Performance effects of trust-dependence congruence: The mediating role of relational behaviors

Abstract

This study examines the effects of trust-dependence congruence on relational behaviors and relationship satisfaction (specifically, economic satisfaction and social satisfaction) in buyer–supplier relationships, and explores the mediating role of relational behaviors in the link between trust-dependence congruence and relationship satisfaction. Using survey data involving 238 buyer–supplier relationships, we find positive effects of trust-dependence congruence on relational behaviors and relationship satisfaction. Furthermore, the level at which trust and dependence are congruent is positively related to relational behaviors and social satisfaction but has an inverted U-shaped influence on economic satisfaction. Finally, relational behaviors partially mediate the effects of trust-dependence congruence on both kinds of relationship satisfaction.