000172384 001__ 172384
000172384 005__ 20180913061007.0
000172384 0247_ $$2doi$$a10.1016/j.indmarman.2010.06.021
000172384 022__ $$a0019-8501
000172384 02470 $$2ISI$$a000281982100016
000172384 037__ $$aARTICLE
000172384 245__ $$aTrust and forms of capital in business-to-business activities and relationships
000172384 260__ $$bElsevier$$c2010
000172384 269__ $$a2010
000172384 336__ $$aJournal Articles
000172384 520__ $$aThe IMP group's ARA model, with its emphasis on interaction, captures social and economic dimensions of exchanges. We draw on it to compare three cases and assess how actors act in skilful and nuanced ways in mobilizing resources, given the very different norms of social and economic capital. We prioritize action ahead of structure and, given the inherent uncertainties that actors encounter in connection with resources, argue that trust is a cognitive and heuristic dimension of action, distinct from resources, actor-bonds and social capital. We conclude that for business practice, managers should be mindful that in order to trust others, they need to act in the distinct realms of social and economic capital, tempting though it is to interpret and measure the costs of actions economically. (c) 2010 Elsevier Inc. All rights reserved.
000172384 6531_ $$aARA model
000172384 6531_ $$aSocial capital
000172384 6531_ $$aEconomic capital
000172384 6531_ $$aTrust
000172384 6531_ $$aHeuristic
000172384 6531_ $$aSocial-Structure
000172384 6531_ $$aNetworks
000172384 6531_ $$aTime
000172384 6531_ $$aEmbeddedness
000172384 6531_ $$aPerspective
000172384 6531_ $$aManagement
000172384 6531_ $$aMarkets
000172384 6531_ $$aFirms
000172384 6531_ $$aWork
000172384 700__ $$aFinch, John
000172384 700__ $$aWagner, Beverly
000172384 700__ $$aHynes, Niki
000172384 773__ $$j39$$q1019-1027$$tIndustrial Marketing Management
000172384 909C0 $$0252251$$pCSI$$xU10935
000172384 909CO $$ooai:infoscience.tind.io:172384$$pCDM$$particle
000172384 917Z8 $$x112541
000172384 917Z8 $$x252028
000172384 937__ $$aEPFL-ARTICLE-172384
000172384 973__ $$aEPFL$$rREVIEWED$$sPUBLISHED
000172384 980__ $$aARTICLE