Inter-personal and inter-organizational trust in business relationships: An attitude–behavior–outcome model

Abstract

This study contributes to understanding the role of trust in business-to-business relationships at two different levels of operation: the inter-personal and inter-organizational levels. A nomological model was built around an overall framework consisting of three main groups of business relationship characteristics: attitudes, behaviors, and outcomes. Data collected from 331 informants in the UK was used to empirically test the model. Inter-personal trust and inter-organizational trust were found to be two distinct constructs, with the results of a structural equation analysis supporting the overall model that was developed. However, one suggested effect (the negative effect of supplier's opportunistic behavior on relationship-specific investments) was not supported. Potential explanations for this finding are introduced. The research contributions and implications are also discussed.