Purpose - This paper considers ways forward in the study of trust in business relationships and networks.Design/methodology/approach - The 25 papers focusing on trust previously published in the Journa/ of Business & Industrial Marketing arecategorized as to their focus and compared to the body...

Communication and the associated information exchanges are key drivers of the development of relationships and of the trust embedded withinthem. This paper considers the development of business relationships in terms of the continuing co-evolution of trust and information exchangeand the issues...

Firms operate in the context of business relations and networks that affect the nature and outcomes of their actions and which are potentialsources of competitive advantage. Relations and networks represent a challenge for management because firms are unable to control or directthese relations...

Purpose - The objective is to review theories of the impact of network relations and present empirical evidence on their nature and impacts. Amongthe questions addressed are: Who initiates network relations? Which ones are important and why? and What is the nature of the affects in...