Search results

Supply chain collaboration is increasingly important in today’s competitive business environment. While prior research has acknowledged the role of relationships in facilitating collaboration, few studies have considered inter-personal and inter-organisational attributes simultaneously. This study addresses this gap by investigating these two levels of the manufacturer-supplier relationship in Vietnam’s fishery industry and their impacts on supply chain collaboration.

The study employed a quantitative approach. A questionnaire was distributed to 635 fishery manufacturers in Vietnam by the drop-and-collect method. EFA and CFA were used to assess the reliability and validity of the measurement model, while CB-SEM was employed for structural model assessment and hypothesis testing.

Supply chain collaboration encompasses incentive alignment, collaborative communication, decision synchronisation, and information sharing. All antecedents, including commitment, inter-organisational trust, reciprocity, and inter-personal trust, positively affect collaboration. Inter-personal trust positively influences the other antecedents, and inter-organisational trust enhances commitment. Furthermore, there are partial mediating effects among these relationship attributes. However, no significant moderating effect regarding firm size is observed.

The study extends the social exchange theory to encompass both inter-personal and inter-organisational relationship attributes. Additionally, it pioneers in investigating the interrelatedness of these antecedents. By addressing the research gap in the Vietnamese fishery supply chain, it offers valuable insights for both academics and practitioners, contributing to theoretical understanding and practical implications in supply chain collaboration.

The purpose of this paper is to investigate the effects of network strength, transaction‐specific investments and inter‐personal trust on business relationship satisfaction for small‐and‐medium‐sized enterprises (SMEs) involved in agri‐food processing and exporting in China.

Survey data collected from 80 agri‐food SMEs in Jiangsu Province were used for empirical testing. The authors applied an ordered logit regression approach for model estimation.

The results demonstrate that strong guanxi networks, high level of transaction‐specific investments and inter‐personal trust significantly contribute to a high level of relationship satisfaction for agri‐food SMEs in China. In addition, inter‐personal trust shows a moderating effect on the relationship between transaction‐specific investments and relationship satisfaction.

Business relationships play a critical role in the modern market environment. Relational arrangements (based on guanxi and inter‐personal trust) should be further enhanced in order to yield satisfied business relationships for SMEs in China.

The paper extends our understanding of relationship (guanxi) marketing, as well as marketing practices for agri‐food SMEs in China.

The aim of the paper is to define the role of trust and reliance in business relationships.

After this paper identifies gaps in the literature, a conceptual model is developed, and its implications analyzed and discussed.

One of the particularities of trust is its inherent anthropocentricity. As a concept, trust appears to be more applicable at the level of inter‐personal relationships than to inter‐organizational relationships. Business relationships involve both inter‐personal and inter‐organizational relationships. The paper considers a number of other possibilities and argues that there is a need to look at reliance as an incremental intellectual lens on business relationships.

Within a business‐to‐business marketing context, the paper discusses the impact of such a multi‐faceted conceptualization for research in business relationships.

Marketing researchers often neglect the fact that relationships between organizations are based on mutual interests, and attempt to stretch the concept of trust towards inter‐organizational relationships without the necessary theoretical scrutiny.

Applying the concept of trust to personal relationships and reliance to inter‐organizational relationships, the paper introduces a complementary, rational standard that contributes to the calculability in exchange relationships.

Building trust is critical in reverse mergers and acquisitions (M&As), attributed to the divergence of governance and culture between the East and the West. This paper aims to explore the barriers and trust-building practices of Chinese managers in reverse M&As in developed countries.

The primary data set of this research contains case studies of two Chinese M&A deals and in-depth interviews with managers and advisories in the Netherlands.

This research finds that the divergences of decision-making structure, communication style and trust orientation generate barriers to the trust building in Chinese reverse M&As. The third-party advisory participation helps to build cognition-based trust of acquired company managers on Chinese acquiring company managers through providing information and explanation, fitting Chinese buyers in the Western M&A procedure and offering communication. It also helps to build affect-based trust through bridging the divergence of trust orientation and filling the cultural voids. Meanwhile, the invisible integration helps to build cognition-based trust through maintaining the core business, offering great help to acquired companies for their business expansion and selecting the business collaboration areas in the long term. It also helps to build affect-based trust through granting a high degree of governance independence and enabling a balanced status in acquired companies.

