When do formal control and trust matter? A context-based analysis of the effects on marketing channel relationships in China

Temporal dynamics of trust in ongoing inter-organizational relationships

“…Recently, Yang et al (2011) applied social embeddedness theory (i.e. the concept of strong versus weak tie relationships) to explain the role of trust and formal control on opportunism and long term orientation.…”

“…The buyers in our study appeared to perceive their relationships with suppliers in the form of a "weak tie." As noted by Yang et al (2011), "self-interest motivates profit-seeking behavior in weak tie situations, and cool and atomistic personal relationships characterize these relationships" (p. 89). As suggested earlier, the suppliers in our study, however, perceive their relationships with buyers in the form of a "strong tie."…”

“…As suggested earlier, the suppliers in our study, however, perceive their relationships with buyers in the form of a "strong tie." Yang et al (2011) characterized strong tie relationships "by trust and personal connections that might go far beyond narrow economic transactions" (p. 89). Our findings, along with the arguments of Yang et al (2011), may provide further support for the notion that buyers and suppliers view their relationships with (and their trust for) each other through completely different lenses (also see Handfield & Bechtel, 2002;Thomas & Skinner, 2010).…”

“…Yang et al (2011) characterized strong tie relationships "by trust and personal connections that might go far beyond narrow economic transactions" (p. 89). Our findings, along with the arguments of Yang et al (2011), may provide further support for the notion that buyers and suppliers view their relationships with (and their trust for) each other through completely different lenses (also see Handfield & Bechtel, 2002;Thomas & Skinner, 2010). As can be seen from Tables 2 and 3, supplier informants make clear connections between the level of interactions and trust, whereas buyer informants do not make clear indications about the relationship between interactions and their trust.…”

“…Blau, 1964;Rempel, Holmes, & Zanna, 1985;Zand, 1972); different forms (Barber, 1983;Bowlby, 1982;McAllister, 1995;Shapiro, 1987;Thomas & Skinner, 2010;Wicks, Berman, & Jones, 1999;Zucker, 1986); uses as a control mechanism (e.g. Argyris, 1952;Chiles & McMackin, 1996;Huemer, Bostrom, & Felzensztein, 2009;Oliver, 1990;Yang, Zhou, & Jiang, 2011); consequences such as cooperation (Axelrod, 1984;Mayer, Davis, & Schoorman, 1995;McAllister, 1995), confidence (Dasgupta, 1998;Das & Teng, 1998), competitive advantage (Barney & Hansen, 1994); antecedents such as culture (Cox, 1991;Doney, Cannon, & Mullen, 1998;Lohtia, Bello, & Porter, 2009;Nametz & Christensen, 1996), trusting dispositions (McKnight, Cummings, & Chervany, 1998;Rotter, 1967), satisfaction (e.g. Greenberg, 1997;Leonidou, Talias, & Leonidou, 2008;Lewicki, 1983); and the violation and abuse of trust (e.g.…”