The changing importance of affective trust and cognitive trust across the relationship lifecycle: a study of business-to-business relationships

David Dowell; Mark Morrison; Troy Heffernan

doi:10.1016/j.indmarman.2014.10.016

The changing importance of affective trust and cognitive trust across the relationship lifecycle: a study of business-to-business relationships

David Dowell, Mark Morrison, Troy Heffernan

Research output: Contribution to journal › Article › peer-review

128 Citations (Scopus)

Abstract

The purpose of this paper is to examine affective trust and cognitive trust and their effects on business relationship outcomes. Within a relationship marketing framework, the influence of affective trust and cognitive trust on the success of business relationships at the early and mature phases of the relationship lifecycle is examined. Both affective and cognitive forms of trust are demonstrated to be multidimensional constructs that indirectly influence relationship performance via the mediating variables commitment and liking.

Original language	English
Pages (from-to)	119-130
Journal	Industrial Marketing Management
Volume	44
Early online date	1 Dec 2014
DOIs	https://doi.org/10.1016/j.indmarman.2014.10.016
Publication status	Published - Jan 2015

Keywords

Trust
Commitment
Liking
Relationship performance

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10.1016/j.indmarman.2014.10.016

David John Dowell
- djd9st-andrews.acuk
- Management (Business School) - Senior Lecturer
Person: Academic

Cite this

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title = "The changing importance of affective trust and cognitive trust across the relationship lifecycle: a study of business-to-business relationships",

abstract = "The purpose of this paper is to examine affective trust and cognitive trust and their effects on business relationship outcomes. Within a relationship marketing framework, the influence of affective trust and cognitive trust on the success of business relationships at the early and mature phases of the relationship lifecycle is examined. Both affective and cognitive forms of trust are demonstrated to be multidimensional constructs that indirectly influence relationship performance via the mediating variables commitment and liking.",

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AB - The purpose of this paper is to examine affective trust and cognitive trust and their effects on business relationship outcomes. Within a relationship marketing framework, the influence of affective trust and cognitive trust on the success of business relationships at the early and mature phases of the relationship lifecycle is examined. Both affective and cognitive forms of trust are demonstrated to be multidimensional constructs that indirectly influence relationship performance via the mediating variables commitment and liking.

KW - Trust

KW - Commitment

KW - Liking

KW - Relationship performance

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The changing importance of affective trust and cognitive trust across the relationship lifecycle: a study of business-to-business relationships

Abstract

Keywords

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David John Dowell

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