Littérature scientifique sur le sujet « Inter-firm Trust Building »

The academic discussion of business co-operation and networks is often undertaken in fairly abstract terms. The objective of this paper is to add some realism through “on-the-ground” examples of inter-firm networks in which Training and Enterprise Councils (TECS) have acted in a facilitating and sup-portive capacity. This paper considers the practicalities and problems that TECs, often in the shape of “network brokers”, have encountered in facilitating the building and sustaining of local inter-firm networks, primarily among SMEs, in a number of differing scenarios. It was found that the most effective and sustainable networks are initially based on informal relations, such as those developed through voluntary attendance at “learning” workshops and seminars. As trust emerges and bonds are gradually gained these arrange-ments may evolve into more formal and long-term associations. It is suggested that the initial focus of projects should consist of expanding the “stakeholder webs” of SMEs through learning networks that focus on building the stock of social capital. Furthermore, gaining sufficient reserves of social capital should be considered prior to the planning of any formal “dotted line” commercial or innovation-based relations.

The rapid global expansion of marketers from one emerging market to another such as countries in Africa, Latin America, Central Asia, and the Middle East is dramatically changing the landscape of international business relationships. A leading example is Chinese firms in African countries. The element of trust is highlighted in such emerging market relationships that involve large investments from multiple constituents with diverging and sometimes conflicting objectives. Our study provides a broader, more encompassing macromarketing framework by investigating inter-firm trust between two emerging markets from an institutional perspective. Our study develops the inter-firm trust concept in the context of Chinese businesses in Africa on the bases of extant literature, field interviews, and observations focused mainly on three African countries (Ghana, Kenya and South Africa). Drawing from trust theory and institutional theory, our study reveals three dimensions for the inter-firm trust concept and both trustor and trustee factors influence the perception of Chinese businesses in Africa. Macromarketing and practical implications for building and managing inter-firm trust at a multi-level between emerging markets are also discussed.

This work examines the interplay of inter-personal and inter-organizational trust, two distinct but related concepts, through a theoretic inter-organizational trust-based security model for a multi-agent system information-sharing community. A calculus that mathematically models trust building at the inter-organizational level is at the heart of this model. In inter-organizational or inter-firm exchange, the role of the boundary spanner, an organizational representative, is important in reducing asymmetries that may exist between the two parties. Trust is a crucial component to the dyadic interaction at the inter-personal or boundary spanner level, and the trust established at this level also affects the overall quality of the relationship at the inter-organizational level. Trust, as an aspect of social control, is thus viewed as a more effective mechanism for security in an open, distributed system, like an information-sharing community. The inter-organizational trust-based security model proposed herein represents a soft security approach. It affords several important benefits over traditional hard security mechanisms used in open systems — robustness, scalability, and adaptability. The inter-organizational trust-based model is an important contribution to the computational security community, as other open systems applications of a distributed or pervasive nature could adapt it and realize its benefits. It is also one of a few attempts to model trust building at either the inter-organizational or inter-personal level.

Purpose The purpose of this paper is to explore how Chinese and Finnish managers in cross-cultural supply-chain relationships evaluate their business partners’ trustworthiness and distrustworthiness. Design/methodology/approach Representatives of two Finnish companies and their Chinese and Finnish suppliers were interviewed to collect qualitative data from 23 managers. Findings The Chinese managers emphasized relationship-specific, personalized trustworthiness. They highlighted personalized communication and benevolence, which manifested in respect and reciprocity, rooted in the Chinese notion of “guanxi” as personal ties. In contrast, the Finnish managers’ view of trustworthiness was more associated with depersonalized organizational attributes. They emphasized the dimension of integrity, especially promise-keeping. In addition, tentative signs of trust ambivalence, as a balance between trust- and distrust-related factors, were identified for both the Chinese and the Finns. Research limitations/implications Due to the exploratory nature of this study the validity of the findings is limited to these data and context. Future studies could explore other national contexts as well as the effects of industry, market position, and position in the supply chain. Practical implications The findings of this study bring a valuable understanding of the potential pitfalls and unique challenges in cross-border inter-firm transactions. These can enhance inter-firm trust building in a cross-cultural context. Originality/value This study enriches the view of trust as a holistic process of simultaneous evaluation of both trustworthiness and distrustworthiness. In this process, trust ambivalence could serve as the intermediate construct between trust and distrust. These two contrary yet complementary opposites constitute a duality to be managed from the perspective of yin-yang balancing.

