Journal of International Business Studies

, Volume 42, Issue 1, pp 10–27

The determinants of trust in supplier–automaker relationships in the US, Japan, and Korea

  • Jeffrey H Dyer
  • Wujin Chu
2010 Decade Award Winning Article

DOI: 10.1057/jibs.2010.34

Cite this article as:
Dyer, J. & Chu, W. J Int Bus Stud (2011) 42: 10. doi:10.1057/jibs.2010.34


We examine the determinants of trust in 453 supplier–automaker relationships in the US, Japan, and Korea. We define trust and derive a model of its determinants drawing upon (1) an embeddedness (relationship-based) perspective, (2) a process-based perspective, and (3) an economic (hostage-based) perspective. Our findings indicate strong support for the process-based perspective in all countries; embeddedness was only important in Japan, and the economic hostage-based variable (stock ownership) was not important in any country.

Copyright information

© Academy of International Business 2010

Authors and Affiliations

  • Jeffrey H Dyer
    • 1
  • Wujin Chu
    • 2
  1. 1.Brigham Young UniversityProvoUSA
  2. 2.Seoul National University, Seoul, Korea

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