When can you trust “trust”? Calculative trust, relational trust, and supplier performance
研究区分了基于奖惩结构的计算型信任和基于共同身份的关系型信任，发现两者均提升供应商绩效，但效果受资产专用性、市场不确定性和行为不确定性等条件调节。
Our research empirically assesses two distinct bases for trust: calculative trust, based on a structure of rewards and penalties, versus relational trust, a judgment anchored in past behavior and characterized by a shared identity. We find that calculative trust and relational trust positively influence supplier performance, with calculative trust having a stronger association than relational trust. Yet, important boundary conditions exist. If buyers invest in supplier‐specific assets or when supply side market uncertainty is high, relational trust, not calculative trust, is more strongly associated with supplier performance. In contrast, when behavioral uncertainty is high, calculative trust, not relational trust, relates more strongly to supplier performance. These results highlight the value of examining distinct forms of trust . Copyright © 2015 John Wiley & Sons, Ltd.