DETERMINANTS OF TRUST ESTABLISHMENT SUCCESS IN BUSINESS RELATIONSHIP (CASE STUDY OF FAB ENTERPRISES)

FAB ENTERPRISES is a fourth party logistics (4pl) type logistics company that has successfully collaborated with large companies such as PT.Cerestar Flour Mills & PT.Harvestar Flour Mills, PT.Samudra Indonesia, PT.Alam sejati, CV.Sakinah, PT. Serunting Sriwijaya, and PT. Berlian Manyar Sejahtera. The collaboration is based on strong trust in business relationships between FAB ENTERPRISES and all of its business partners. Based on this, the purpose of this study are to: 1) explore the process of establishing trust in business relations between fab enterprises and its business partners; and 2) exploring the factors that determine the success of establishing trust in business relations between fab enterprises and its business partners.the type of this research is qualitative constructionistic. The research data was collected using interview, observation, and documentation methods. The data is then analyzed using qualitative analysis techniques consisting of 3 stages, namely familiarization, meaning, and data transcription.the results showed that trust in business relations between fab enterprises and its business partners was formed through a process that refers to the elaboration of 3 models, namely elaboration likelihood model, heuristic systematic model, and theory of planned behavior. The establishment of trust between fab enterprises and its business partners is determined by a number of factors, including: (1) speaking the way it is and creating transparency; (2) show respect and show loyalty; (3) straighten out mistakes and fulfill commitments; (4) listen first and give trust; (5) clarifying expectations and providing results; (6) confronting reality and making improvements; and (7) practicing accountability.