Co-Evolution of Trust and Dependence in Customer-Supplier Relationships

Abstract

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 coevolve in customersupplier 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 customersupplier relationships and how we may distinguish cooperative and trustworthy actors from those who will behave opportunistically. Theoretical and practical implications are offered.