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

Introduction 1. Woman's Place in Man's Life Cycle 2. Images of Relationship 3. Concepts of Self and Morality 4. Crisis and Transition 5. Women's Rights and Women's Judgment 6. Visions of Maturity References Index of Study Participants General Index

In a Different Voice. Psychological Theory and Women’s Development. Cambridge, MA (Harvard University Press) 1982.

A separate and distinct interaction with both the actual e-vendor and with its IT Web site interface is at the heart of online shopping Previous research has established, accordingly, that online purchase intentions are the product of both consumer assessments of the IT itself-specifically its perceived usefulness and ease-of-use (TAM)-and trust in the e-vendor But these perspectives have been examined independently by IS researchers Integrating these two perspectives and examining the factors that build online trust in an environment that lacks the typical human interaction that often leads to trust in other circumstances advances our understanding of these constructs and their linkages to behavior

Our research on experienced repeat online shoppers shows that consumer trust is as important to online commerce as the widely accepted TAM use-antecedents, perceived usefulness and perceived ease of use Together these variable sets explain a considerable proportion of variance in intended behavior The study also provides evidence that online trust is built through (1) a belief that the vendor has nothing to gain by cheating, (2) a belief that there are safety mechanisms built into the Web site, and (3) by having a typical interface, (4) one that is, moreover, easy to use

Trust and TAM in online shopping: an integrated model

https://media.terry.uga.edu/socrates/publications/2013/05/Cropanzano__Mitchell_2005_SET_Review_JOM.pdf

Social Exchange Theory: An Interdisciplinary Review

Although the relationship metaphor dominates contemporary marketing thought and practice, surprisingly little empirical work has been conducted on relational phenomena in the consumer products domain, particularly at the level of the brand. In this article, the author: (1) argues for the validity of the relationship proposition in the consumer-brand context, including a debate as to the legitimacy of the brand as an active relationship partner and empirical support for the phenomenological significance of consumer-brand bonds; (2) provides a framework for characterizing and better understanding the types of relationships consumers form with brands; and (3) inducts from the data the concept of brand relationship quality, a diagnostic tool for conceptualizing and evaluating relationship strength. Three in-depth case studies inform this agenda, their interpretation guided by an integrative review of the literature on person-to-person relationships. Insights offered through application of inducted concepts to two relevant research domains — brand loyalty and brand personality — are advanced in closing. The exercise is intended to urge fellow researchers to refine, test, and augment the working hypotheses suggested herein and to progress toward these goals with confidence in the validity of the relationship premise at the level of consumers’ lived experiences with their brands.

Consumers and Their Brands: Developing Relationship Theory in Consumer Research

The Social Psychology of Groups. J. W Thibaut & H. H. Kelley. New York: alley, 1959. The team of Thibaut and Kelley goes back to 1946 when, after serving in different units of the armed services psychology program, the authors joined the Research Center for Group Dynamics, first at M.LT and then at the University of Michigan. Their continued association eventuated in appointments as fellows at the Center for Advanced Study in the Behavioral Sciences, 19561957. It is during these years that their collaboration resulted in the publication of The Social Psychology of Groups. The book was designed to "bring order and coherence to present-day research in interpersonal relations and group functioning." To accomplish this aim, the authors introduced, defined, and illustrated basic concepts in an effort to explain the simplest of social phenomena, the two-person relationship. These basic principles and concepts were then employed to illuminate larger problems and more complex social relationships and to examine the significance of such concepts as roles, norm, power, group cohesiveness, and status. The lasting legacy of this book is derived from the fact that the concepts and principles discussed therein serve as a foundation for one of the dominant conceptual frameworks in the field of family studies today-the social exchange framework. Specifically, much of our contemporary thinking about the process of interpersonal attraction and about how individuals evaluate their close relationships has been influenced by the theory and concepts introduced in The Social Psychology of Groups. Today, as a result of Thibaut and Kelley, we think of interpersonal attraction as resulting from the unique valence of driving and restraining forces, rewards and costs, subjectively thought to be available from a specific relationship and its competing alternatives. We understand, as well, that relationships are evaluated through complex and subjectively based comparative processes. As a result, when we think about assessing the degree to which individuals are satisfied with their relationships, we take into consideration the fact that individuals differ in terms of the importance they attribute to different aspects of a relationship (e.g., financial security, sexual fulfillment, companionship). We also take into consideration the fact that individuals differ in terms of the levels of rewards and costs that they believe are realistically obtainable and deserved from a relationship. In addition, as a result of Thibaut and Kelley's theoretical focus on the concept of dependence and the interrelationship between attraction and dependence, there has evolved within the field of family studies a deeper appreciation for the complexities and variability found within relationships. Individuals are dependent on their relationships, according to Thibaut and Kelley, when the outcomes derived from the existing relationship exceed those perceived to be available in competing alternatives. Individuals who are highly dependent on their relationships are less likely to act to end their relationships. This dependence and the stability it engenders may or may not be voluntary, depending on the degree to which individuals are attracted to and satisfied with their relationships. When individuals are both attracted to and dependent on their relationships, they can be thought of as voluntarily participating in their relationship. That is, they are likely to commit themselves to the partner and relationship and actively work for its continuance. Thibaut and Kelley termed those relationships characterized by low levels of satisfaction and high levels of dependence "nonvoluntary relationships. …