Self-organization is a property of social systems, and its recognition can give a remarkable contribution to the theory of entrepreneurship and to the analysis of inter-organizational networks. While literature on the classification of inter-firm networks and on their (dis)advantages is relatively abundant, there is much less on the processes of their formation and development. Since the convenience of building inter-firm networks is often uncertain and ambiguous, it involves social-psychological aspects and is based on personal relationships. This is particularly true in the case of small business networks, where the small firm size makes firm networks coincide with entrepreneurial networks. This characteristic can be extended to industrial districts, which are systems emerging from the interplay between small business networks. Industrial districts are weakly hierarchical organizations, which present the typical dual nature of social systems: the systemic nature, which is manifested more at the unity level, considering the district as a whole, and the subjective behavior of its members, which can play a crucial role either in triggering the district or in its evolutionary patterns. Such a double nature becomes a powerful engine of knowledge creation/transfer when organizations are recursive and self-organizing, and when the emerging values promote cooperation and trust. These co-evolutionary, recursive and self-organizing aspects have been synthesized in Nonaka's concept of ‘ba’. The cases discussed here deal with recursive processes in the formation of entrepreneurial networks in the biomedical district and in the formation of the district itself, which are seen as partially self-organizing processes. In the perspective considering knowledge as embodied in human beings and created by their social interactions, this paper concerns self-organizing and knowledge-creating processes at district and network levels.

Purpose – This paper aims to consider the nature and role of commitment in delivering value in customer–supplier relationships by developing and testing a model of relationship cooperativeness. Design/methodology/approach – Data were collected using an extended version of the Industrial Marketing and Purchasing (IMP2) Group’s instrument. Pre-qualified managers largely self-completed the survey. Model associations were tested via regression and causal path analysis. Findings – Various aspects of commitment play differing roles in relationship development. The role of commitment was less than expected; the exception is value-based commitment which is strongly associated with value creation, conflict management, trust and cooperation. Research limitations/implications – Findings provide explanations for some inconsistencies in previous findings including reported relationships between trust, cooperation and commitment. The composition of the commitment construct(s) strongly influences relationship processes. Practical implications – There are various kinds of commitment to build and multiple pathways to levering this into more effective relationships. In addition, an important part of these findings is strong indications that illustrate what the nature of ineffective commitment-building paths is likely to be. This is extremely important for managers in guiding deployment of relationship management resources and developing relationship management practice. Social implications – The regulation of close business-to-business relationships remains an important issue, and the ways in which commitment can be appropriately extended are an important part of this. Originality/value – This work focuses on the components of commitment in ways that previous work has not. The centrality of commitment in relationship value creation – beyond increased sales and revenue and predictability – is highlighted, and there is considerable extension to the understanding of the nature of this process.

There is great interest in the role of management control on theoretical and practical developments within the field of Inter-organizational Relations. This research aims to contribute at verifying how relationships between firms affect the management control tools used, as illustrated in a specific case: the relationship between the franchisor and its franchisees, which has not received much attention to date. As indicated by previous research, case studies can be helpful to determine the factors affecting the type of management control tools that should be established to manage inter-firm relationships.Results have found that the franchisor uses quantitative control mechanisms in order to avoid common types of opportunistic franchise behavior related to royalty payments and other financial requirements, as well as qualitative tools to assure the fulfilment of agreement-related conditions regarding knowhow, to resolve unexpected non-economic problems and to encourage personal relationship and trust. This study also provides an outline on franchisor-franchisee relationships in the model proposed by Van der Meer-Kooistra and Vosselman (2000). To test this model, the franchisor's perspective (outsourcer) has been taken into account as performed when building the model. Findings indicate that this relationship shows many similarities to the pattern based on bureaucracy and a few similarities to patterns based on trust.

