Abstract
The article presents structural equation modeling analysis of survey data from 181 buyer-seller relationships in the seafood industry. Relational investments, relationship length, and sharing of strategic information are identified as the key drivers of interorganizational trust (measured for the whole exchange relationship and not as either buyer or supplier trust). Contrary to common assumptions, international experience and sharing of logistical (operational) information show no association with interorganizational trust. Hence, previous successes are no guarantee that exchange relationships will work well in the future. As the nature of business changes and new challenges arise, managers must always be alert to new approaches and develop new recipes to be successful.
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