publication . Article . 2019

The effects of goodwill and competence trust on strategic information sharing in buyer–supplier relationships

William James Newell; Chris Ellegaard; Lars Esbjerg;
Closed Access English
  • Published: 04 Mar 2019
Abstract
<p>Purpose: The purpose of this paper is to explore how the choice of buying managers to share or limit the sharing of strategic information with their suppliers relates to the presence or absence of goodwill and competence trust in the buyer–supplier relationship. Design/methodology/approach: An interpretive single case study of a mid-sized retailer was used. In total, 17 semi-structured interviews examining information sharing events were conducted with buying managers, along with the analysis of company documents. Findings: Goodwill and competence trust have a positive effect on strategic information sharing, yet this study reveals several tactics used by buy...
Subjects
free text keywords: Buyer-supplier relationships, Qualitative research, Trust, Marketing, Business and International Management, Business, Single-subject design, Goodwill, Limiting, Generalizability theory, Information sharing
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publication . Article . 2019

The effects of goodwill and competence trust on strategic information sharing in buyer–supplier relationships

William James Newell; Chris Ellegaard; Lars Esbjerg;