Premium
Trust‐opportunism paradox, relationalism, and performance in interfirm relationships: evidence from the retail industry
Author(s) -
Lado Augustine A.,
Dant Rajiv R.,
Tekleab Amanuel G.
Publication year - 2008
Publication title -
strategic management journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 11.035
H-Index - 286
eISSN - 1097-0266
pISSN - 0143-2095
DOI - 10.1002/smj.667
Subject(s) - opportunism , intermediary , perspective (graphical) , business , work (physics) , industrial organization , marketing , economics , computer science , artificial intelligence , market economy , mechanical engineering , engineering
Building on recent theoretical work documenting that interorganizational relationships (IORs) are ‘multifaceted and multiplex’ we investigate, from the agent's perspective, the joint effects of trust and opportunism in fostering (or inhibiting) relationalism, which, in turn, is predicted to influence performance within interfirm exchange relationships. Based on longitudinal survey data on 409 catalog intermediaries affiliated with a large retail firm, we found strong support for most of the hypothesized relationships. Implications for future research are offered. Copyright © 2008 John Wiley & Sons, Ltd.