Trust in relationships in business clusters

Main Article Content

Roberta de Cássia Macedo
Ricardo Silveira Martins
Luciano Rossoni
Guilherme Silveira Martins

Abstract

This study aims to integrate interorganizational relationships (both vertical and horizontal ones) through the perception of trust in businesses’ collaborative behavior. We will use as our empirical field the Brazi­lian furniture industry production clusters situated in the cities of Arapongas, Mirassol, Ubá and Bento Gonçalves. Data were collected through questionnaires which were administered in loco and analyzed using correlation analysis and the Granger causality test. Trust was analyzed in the benevolence dimen­sion and its relationship with commitment. Results demonstrated that there is causality in the horizontal relationship and that there is no causality in relationships between suppliers and clients, nor in rela­tionships between those and competitors. However, there is a strong correlation between trust in clients and horizontal relationships. Therefore, it was verified that the presence of trust in interorganizational relationships is independent and isolated, and not a permanent, routine attitude.

Downloads

Download data is not yet available.

Metrics

Metrics Loading ...

Article Details

How to Cite
MACEDO, R. de C.; MARTINS, R. S.; ROSSONI, L.; MARTINS, G. S. Trust in relationships in business clusters. RAE - Revista de Administracao de Empresas , [S. l.], v. 57, n. 4, p. 330–341, 2017. DOI: 10.1590/S0034-759020170404. Disponível em: https://periodicos.fgv.br/rae/article/view/71357. Acesso em: 27 may. 2024.
Section
Articles

References

Adler, P., & Kwon, S. (2000). Social capital: The good, the bad, and the ugly. In L. E. Lesser (Org.), Knowledge and social capital: Foundations and applications (pp. 89-115). Woburn: USA.

Bachmann, R., & Zaheer, A. (2008). Trust in inter-organizational relations. In S. Cropper, M. Ebers, C. Huxhan, & P. Smith Ring et al. (Orgs.), Oxford handbook of inter-organizational relations (pp. 533- 554). Oxford: Oxford University Press, United States of America.

Badea, A., Prostean, G., Goncalves, G., & Allaoui, H. (2014). Assessing risk factors in collaborative supply chain with the analytic hierarchy process (AHP). Procedia: Social and Behavioral Sciences, (124), 114- 123. doi:10.1016/j.sbspro.2014.02.467

Ballou, R. H., Gilbert, S. M., & Mukherjee, A. (2000). New managerial challenges from supply chain opportunities. Industrial Marketing Management, 29, 7-18.

Bartels, M., & Colombo, J. A. (2015). Interdependência entre a indústria de transformação e os serviços de transporte: Evidências para o Rio Grande do Sul e para o Brasil. Ensaios FEE, 36(2), 285-322.

Basso, L. F. C., & Pace, E. S. U. (2003). Uma análise crítica da direção da causalidade no Balanced Scorecard. RAE-eletrônica, 2(1). Recuperado de http://www.scielo.br/pdf/raeel/v2n1/v2n1a11.pdf

Braziots, C., & Tannock, J. (2011). Building the extended enterprise: Key collaboration factors. The International Journal of Logistics, 22(3), 349-372. doi:10.1108/09574091111181363

Burt, R. S. (2001). Structural holes versus network closure as social capital. In N. Lin, K. Cook, & R. S. Burt (Orgs.), Social capital: Theory and research (pp. 31-56). New York, USA: Aldine de Gruyter.

Cantù, C. (2010). Exploring the role of spatial relationships to transform knowledge in a business idea: Beyond a geographic proximity. Industrial Marketing Management, 39(6), 887-897. doi:10.1016/j. indmarman.2010.06.008

Cheung, M. S., Myers, M. B., & Mentzer, J. T. (2010). Does relationship learning lead to relationship value? A cross-national supply chain investigation. Journal of Operations Management, 28(6), 472-487. doi:10.1016/j.jom.2010.01.003

Daugherty, P. (2011). Review of logistics and supply chain relationship literature and suggested research agenda. International Journal of Physical Distribution & Logistical Management, 41(10), 16-31. doi:10.1108/09600031111101402

Deboçã, L. P., & Martins, R. S. (2014). Relacionamentos interorganizacionais em empresas de pequeno porte e sua inserção em cadeias de suprimentos. Revista Administração UFSM, 8(4), 706-724. doi:10.5902/1983465912409

Dyer, J. H., & Chu, W. (2003) The role of trustworthiness in reducing transaction costs and improving performance: Empirical evidence from the United States, Japan, and Korea. Organization Science, 14(1), 57-68.

Dyer, J. H., & Singh, H. (1998). The relational view: Cooperative strategy and sources of interorganizational competitive advantage. The Academy of Management Review, 23(4), 660-679.

Galdi, F. C., & Lopes, A. B. (2008). Relação de longo prazo e causalidade entre o lucro contábil e o preço das ações: Evidências do mercado latino-americano. RAUSP-Revista de Administração da Universidade de São Paulo, 43(2), 186-201.

Galinari, R., Teixeira, J. R., Junior, & Morgado, R. R. (2013). A competitividade da indústria de móveis do Brasil: Situação atual e perspectivas. BNDES Setorial, (37), 227-272.

