Please use this identifier to cite or link to this item:
https://hdl.handle.net/2440/57448
Type: | Book chapter |
Title: | Dimensions of inter-firm trust: benevolence and credibility |
Author: | Aurifeille, J. Medlin, C. |
Citation: | Trust, globalisation and market expansion, 2009 / Aurifeille, M., Medlin, C., Tisdell, C. (ed./s), pp.9-22 |
Publisher: | Nova Science Publishers |
Publisher Place: | New York, USA |
Issue Date: | 2009 |
ISBN: | 9781607418122 |
Editor: | Aurifeille, M. Medlin, C. Tisdell, C. |
Abstract: | Past research on inter-firm trust has noted two dimensions, benevolence and credibility. The credibility dimension of trust has been operationalized variously as a combination of honesty, reliability and expectancy; while benevolence has rarely been examined as a unique dimension. We examine the two trust dimensions with empirical data of inter-firm relationships in the software industry and find that benevolence is strongly associated with relationship performance. No association is found between credibility and relationship performance, when discriminant validity is imposed. This result has important implications, as almost all of the inter-firm empirical research on trust has been based on the credibility dimension or a global measure combining the two dimensions. The research in this chapter suggests that benevolence, where managers perceive the other firm willing to look after their firm’s interests and so the collective interests of both firms moving forward, is the key to business relationship performance. |
Keywords: | Trust, Benevolence, Inter-firm relationships, Business relationships |
Appears in Collections: | Aurora harvest Business School publications |
Files in This Item:
File | Description | Size | Format | |
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Aurifeille-Medlin-2009.pdf | 133.69 kB | Adobe PDF | View/Open |
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