This thesis aims to empirically examine the role of inter-organizational trust (trading partner trust) in e-commerce participation. By doing so, trust behaviors in business relationships were identified. The findings from ten organizations that formed four bi-directional dyads and two uni-directional dyads contributed to a model of inter-organizational trust within bi-directional dyads. The model identified the development of inter-organizational trust in three stages and identified trust behaviors and characteristics involved in the gradual development of trust from one stage to the next stage, thus providing an awareness of trust behaviors that trading partners need to develop. For example competence trust emphasized on an individual or team's ability and skills to operate e-commerce system and applications (i.e. is at a technical level). Predictability trust examined the reflections and interpersonal experiences of the trading partners based on past experiences, and a consistency of trading partner behaviors. Goodwill trust examined the institutional (i.e. the organization's image, reputation that determines the strategic benefits). Overall, the findings indicated that trust in inter-organizational relationships clearly matter.

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Keywords EDI, Internet, business-to-business, communications, competition, customs, dyads, e-commerce, e-commerce participation, findings, manager, mechanisms, participation, risks, security, security-based mechanisms, technology, trading partners, transactions, trust
JEL Behavioral Economics; Underlying Principles (jel D03)
Promotor H.G. van Dissel (Han) , K. Kumar (Kuldeep)
Publisher Erasmus University Rotterdam
Sponsor Erasmus University Rotterdam, members: Prof. dr. S. Klein, Prof. dr. ir. H.J. Oppelland, Prof. H.W.G.M. van Heck
ISBN 978-90-5892-017-1
Persistent URL
Series ERIM Ph.D. Series Research in Management
Puvanasvari Ratnasingam, P. (2001, November 22). Interorganizational Trust in Business to Business E-Commerce (No. EPS-2001-009-LIS). ERIM Ph.D. Series Research in Management. Erasmus University Rotterdam. Retrieved from