The impact of trust on collaboration

Trust is the degree to which partners perceive each other as credible and benevolent (cf. Doney and Cannon, 1997; Ganesan, 1994; Kumar et al., 1995) and is expected to have a positive effect on the degree of collaboration in supply-chain relationships. If parties expect each other to be both able and willing to perform the necessary tasks, they are also likely to collaborate (Mohr and Spekman, 1994; Morgan and Hunt, 1994). Moreover, for supply-chain partnerships to become truly collaborative in nature, trust is not only a desired characteristic, but a necessary one (Spekman et al. , 1998, p. 635). This reasoning results in the following hypothesis: HI. Trust in the relationship between the manufacturing business unit and a supplier is positively related to the degree of collaboration in the relationship.

Figure 1 A conceptual framework of the effects of trust and electronically mediated exchange on collaboration

Figure 1 A conceptual framework of the effects of trust and electronically mediated exchange on collaboration

Niklas Myhr and Robert E. Spekman

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