“Trust but verify”? The performance implications of verification strategies in trusting relationships

Volume: 38, Issue: 4, Pages: 399 - 417
Published: Aug 1, 2010
Abstract
Considerable extant research demonstrates the benefits of trust in buyer-seller relationships. More recent research points out downsides of the vulnerability inherent with trust. Recognizing this dilemma of trust, partners may offset the vulnerability of trust with verification strategies—efforts to produce information relevant to the exchange relationship. This research examines the use of three types of verification strategies—monitoring,...
Paper Details
Title
“Trust but verify”? The performance implications of verification strategies in trusting relationships
Published Date
Aug 1, 2010
Volume
38
Issue
4
Pages
399 - 417
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