Please use this identifier to cite or link to this item: https://doi.org/10.1007/s11575-010-0050-3
Title: The Determinants of Local Suppliers' Trust Towards Foreign Buyers
Authors: Xie, E.
Li, Y.
Su, Z.
Teo, H.-H. 
Keywords: Buyer-supplier cooperation
Sino-foreign
Trust
Issue Date: 2010
Source: Xie, E., Li, Y., Su, Z., Teo, H.-H. (2010). The Determinants of Local Suppliers' Trust Towards Foreign Buyers. Management International Review 50 (5) : 585-611. ScholarBank@NUS Repository. https://doi.org/10.1007/s11575-010-0050-3
Abstract: This study examines how local suppliers' trust towards their foreign buyers is developed in international buyer-supplier cooperation. By identifying cognition- and affect-based trust as two primary dimensions of interfirm trust in international buyer-supplier cooperation, we investigate how the two types of trust are determined by structural and social exchange attributes, and whether the two types of trust are complementary. A survey and analysis of 155 buyer-supplier relationships between Chinese local suppliers and foreign buyers indicates that opening information exchange and institutionalization of cooperation have positive influence on cognition-based trust, while inter-firm diversity exerts a mixed impact on cognition-based trust. In addition, socialized interaction and assistance offered by foreign firms are strongly related to affect-based trust. We also find that Chinese firms' cognition- and affect-based trust towards their foreign partners are complementary. © 2010 Gabler Verlag.
Source Title: Management International Review
URI: http://scholarbank.nus.edu.sg/handle/10635/42590
ISSN: 09388249
DOI: 10.1007/s11575-010-0050-3
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