The Social Psychology of Groups

Sabin examines the self-report measures used to assess various constructs of concern to marital research with specific attention to selected indicators of marital satisfaction marital adjustment and marital quality. Indicators of marital intimacy and marital complaints are also reviewed. Attention is also directed to the measures of concepts linked more directly to marital stability including measures of commitment relationship alternatives and potential for marital dissolution. The author emphasizes several points upon concluding his review. First while the adjustment quality measures are intended to provide a broad profile of marital relationships they are psychometrically flawed in several ways. Their most fundamental problem has to do with the threats to validity that result from the blending of units and objects of analyses within a single measure. It is not reasonable to scale different units and objects of analyses as if they are comparable phenomena because there is no way of knowing what the resulting score actually represents. More than likely what accounts for the more objective characteristics of a relationship are confounded by the more subjective impressions of the relationship particularly when these items of information are simultaneously solicited. Finally when a marital adjustment scale is used it becomes virtually impossible to assess related concepts independently. These problems lead to the conclusion that the use of measures of adjustment should be curtailed and that satisfaction quality be used to refer only to the subjective evaluations that a person makes of his or her marital relationship. There is also an obvious need to further develop measures of important and diverse marital concepts; developers of future measures must attend to their conceptual operational and psychometric properties. It is imperative as well that measures be subjected to critical and multiple tests of their validity before their widespread adoption and use be advocated. It is also essential that all researchers develop an appreciation for the central role of measurement in the research process. The understanding of social phenomena when that understanding is derived from survey research is predicated on the quality of the measures employed by researchers.

Measurement issues in marital research: a review and critique of contemporary survey instruments.

Conceptual frameworks are often organized around a metaphor (Gergen et al., 1980). When the metaphor is powerful and embraced by the culture, the framework is easily understood and readily adapted to explain a wide range of phenomenon. During the 1960s, the social exchange framework was formally advanced in the work of sociologists George Homans (1961) and Peter Blau (1964a) and the work of social psychologists John Thibaut and Harold Kelley (1959). Each of these perspectives make use of an economic metaphor. They view social relationships as extended “markets” in which each individual acts out of self-interest with the goal of maximizing profits. Thibaut and Kelley assert, for example, that “… every individual voluntarily enters and stays in any relationship only as long as it is adequately satisfactory in terms of his rewards and costs” (1959, p. 37). Likewise, Homans asserts that “… the open secret of human exchange is to give the other man behavior that is more valuable to him than it is costly to you and to get from him behavior that is more valuable to you than it is costly to him” (1961, p. 62).

Exchange and Resource Theories

The primary objective of this paper is to examine the interdependence of individual and family development as these relate to the coemergence of a mature sense of identity and the capacity for inti...

Differentiation and Individuation as Mediators of Identity and Intimacy in Adolescence

This study examined underlying similarities between the Personal Authority in the Family System Questionnaire (PAFS; Bray, Williamson, & Malone, 1984a) and the Differentiation of Self Inventory (DSI; Skowron & Friedlander, 1998). Generalized least-squares factor analysis yielded two related factors, Self Regulation and Interdependent Relating, accounting for 60% of the variance in the solution. Greater Self Regulation—comprised of DSI scales characterized by less emotional reactivity and the ability to take an I position in relationships—and Interdependent Relating—marked by greater personal authority, intergenerational intimacy and less intergenerational fusion on the PAFS and less emotional cutoff on the DSI—predicted well-being among both women and men. Implications for family therapy and suggestions for future research are discussed.

Ronald M. Sabatelli

Papers

The Social Psychology of Groups

Measurement issues in marital research: a review and critique of contemporary survey instruments.

Exchange and Resource Theories

Differentiation and Individuation as Mediators of Identity and Intimacy in Adolescence

Deconstructing Differentiation: Self Regulation, Interdependent Relating, and Well-Being in Adulthood