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 journalArticlepeer-review

    79 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 languageEnglish
    Pages (from-to)119-130
    JournalIndustrial Marketing Management
    Volume44
    Early online date1 Dec 2014
    DOIs
    Publication statusPublished - Jan 2015

    Keywords

    • Trust
    • Commitment
    • Liking
    • Relationship performance

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