Scholars in various disciplines have considered the causes, nature, and effects of trust. Prior approaches to studying trust are considered, including characteristics of the trustor, the trustee, and the role of risk. A definition of trust and a model of its antecedents and outcomes are presented, which integrate research from multiple disciplines and differentiate trust from similar constructs. Several research propositions based on the model are presented.

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An Integrative Model Of Organizational Trust

The authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson. These p...

An Examination of the Nature of Trust in Buyer–Seller Relationships:

Salespeople involved in the marketing of complex services often perform the role of “relationship manager.” It is, in part, the quality of the relationship between the salesperson and the customer ...

https://www.jstor.org/stable/pdfplus/1251817.pdf

Relationship Quality in Services Selling: An Interpersonal Influence Perspective:

The authors investigate the role of trust between knowledge users and knowledge providers. The kind of knowledge of special concern is formal market research. Users include marketing and nonmarketi...

Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations:

Although trust is an underdeveloped concept in sociology, promising theoretical formulations are available in the recent work of Luhmann and Barber. This sociological version complements the psychological and attitudinal conceptualizations of experimental and survey researchers. Trust is seen to include both emotional and cognitive dimensions and to function as a deep assumption underwriting social order. Contemporary examples such as lying, family exchange, monetary attitudes, and litigation illustrate the centrality of trust as a sociological reality. In recent years, sociologists have begun to treat trust as a sociological topic (e.g., Conviser; Garfinkel; Haas and Deseran; Henslin; Holzner; Strub and Priest; Weigert,a,b). Indeed, two short and powerful books, Niklas Luhmann's Trust and Pauoer (1979) and Bernard Barber's The Logic and Limits of Trust (1983), have placed trust at the center of sociological theorizing about contemporary society. Nevertheless, we agree with Luhmann's lament that there is a "regrettably sparse literature which has trust as its main theme within sociology" (8). There is a large quantity of research on trust by experimental psychologists and political scientists, which, however, appears theoretically unintegrated and incomplete from the standpoint of a sociology of trust. These researchers typically conceptualize trust as a psychological event within the individual rather than as an intersubjective or systemic social reality. They also tend to use methodological approaches that reduce trust to its cognitive content through psychometric scaling techniques or to its behavioral expressions in laboratory settings. Luhmann and Barber, on the other hand, present trust as an irreducible and multidimiensional so

Trust as a Social Reality

The effects of personality and situational variables on behavioral trust.

This study examines ratings of self and partners by high and low tested lonely college students following brief interactions with opposite sex strangers. Results replicate and extend previous findings, indicating more negative evaluations for high as compared to low lonely subjects in self ratings, ratings expected from partners; and for men only, ratings of partners. High lonely men were rated more negatively than low lonely men but the corresponding effect for women was not observed. The data also indicate that high lonely participants were perceived by their partners as more likely to rate themselves negatively. The findings are discussed in relation to the probable consequences of perceived social skill inadequacies for the experience of loneliness.

Loneliness and Interpersonal Judgments

Reciprocity for harm done.

Summary Members of friendship dyads at levels of short acquaintance or long acquaintance made intelligence attributions for self and friend, and predicted their rating by the friend. Comparisons between these perceptions and “actual” intelligence suggest that self-concept support is a more reliable feature of friendship than is perceived similarity, or “actual” similarity, or even similarity between friends' self-concepts. The role of perceived similarity appears to diminish as friendship persists, whereas the role of perceived self-concept support takes on added psychological significance for enduring friendships.

Self-Concept Support and Friendship Duration

Forty female subjects were given intermittent options to transmit noncontingent promises of intent to cooperate during the course of a mixed-motive laboratory game. In a 2 x 2 experimental design, a robot target either reciprocated subjects' promise statements or concealed her behavioral intentions, and was either always cooperative or always competitive in response to the subjects' promises. Subjects sent more promises to the cooperative than to the competitive robot, and kept their promises more often when the robot reciprocated promises than when the robot used evasive replies. The results were interpreted in terms of normative considerations, with the reciprocal noncontingent promise seen as a contractual commitment tactic for use in dyadic conflicts.

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Bob Helm

Papers

The effects of personality and situational variables on behavioral trust.

Loneliness and Interpersonal Judgments

Reciprocity for harm done.

Self-Concept Support and Friendship Duration

Some Effects of Target Cooperation and Reciprocated Promises on Conflict Resolution