Thesis defence A.L. Smolders: tenders

28 March 2019 15:00 - Location: Aula, TU Delft - By: webredactie

Trust unravelled: In inter-organizational relationships in a regulated tender environment. Promotor 1: R.P.B.J. Dollevoet (CiTG); Promotor 2: S.C. Santema (IO).

Scientists say that trust in inter-organizational relationships leads to high performance, project success, and better quality in construction. The rail sector is highly regulated by the EU Directives and domestic law. The Dutch rail maintenance market consists of one monopsony (or buying monopoly) which has monopsony power and as countervailing power an oligopoly (four rail maintenance contractors). The research question is:What key trust factors affects in the inter-organizational relationship in a public regulated tender environment and monopsony-oligopoly markets? The research question is answered by three steps: literature review, case study research, and simulation games. From literature review key trust factors and its sub factors are identified on multiple trust layers. Mostly, these key trust factors relate to single actors. The key trust factors and their sub factors are visualized in the proposed multi-layered framework of trust and distrust, which allows for the calculation of a level of trust. The case study research takes a dyadic perspective, observing trust interactions between two actors in the markets under study. The case study research includes of eight Dutch cases and one Swiss case where both actors from the inter-organizational relationship are interviewed. The multi-layered framework of trust and distrust is used to determine the level of trust of each actor. The cases show how financial incentives, external pressure, and preferred management style shape trust. The influence of these contexts is further tested in the simulation games. They show in more detail what behaviour of the actors determines the level of trust in the inter-organizational relationship. Concluding, this research proposes a framework for the analysis of key trust factors and sub factors driving trust inter-organisational interactions, based on monopsonic and oligopolistic markets. The framework allows to calculate levels of trust as a snapshot in an inter-organizational relationship. It could be used as a trust development model in inter-organizational relationships.

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