A fsQCA Study of Interorganizational Trust in Buyer-Seller Relationships: A Dyadic Approach

摘要

Inter-organizational trust is a key characteristic of buyer-seller relationships. It is imperative for academics and practitioners to understand what causes this attribute in buyer-seller relationships. Previous studies have attempted to investigate the drivers of inter-organizational trust. However, these studies are dominantly based on monadic data collection (using data from only one side of the buyer-seller dyad) and fail to incorporate the other party's perceptions and evaluations. Furthermore, most of these studies base their research designs on either traditional case analysis, or use correlation-based statistical techniques to test the suggested antecedents. The former approach relies on very small sample sizes, which does not provide the basis for generating generalizeable conclusions. The latter approach neglects and overlooks identifying equifinal configurations and distinguishing between necessary and sufficient conditions driving buyer-seller relationship outcomes.