Abstract Although several interfirm cooperation studies have expanded the unit of analysis from dyads to triads (networks), there is scant literature focusing on whether and how a supplier’s relationship with a customer influences its relationships with other customers. Individual relationship dyads are not isolated but interact with one another. Particularly, mutual trust in a supplier–customer relationship dyad may influence other customers’ cooperative behavior. This cross-dyadic influence is called the “trickle-down effect of trust.” A hypothesis for the mechanism by which this effect occurs was generated, focusing on the customers’ demand information offerings as a cooperative behavior. The results of an empirical analysis indicate that (1) a supplier’s mutual trust with its primary customer encourages nonprimary customers to offer their demand information to the supplier and (2) the quality of information from customers helps the supplier to make their new product more meaningful.

中文翻译：

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企业对企业关系中信任的涓滴效应：供应商如何确保多个客户的合作？

摘要 尽管一些公司间合作研究将分析单位从二元组扩展到三元组（网络），但很少有文献关注供应商与客户的关系是否以及如何影响其与其他客户的关系。个人关系二元组不是孤立的，而是彼此互动的。特别是，供应商-客户关系中的相互信任可能会影响其他客户的合作行为。这种交叉影响被称为“信任的涓滴效应”。产生了这种效应发生机制的假设，将客户的需求信息提供作为一种合作行为。