Abstract
Scholars claim that cooperation, conflict and even competition can exist between the partners in business relationship. Why are there conflicts among business partners? The logical answer is permanent changes in the fields of politics, economics, regulations, social norms and technological systems. It can also happen that in a new business network a company has to cooperate with its former competitor. In a dynamic relationship trust affects satisfaction. Satisfaction and conflicts are always perceived by business relationship partners. Different cultures evaluate a business relationship in different ways, therefore they have various views on how to start or develop business relationships. The aim of this paper is to investigate the complex effects of trust on perceived satisfaction, perceived conflict and among organizations in existing business relationships. In this research it was found that trust is affected by both satisfaction (positively) and conflict (negatively). Due to the lack of a widely accepted definition of trust in business and what determines it, this quantitative research may bring new thoughts to researchers or even support earlier models as well. In this empirical paper, quantitative research methods were applied and 315 valid questionnaires received from organizations registered in Hungary, independent of size and economic sector. The valid questionnaires were analysed by SPSS software using factor analysis and regressions.
Highlights
Scholars claim that cooperation, conflict and even competition can exist between the partners in business relationship
In sociology Simmel (1908) points out that confidence is an intermediate between knowledge and ignorance about a man, which is a logical consequence of the view that complete knowledge or ignorance
The coefficient of determination is 0.168 that’s why according to our empirical data, trust affects a certain degree of satisfaction with the business relationship, but it is not the only factor that has an effect on trust
Summary
Das and Teng (2004) have a view in their risk-based approach that trust means a positive assumption that the business partner will not behave opportunistic even despite changing conditions This assumption is naturally voluntary and includes certain vulnerability. The focus of this research is to understand how perceived satisfaction and conflict with business relationship relate to trust. Waluszewski and Håkansson (2006) state that asymmetric trust can cause difficulties trust is just a small part of the whole gamut of feeling All these findings lead us to this hypothesis: H1: Perceived conflict has negative effect on trust among business partners. Summarizing the literature review above we investigate the following hypothesis: H2: Perceived satisfaction has positive effect on trust among business partners
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