.C. and Flores, F. (2001), Building Trust, Oxford University Press, Oxford. Steyn, J. (1997), “Contract law: fulfilling the reasonable expectations of honest men”, Law Quarterly Review, Vol. 119, pp. 433‐42. Turnbull, P., Ford, D. and Cunningham, M. (1996), “Interaction, relationships and networks in business markets: an evolving perspective”, Journal of Business & Industrial Marketing, Vol. 11 Nos 3/4, pp. 44‐62. Whitener, E., Brodt, S.E., Korsgaard, M.A. and Werner, L.M. (1998), “Managers as initiators of trust: an exchange relationship framework for understanding managerial trustworthy behaviour”, Academy of Management Review, Vol. 23 No. 3, pp. 513‐30. Wicks, A.C., Berman, S.L. and Jones, T.M. (1999), “The structure of optimal trust: moral and strategic implications”, Academy of Management Review, Vol. 24 No. 1, pp. 99‐118. Williamson, O.E. (1975), Markets and Hierarchies, The Free Press, New York, NY. Williamson, O.E. (1985), The Economic Institutions of Capitalism, The Free Press, New York, NY. Young, L.C. and Wilkinson, I.F. (1988), “The role of trust and cooperation in marketing channels: a preliminary study”, European Journal of Marketing, Vol. 23, pp. 109‐22. Zaheer, A. and Venkatraman, N. (1995), “Relational governance as an interorganisational strategy: an empirical test of the role of trust in economic exchange”, Strategic Management Journal, Vol. 16, pp. 373‐92. Zaheer, A., McEvily, B. and Perrone, V. (1998), “Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance”, Organization Science, Vol. 9 No. 2, pp. 141‐59. Zucker, L.G. (1986), “Production of trust: institutional sources of economic structure”, Research in Organizational Behavior, Vol. 8, pp. 53‐111.