Does Trust Improve Business Performance

By Mari Sako. 2002

476 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/bef40674ea4ef95e4fd1edb8ad7a2f7833a72869

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

Citations in the corpus

Trust in Companies and in CEOs: A Comparative Study of the Main Influences (2010, background): “Sako (1998) distinguishes among three types of trust that also include the facets mentioned above: contractual trust referring to the fulfillment of contractual agreements, competence trust referring to the ability to actually do the things promised and goodwill trust referring to the ability to…”
The Role of Trust in Collaborative Relationships: A Multi-Dimensional Approach (2004, background): “Sako (1998) suggested that such easy exchange of information, in turn, makes exchange partners more open to each other and thus inclines them to explore new opportunities of collaboration, such as exploitation of new technology.”
The performance of cross-border units in China: a test of natural selection, strategic choice and contingency theories (2003, background): “To be effective they require trust (Sako, 1998; Zaheer et al., 1998), built upon good relationships between parent and local staff and on demonstrating confidence in local management.”
Trust in Complex Decision-Making Networks (2007, background): “This stagewise expansion of trust is also stressed by much of the literature on trust (Child, 1998; Lewicki & Bunker, 1996; Sako, 1998).”
Special Issue: Trust in an Organizational Context: Contextual Confidence and Active Trust Development in the Chinese Business Environment (2003, background): “We also test the hypothesis that trust improves performance (Sako 1998, Zaheer et al. 1998) which, if confirmed, provides an incentive for management to pursue trustful relations with and within China.”
Buyer satisfaction with relational exchange across the relationship lifecycle (2007, background): “Trust can enhance firm performance through a reduction in transaction costs and an improvement in the production process (Morgan and Hunt, 1994; Sako, 1998).”
Building Trust in Economic Space (2006, background): “…relations and agents (eg, entrepreneurs) able to develop trusting relationships can create information and exchange opportunities unattainable to those more riskor trust-averse (Sako, 1992; 1998; Lane and Bachmann, 1996; Hardin, 2001; Jessop, 2001; Messick and Kramer, 2001; Yamagishi, 2001).”