During initial business-to-business encounters, salespeople try to enhance buyers’ future interaction intentions. A common belief is that increasing buyers’ similarity perceptions increases the chances of future interaction. This study assesses the impact of the similarity-attraction effect on future interaction. By synthesising social psychology and marketing literature, a conceptual framework is proposed, in which perceived similarity influences salesperson trust. This relationship is mediated by task-related and social assessments of buyers. Task-related assessments comprise willingness (benevolence and integrity) and competence (power and expertise). Social attraction is conceptualised as likeability. Salesperson trust drives anticipated future interaction, together with organisational trust and anticipated added value. The conceptual framework was empirically tested through a cross-sectional survey. Dutch professional buyers assessed recent initial sales encounters. A sample of 162 dyads was analysed, using PLS-SEM, including FIMIX segmentation. This study demonstrates support for a third willingness construct: willingness behaviour. This construct implies that buyers are more influenced by expectations regarding behaviour, than assessments of salespeople’s attitudes. A homogeneous analysis supports the influence of perceived similarity on salesperson trust, both directly and through willingness behaviour. However, model-based segmentation uncovers a segment of cost-oriented dyads and a segment of more profit-oriented dyads. In cost-oriented dyads, there is no significant direct effect between perceived similarity and salesperson trust, and willingness behaviour nearly fully mediates this relationship. In more profit-oriented dyads, the similarity-attraction effect is not present. Theoretical and methodological contributions and managerial implications of these findings are discussed.

The COVID-19 pandemic resulted in a rapid and significant change in the work settings of many organizations. Today, many businesses have adopted a hybrid way of working as opposed to returning to the traditional way. Due to this topic being relatively new, there is little research done within the area. Furthermore, knowledge and, by extension, knowledge sharing are two of the most important resources or procedures for an organization to remain long-term competitive. One major factor influencing knowledge sharing is trust, therefore, this study aims to investigate how knowledge sharing and trust within project teams have been impacted by the hybrid context. Further, four aspects of trust, benevolence, competence, openness, and integrity, will also be studied to see how the hybrid context has influenced them. This master’s thesis is based on a case study with an exploratory approach. Qualitative interviews and literature research were conducted, which together form the basis for the analysis and conclusions. It has become evident that the hybrid context has had an impact on all factors considered, in other words, knowledge sharing, trust, and the aspects of trust. One significant finding was that it appears to be difficult and more time-consuming to establish social relationships in the hybrid context, and this has had a negative impact on all variables examined. Despite the negative consequences, the research findings also show that the hybrid context has some positive impacts in regard to benevolence, openness, and integrity. The findings in this master’s thesis contribute to the research by providing further understanding of how the hybrid context has affected knowledge sharing and trust, including its aspects. Practitioners will get valuable insights into trust and knowledge sharing, both of which are critical to the success of teams and organizations. Further, a set of managerial implications are given.

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The aim of this study was to unify a South African model of organisational trust with the globally accepted Integrative model of organisational trust on a theoretical and empirical level. The antecedents of trust in direct supervisors represented by five personality dimensions and four managerial practices were used to extract the facets of trustworthiness of ability, benevolence and integrity to create a unified trust model. Based on literature, a methodology was developed to re-assign the various dimensions on an item level into three new scales representing the antecedents of trust. Data gathered between 1995 and 2013 in South African organisations by means of the Trust Relationship Audit was used and subject matter experts reassigned the items into the three antecedents of trust. Structural equation modelling was employed to replicate the Martins (2000) model and to test the measurement and structural regression models, arriving at a five-factor model. A unified model of trust in supervisors was fitted to the data and validated. This unified model emphasises the importance of the affective component as an antecedent of trust towards supervisors in organisations in an African context. Managerial concern, based on benevolent managerial practices and communication, was found to have the biggest impact on trust. Integrity as a personality trait was the only other component that had a positive impact on trust. Contrary to most studies, ability had a minimal or negative impact on interpersonal trust in direct superiors, but is a prerequisite for high integrity and benevolence as facets of trustworthiness. Managerial ability and, to a lesser degree, a benevolent personality are necessary but not sufficient for trust to develop. Being very agreeable and competent is not sufficient to be perceived as trustworthy; managers or supervisors also need to exhibit high levels of concern and integrity. In this study the author responds to the calls in the literature that a common terminology be used in trust research. The multitude of measures causes a situation where studies and concepts cannot be compared and therefore no basis exists upon which to build trust research. Future researchers can now with confidence apply the South African model of organisational trust within the context of a globally accepted model. / Industrial and Organisational Psychology / D. Com. (Industrial and Organisational Psychology)

