A multilevel analysis of trust in interorganizational customer-supplier ties

  title={A multilevel analysis of trust in interorganizational customer-supplier ties},
  author={Mark Fichman},
Fichman & Goodman (1996) argue that understanding the relationships between customers and suppliers in industrial markets requires a multilevel analysis. The levels of analysis are individualevaluations of transactions between firms, the dyadic relation between a customer and supplier, and the networkof relationships in which these dyadic relations and transactions are embedded. One must consider all three levels of analysis to fully understand the dynamics of customers-suppliers relationships… CONTINUE READING

From This Paper

Figures, tables, and topics from this paper.
2 Citations
16 References
Similar Papers


Publications citing this paper.


Publications referenced by this paper.
Showing 1-10 of 16 references

Price , authority and trust : From ideal types to plural forms

  • J. L. Bradach, R. G. Eccles
  • Annual Review of Sociology
  • 1989
Highly Influential
5 Excerpts

Corporate culture and economic theory

  • D. M. Kreps
  • 1990
Highly Influential
6 Excerpts

Non - contractual relations in business

  • S. Macaulay
  • American Sociological Review
  • 1963
Highly Influential
3 Excerpts

An integrative model of organizational trust

  • Paul Milgrom, J. Roberts
  • Academy of Management Review
  • 1995

Customer-firm relationships, involvement, and customer satisfaction

  • P. S. Goodman, M. Fichman, F. J. Lerch, P. R. Snyder, P. S. 1995 Goodman
  • Academy of Management Journal
  • 1995

Measuring trust between organizational boundary role persons

  • Currall, C. Steven, T. A. Judge
  • Organizational Behavior and Human Decision…
  • 1995

Structure , cooperation , and the flow of market information

  • J. K. Frenzen, K. Nakomoto
  • Journal of Consumer Research
  • 1993

Studied trust : Building new forms of coopeer - ation in a volatile economy

  • R. Swedberg
  • Explorations in Economic Sociology
  • 1993

The shadow of the future : Effects of anticipated interction and frequency of contact on buyer - seller cooperation

  • J. B. Heide, A. Miner
  • Academy of Management Journal
  • 1992
3 Excerpts

History dependence in professional relationships : Ties that bind Customer - supplier ties in interorganizational relations

  • D. Gambetta, M. Fichman, D. Levinthal
  • 1991

Similar Papers

Loading similar papers…