The effects of trust and coercive power on supplier integration

Jeff Hoi Yan Yeung, Willem Selen, Min Zhang, Baofeng Huo

Research output: Contribution to journalArticlepeer-review

232 Citations (Scopus)


Supply chain integration nowadays is considered an important approach to building and sustaining competitive advantages. Many previous empirical researches have investigated trust and power between suppliers and customers, yet, the effects of trust and coercivepower on supply chain integration are still largely unknown. This study investigates trust, coercivepower and their interaction and their impact on internal and supplierintegration, based on data collected in Chinese supply chains. The results reveal that both trust and coercivepower improve internal and supplierintegration, but when trust is low, coercivepower reduces internal integration. Contradictory to conventional wisdom that coercivepower hinders cooperation, this study found that coercivepower improves supplierintegration in Chinese supply chains, with or without the presence of trust. This study provides significant insights for Chinese inter-organizational trust–power relationship management and supply chain integration practices.
Original languageEnglish
Pages (from-to)66-78
Number of pages13
JournalInternational Journal of Production Economics
Issue number1
Publication statusPublished - 2009


Dive into the research topics of 'The effects of trust and coercive power on supplier integration'. Together they form a unique fingerprint.

Cite this