L'enquête empirique menée dans le cadre de cette thèse s'inscrivait dans la perspective de la Loi de Refondation « Pour une école de la bienveillance ». Il s'agissait de contribuer à un programme de recherche de l'Institut Français de l'Éducation (IFÉ), nommé Lieux d'Éducation Associés (LéA). L'objet de cette étude (2014-2017) s'appelait « Innover pour une école bienveillante ». Le terrain d'enquête est celui de l'École Freinet, école historique d'Élise et Célestin Freinet à Vence dans les Alpes-Maritimes (France). En séjournant régulièrement in situ, les pratiques effectives lors de situations d'écriture, propres à l'institution du texte libre, ont été objectivées. Un tel travail d'objectivation donne à voir l'action conjointe des professeurs et des formatrices. Ces pratiques coopératives de formation ont été analysées en s'appuyant notamment sur le cadre de la Théorie de l'Action Conjointe en Didactique (TACD).Cette thèse se propose d'examiner une série de questions : Quel modèle est-il possible de proposer du type de formation pratiqué à l’École Freinet ? En quoi ce modèle, que l'on peut qualifier de clinique, est-il pertinent lorsqu'il s’agit d’une filiation en pédagogie ? Quelles en sont les forces, les faiblesses et les limites ? Ces questions s'articulent à une autre série : En quoi peut-on parler d'une bienveillance professionnelle du professeur ? En quelles autres vertus professionnelles pourrait-elle s’exprimer ? / The empirical investigation carried out within the framework of this thesis was part of the perspective of the Law of Refoundation "For a school of benevolence". It was to contribute to a research program of the French Institute of Education (IFE), named Places of Education Associates (LEA). The purpose of this study (2014-2017) was "Innovating for a caring school of benevolence". The field of investigation is that of the Freinet School, the historical school of Élise and Célestin Freinet in Vence in the Alpes-Maritimes (France). By staying regularly in situ, the actual practices during writing situations, specific to the institution of the free text, have been objectified. Such a work of objectification pinpoints the joint action of the teachers. These cooperative training practices were analyzed based in particular on the framework of the Theory of Joint Action in Didactics (TACD). This thesis proposes to examine a series of questions: What model is it possible to propose from the type of training practiced at Freinet School? How is this model, which can be described as clinical, relevant when it comes to pedagogical filiation? What are the strengths, weaknesses and limitations? These questions are linked to another series: How can one speak of the teacher's professional benevolence? In what other professional virtues could it find its expression?

The intensifying idea that AI soon will be a part of our everyday life allows for dreams about the complex relationship we one day could have with non-biological social intelligence. However, establishing societal and individual acceptance of AI-powered autonomy in disciplines built upon to the reliance to human competence raises a number of pressing challenges. One of them being, what system components will engender respectively counteract cognitive trust in socially oriented AI-automated processes?   This masters thesis tackles the seemingly ambiguous concept of trust in automation by identifying and evaluating system components that affect trust in a confined and contextualised setting. Practically, we design, construct and test an AI-powered chatbot, Ava, that contains socially oriented questions and feedback about study- and vocational guidance. Through a comparative study of different system versions, including both quantitative and qualitative data, we contribute to the framework for identifying and evaluating human trust in AI-Automated service encounters. We show how targeted alterations to design choices constituting the system components transparency, unbiasses and system performance, identified to affect trust, has consequences on the perception of the cognitive trust concepts integrity, benevolence and ability. Our results display a way of conduct for practitioners looking to prioritise and develop trustworthy autonomy. More specifically, we account for how cognitive trust is decreased when system opacity is increased. Moreover, we display even more concerning effects on trust due to micking contextual bias in the conversation agent.

