Trust formation in cross‐cultural business‐to‐business relationships

Troy William Heffernan

86 citations0/0 files storedQualitative Market Research An International Journal

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Customer Service Quality and Loyalty International Business and FDI Global and Cross-Cultural Management

Abstract

Given the increase in the globalisation of the world's economies, the importance of building successful cross‐cultural business to business partnerships is emerging as a critical strategy for organisations to consider. For these forms of relationships trust has been identified as an essential component of success. However, little is known about the development and formation of trust in cross‐cultural business to business relationships. Consequently, triangulating two qualitative techniques, this paper examines the development of trust through the initial three stages of the relationship lifecycle. Findings suggest that trust develops in markedly different forms dependent on the lifecycle stage of the relationships.

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References

1984Case Study Research: Design and Methods 1985Naturalistic inquiry 1994Handbook of Qualitative Research 1990Qualitative evaluation and research methods 1994The Commitment-Trust Theory of Relationship Marketing 2008Qualitative Data Analysis 1995An Integrative Model Of Organizational Trust 1987Developing Buyer-Seller Relationships

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