This study examines how individual purchasing agents function as boundary spanners with
suppliers to influence trust development in themselves and the buying firms that employ …

Buyer–supplier relationships provide ample opportunities for trust violations to occur. Yet the
literature on the impact and outcomes of violations of trust in buyer–supplier relationships is …

We present a view of trust in boundary spanners as explained by the extent of role
autonomy, a multidimensional concept that reflects the discretion that agents have in …

In order to reduce cycle times between supply chain entities, managers must work to create
new relational forms that rely on trust to a greater extent. We present a model suggesting …

The authors integrate theory developed in several disciplines to determine five cognitive
processes through which industrial buyers can develop trust of a supplier firm and its …

This study tests a path analytic model of buyer–supplier relationships, linking the supplier's
level of trust to three categories of inter-firm cooperative behaviors and these behaviors to …

This research investigates the determinants and outcomes of trust in buyer‐supplier
relationships. Trust in a partner organization and in the individual counterpart are examined …

This study investigates business‐to‐business interpersonal trust formation (trust that
develops between boundary spanning individuals from different organizations) during the …

Despite growing recognition of the importance of boundary spanners at managing inter-
organizational relationships, the process by which capabilities residing in boundary …

It is well established in the marketing literature that the bond of trust is a cornerstone of
interorganizational relationships. However, trust is considered to be context-specific, as it is …