Edited by Gary L. Lilien and Rajdeep Grewal
Chapter 18: Trust, Distrust and Confidence in B2B Relationships
18 Trust, distrust and confidence in B2B relationships Lisa K. Scheer* Trust is central in B2B relationships. It increases the ‘ability to adapt to unforeseen problems in ways that are difficult to achieve through arm’s-length ties’ (Uzzi 1996, p....
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