Trust and Commercial Managers: Influences and Impacts

Commercial Management of Projects: Defining the Discipline

Volumn , Issue , 2008, Pages 172-191

  Swan, Will ^a   McDermott, Peter ^a   Khalfan, Malik ^a  

^a UNIVERSITY OF SALFORD   (United Kingdom)

Author keywords

Advantage; Communications; Customers; Effectiveness; Marketing

Indexed keywords

EID: 79551602194     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.1002/9780470759509.ch8     Document Type: Chapter

References (69)

1. Allen, S. & R. Cooper (1999) Partnering: Interim Report. University of Salford, Salford.
2. Bachmann, R. (2000) Trust, power and control in trans-organisational relations. In: Inter-Firm Networks: Theory and History. UMIST, Manchester.
3. Barlow, J. (1996) Introduction-Partnering in construction. Partnering in Construction, University of Salford, Salford; pp. i-vii.
4. Barlow, J. & Cohen, M. (1996) Implementing partnering: some common red herrings in the literature. Partnering in Construction. University of Salford, Salford; pp. 21-35.
5. Bejou, D., Ennew, C.T. & Palmer, A. (1998) Trust, ethics and relationship satisfaction. International Journal of Bank Marketing, 16(4), 170-175.
6. Benheim, M. & Birchall, D. (1999) Networks in the construction industry: emerging regulation procedures in the production process. In: Profitable Partnering in Construction Management. CIB W92 Harmony and Profit Symposium, Chaing Mai, Thailand (ed. S.O. Ogunlana). E. & F.N. Spon, London; pp. 63-75.
7. Bigley, G.A. & Pearce, J.L. (1998) Straining for shared meaning in organization science: problems of trust and distrust. Academy of Management Review, 23(3), 405-421.
8. Blois, K. (1999) Trust in business to business relationships: an evaluation of its status. Journal of Management Studies, 36(2), 197-215.
9. Brenkert, G. (1998) Trust, business and business ethics: an introduction. Business Ethics Quarterly, 8(2), 195-203.
10. Bresnan, M. (1996) Cultural change in the construction industry: developing the client's management role to improve project performance. Partnering in Construction. University of Salford, Salford; pp. 8-20.
11. Brower, H.H., Schoorman, D.F. & Tan, H.T. (2000) A model of relational leadership: the integration of trust and leader-member exchange. Leadership Quarterly, 11(2), 227-250.
12. Carmichael, S. & Cooper, R. (1999) Adversaries or Partners-Best Practice Guidelines for Partnering in Construction. University of Salford, Salford.
13. Checkland, P. & Holwell, S. (1997) Information, Systems and Information Systems. John Wiley, Chichester.
14. Comptroller and Auditor General (2001) Modernising Construction. National Audit Office. London.
15. Couch, L.L. & Jones, W.H. (1997) Measuring levels of trust. Journal of Research in Personality, 31, 319-336.
16. Cummings, L.L. & Bromiley, P. (1997) The organisational trust inventory (OTI): development and validation. In: Trust in Organisations: Frontiers of Theory and Research (eds R.M. Kramer & T.R. Tyler). Sage, Thousand Oaks, CA; pp. 302-330.
17. Doney, P.M., Cannon, J.P. & Mullen, M.R. (1998) Understanding the influence of national culture on the development of trust. Academy of Management Review, 23(3), 601-620.
18. Ebers, M. (1997). Explaining inter-organisational network formation. The Formation of Inter-Organisational Networks. (ed. M. Ebers). Oxford University Press Oxford; pp. 3-27.
19. Edwards, P. (1998) Risk management and risk management techniques. Journal of Construction Procurement, 4(2), 103-115.
20. Egan, J. (1998) Rethinking Construction. HMSO, London.
21. Egan, J. (2002) Accelerating Change. (Review of the changes since Rethinking Construction and key issues to be addressed). HMSO, London.
22. Elangovan, A.R. & Shapiro, D.L. (1998) Betrayal of trust in organizations. Academy of Management Review, 23(3), 547-566.
