Conceptualizing and modeling interpersonal trust in exchange relationships: The effects of incomplete model specification

Massey, GR; Wang, PZ; Kyngdon, AS

Conceptualizing and modeling interpersonal trust in exchange relationships: The effects of incomplete model specification

Massey, GR

Wang, PZ Kyngdon, AS

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Publication Type:: Journal Article
Citation:: Industrial Marketing Management, 2019, 76 pp. 60 - 71
Issue Date:: 2019-01-01

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Field	Value	Language
dc.contributor.author	Massey, GR https://orcid.org/0000-0002-2044-0957	en_US
dc.contributor.author	Wang, PZ	en_US
dc.contributor.author	Kyngdon, AS	en_US
dc.date.available	2018-06-22	en_US
dc.date.issued	2019-01-01	en_US
dc.identifier.citation	Industrial Marketing Management, 2019, 76 pp. 60 - 71	en_US
dc.identifier.issn	0019-8501	en_US
dc.identifier.uri	http://hdl.handle.net/10453/135004
dc.description.abstract	© 2018 The importance of interpersonal trust in exchange relationships is well-established, and trust is known to have two important and distinct underlying forms, one cognitive, the other affective. Despite this, trust studies often model only the cognitive task-related form and omit the affective form. This article achieves two main objectives. First it demonstrates that interpersonal trust is best considered a bidimensional construct consisting of both cognitive and affective components, and that omitting either form of trust from empirical studies is a conceptual and specification error. Second, we reveal that both forms explain a large amount of variance in the quality of exchange relationships. Also, studies omitting affective trust ignore the more potent of the two trust dimensions. In addition, models examining only one form of trust strongly inflate the apparent effects of that form, and are diagnostically unsound. Our results have important theoretical and managerial implications regarding the conceptualization and measurement of interpersonal trust, and its role in improving the effectiveness of exchange relationships.	en_US
dc.relation.ispartof	Industrial Marketing Management	en_US
dc.relation.isbasedon	10.1016/j.indmarman.2018.06.012	en_US
dc.rights	info:eu-repo/semantics/closedAccess
dc.subject.classification	Marketing	en_US
dc.title	Conceptualizing and modeling interpersonal trust in exchange relationships: The effects of incomplete model specification	en_US
dc.type	Journal Article
utslib.citation.volume	76	en_US
utslib.for	1505 Marketing	en_US
utslib.for	1503 Business and Management	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	closed_access	*
pubs.publication-status	Published	en_US
pubs.volume	76	en_US

Abstract:

© 2018 The importance of interpersonal trust in exchange relationships is well-established, and trust is known to have two important and distinct underlying forms, one cognitive, the other affective. Despite this, trust studies often model only the cognitive task-related form and omit the affective form. This article achieves two main objectives. First it demonstrates that interpersonal trust is best considered a bidimensional construct consisting of both cognitive and affective components, and that omitting either form of trust from empirical studies is a conceptual and specification error. Second, we reveal that both forms explain a large amount of variance in the quality of exchange relationships. Also, studies omitting affective trust ignore the more potent of the two trust dimensions. In addition, models examining only one form of trust strongly inflate the apparent effects of that form, and are diagnostically unsound. Our results have important theoretical and managerial implications regarding the conceptualization and measurement of interpersonal trust, and its role in improving the effectiveness of exchange relationships.

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http://hdl.handle.net/10453/135004