Co-evolution of trust and dependence in customer-supplier relationships

The relational and dynamic aspects of interfirm trust and dependence produce a crucial, but insufficiently addressed, challenge for successful relationship coordination. In this paper we concentrate on this issue by examining how trust and dependence co-evolve in customer-supplier relationships. Building on a case study, we develop propositions and a model that illustrates how interorganizational trust and dependence coevolve through the different phases of customer-supplier relationships and how we may distinguish cooperative and trustworthy actors from those who will behave opportunistically. Theoretical and practical implications are offered. (C) 2007 Published by Elsevier Inc.