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Trust and forms of capital in business-to-business activities and relationships
Citation
Finch, J and Wagner, B and Hynes, N, Trust and forms of capital in business-to-business activities and relationships, Industrial Marketing Management, 39, (6) pp. 1019-1027. ISSN 0019-8501 (2010) [Refereed Article]
Copyright Statement
Copyright 2010 Elsevier Inc.
DOI: doi:10.1016/j.indmarman.2010.06.021
Abstract
The IMP group's ARA model, with its emphasis on interaction, captures social and economic dimensions of exchanges. We draw on it to compare three cases and assess how actors act in skilful and nuanced ways in mobilizing resources, given the very different norms of social and economic capital. We prioritize action ahead of structure and, given the inherent uncertainties that actors encounter in connection with resources, argue that trust is a cognitive and heuristic dimension of action, distinct from resources, actor-bonds and social capital. We conclude that for business practice, managers should be mindful that in order to trust others, they need to act in the distinct realms of social and economic capital, tempting though it is to interpret and measure the costs of actions economically.
Item Details
Item Type: | Refereed Article |
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Keywords: | networks, resources, cooperation, business strategy, markets |
Research Division: | Commerce, Management, Tourism and Services |
Research Group: | Strategy, management and organisational behaviour |
Research Field: | Organisational behaviour |
Objective Division: | Economic Framework |
Objective Group: | Management and productivity |
Objective Field: | Marketing |
UTAS Author: | Hynes, N (Dr Niki Hynes) |
ID Code: | 124084 |
Year Published: | 2010 |
Web of Science® Times Cited: | 10 |
Deposited By: | TSBE |
Deposited On: | 2018-02-08 |
Last Modified: | 2018-04-20 |
Downloads: | 0 |
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