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Trust and Commitment in Professional Service Marketing Relationships in Business-to-Business Markets  [PDF]
Barbara ?ater
Managing Global Transitions , 2007,
Abstract: This paper examines two very important concepts in marketing relationships – trust and commitment – whereby commitment is regarded as consisting of three components: affective, calculative and normative. The context of this study is professional services in a business-to-business market, more specifically the marketing research industry in Slovenia. The results show that trust in the marketing research provider and its work is very high among interviewed clients. The clients also appear to be affectively committed to the relationship with the provider, whereas calculative and normative commitment are low. The study’s results confirm the positive influence of trust on affective commitment and the weak negative influence of trust on calculative commitment.
Belief Revision and Trust  [PDF]
Aaron Hunter
Computer Science , 2014,
Abstract: Belief revision is the process in which an agent incorporates a new piece of information together with a pre-existing set of beliefs. When the new information comes in the form of a report from another agent, then it is clear that we must first determine whether or not that agent should be trusted. In this paper, we provide a formal approach to modeling trust as a pre-processing step before belief revision. We emphasize that trust is not simply a relation between agents; the trust that one agent has in another is often restricted to a particular domain of expertise. We demonstrate that this form of trust can be captured by associating a state-partition with each agent, then relativizing all reports to this state partition before performing belief revision. In this manner, we incorporate only the part of a report that falls under the perceived domain of expertise of the reporting agent. Unfortunately, state partitions based on expertise do not allow us to compare the relative strength of trust held with respect to different agents. To address this problem, we introduce pseudometrics over states to represent differing degrees of trust. This allows us to incorporate simultaneous reports from multiple agents in a way that ensures the most trusted reports will be believed.
Homo Economicus Belief Inhibits Trust  [PDF]
Ziqiang Xin, Guofang Liu
PLOS ONE , 2013, DOI: 10.1371/journal.pone.0076671
Abstract: As a foundational concept in economics, the homo economicus assumption regards humans as rational and self-interested actors. In contrast, trust requires individuals to believe partners’ benevolence and unselfishness. Thus, the homo economicus belief may inhibit trust. The present three experiments demonstrated that the direct exposure to homo economicus belief can weaken trust. And economic situations like profit calculation can also activate individuals’ homo economicus belief and inhibit their trust. It seems that people’s increasing homo economicus belief may serve as one cause of the worldwide decline of trust.
The Role of Cognitive and Affective Trust in Service Marketing: Antecedents and Consequence  [cached]
Kambiz Heidarzadeh Hanzaee,Abdollah Norouzi
Research Journal of Applied Sciences, Engineering and Technology , 2012,
Abstract: The purpose of this study focuses on the role of cognitive andaffectivetrust in building relationships at the consumer level. More specifically, we examine the proposition that consumer trust in service providers has distinct cognitive and affective dimensions with unique antecedents and consequence. The subjects were 304 consumers of insurance services in Tehran area. Structural Equation Modeling (SEM) with Lisrel software was used for the data analysis. The results showed that service provider expertise, product performance and customer satisfaction influence cognitive trust and are considered as antecedents of cognitive trust. On the other hand corporate reputation, customer satisfaction and similarity are identified as antecedents of affective trust. The present study showed that expertise of service provider has the most influence on cognitive trust while similarity has the most influence on affective trust. In relation to consequences of cognitive and affective trust, the results showed that cognitive and affective trust both influence anticipation of future interactions but the effect of cognitive trust is greater than that of affective trust.
Impact of Inter-firm Relationship Fairness in Strategic Alliance on Relationship Commitment -- Mediating Effects of Inter-firm Trust  [cached]
Yizhen WU,Zhiwei WU,Ying CHEN
Canadian Social Science , 2012, DOI: 10.3968/j.css.1923669720120804.z0520
Abstract: As one of the core influencing factors of inter-firm relationship, relationship commitment has an important effect on the continuity of the inter-firm cooperative relationship and the enhancement of cooperative performance. By selecting 230 enterprises in Jiangsu as the study samples, collecting data through questionnaires and using an intermediary model, the impact imposed by inter-firm relationship fairness on the relationship commitment is studied and the mediating effect of inter-firm trust is testified in this paper. The results show that a route by which the relationship fairness affects the relationship commitment does exist in the sector of inter-firm cooperative relationship in China. Among them, distributive fairness can not only promote affective commitment directly, but also in the meantime bring in an indirect effect on the affective commitment through talent trust, while procedural fairness imposes positive impacts on affective commitment mainly by talent trust, the mediating variable. Besides, the improvement of interaction fairness can directly reduce the level of inter-firm calculative commitment on the one hand, and meanwhile helps to improve the inter-firm benevolent trust level and indirectly affects the calculative commitment on the other hand. Key words: Relationship fairness; Relationship commitment; Inter-firm trust; Mediating effect
The dimensionality of workplace interpersonal trust and its relationship to workplace affective commitment
Jeffrey J Bagraim,Patricia Hime
South African Journal of Industrial Psychology , 2007, DOI: 10.4102/sajip.v33i3.394
Abstract: Trust is fundamental to the existence of human relationships, including the workplace relationship between employees and their co-workers and supervisors. This paper presents the results of a study that investigated the nature and dimensionality of interpersonal trust at work, specifically trust in co-workers and trust in supervisor. Survey questionnaire responses from 278 employees in four South African organisations were analysed. The research findings evidence that interpersonal trust is a multi-foci construct that is differentially related to corresponding foci of affective commitment.
