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dc.contributor.authorReusen, Evelien
dc.contributor.authorStouthuysen, Kristof
dc.date.accessioned2019-11-22T12:47:03Z
dc.date.available2019-11-22T12:47:03Z
dc.date.issued2020en_US
dc.identifier.issn0361-3682
dc.identifier.doi10.1016/j.aos.2019.101081
dc.identifier.urihttp://hdl.handle.net/20.500.12127/6415
dc.description.abstractDespite third parties being important conduits of trust, little is known about the mechanisms and conditions relevant to their influence on trust formation and partner selection in interfirm relationships. In this study, we experimentally examine how varying levels of third-party information shape the trust that buyer managers have in a potential supplier firm, and how this trust affects subsequent selection decisions. In addition, we investigate when this information is most influential, by accounting for the moderating impact of the focal firm’s own prior experience. As expected, both neutral and favorable third-party information are able to elicit trust, yet with different effects on competence and goodwill trusting beliefs. These trusting beliefs, in turn, are positively associated with the likelihood of the supplier to be selected. Notably, we find third-party effects over and above the effects resulting from own prior experience. Overall, by investigating differences with regard to the origin and content of information and the specific type of trust, this study advances a more nuanced understanding of the partner selection process.
dc.description.sponsorshipWe acknowledge the funding received from the Intercollegiate Center for Management Science to support this research
dc.language.isoenen_US
dc.publisherElsevieren_US
dc.subjectInterfirm Relationshipsen_US
dc.subjectTrust Transfer
dc.subjectPartner Selection
dc.subjectInterfirm Relationships
dc.titleTrust transfer and partner selection in interfirm relationshipsen_US
dc.identifier.journalAccounting, Organizations and Societyen_US
dc.source.volume81
dc.source.issueFebruary
vlerick.knowledgedomainAccounting & Financeen_US
vlerick.typearticleFT ranked journal article  en_US
vlerick.vlerickdepartmentAFen_US
dc.identifier.vperid142755en_US
dc.identifier.vperid119751en_US


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