Trust Building Process Research Articles

An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager–Salesperson Relationships

This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention.

Where is the trust? using trust‐based mediation for first nations dispute resolution

AbstractMediators dealing with disputes between governments and indigenous peoples realize the need to emphasize trust‐building processes to address long‐held and deep‐seated concerns between parties. This article presents a trust‐based model of mediation and explains its utility in the First Nations Dispute in Canada.

User perspectives of climate forecasts: crop producers in Pergamino, Argentina

CR Climate Research Contact the journal Facebook Twitter RSS Mailing List Subscribe to our mailing list via Mailchimp HomeLatest VolumeAbout the JournalEditorsSpecials CR 19:57-67 (2001) - doi:10.3354/cr019057 User perspectives of climate forecasts: crop producers in Pergamino, Argentina David Letson1,*, Ignacio Llovet2, Guillermo Podestá1, Fred Royce3, Victor Brescia4, Daniel Lema4, Gabriel Parellada4 1Rosenstiel School of Marine and Atmospheric Science, University of Miami, 4600 Rickenbacker Causeway, Miami, Florida 33149-1098, USA 2Facultad de Ciencias Agrarias, Universidad de Belgrano, Buenos Aires, Argentina 3Department of Agricultural and Biological Engineering, University of Florida, PO Box 110570, Gainesville, Florida 32611, USA 4Instituto Nacional de Tecnología Agropecuaria, Instituto de Economía y Sociología Rural, Buenos Aires, Argentina *E-mail: dletson@rsmas.miami.edu ABSTRACT: A necessary initial step in assessing the value of climate information for regional agriculture is to gauge user perceptions concerning the use of that information. We attempt to do so for cereal and oilseed production in Pergamino, Argentina, located in the Pampas, one of the world¹s major agricultural regions. A survey of 200 farmers identified climate forecast scale and the reliability of the source of forecast as critical obstacles to adoption. Users¹ incomplete knowledge of how El Niño-Southern Oscillation affects their region may also pose an obstacle to greater use of climate information. A related problem is that users sometimes confuse the different time scales of weather and climate forecasting. Research and outreach to downscaling forecasts temporally and spatially toward user communities would help close the gap of expectations between forecast user and provider, and would facilitate the trust building process between the two that must precede adoption. KEY WORDS: Climate information · Attitudes · ENSO · Agriculture Full text in pdf format PreviousNextExport citation RSS - Facebook - Tweet - linkedIn Cited by Published in CR Vol. 19, No. 1. Online publication date: November 22, 2001 Print ISSN: 0936-577X; Online ISSN: 1616-1572 Copyright © 2001 Inter-Research.

Enabling trust formation within agent-mediated virtual environments

In e-commerce, the role of trust becomes vital for establishing and maintaining customer relationships. Drawing from established theoretical work on trust and relationship marketing, this paper synthesises a series of trust constructs, determinant variables and trust building processes, and proposes a framework for the formation of trust in customer-business relationships. The framework is conceptualised in the context of an electronic servicescape, where trust is formed through iterative interactions with promises being made, enabled and fulfilled. Based on this framework, the paper illustrates how the application of agent and virtual reality technologies can provide the environment and facilitate the expressiveness demanded by such a servicescape.

Regional Systems of Innovation: An Evolutionary Perspective

The authors develop the concept of regional systems of innovation and relate it to preexisting research on national systems of innovation. They argue that work conducted in the ‘new regional science’ field is complementary to systems of innovation approaches. They seek to link new regional work to evolutionary economics, and argue for the development of evolutionary regional science. Common elements of interest to evolutionary innovation research and new regional science are important in understanding processes of agglomeration, trust building, innovation, institutions, and learning in regional systems. The authors develop analytical frameworks for designating regional systems of innovation in terms of distinction between institutions and organisations, hard and soft infrastructures, and the cultural superstructure. They conclude that an evolutionary approach assists understanding of regional potential for developing systemic innovation.

Understanding the Influence of National Culture on the Development of Trust

Increasingly, researchers from a variety of business disciplines are finding that trust can lower transaction costs, facilitate interorganizational relationships, and enhance manager-subordinate relationships. At the same time, we see a growing trend toward globalization—in establishing alliances, managing and hiring employees, and entering new markets. These trends suggest a need to view the concept of trust from the perspective of national culture. Drawing on theories from several disciplines, we develop a framework that identifies and describes five cognitive trust-building processes that help explain how trust develops in business contexts. We include a series of research propositions demonstrating how societal norms and values influence application of the trust-building processes, and we discuss implications for theory and practice.

Social Contracting as a Trust-Building Process of Network Governance

Abstract:Social contracting has a long and important place in the history of political philosophy (Hardin, 1991; Waldron, 1989) and as a theory of justice (Baynes, 1989; Rawls, 1971). More recently, it has been developed into an individual rights-based theory of organizations (Keeley, 1980, 1988), and as a way to integrate ethics and moral legitimacy into corporate strategy and action (Donaldson, 1982; Freeman&Gilbert, 1988). Currently, it is being proposed as an integrative theory of economic ethics (Donaldson&Dunfee, forthcoming). This paper will extend the Donaldson and Dunfee approach by arguing thatsocial contracting can best be understood and applied in organizational settings if it is perceived and treated as a network governance process. This insight can benefit management scholars and practitioners alike, since it calls attention to the processes by which trust is created and sustained in on-going contractual relationships. It also strongly suggests that a new approach to applying managerial discretion, asmoral agency, is needed to realize the full competitive and ethical potential of emerging network forms.

Social Contracting as a Trust-Building Process of Network Governance

Social Contracting as a Trust-Building Process of Network Governance

Trust and Trust-building Processes in Networks

Trust and Trust-building Processes in Networks

Obstacles to Effective Management of Conflicts Between National Parks and Surrounding Human Communities in Developing Countries

Conflicts between national parks and their surrounding human communities are apparently disfunctional for both. Both groups would appear to have incentives to resolve or at least reduce these conflicts. A major difficulty is the achievement of ready communication and trust between the powerful urban-based park authorities and the rural, possibly illiterate, local human populations who may have suffered at the hands of the park authorities in the past. Because of their greater power, the national park authorities are in the best position to take the first steps towards establishing trust—by making some positive concessions, and binding themselves in some way to real, rather than token, local participation in decision-making.Local elected officials with responsibilities both to their local electorate and to the objectives of central government, might be suitable agents for bringing the various parties together. When once effective communication is established, the early identification of areas of common interest, and positive actions to promote these, will continue the trust-building process and enable more difficult issues to be addressed. The identification, in advance, of options or alternatives that appear to be mutually beneficial, ‘positive sum’ solutions, will facilitate this and provide incentives for the initial participation of all parties.This approach to protected areas management will require new skills and training for park staff—in social and political as well as biological skills. It will also require a shift in the ruling paradigm of protected areas. The concept of national parks as inviolate havens of untouched Nature, controlled by an all-powerful central government agency, will have to give way to concepts of conservation through careful manipulation to achieve both conservation and local human development objectives. Although this approach is being hailed by conservation leaders through such worthy devices as Biosphere Reserves (Batisse, 1982), these concepts do not yet seem to have the international status that is required for their extensive adoption, nor do they necessarily build conflict-management processes into the management regime.The approach suggested above is not without risk both to park authorities and to the local human communities; but clarification of both conservation and development objectives should reduce such a risk and help to identify the information and analytical needs for working towards a mutually beneficial solution.