Trust and forms of capital in business-to-business activities and relationships

J.H. Finch, B.A. Wagner, N. Hynes

Research output: Contribution to journalArticlepeer-review

12 Citations (Scopus)


The 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
Original languageEnglish
Pages (from-to)1019-1027
Number of pages9
JournalIndustrial Marketing Management
Issue number6
Publication statusPublished - Sep 2010


  • ARA model
  • social capital
  • economic capital
  • trust
  • heuristic


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