Competition and Trust: Evidence from German Car Manufacturers

Abstract

We explore the determinants and effects of trust relationships between upstream suppliers and downstream producers. Using unique survey data on individual supplier-buyer relationships in the German automotive industry, we show, by means of different measures of supplier-buyer trust, that higher levels of trust mitigate relationship-specific underinvestment in a classical hold-up situation. Moreover, contrary to the extant literature, we show that higher levels of supplier’s trust are reflected in the buyer’s choice of a more competitive procurement strategy among potential suppliers.

Keywords: trust, hold-up problem, competition, specific investment, suppliers, car manufacturers, German automotive industry

JEL Classification: D860, D220, L220, L620