The aim of this study was to unify a South African model of organisational trust with the globally accepted Integrative model of organisational trust on a theoretical and empirical level. The antecedents of trust in direct supervisors represented by five personality dimensions and four managerial practices were used to extract the facets of trustworthiness of ability, benevolence and integrity to create a unified trust model. Based on literature, a methodology was developed to re-assign the various dimensions on an item level into three new scales representing the antecedents of trust. Data gathered between 1995 and 2013 in South African organisations by means of the Trust Relationship Audit was used and subject matter experts reassigned the items into the three antecedents of trust. Structural equation modelling was employed to replicate the Martins (2000) model and to test the measurement and structural regression models, arriving at a five-factor model. A unified model of trust in supervisors was fitted to the data and validated. This unified model emphasises the importance of the affective component as an antecedent of trust towards supervisors in organisations in an African context. Managerial concern, based on benevolent managerial practices and communication, was found to have the biggest impact on trust. Integrity as a personality trait was the only other component that had a positive impact on trust. Contrary to most studies, ability had a minimal or negative impact on interpersonal trust in direct superiors, but is a prerequisite for high integrity and benevolence as facets of trustworthiness. Managerial ability and, to a lesser degree, a benevolent personality are necessary but not sufficient for trust to develop. Being very agreeable and competent is not sufficient to be perceived as trustworthy; managers or supervisors also need to exhibit high levels of concern and integrity. In this study the author responds to the calls in the literature that a common terminology be used in trust research. The multitude of measures causes a situation where studies and concepts cannot be compared and therefore no basis exists upon which to build trust research. Future researchers can now with confidence apply the South African model of organisational trust within the context of a globally accepted model. / Industrial and Organisational Psychology / D. Com. (Industrial and Organisational Psychology)

Orientador: Adriana Gracia Piscitelli / Tese (doutorado) - Universidade Estadual de Campinas, Instituto de Filosofia e Ciências Humanas / Made available in DSpace on 2018-08-24T11:32:40Z (GMT). No. of bitstreams: 1 Skackauskas_Andreia_D.pdf: 3486571 bytes, checksum: 1c5c8a525d5ef314e2080dd63d1283b7 (MD5) Previous issue date: 2014 / Resumo: Nesta tese, analiso o modo como noções sobre prostituição, gênero e direitos foram delineadas no campo político organizado em torno da prostituição, ao longo da primeira década de 2000, no Brasil. Com esse fim, tomo como referência as relações entre a organização da Igreja Católica ¿ Pastoral da Mulher Marginalizada - e diferentes categorias de prostitutas, incluindo mulheres atendidas por essa instituição, que não se encontram organizadas, e grupos de mulheres organizadas, tanto em "movimentos de prostitutas" como em "movimentos de mulheres em situação de prostituição". Essa distinção nos remete a diferentes posicionamentos de prostitutas em relação ao status político e legal, que consideram que essa atividade deveria ter. Partindo da ideia de que a Pastoral da Mulher Marginalizada integra um setor social do "resgate" no país e se insere em um campo de disputas em relação à prostituição, junto ou em oposição aos grupos de prostitutas, procuro compreender e descrever o modo como as noções em questão são atualizadas a partir de formulações abolicionistas feministas por essa organização no marco do processo de construção de si como sujeito benevolente. A partir do resultado da pesquisa bibliográfica, reconstruo a história da Pastoral, considerando as narrativas documentais de seus membros, bem como as orais, e tendo como apoio as narrativas sobre a história do movimento de prostitutas no país. Ganham destaque as várias imagens que vão sendo produzidas pela Pastoral, ao longo dos anos, com a intenção de promover a prostituição enquanto "violência contra as mulheres mais oprimidas", e as prostitutas necessariamente como "vítimas" dessa violência. A partir da pesquisa etnográfica, descrevo as tensões que permeiam as relações entre prostitutas e membros dessa instituição. Analiso como as prostitutas percebem e recebem a ajuda oferecida pela Pastoral, mediante as noções/ideias e imagens que são produzidas por elas sobre trabalho, casamento/família, sexualidade, direitos; que, em contraste com as noções/ideias e imagens divulgadas sobre gênero e direitos pelas(os) agentes da organização, revelam as maneiras como esses respondem e reiteram continuamente seu papel ao lado das prostitutas / Abstract: In this thesis, I analyze how notions about prostitution, gender and rights were out lined in the political field organized around prostitution throughout the 2000s in Brazil. For this, I take as a reference the relationship between the organization of the Catholic Church - Pastoral da Mulher Marginalizada - and different categories of prostitutes, including women served by this institution, which are not organized, and women's groups organized both "movements of prostitutes", as in "movements of women in situation of prostitution", a distinction that refers to different placements of prostitutes concerning the political and legal status they consider that this activity should have. Starting from the idea that the Pastoral da Mulher Marginalizada integrates a social sector of "redemption" in the country and is part of a field of disputes in relation to prostitution, with or in opposition to the groups of prostitutes, I seek to understand and describe how the concepts in question are updated from abolitionist feminists formulations by this organization in the framework of the construction process of themselves as benevolent subject process. From the result of the literature review, I reconstruct the history of Pastoral considering the documentary narratives of its members, as well as oral ones, and trying to have the narratives about the history of the movement of prostitutes in the country as an important support. Stands out the various images that are being produced by the Pastoral, over the years, with the intention of promoting prostitution as "violence against the most oppressed women" and prostitutes necessarily as "victims" of such violence. From the ethnographic research, I describe the tensions that permeate the relationships between prostitutes and members of this institution. I analyze how prostitutes perceive and receive the help offered by the Pastoral, through the concepts/ideas and images that are produced by them about work, marriage/family, sexuality/rights, which in contrast to the concepts/ideas and images broadcast on gender and rights by agents of the organization, reveal the ways in which they respond and continually reaffirm its role / Doutorado / Ciencias Sociais / Doutora em Ciências Sociais

