Journal of International Business Studies

, Volume 39, Issue 1, pp 118–131 | Cite as

Trust in buyer–supplier relations: the case of the Turkish automotive industry



While the topic of interorganisational trust is gaining attention in academic literature, research on developing countries remains sparse. With the premise that certain contextual elements may be more relevant for developing countries, we expand on existing models by testing the effect of initial support, use of just-in-time delivery, and informal commitment to predict the trust that Turkish automotive suppliers have towards their buyers. The results support the predictions that soft technologies and informal commitment increase trust.


trust buyer–supplier relations automotive industry Turkey developing countries 


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© Academy of International Business 2007

Authors and Affiliations

  1. 1.Department of Business AdministrationMiddle East Technical UniversityAnkaraTurkey
  2. 2.Faculty of Management, Sabanci UniversityIstanbulTurkey

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