Against the background of principal-agent
and transaction-cost theoretical considerations, this study addresses the question
whether relational competencies relate to trust within cooperative
relationships, taking into account also situational and personal factors. In its conclusion, the study presents an experimentally
confirmed model (n = 282) that shows the strong causal relationship between
relational competencies and trust allowing boundary-spanning agents to exert
influence on the development and maintenance of complex cooperative
relationships characterized by long-term objectives.