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Please use this identifier to cite or link to this item: http://dspace.lib.cranfield.ac.uk/handle/1826/2754

Document Type: Article
Title: Long Term Collaborative Business Relationships: The Impact of Trust and C3 Behaviour
Authors: Humphries, Andrew
Wilding, Richard D.
Issue Date: 2004
Citation: Andrew S Humphries and Richard Wilding; Long Term Collaborative Business Relationships: The Impact of Trust and C3 Behaviour, Journal of Marketing Management , Nov 2004, Vol. 20, No. 9-10, pp. 1107-1122
Abstract: Long-term, collaborative business relationships are like marriages where tolerance, forbearance and some reduction of freedom as well as innovation are necessary to ensure success. Trust and co-operative behaviours are known to be essential ingredients in securing an environment of continuous improvement but, how they are correlated has yet to be tested. The paper describes a research project within a sample of long-term monopoly businesses as a novel approach to bringing trust and cooperation, co-ordination and collaboration (C3 Behaviour) into sharper focus without competitive distractions. It was found that a correlation between trust and C3 Behaviour and the success of the collaborative relationship exists.
URI: http://dspace.lib.cranfield.ac.uk/handle/1826/2754
Appears in Collections:Staff publications - School of Management

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