This research unveils the “black box” of Chinese reverse M&As from an inter-personal trust perspective and advances the nuanced understanding of trust and trust-building practices in Chinese reverse M&As. It also provides practical tools for both Chinese companies and acquired companies in developed countries.

While previous studies explored the argument that allies the notion of complexity to the complex product-service offerings being procured, this paper aims to explore whether there is a corollary with exchange governance complexity. More specifically, the paper analyzes the relationship between systemic complexity and complexity of contractual and relational exchange governance in procuring complex performance (PCP) arrangements.

A multiple, longitudinal case study method is used to examine the relationship between systemic complexity and exchange governance complexity. The study deploys rich data sets by combining government and company reports with 43 semi-structured interviews.

Preliminary conclusions suggest that as a response to increasing systemic complexity, organizations respond with increasing contractual governance complexity. However, better performing PCP arrangements illustrate that the use of simplified contractual governance in form of working agreements in combination with relational governance such as inter-personal relationships may be more effective to counteract complexity.

The paper questions whether organizations should respond with increasing exchange governance complexity to counteract systemic complexity. Managers must consider the manageability and enforceability of complex contracts in combination with the formation of inter-personal relationships and simplified working agreements.

This study adds to the limited empirical understanding on the nature of long-term public-private interactions in PCP. It also contributes through a rare focus on the relationship between systemic complexity and exchange governance complexity in PCP arrangements.

The purpose of this paper is to conduct a systematic literature review of studies addressing relational quality in public–private partnerships (PPPs). The ambition of this study is twofold: first, to present more clarity regarding the definition of the concept. Second, to develop a framework that explains the antecedents, characteristics and outcomes of relational quality in PPPs.

A systematic literature review of 99 academic articles, which were analyzed and coded on the definition, characteristics, antecedents and outcomes of relational quality.

The study shows that trust, communication, commitment, openness and reciprocity are considered core aspects of the concept. The analysis further identifies important antecedents (e.g. shared values, leadership) and outcomes (performance, innovation) of relational quality in PPPs. The findings result in the development of a framework on relational quality in PPPs to be used for further research.

The findings indicate that relational quality is valuable for the functioning of PPPs, but the current focus of this review excludes studies addressing relational quality in other types of collaboration and public–private exchange. The lessons from these research fields might further improve people’s understanding of relational quality.

Practitioners should pay attention to relational quality in long-term PPPs. Among others, (process) management activities might contribute to relational quality as it stimulates communication and openness.

The presented framework explaining antecedents, characteristics and outcomes of relational quality allows for more structured use of this concept in future research.

The paper aims to report on a thesis completed in 2005 that had relevance to the project management community. The thesis dealt with trust relations in the construction industry in respect of strategy formulation and to provide a hierarchy model to explain the concept of general trust of the individual and the industry, situational trust, a value‐based trust, inter‐personal and inter‐firm trust via quantitative and qualitative study.

A pilot study with structured questionnaires and a case study approach are adopted to collect both quantitative and qualitative data from ten projects operating with partnering and non‐partnering approach.

The findings help to explain trust relations with three issues: a group perspective of value‐based trust; the perception of trust by clients and contractors in the construction industry; and the hierarchy of a trust model based on the moral, social and work dimensions of trust.

The paper indicates that the value of clients and contractors in the construction industry are different and affects the overall project performance. For multiple parties working therefore requires identification of the deficient areas or constraints when managing differences among people. Further work needs to be done in respect of the behavioural outcome.

This theoretical framework is used as the foundation of a trust model (the analytical hierarchy process model) to evaluate the types of trust prevailing at the time of measurement. The model can be used in any situation requiring understanding of the relationships among the parties under investigation. This paper puts the subject in context by using project case studies, which provide a better understanding of trust in a situation involving multiple parties.

