Effects of supplier trust on performance of cooperative supplier relationships
研究基于164对采购经理与供应商的数据，发现供应商对买方的信任能促进共享规划和协调灵活性等合作行为，进而影响买方对关系绩效的感知。
Abstract This study tests a path analytic model of buyer–supplier relationships, linking the supplier’s level of trust to three categories of inter‐firm cooperative behaviors and these behaviors to the buyer’s perception of the relationship’s performance. Data was used from a survey of 164 dyads composed of a purchasing manager and a counterpart in a firm that they identified as their most cooperative suppliers. Higher levels of inter‐organizational cooperative behaviors such as shared planning and flexibility in coordinating activities were found to be strongly linked to the supplier’s trust in the buyer firm. However, not all of the types of cooperative behaviors, particularly joint responsibility for problem solving, had significant impacts on the buyer’s perceptions of the relationship’s performance.