A process perspective on trust in
buyer–supplier relationships.
“Calculus”
The purpose of this article is to show that, within a process perspective, calculus is not only
compliant with trust but also that trust forms are integral to its dynamics. Having demonstrated the
theoretical bases of compatibility between reputation, economic interest and trust, and the necessary
inclusion of a social context in business-to-business (B2B) exchange, this paper proposes a conceptual
framework that will enable us to understand a multi-form concept of trust.
This proposal indicates that the presence of calculus in the earliest stages of exchange
relationships gives way to other forms of trust that are more cognitive and affective in nature. The
elucidation of the evolutionary nature of trust shows that calculus and trust theory are complementary
and provide, respectively, insight for the whole process.