Drivers of Interorganizational Trust in Seafood Exporter-Importer Relationships

Abstract

The article presents structural equation modeling analysis of survey data from 181 buyer-seller relationships in the seafood industry. Relational investments, relationship length, and sharing of strategic information are identified as the key drivers of interorganizational trust (measured for the whole exchange relationship and not as either buyer or supplier trust). Contrary to common assumptions, international experience and sharing of logistical (operational) information show no association with interorganizational trust. Hence, previous successes are no guarantee that exchange relationships will work well in the future. As the nature of business changes and new challenges arise, managers must always be alert to new approaches and develop new recipes to be successful.

KEYWORDS:

• buyer-seller relationships
• exports
• trust

Notes

Note. The results are similar when equal variances between groups are not assumed.

^a Years.

^b MNOK = Million(s) Norwegian Kroner.

^c Equal variances (between groups) is assumed.

Note. AVE = average variance extracted.

***indicates significance at the p < .05 level.

Additional information

Notes on contributors

Trond Hammervoll

Trond Hammervoll (PhD) is a professor of supply chain management. His main research interests are related to niche marketing, logistics, and value creation in supply chain relationships. His work has been published in journals such as the European Journal of Marketing, Journal of Business Research, Journal of Business-to-Business Marketing, and Journal of Food Products Marketing.

Kjell Toften

Kjell Toften (PhD) is currently engaged as a business developer within the space and defense sector. His main research interests include marketing strategies, supply chain relationships, and use of market information, particularly related to international niches. His work has been published in journals such as the European Journal of Marketing, Journal of International Marketing, International Marketing Review, Marketing Intelligence and Planning, Journal of Food Products Marketing, and Food Quality and Preference.