International Journal of Purchasing and Materials Management

The Meaning and Origin of Trust in Buyer-Supplier Relationships Members Only Content

Little attention has been given to the specific nature and origin of trust in buyer-supplier relationships. As a result, this article presents both a literature-based definition of trust and a definition according to purchasing managers. The conclusion is that a trustworthy buyer or supplier is one who: does not act in a purely self-serving manner, accurately discloses relevant information when requested, does not change supply specifications, and generally acts in an ethical manner. However, knowing a definition of trust without understanding the origins of trust is of limited value. Therefore, identity, image, and reputation as the origins of trust are discussed. Next, six managerial and research issues or questions are presented:

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