Trust Development in Entrepreneurial Relationships in an African Context

  • Isaac Oduro Amoako
Part of the Palgrave Studies of Entrepreneurship in Africa book series (PSEA)


Currently there is limited understanding about how institutions influence interorganisational trust development. In this chapter the author aims to bridge this gap by using the literature and empirical data to present a framework that explains trust development in entrepreneurial relationships in an African context where there are weak state and market institutions. The framework explains how the trusting behaviour of the entrepreneur depends on expectations of the entrepreneur and the trustworthiness of partners. This chapter shows further that entrepreneurs use logics of the weak formal institutions and indigenous institutions such as trade associations to develop parallel institutional trust in order to do business in local and distant markets where there may be limited personal knowledge of exchange partners. It contributes to the literature by showing how in contexts where state and market institutions are weak, entrepreneurs owning and managing small and medium-sized enterprises (SMEs) assess the actions and behaviour of key boundary spanners and draw on indigenous cultural institutions to develop personal trust and parallel institutional in order to do business. This has implications for theory, practice and policy.


Africa Personal trust Institutional trust Institutional logics Trade associations 


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© The Author(s) 2019

Authors and Affiliations

  • Isaac Oduro Amoako
    • 1
  1. 1.Liverpool Business SchoolLiverpool John Moores UniversityLiverpoolUK

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