Granovetter, M. (2007). Ação econômica e estrutura social: O problema da imersão. RAE-eletrônica, 6(1), Art. 9. Recuperado de http://www.scielo.br/pdf/raeel/v6n1/a06v6n1.pdf

Halinen, A., & Tornroos, J. (1998). The role of embeddedness in the evolution of business networks. Scandinavian Journal of Management, 14(3), 187-205. doi:10.1016/S0956-5221(98)80009-2

Kruger, S. D., & Petri, S. M. (2013). Análise comparativa da causalidade de medidas de desempenho das empresas da BM&FBovespa no período de 2000 a 2010. Revista de Contabilidade do Mestrado em Ciências Contábeis da UERJ, 18(1), 81-103.

Kumar, G., Banerjee, R.N., Meena, P. L., & Anguly, K. (2016). Collaborative culture and relationship strength roles in collaborative relationships: A supply chain perspective. Journal of Business & Industrial Marketing, 31(5), 587-599. doi:10.1108/JBIM-12-2014-0254

Lado, A. A., Dant, R. R., & Tekleab, A. G. (2008). Trust-opportunism paradox, relationalism, and performance in interfirm relationships: Evidence from the retail industry. Strategic Management Journal, 29(4), 401-423. doi:10.1002/smj.667

Lambert, D. M., & Einz, M. G. (2016). Issues in supply chain management: Progress and potential. Industrial Marketing Management, 62, 1-16. doi:10.1016/j.indmarman.2016.12.002

Lavie, D. (2006). The competitive advantage of interconnected firms: An extension of the resource-based view. Academy of Management Review, 31(3), 638-658.

Lesser, L. E. (2000). Leveraging social capital in organizations. In L. E. Lesser (Org.), Knowledge and social capital: Foundations and applications (pp. 3-16). Woburn: Butterworth-Heinemann, United States of America.

Lin, N. (2001). Social capital: A theory of social structure and action. Cambridge: Cambridge University Press United States of America.

Maddala, G. S. (1992). Introduction to econometrics (2nd ed.). New York, USA: MacMillan.

Mason, R., Lalwani, C., & Boughton, R. (2007). Combining vertical and horizontal collaboration for transport optimisation. Supply Chain Management: An International Journal, 12(3), 187-199. doi:10.1108/13598540710742509

Matell, M. S., & Jacoby, J. (1972). Is there an optimal number of alternatives for Likertscale items? Effects of testing time and scale properties. Journal of Applied Psychology, 56(6) 506-509.

Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20(3), 709- 734.

Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38. doi: 10.2307/1252308

Nahapiet, J. (2008). The role of social capital in inter-organizational relationships. In S. Cropper M. Ebers, C. Huxhan, & P. Smith Ring et al. (Orgs.), The Oxford handbook of inter-organizational relations (pp. 580-606). Oxford: Oxford University Press, United States of America.

Nahapiet, J., & Ghoshal, S. (1998). Social capital, intellectual capital, and the organizational advantage. Academy of Management, 23(2), 242-266.

Nicholson, J., Tsagdis, D., & Brennan, R. (2013). The structuration of relational space: Implications for firm and regional competitiveness. Industrial Marketing Management, 42, 372-381. doi:10.1016/j. indmarman.2013.02.013

Raue, J. S., & Wieland, A. (2014). The interplay of different types of governance in horizontal cooperations: A view on logistics service providers. The International Journal of Logistics Management, 26(2), 401-423. doi:10.1108/IJLM-08-2012-0083

Redondo, Y. P., & Fierro, J. J. C. (2007). Importance of company size in long-term orientation of supply function: An empirical research. Journal of Business and Industrial Marketing, 22(4), 236-248. doi:10.1108/08858620710754504

Rossoni, L., Martins, G. S., Martins, R. S., & Silveira, R. I. M. (2014). Imersão social na cadeia de suprimentos e seu efeito paradoxal no desempenho operacional. RAE-Revista de Administração de Empresas, 54(4), 429-444. doi: 10.1590/S0034-759020140408

Silveira, R. I., Martins, R. S., Lopes, A. L. M., & Alves, A. F. (2013). Antecedentes da eficiência produtiva na manufatura: Experiências do setor moveleiro brasileiro. Revista de Ciências da Administração, 15(37), 154-169. doi:10.5007/2175-8077.2013v15n37p154

Simatupang, T. M., & Sridharan, R. (2002). The collaborative supply chain. International Journal of Logistics Management, 13(1), 15-30. doi:10.1108/09574090210806333

Slack, N., Chambers, S., & Johnston, R. (2009). Administração da produção. São Paulo, SP: Atlas.

Tang, C. F. (2011). Multivariate granger causality and the dynamic relationship between health care spending, income and relative price of health care in Malaysia. Hitotsubashi Journal of Economics, 52(2) 199-214. Retrieved from http://www.jstor.org/stable/43296255

Tseng, P. H., & Liao, C. H. (2013). Supply chain integration, information technology, market orientation and firm performance in container shipping firms. The International Journal of Logistics Management, 26(1) 82-106. doi:10.1108/IJLM-09-2012-0088

Zaheer, A., & Harris, J. (2006). Interorganizational trust. In O. Shenkar, & J. Reuer (Orgs.), Handbook of strategic alliance (pp. 169-197). Thousand Oaks, USA: Sage.

Zajac, E. J., & Olsen, C. P. (1993). From transaction cost to transactional value analysis: Implications for the study of the interorganizational strategies. Journal of Management Studies, 30(1), 131-145. doi:10.1111/j.1467-6486.1993.tb00298.x

Zhao, X., Huo, B., Flynn, B. B., & Yeung, J. H. Y. (2008). The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain. Journal of Operations Management, (26), 368-388. doi:10.1016/j.jom.2007.08.002