Purpose – There are two major objectives in the research. First, the authors investigate the impact of knowledge integration in terms of joint decision-making and joint sense-making, on relational performance, including operational efficiency and innovation. Second, the authors examine the key antecedents that might facilitate knowledge integration: strategic supply management and trust. The paper aims to discuss these issues. Design/methodology/approach – This paper expands and tests theory drawing upon survey data from 133 buyer-supplier relationships (BSRs). The authors employed a two-step process of analysis to evaluate first the measurement model and then the structural model. The measurement model test built upon confirmatory factor analysis, while the structural model quality test built upon path analysis. Findings – The results suggest that both integrative mechanisms, joint decision making and joint sense making, affect performance although in different ways. This study also finds that while trust has multiple significant influences and consequently must be viewed as an organizing principle, strategic supply management is required to jointly understand the dynamic and complex context but not to jointly make ongoing decisions. Research limitations/implications – Three limitations: first, this study was cross-sectional rather than longitudinal. Second, in line with accepted practice, the authors surveyed only one side of the relationship. The suppliers’ viewpoint is thus not fully taken into account. Third, another potential limitation of the study is that the sample stems from just one country and its size does not distinguish subgroups in the analysis of the path model. Practical implications – Managers should be advised that: first, a trusting partnership built on knowledge integration is a hard order, especially with a new, unknown supplier in a low-cost country, where intellectual property protection is less obvious; second, strategic supply management may not improve cost or operational performance, but in its absence, it is unlikely that a supplier has insight into the exact needs of its buyer and thus, may not add considerable value to their customers; third, building a dynamic knowledge integration capability (valuable, rare, and difficult to imitate) takes time, as does creating reliable learning mechanisms. Joint teams, visit partners’ workplace, early involve suppliers in developing new products or selection of supplier with high-learning capabilities may help to create a knowledge integration capability. Social implications – The authors suggest that companies should move from an arm-length relationship and turn their supplier relationships into a tool for innovating faster while cutting cost. In order to do this, joint sense-making and joint decision should be seen as institutionalized inter-firm routines rather than ad hoc activities. Thus, the authors recommend managers to proactively build certain knowledge-based capabilities that hinges heavily upon a strategic stance toward supply management and trustful relationships with selected suppliers. Originality/value – The major intent of this research is to expand understanding of knowledge integration by building a more testable, complex model around its creation. While previous research relied on a configuration approach to explore the relationship between knowledge integration and performance, the authors evaluate causal relationships at the level of the formative dimensions rather than higher order knowledge integration, as this has proven to be a superior analytical method. Second, although supply chain scholars have expressed great interest in trust, an in-depth examination of prior studies in knowledge integration indicate that trust has been analyzed alone. In contrast, the study empirically examines the simultaneous effect of trust and strategic supply management in BSRs.

Purpose – The purpose of this paper is to explore the association between trust and productivity from a subcontractor perspective. More specifically it investigates: the perceived level of trust that currently exists between subcontractors and main contractors; the factors affecting trust at the project level; the relationship between trust and productivity. Design/methodology/approach – An on-line survey was undertaken with of 112 senior construction managers working for tier-1 and tier-2 subcontractors in the Australian construction industry. The survey was based on a combination of validated questions from Lau and Rowlinson’s (2009) interpersonal trust and inter-firm trust in construction projects framework and Cheung et al.’s (2011) framework for a trust inventory in construction contracting. Findings – In contrast to the large number of research projects which have highlighted a lack of trust in the construction industry, the findings show that level of trust that Australian subcontractors have in main contractors is generally high. However, bid shopping is a continuing problem in the Australian construction industry which acts to undermine trust. The findings also provide strong evidence that high levels of trust influence productivity on site by enabling greater collaboration, better communication and greater flexibility, agility and informality in project relationships. Research limitations/implications – This research was undertaken in the Sydney metropolitan area in Australia and within an economic boom. It is quite possible that outside this regional context which tends to dominated by larger construction firms and in an alternative economic context that the results of this research could be quite different. This possibility needs to be investigated further. Practical implications – The results indicate that this relatively healthy level of trust is down to good communication and empathy on the part of main contractors to the subcontractor’s welfare. While the results showed that bid shopping is clearly a continuing problem in the Australian construction industry, subcontractors also felt that their contracts were clearly defined and that they were given sufficient time to innovate on their projects. This suggest that new communications technologies can be used to build trust through the supply chain. Given that much of the construction supply chain is made up of small- to medium-sized businesses, the challenge of diffusing these new technologies into this business environment should be a priority. Social implications – Trust in basis of effective collaboration which has been shown to produce numerous social benefits such as greater equity and justice in business relationships and higher levels of productivity and safety. Originality/value – The originality of this research is in using theories of trust to give subcontractors a greater “voice” in the construction productivity debate.

Intra-firm communication is critical for building synergy amongst the internal business units of a firm, enabling employees from various functional departments and ranks to incorporate their decision-making, understanding of organizational objectives, and common norms and culture to achieve increased organizational effectiveness. This study builds on and assesses a framework of the causes and consequences of effective communication in business interactions between customer and supplier firms, as well as the path for efficient communication within a firm. The proposed study’s structural equation modeling (SEM) analysis based on 352 responses collected from firm representatives in different job positions, ranging from marketing to logistics operations, revealed that in terms of intra-organizational communication, organization characteristics and shared values, top management support and style of leadership, and information technology were all significantly related to communication effectiveness. Furthermore, the frequency and variety of interactions enhanced communication outcomes, thus improving company performance. The results revealed that cultural factors were significantly related to communication effectiveness, as well as shared beliefs and goals. The organizational factors of leadership style, top management support, and information technology were significant determinants of effective communication. Among the contextual factors, interaction frequency and diversity were found to be significant. The study also tested the relationship between supplier and supplier firm performance in the context of communication effectiveness and found that they were closely related when trust and commitment were built between business partners.