The thesis is of value to both practitioners and academics/researchers in the management development of construction projects in a multi‐party working situation by modeling in a hierarchy process of the factor components affecting trust relations.

This chapter provides a comprehensive, yet, concise overview of the existing debates on policy networks. The aim of the chapter is to identify those mechanisms that encourage network collaboration among several stakeholders with different motivations, interests, and preferences throughout different stages of policy making from agenda setting to policy evaluation. A systematic review of previous studies on policy networks across various countries highlights the achievements and missing links in the literature, and at the same time, reveals three sets of causal mechanisms, which are crucial to understand Network Collaborative Capacity (NCC) along the structural, relational, and institutional dimensions. Structural and relational mechanisms explain the internal dynamics of a policy network; whereas institutional mechanisms consist of all those external factors in the broader political and economic environment within which the network is embedded. Structural, relational, and institutional mechanisms are further classified into constituting elements that serve as a blueprint for organizing and managing collaborative efforts at the network level. Ultimately this chapter contributes to the existing governance debates by offering an integrated framework for the study of NCC across country cases and policy sectors. Turkish health sector represents a case study to assess the applicability of this framework beyond the context of advanced industrialized economies and democracies with a tradition in collaborative policy making. Finally, the added value of comparative network analysis at the national and sub-national levels will be discussed.

The purpose of this paper is to measure trust that logistics/supply chain management (SCM) managers of supplier firms perceive toward inbound SCM managers of buyer firms, and investigate the effect of trust on supply chain collaboration and logistics efficiency. In doing so, two trust forms are introduced: affective trust and trust in competency. Besides, supply chain collaboration includes the three dimensions: joint decision making, information sharing, and benefit/risk sharing.

A path analysis was used to test whether the two trust forms affect the three dimensions of supply chain collaboration, and then, the three dimensions of supply chain collaboration, in turn, affect the logistics efficiency of supplier firms. An empirical analysis was conducted with Korean firms.

Affective trust has a significant influence on collaboration in information sharing and benefit/risk sharing, whereas trust in competency affects collaboration in joint decision making and benefit/risk sharing. Regarding supply chain collaboration, joint decision making and information sharing are found to affect logistics efficiency. Insignificant relationships are detected between affective trust and joint decision making, between trust in competency and information sharing, and between benefit/risk sharing and logistics efficiency.

By classifying trust into affective trust and trust in competency and by incorporating the three dimensions of collaboration, this paper analyzes the causal effect of suppliers' trust at the inter‐personal level on supply chain collaboration and logistics efficiency, and discusses the results compared to those focusing on buyers' trust.

This study seeks to identify antecedents of trust among top managers representing partners in international joint ventures (IJVs) and to show how this trust influences IJV performance.

The paper proposes that the national cultural distance of the foreign partner, the business similarity of partners' organizations and behavioural integration are antecedents to trust, and that trust is a key mediator through which these antecedents affect IJV performance. Data are collected through a field survey from IJVs in Beijing and Shenzhen, PRC, and employ regression analysis to test these propositions.

It is found that: trust across IJV factional subgroups is influenced by partners' business similarity and by the behavioural integration of top managers representing the partners from both sides; and this trust mediates the relationship between the behavioural integration of top managers in Sino‐foreign IJVs and overall venture performance. The effects of business similarity and partner national cultural distance on overall performance were not mediated by trust.

The sample of the study used is limited to one country only – China. Besides, the paper's measures of cultural distance and categorization of national origin of foreign partners of IJVs may be subject to criticism.

First, the paper explicitly hypothesizes and tests the role of trust as a mediator of the relationships between trust antecedents and IJV performance. This is done in order to develop a more detailed understanding of how fixed partner characteristics and adjustable group processes affect IJV outcomes. Second, the study finds evidence that supports situational perspective and developmental perspective of trust development, but not the deterministic perspective. This is also consistent with some additional qualitative evidence which the authors collected through interviews. Third, the results indicate that some trust antecedents have direct effects on IJV performance, while others affect IJV performance through partner trust.

The study's exploratory results offer important new information for IJV researchers and for managers of IJVs.