Trust and knowledge acquisition by small and medium-sized firms in weak client-firm exchange relationships

Geneste, Louis André and Galvin, Peter (2015) Trust and knowledge acquisition by small and medium-sized firms in weak client-firm exchange relationships. International Small Business Journal, 33 (3). pp. 277-298. ISSN 0266-2426

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This article investigates the role of trust in knowledge acquisition by small and medium-sized enterprises (SMEs), and the conversion of the knowledge to knowledge-related outcomes. The specific context of the research is the weak client–firm exchange relationship where neither party expects further transactions. Research has overlooked these relationships as a potential source of resources, especially knowledge-based resources, because they are considered devoid of trust. An empirical analysis of survey data collected from 293 SME owners was undertaken using confirmatory factor analysis and structural equation modelling. The findings suggest that trust contributes to an SME owner’s acquisition of knowledge from the ‘one-off’, arm’s-length client, and that weak client–firm exchange relationships should not be overlooked as a potential source of knowledge to the SME.

Item Type: Article
Uncontrolled Keywords: arm’s-length relationships, knowledge acquisition, knowledge-related outcomes, SME development, trust, weak client–firm exchange relationships
Subjects: N900 Others in Business and Administrative studies
Department: Faculties > Business and Law > Newcastle Business School > Business and Management
Depositing User: Ay Okpokam
Date Deposited: 08 Oct 2013 15:50
Last Modified: 28 Feb 2019 15:40

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