TRUST-IN-SUPERVISOR: ANTECEDENTS AND EFFECT ON AFFECTIVE ORGANIZATIONAL COMMITMENT
June M. L. Poon,Mohd Radzuan Rahid,Abdullah Sanusi Othman
Asian Academy of Management Journal , 2006,
Abstract: This study tested a model of trust-in-supervisor that included propensity to trust and supervisor attributes (i.e., ability, benevolence, and integrity) as antecedents and affective organizational commitment and helping intention as criterion outcomes. A field survey using a structured questionnaire was used to gather data from 155 white-collar employees from diverse occupations and organizations. Path analysis results showed thatsupervisor ability, benevolence, and integrity as well as employees' propensity to trust were positively associated with trust-in-supervisor. Trust-in-supervisor, in turn, predicted employees' affective organizational commitment but did not have any influence on their willingness to help co-workers. Implications of the findings and suggestions for future research are discussed.
Towards a Sociology of Trust: Community Care and Managing Diversity  [PDF]
Jason L. Powell
Sociology Mind (SM) , 2011, DOI: 10.4236/sm.2011.12003
Abstract: The paper is a critical review of the problems and implications of managing diversity in the British community care system. It is a system in need of strong diversity management in the light of the world economic downturn in recent years. Despite raft of policies on leadership in social care in the UK, the structural issues for why the needs of diverse groups are not met are difficult to understand at particular levels of analysis. The central problem has been lack of ‘trust’.
父母的经济人信念对自身信任及儿童信任的影响
The Effects of Parents' Homo Economicus Belief on Themselves' Trust and Adolescents' Trust
 [PDF]

刘国芳
- , 2018, DOI: 10.16187/j.cnki.issn1001-4918.2018.01.03
Abstract: 经济人信念认为人是自私的与理性的,研究者发现,经济人信念会破坏人际信任。然而,以上研究均是以大学生为被试的启动研究,限制了结论的可推广性。本研究编制了经济人信念量表,测量了351名成年被试的经济人信念及他们在投资博弈中的信任水平,以及其子女的信任水平,以考察父母的经济人信念对自身信任和其子女信任的影响。结果发现:(1)研究所编制的经济人信念量表信效度良好;(2)父母和儿童在投资博弈中均表现出了一定水平的信任;(3)父母的经济人信念能够预测其在投资博弈中的信任水平;(4)父母的经济人信念能够预测男孩在投资博弈中的投资额,主要表现为父亲的经济人信念能够负向预测男孩的投资额。
Homo economicus belief is the basic humanity hypothesis of economics, which assumes that human beings are rational decision makers who have the motivation to maximize their own self-interest. Previous literature revealed that homo economicus belief would inhibit trust. Those studies first activated college students' homo economicus belief by concept activation methods and mindset activation methods. It was found that participants' trust was inhibited by the activated belief. However, those studies cannot affirm that it was the homo economicus belief was activated in their priming tasks. Moreover, the college students in their studies had little economic experiences which may impede the potential validity of the results. Therefore, the effect of homo economicus belief on trust should be confirmed further. Finally, several studies had revealed that parents' trust can transmit to their children and individuals' selfish behaviors could inhibit observers' trust. Therefore, parents' homo economicus belief may inhibit children's trust. Based on a Chinese sample of 351 parents-child pairs, this study aimed to examine whether parents' homo economicus belief could affect their own trust and their children's trust. The study first developed a scale of homo economicus belief which contains two subscales:selfish and rational, and then collected parents' homo economicus belief, and then collected parents' and children's trust levels in investment game questionnaires. Each child was asked to decide how many chocolates would they like to send to a strange child and to guess how many chocolates would the strange child return to them. Each parent was asked to decide how much money would they like to send to a stranger and to guess how much money would the stranger return to them. Both the amounts of money and chocolates that participants sending and estimating to be returned was used to measure the level of interpersonal trust. The results showed that (1) the scale of homo economicus belief had good reliability and validity. (2) Both the parents and the children exhibited trust to some extent in the investment game questionnaires. (3) There was no significant gender difference between parents' homo economicus belief, parents' trust, and children's trust. (4) Parents' homo
Managing Emotions in the Workplace: It’s Mediating Effect on the Relationship between Organizational Trust and Occupational Stress  [cached]
Zeynep Oktug
International Business Research , 2013, DOI: 10.5539/ibr.v6n4p81
Abstract: The purpose of this study was to examine the mediating effect of emotion management on the relationship between organizational trust and occupational stress. Since managing emotions in the workplace is a complex issue, this study also aimed to offer an insight into the emotion management of employees. Data were obtained using a survey method from a sample of 167 academics working in different universities in Istanbul. A series of regression analyses was conducted to test the mediating effect of emotion management. It was determined that the ability to manage emotions in the workplace partially mediate the relationship between organizational trust and occupational stress. The results of the study show that managing emotions in the workplace can affect the stress levels of employees. High levels of organizational trust can promote emotion management in the workplace, which in turn can contribute to reducing work-related stress.
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