La bienveillance est un motif d'action qui vise le bien de l'autre où répond à un bienfait de l'autre ; elle constitue également un élément du contexte organisationnel, qui participe du climat éthique dans lequel chaque membre agit. Elle prend diverses formes selon l'importance donnée au bien de l'autre, au sien propre et à la relation : elle peut être gratuite, utilitariste réciproque, instrumentale, etc. jusqu'à une forme de « bienveillance mutuelle », faite de gratitude, orientée vers l'autre dans une relation. La bienveillance organisationnelle - comme bienveillance d'un agent en tant qu'il participe avec d'autres de l'expérience organisationnelle, l'influence et est influencé par elle- peut émerger et se développer dans un engagement réciproque de agents, favorisant alors la coopération et un dépassement des normes d'action : elle est efficace - et paradoxalement, elle est d'autant plus efficace qu'elle ne vise pas cette efficacité. Cette bienveillance peut être comprise dans son rapport aux règles et aux rôles organisationnels: un rapport d'interprétation ou de réinterprétation réciproque. Cette thèse comprend trois essais :-Le cynisme organisationnel comme réponse à une violation de contrat psychologique: un moindre mal ? Le cas d'un cabinet de conseil -La bienveillance organisationnelle: prescrite ou proscrite? Les parcours de bienveillance dans un cabinet de conseil. Co-écrit avec Ghislain Deslandes.-Mercier, G. & Deslandes, G. (2016). There are no Codes, only Interpretations. Practical Wisdom and Hermeneutics in Monastic Organizations. Journal of Business Ethics. DOI: 10.1007/s10551-016-3055-4. / Benevolence is a motive for action that aims at the other's good or is an answer to the other's good deed; it constitutes also an element of the organizational context, which participates to the ethical climate within which each member acts. It takes various forms according to the importance give to the other's good, to one's own good and to the relationship: it can be gratuitous, utilitarian reciprocal, instrumental, etc. up to mutual benevolence', made of gratitude, directed at the other in a relationship. Organizational benevolence - as the benevolence of an agent in as much as he/she participates with others to the organizational experience, influences it and is influenced by it - can emerge and develop in a agents' reciprocal commitment, thus fostering cooperation and the exceeding of norms of action; it is efficient -and paradoxically, it is all the more efficient that it does not seek such efficiency. This benevolence can be understood in its relation with rules and organizational roles: a relation of reciprocal interpretation or reinterpretation. This thesis comprises three essays: -Organizational cynicism as a response to the violation of the psychological contract: A lesser evil? The case of a consulting firm -Organizational benevolence: prescribed or proscribed? Courses of benevolence in a consulting firm Co-authored with Ghislain Deslandes-Mercier, G. & Deslandes, G. (2016). There are no Codes, only Interpretations. Practical Wisdom and Hermeneutics in Monastic Organizations. Journal of Business Ethics. DOI : 10.1007/s 10551-016-3055-4.

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