The thesis tries to evaluate the relational dynamics of an inter-organizational business network relationship. To do this, first, a review of extant literature was employed, and results showed that the field is however emerging slowly and its widespread is largely dominated by scholars from the UK, US, and Italy amongst other countries, respectively. The result of the study also indicated there is a large concentration on the management of the innovation ecosystem was carried out than on other aspects (i.e., the network antecedents, and performance research) informing the agenda for future agenda. In the second paper, we conduct an empirical study case study design to investigate the development of the relational capabilities of local Italian SMEs business networks. The results of the study demonstrate critical determinants enabling the development of network relational capabilities. The findings also suggest that organizing for inter-firm engagement in a business network context, positively influenced network performance over time. For the third paper, an empirical study of institution-based trust-building in an inter-firm innovation ecosystem was investigated. Using a sample from SMEs relationships from KM region of The Gambia, results show that institutional trust-building practices (i.e., openness, reliability, similarity) significantly have a positive effect on innovation performance. Furthermore, the relational risk was found to significantly mediate the effects of trust in institutional openness, similarity, and reliability on the innovation performance of SMEs alliance. In addition to these findings, the study also established that institutional trust-building practices differ greatly by the size of the enterprise (small vs medium). Finally, the last chapter tries to examine the collaborative value practices of cause-based social entrepreneurship alliance. We investigate key drivers of value creation in such an alliance using a longitudinal case study design involving Italian businesses that make up this alliance. The study findings suggest that cause-based alliances differ from other business relationships due to the social mission of the alliance and the orientation of partners to a specific social cause. However, over time involved firm may pursue commercial interests. Our results provide one of the first studies on the emerging phenomenon of a cause-based social alliance. It contributes to the literature on social entrepreneurship and its intersection with inter-organizational business relationship literature. These findings inform and guide practitioners about the motivations and drivers of such alliances.

Internationalization and inter-firm collaboration is a business trend today. Meanwhile, cultural values and managerial practices vary from country to country which makes cross-border management more challenging than the traditional in-house business model. A trusting relationship is essential to business success, yet details of how to build-up and maintain trust are unclear. This paper investigates trust development in cross-border collaboration. The literature review has covered key trust theories and its linkage with culture. To further understand the critical issues in of trust, two in-depth case studies are conducted from the Chinese animation game industry. It is found that in order to achieve long-term business collaboration, companies need to be continuously responsive and adapt their trust models. Based on the case analysis, a general model and a practical model are developed for further testing. Other research topics to further link trust with sustainability are also proposed at the end of the chapter.

This chapter reports the results of an exploratory qualitative investigation into buying behaviors and growth challenges within the solar energy industry in Ghana. It is premised on the understanding that African firms may experience “liabilities of localness” when marketing renewable energy products developed in the West. That is, customers doubt their capabilities to produce and install these products. Thus, market-driven growth of the solar energy sector in Ghana requires firm-level capability development through institutional support that promotes effective cross-border inter-firm collaborations as well as trust-building relationships with local customers. The results of the study confirm these observations. They show that Ghanaian consumers tend to evaluate the capabilities of foreign solar energy providers as superior to those of local firms. However, collaborations between local and foreign firms have enhanced their credibility. Firms rely mainly on word-of-mouth recommendations to attract new customers and see customer price consciousness as a major growth constraint.

This chapter reports the results of an exploratory qualitative investigation into buying behaviors and growth challenges within the solar energy industry in Ghana. It is premised on the understanding that African firms may experience “liabilities of localness” when marketing renewable energy products developed in the West. That is, customers doubt their capabilities to produce and install these products. Thus, market-driven growth of the solar energy sector in Ghana requires firm-level capability development through institutional support that promotes effective cross-border inter-firm collaborations as well as trust-building relationships with local customers. The results of the study confirm these observations. They show that Ghanaian consumers tend to evaluate the capabilities of foreign solar energy providers as superior to those of local firms. However, collaborations between local and foreign firms have enhanced their credibility. Firms rely mainly on word-of-mouth recommendations to attract new customers and see customer price consciousness as a major growth constraint.