Table 2.

3
Studies Examining Trust as DV, IV and Interrelated IV in Commitment Studies
Studies Frequency
Trust as an Positive: Andaleeb (1996); Bennett and Gabriel (2001); Coote 12
et al. (2003); Goodman & Dion (2001; Kwon & Suh (2004);
independent Morgan & Hunt (1994); Rodríguez & Wilson (2002); Ruyter et
variable (IV) of al. (2001); Sharma & Patterson (2000); Walter & Ritter
commitment (2003); Wetzels et al. (1998); Zineldin & Jonsson (2000). 2
(DV) Non-significant: Moore (1998); Siguaw et al. (1998); 1
Mixed result: Geyskens et al. (1996);
Trust as dependent Coote et al. (2003); Kumar et al. (1995b); Kwon & Suh (2004);
Moore (1998); Morgan & Hunt (1994); Rodríguez and Wilson 11
variable (DV) in
(2002); Ruyter et al. (2001); Selnes (1998); Siguaw et al.
commitment studies
(1998); Walter & Ritter (2003); Zineldin & Jonsson (2000)
Trust as an Andaleeb (1996); Baker et al. (1999); Bennett and Gabriel
interrelated 9
(2001); Kim (2001); Moore (1998); Ruyter et al. (2001);
independent variable Selnes (1998); Siguaw et al. (1998); Walter & Ritter
in commitment (2003)
studies
Trust as both DV and Coote et al. (2003); Kwon & Suh (2004); Moore (1998);
IV Morgan & Hunt (1994); Rodríguez and Wilson (2002); Ruyter 10
et al. (2001); Selnes (1998); Siguaw et al. (1998); Walter &
Ritter (2003); Zineldin & Jonsson (2000)

It is seen from a systematic review of academic buyer-seller relationship literature

that nine other studies (not included in commitment studies or Table 2.3) have
Md._Abu_Saleh_Thesis 2006
examined trust from different viewpoints. Claro et al. (2003) have investigated the
determinants of relational governance for managing business relationships. They
revealed that a high level of inter-organisational trust is positively related to the
relational governance and joint problem solving in business relationships. This
confirms the relevance of trust underlined in previous studies (Bhattacharya and
Devinney, 1998; Zaheer and Venkatraman, 1995). Similarly, Doney and Cannon
(1997) find several antecedents of trust and examined the impact of trust on a buyer’s
future purchasing intentions. They found that the buying firm’s trust of the supplier
firm has a positive effect on their relationship, which influences the buyer’s
anticipated future interaction with the supplier.

In addition, Aulakh et al. (1996) have developed a model of antecedents of trust and
performance in international distributor and licensing relationships. The empirical
findings support the bilateral norm of continuity expectation and information
exchange which have significant impacts on distributor trust. The continuity
expectation is interpreted as a buyer’s willingness to stay with the same supplier
which is a signal of commitment and trustworthiness. However, in turn, the result

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