23. Flores, F. & Solomon, R.C. (1998) Creating trust. Business Ethics Quarterley, 8(2), 205-232.
24. Fukayama, F. (1995). Trust: The Social Virtues and the Creation of Prosperity. Penguin, Harmondsworth.
25. Gambetta, D. (1988) Trust: Making and Breaking Cooperative Relations. Basil Blackwell, New York.
26. Ganesan, S. (1994) Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58, 1-19.
27. Hagan, J.M. & Choe, S. (1998) Trust in Japanese interfirm relations: institutional sanctions matter. Academy of Management Review, 23(3), 589-600.
28. Hatush, R. & Skitmore, M. (1997) Evaluating contractor prequalification data: selection criteria and project success factors. Construction Management and Economics, 17, 129-147.
29. Hertz, S. (1992) Towards a more integrated industrial system. In: Industrial Networks: A New View of Reality (eds B. Axelsson & G. Easton). Routledge, London; pp. 105-123.
30. Holti, R., Nicolini, D. & Smalley, M. (2000) Building Down Barriers: The Handbook of Supply Chain Management Essentials. Tavistock Institute, London.
31. Inkpen, A.C. & Currall, S.C. (1998) The nature, antecedents and consequences of joint venture trust. Journal of International Management, 4(1), 1-20.
32. Jefferies, M.C., Chen, S.E. & Mead, J.D. (1999) Project team performance-managing individual goals, shared values and boundary roles. In: Profitable Partnering in Construction Management, CIB W92 Harmony and Profit Symposium, Chaing Mai, Thailand (ed. S.O. Ogunlana). E. & F.N. Spon, London; pp. 47-60.
33. Kwan, A.L. & Ofori, G. (2001) Chinese culture and successful implementation of partnering in Singapore's construction industry. Construction Management and Economics, 19, 619-632.
34. Latham, S.M. (1993) Trust and Money (Interim Report). Department of Transport and Regions, London.
35. Liebenau, J. & Backhouse, J. (1990) Understanding Information: An Introduction. Macmillan, London.
36. Liu, A. & Fellows, R. (1999) Cultural issues. In: Procurement Systems: A Guide to Best Practice in Construction (eds P. McDermott & S. Rowlinson). E. & F.N. Spon, London; pp. 139-162.
37. Lok, P. & Crawford, J. (1999) The relationship between commitment and organizational culture, subculture, leadership style and job satisfaction in organizational change and development. Leadership and Organization Development Journal, 20(7), 365-373.
38. Luhmann, M. (1979) Trust and Power. John Wiley & Sons, Chichester.
39. McAllister, D.J. (1995) Affect and cognition based trust as a foundation for interpersonal cooperation in organisations. Academy of Management Review, 38(1), 24-59.
40. Masden, S.E. (1991) The costs of organization. Journal of Law, Economics and Organization, 7(1), 1-25.
41. Mishra, A.K. & Spreitzer, G.M. (1998) Explaining how survivors respond to downsizing: the role of trust, empowerment, justice and work redesign. Academy of Management Review, 23(3), 567-588.
42. Misztal, B.A. (1996) Trust in Modern Societies. Polity Press, Cambridge.
43. Morgan, R.M. & Hunt, S.D. (1994) The commitment trust theory of relationship marketing. Journal of Marketing, 58, 20-38.
44. Nonaka, I. & Konno, N. (1998) The concept of 'Ba': building a foundation for knowledge creation. California Management Review, 40(3), 40-54.
45. Ouchi, W.G. (1980) Markets, bureaucracies and clans. Administrative Science Quarterly, 25, 129-141.
46. Palmer, R. (1969) Hermeneutics: Interpretation Theory in Schleiermacher, Dilthey, Heidegger and Gadamer-Studies in Phenomenology and Existential Philosophy. Northwestern University Press, Evanston.
47. Piaget, J. (1961) The genetic approach to the psychology of thought. Journal of Educational Psychology, 52, 275-281.
