Boundary conditions for the emergence of relational trust among exporters and importers

Ceyhan S., Dogan I. C., Yildiz M., BARCA M.

REVIEW OF INTERNATIONAL BUSINESS AND STRATEGY, vol.28, pp.358-372, 2018 (ESCI) identifier identifier


Purpose This study looks to the answer of whether importers and exporters can develop relational trust and minimize the monitoring and control costs used to prevent opportunistic behavior in a trust relationship. Despite increasing scholarly interest in calculative and relational trust, the boundary conditions affecting the transformation of calculative trust into relational trust remain unaddressed. In response, this study aims to investigate the boundary conditions for the emergence of relational trust in inter-organizational relationships between Chinese exporters and Turkish importers.