Sukoco, Badri Munir (2015) Does Trust Affect Suppliers’ Performance? The Mediating Effect of Relational Learning. In: ANZIBA 2015 CONFERENCE, 11–13 FEBRUARY, MELBOURNE.

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Abstract

Prior studies reported that inter-organizational trust contributes dominantly on the success of relationship performance between buyer and supplier. This study argues that trust per se might insufficient to explain the success, and it needs learning mechanism (relational learning: information sharing, joint sense making, and knowledge integration) to transform trust into performance. Based on a survey among first tier suppliers (211 firms) of Astra Group (Astra International Indonesia – ASII) in Indonesia, the largest business group, this study reveals that trust and relational learning contribute to the performance of suppliers, although there is no mediating effect as expected. Managerial and academic implications are further discussed in this study.

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