The influence of power on trading partner trust in electronic commerce
- 1 March 2000
- journal article
- Published by Emerald Publishing in Internet Research
- Vol. 10 (1) , 56-63
- https://doi.org/10.1108/eum0000000005316
Abstract
Power has become an important contextual factor in electronic commerce adoption. Persuading trading partners can mean using persuasive power. Hence, the way power is used to influence trading partners will determine the extent to which trust is encouraged during the adoption and integration process. The purpose of this paper is to focus on the impact of power in EDI adoption. The findings of a case study within an automotive manufacturer indicate that negative (coercive) power left smaller suppliers in a situation of uncertainty, and even conflict, whereas positive (persuasive) power resulted in open communications between smaller suppliers and their buyers, thus building trading partner trust and long‐term trading relationships.Keywords
This publication has 14 references indexed in Scilit:
- Understanding trust in international alliancesJournal of World Business, 1998
- Securing the commercial InternetCommunications of the ACM, 1996
- An Organizational Perspective on Changing Buyer-Supplier Relations: A Critical Review of the EvidenceOrganization, 1996
- Networks of collaboration or conflict? Electronic data interchange and power in the supply chainThe Journal of Strategic Information Systems, 1995
- DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.The Academy of Management Journal, 1995
- Developmental Processes of Cooperative Interorganizational RelationshipsAcademy of Management Review, 1994
- Developmental Processes of Cooperative Interorganizational RelationshipsAcademy of Management Review, 1994
- The Relationship Between Conflict Resolution Approaches and Trust--A Cross Cultural Study.The Academy of Management Journal, 1981
- Sources of Power: Their Impact on Intrachannel ConflictJournal of Marketing Research, 1976
- Power in a Channel of Distribution: Sources and ConsequencesJournal of Marketing Research, 1974