Trust-opportunism paradox, relationalism, and performance in interfirm relationships: Evidence from the retail industry

被引：173

作者：

Lado, Augustine A. ^{[1
]}

Dant, Rajiv R. ^{[2
]}

Tekleab, Amanuel G. ^{[3
]}

机构：

[1] Clarkson Univ, Sch Business, Potsdam, NY 13699 USA

[2] Univ Oklahoma, Div Marketing & Supply Chain Management, Norman, OK 73019 USA

[3] Wayne State Univ, Sch Business Adm, Detroit, MI USA

来源：

STRATEGIC MANAGEMENT JOURNAL | 2008年 / 29卷 / 04期

关键词：

trust-opportunism paradox; relationalism; interfirm relationships;

D O I：

10.1002/smj.667

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Building on recent theoretical work documenting that interorganizational relationships (IORs) are 'multifaceted and multiplex' we investigate, from the agent's perspective, the joint effects of trust and opportunism in fostering (or inhibiting) relationalism, which, in turn, is predicted to influence performance within interfirm exchange relationships. Based on longitudinal survey data on 409 catalog intermediaries affiliated with a large retail firm, we found strong support for most of the hypothesized relationships. Implications for future research are offered.(C) Copyright 2008 John Wiley & Sons, Ltd.

引用

页码：401 / 423

页数：23

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