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The determinants of trust in supplier–automaker relationships in the US, Japan, and Korea

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  • Jeffrey H Dyer

    (Brigham Young University, Provo, USA)

  • Wujin Chu

    (Seoul National University, Seoul, Korea)

Abstract

We examine the determinants of trust in 453 supplier–automaker relationships in the US, Japan, and Korea. We define trust and derive a model of its determinants drawing upon (1) an embeddedness (relationship-based) perspective, (2) a process-based perspective, and (3) an economic (hostage-based) perspective. Our findings indicate strong support for the process-based perspective in all countries; embeddedness was only important in Japan, and the economic hostage-based variable (stock ownership) was not important in any country.

Suggested Citation

  • Jeffrey H Dyer & Wujin Chu, 2011. "The determinants of trust in supplier–automaker relationships in the US, Japan, and Korea," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 42(1), pages 10-27, January.
    • Handle: RePEc:pal:jintbs:v:42:y:2011:i:1:p:10-27
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    Cited by:

    1. Paul Brockman & Sadok El Ghoul & Omrane Guedhami & Ying Zheng, 2022. "Does social trust affect international contracting? Evidence from foreign bond covenants," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(6), pages 1011-1044, August.
    2. Christopher Pryor & Shaker A. Zahra & Garry D. Bruton, 2023. "Trusting without a Safety Net: The Peril of Trust in Base of the Pyramid Economies," Journal of Management Studies, Wiley Blackwell, vol. 60(4), pages 767-799, June.
    3. Bidault, Francis & de la Torre, José R. & Zanakis, Stelios H. & Ring, Peter Smith, 2018. "Willingness to rely on trust in global business collaborations: Context vs. demography," Journal of World Business, Elsevier, vol. 53(3), pages 373-391.
    4. Alisher Tohirovich Dedahanov & Abdulkhamid Komil ugli Fayzullaev & Odiljon Sobirovich Abdurazzakov & Dilshodjon Alidjonovich Rakhmonov & Oyniso Zakirova, 2022. "Paternalistic Leadership Styles and Employee Voice: The Roles of Trust in Supervisors and Self-Efficacy," Sustainability, MDPI, vol. 14(19), pages 1-14, October.
    5. Khalid, Saba & Ali, Tahir, 2017. "An integrated perspective of social exchange theory and transaction cost approach on the antecedents of trust in international joint ventures," International Business Review, Elsevier, vol. 26(3), pages 491-501.
    6. Xue, Jinjie & Liu, Junqi & Geng, Zizhen & Yuan, Hongping & Chao, Lei, 2023. "Why and when do paradoxical management capabilities matter to paradoxical pressure? An empirical investigation of the role of coopetition," Technovation, Elsevier, vol. 120(C).
    7. Miguel-Josué Heredia-Roldán & Damián-Emilio Gibaja-Romero & José-Luis Martínez-Flores & Santiago-Omar Caballero-Morales, 2019. "The impact of trust in the strategic decisions of a decentralized supply chain," OPSEARCH, Springer;Operational Research Society of India, vol. 56(3), pages 757-779, September.
    8. Ali, Tahir & Khalid, Saba & Shahzad, Khuram & Larimo, Jorma, 2021. "Managing international joint ventures to improve performance: The role of structural and social mechanisms," International Business Review, Elsevier, vol. 30(3).
    9. Ali, Tahir & Larimo, Jorma, 2016. "Managing opportunism in international joint ventures: The role of structural and social mechanisms," Scandinavian Journal of Management, Elsevier, vol. 32(2), pages 86-96.
    10. Mdarhri Alaoui Saâd & Noureddine Amine, 2019. "The Impact Of Power And Relationship Quality On Value Creation and Appropriation in Buyer–Supplier Relationships," Review of Marketing Science, De Gruyter, vol. 17(1), pages 47-80, June.
    11. Shawn A. Trivette, 2017. "Invoices on scraps of paper: trust and reciprocity in local food systems," Agriculture and Human Values, Springer;The Agriculture, Food, & Human Values Society (AFHVS), vol. 34(3), pages 529-542, September.
    12. Ming-Jer Chen & Danny Miller, 2015. "Reconceptualizing competitive dynamics: A multidimensional framework," Strategic Management Journal, Wiley Blackwell, vol. 36(5), pages 758-775, May.
    13. Carole Couper & A. Rebecca Reuber & Shameen Prashantham, 2020. "Lost that lovin’ feeling: The erosion of trust between small, high-distance partners," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 51(3), pages 326-352, April.
    14. Adriana Troczinski Storti & Ely Paiva & Luciana Marques Vieira, 2018. "Internationalization and Relationships in Supply Chains," Brazilian Business Review, Fucape Business School, vol. 15(6), pages 551-567, November.
    15. Zhang, Chun & Henke, John W. & Viswanathan, Sridhar, 2015. "Reciprocity between buyer cost sharing and supplier technology sharing," International Journal of Production Economics, Elsevier, vol. 163(C), pages 61-70.
    16. Haoyang Song & Jianhua Hou & Shiqi Tang, 2021. "From Contractual Flexibility to Contractor’s Cooperative Behavior in Construction Projects: The Multiple Mediation Effects of Ongoing Trust and Justice Perception," Sustainability, MDPI, vol. 13(24), pages 1-21, December.
    17. Zhongju Liao & Siying Long, 2019. "Can interfirm trust improve firms' cooperation on environmental innovation? The moderating role of environmental hostility," Business Strategy and the Environment, Wiley Blackwell, vol. 28(1), pages 198-205, January.
    18. Tsouri, Maria & Hanson, Jens & Normann, Håkon Endresen, 2021. "Does participation in knowledge networks facilitate market access in global innovation systems? The case of offshore wind," Research Policy, Elsevier, vol. 50(5).
    19. Chen, Yi-Su & Su, Hung-Chung & Ro, Young K., 2017. "The co-evolution of supplier relationship quality and product quality in the U.S. auto industry: A cultural perspective," International Journal of Production Economics, Elsevier, vol. 184(C), pages 245-255.
    20. Paul Brockman & Sadok El Ghoul & Omrane Guedhami & Ying Zheng, 0. "Does social trust affect international contracting? Evidence from foreign bond covenants," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 0, pages 1-34.
    21. Baumann, Chris & Hamin, Hamin & Chong, Amy, 2015. "The role of brand exposure and experience on brand recall—Product durables vis-à -vis FMCG," Journal of Retailing and Consumer Services, Elsevier, vol. 23(C), pages 21-31.
    22. Khuram Shahzad, 2017. "From Transaction Cost Containment to Relationship Commitment: An Integrative Perspective of Buyer-Supplier Relationship Governance," MIC 2017: Managing the Global Economy; Proceedings of the Joint International Conference, Monastier di Treviso, Italy, 24–27 May 2017,, University of Primorska Press.
    23. Kwok, Diana W.P. & Meschi, Pierre-Xavier & Bertrand, Olivier, 2020. "In CEOs we trust: When religion matters in cross-border acquisitions. The case of a multifaith country," International Business Review, Elsevier, vol. 29(4).

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