The strategic implications of trust for interorganizational exchange relations under asymmetric dependence

The extent of trust of one organizational entity in another seems to have important behavioral implications for long run interactions and transactions. In the context of channel relationships and exchange processes, however, the role of trust is understood very little. In this study it was posited that trust or its absence would have a major influence on exchange relationships characterized by cooperation and formalization. It was also posited that trust would have a strong effect on bargaining stance and perceived stability in a relationship. Furthermore, because of inherent interdependencies in exchange contexts, it was hypothesized that dependence and trust would have interactive influences on the dependent variables. This study also endeavored to examine the degree of attitude change when there was a reversal in one's initial perceptions of trust in another party. Specifically, it was posited that the impact on one's trust would be greater if the exchange partner was initially perceived as trustworthy and if the partner subsequently demonstrated untrustworthy behavior than vice versa.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Business Administration

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2011

Author dc:creator

• Andaleeb, Syed Saad

• Business Administration, Marketing

Statement dc:rights

• Copyright 1989 Andaleeb, Syed Saad

Language dc:language

eng

Identifier

AAI9010794
(UMI)AAI9010794

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/21409