@article{aec337442ee5410d9c579329297575d9,
title = "Revisiting Interorganizational Trust: Is More Always Better or Could More Be Worse?",
abstract = "This study conducts an investigation of interorganizational trust and its positive and negative effects. We consider how positive and negative effects operate differently under two types of uncertainties—buyer dependence and market instability. Trust is studied in the buyer–supplier relationship (BSR) context from the buyer{\textquoteright}s perspective. The analysis is conducted based on survey data and secondary archival data from a sample of 133 BSRs. Results show that trust follows an inverted-U shape with performance. There is a point at which the negative effects of trust offset its benefits, and beyond that point, performance declines. The results also suggest that the positive and negative effects of trust become more pronounced when buyers are highly dependent on suppliers or when environmental uncertainty surrounding buyers is low. Trust{\textquoteright}s negative effects are more severe for those buyers that are highly dependent and operate in stable markets.",
keywords = "dependence, interorganizational trust, market instability, performance",
author = "Villena, {Ver{\'o}nica H.} and Thomas Choi and Elena Revilla",
note = "Funding Information: Acknowledgments: This article was accepted under the editorship of Patrick M. Wright. The authors would like to thank Glenn Hoetker, Martin Gargiulo, Luiz Mesquita, Manuel Becerra, Kevin Corley, Lance Ferris, and Vilmos Misangyi for their insightful comments in previous versions of this manuscript. We are especially grateful to the action editor, Devi R. Gnyawali, and three anonymous reviewers for their constructive comments and guidance throughout the review process. We also acknowledge the financial support from Spanish Ministry of Science and Innovation and CAPS Research during the development phase of this project. Funding Information: This article was accepted under the editorship of Patrick M. Wright. The authors would like to thank Glenn Hoetker, Martin Gargiulo, Luiz Mesquita, Manuel Becerra, Kevin Corley, Lance Ferris, and Vilmos Misangyi for their insightful comments in previous versions of this manuscript. We are especially grateful to the action editor, Devi R. Gnyawali, and three anonymous reviewers for their constructive comments and guidance throughout the review process. We also acknowledge the financial support from Spanish Ministry of Science and Innovation and CAPS Research during the development phase of this project. Publisher Copyright: {\textcopyright} The Author(s) 2016.",
year = "2019",
month = feb,
day = "1",
doi = "10.1177/0149206316680031",
language = "English (US)",
volume = "45",
pages = "752--785",
journal = "Journal of Management",
issn = "0149-2063",
publisher = "SAGE Publications Inc.",
number = "2",
}