The Trust Forming Process in Business Relationship Model between National and International Companies: Historical Constructionist Studies in FAB Enterprises Company, Indonesia

FAB Enteprises is a fourth party logistics company (4PL). concisely, the company was able to gain the trust of several large companies such as Cerestar, Harvestar, PT. Samudra Indonesia, PT. Alam Sejati, CV. Sakinah, PT. Editing Sriwijaya, PT. Berlian Manyar Sejahtera and Pelindo III. Considering billions of FAB Enterprises business fields, it is not easy to gain trust from those various large companies.

This study aims to: 1) Review and analyze the factors that are driving and inhibiting the forming trust process in organizational relationships between FAB Enterprises and its business partners; and 2) To develop a trust model in organizational relationships between FAB Enterprises and its business partners.

This study uses a qualitative approach with the historical constructionist method. Research data was collected using several methods of data collection, namely in-depth interviews, observation, and documentation. The data obtained were then analyzed using three steps of analysis, namely familiarization, meaning withdrawal, and data transcription.

The results show that the factors that encourage the formation of trust in business relationships between FAB Enterprises and its business partners consist of: 1) the personal characteristics of the owner; 2) Owner reputation; 3) Information dissemination; 4) Proof of performance; 5) Management of communication; 6) Consistent performance and management of communication. The inhibiting factor in the formation of trust in business relations between FAB Enterprises and its business partners was the communication management factor which had experienced a decline due to internal changes in the company, namely from PT. MAF becomes FAB Enterprises The second conclusion that can be drawn is that trust in business relationships between FAB Enterprises and its business partners is influenced by intention and attitude factors which is moderated by performance and communication. While intentions and attitudes are influenced by reputation and reputation is influenced by personal characteristics.