48. Pryke, S.D. (1999) Proposing a social network analysis approach to the evaluation of post Latham initiatives in construction project management and procurement systems. In: Proceedings of the RICS Construction and Building Research Conference (COBRA), 1-2 September, University of Salford (eds D. Baldry & L. Ruddock). RICS Foundation, London; pp. 235-245.
49. Ricoeur, P. (1991) A Ricoeur Reader. Harvester Wheatsheaf, Hemel Hempstead.
50. Ring-Smith, P. (1997) Processes facilitating trust in inter-organisational networks. In: The Formation of Inter-organisational Networks (ed. M. Ebers). Oxford University Press, Oxford; Chapter 5.
51. Roy, M.H. & Dugal, S.S. (1998) Developing trust: the importance of cognitive flexibility and co-operative contexts. Management Decision, 36(9), 561-567.
52. Scott, J. (1991) Social Network Analysis: A Handbook. Sage, Thousand Oaks, CA.
53. Smyth, H. & Thompson, N.J. (1999) Partnering and the conditions of trust. In: Customer Satisfaction: A Focus for Research and Practice (eds P. Bowen & R. Hindle) CIB W55 and W65 Joint Triennial Symposium 5-10 September, University of Cape Town, Cape Town, South Africa.
54. Svensson, G. (2001) Perceived trust towards suppliers and customers in supply chains of the Swedish automotive industry. International Journal of Physical Distribution and Logistics Management, 31(9), 647-662.
55. Swan, W., Cooper, R., McDermott, P. & Wood, G. (2001) A review of social network analysis for the IMI trust in construction project. In: Proceedings of the 17th Annual ARCOM Conference, Vol. 1 (ed. A. Akintoye). University of Salford, 5-7 September. Association of Researchers in Construction Management; pp. 57-67.
56. Swan, W., McDermott, P., Wood, G. & Cooper, R. (2002) Trust in Construction: Achieving Cultural Change. Centre for Construction Innovation, Manchester.
57. Tomkins, C. (2001) Interdependencies, trust and information in relationships, alliances and networks. Accounting, Organizations and Society, 26, 161-191.
58. Tyler, T.R. & Kramer, R. (1996) Whither trust? In: Trust in Organisations (eds R. Kramer and T.R. Tyler). Sage, Thousand Oaks, CA; pp. 1-15.
59. Uher, T. (1999) Partnering and strategic alliances in Australia. Journal of Construction Procurement, 2(1), 163-167.
60. Viall, P.B. (1996) The purposing of high performance systems. In: How Organisations Learned (ed. K. Starkey). Thompson Business Press, London; pp. 60-81.
61. Vicari, S. & Troilo, G. (1998) Errors and learning in organisations. In: Understanding Knowledge in Organisations (eds G. von Krough, J. Roos & D. Kleine). Sage, London; pp. 204-222.
62. Walker, D. & Hampson, K. (2003) Developing cross team relationships. In: Procurement Strategies: A Relationship-Based Approach (eds D. Walker & K. Hampson). Blackwell Science, Oxford; pp. 169-203.
63. Warwick Manufacturing Group (1999) Implementing Supplier Chain Management in Construction. Warwick University, Warwick.
64. Webber, S.S. (2002) Leadership and trust facilitating cross-functional team success. Journal of Management Development, 21(3), 201-204.
65. Weick, K.M. (1995) Sense Making in Organisations. Sage, Thousand Oaks, CA.
66. Wilson, P.N. & Kennedy, A.M. (1999) Trustworthiness as an economic asset. International Food and Agribusiness Management Review, 2(2), 179-193.
67. Wood, G. & McDermott, P. (1999) Looking for trust in construction: an interim view. In: Profitable Partnering in Construction Procurement (ed. S.O. Ogunlana). E. & F.N. Spon, London.
68. Wood, G., McDermott, P., Wood, G. & Cooper, R. (2002) The ethical benefits of trust-based partnering: the example of the construction industry. Business Ethics: A European Review, 11(1), 4-13.
69. Woodward, D. & Woodward, T. (2001) The efficacy of action at a distance as a control mechanism in the construction industry when a trust relationship breaks down: an illustrative case study. British Journal of Management, 12, 355-384.