Managing trust relationships: calculative, affective, belief and performance

Abstract

There is an ongoing concern among managers and scholars: how can firms develop trust and achieve performance? Our paper aims to review the emerging perspective of trust and propose mechanisms to build trust in channel relationships. In the literature, we identified six mechanisms: calculative, affective, belief, embeddedness, continuity and capability. A central hypothesis focuses on the direct impact of these mechanisms on firm performance. We conducted a survey (n=132) in the Brazilian Distribution Market of agrochemical products. OLS regression estimation was employed to test the hypothesis. Results show the impact of the mechanisms of calculative, affective, belief on performance. The findings highlight that, even though environment leads to suspicion and doubts, managers seek trust relationships and try to develop them using a combination of few mechanisms to overcome difficulties and perform well.

Trust-building processes in tourist coopetition: The case of a Polish region

“…The key aspects of trust include the sense that partners will be loyal to the relationship and not arbitrarily leave for alternative relationships, and that they will consistently honor their commitments (Wang, 2008). Researchers claim that "trust is the emotional basis of collaboration" or a "lubricant facilitating collaboration" (Claro & Claro, 2008;Sztompka, 1999). A number of studies suggest trust as a key, or at least an important determinant of tourism collaboration (Bramwell & Lane, 1999;Czernek, 2013;Jamal & Getz, 1999;Nunkoo & Ramkissoon, 2011a).…”

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