Thesis (Ph. D.)--University of Hong Kong, 2006. / Title proper from title frame. Also available in printed format.

This thesis seeks to contribute to the organisational trust literature by investigating the relevance of trust to organisations through executive self-reports, and exploring the potential congruities and incongruities of these self-reports with the existing trust literature. Further, the study allows for the participants to introduce unique conceptualisations of trust in organisations that may not appear in the literature but might be worthy of further consideration and research. The results of this study begin to fill an existing gap in the trust literature by considering the perceptions of the most senior executives in the corporate environment. A trust typology is proposed (Chapter 5) which distinguishes between characteristics of genuine trust and surrogate trust. Definitions widely cited in the literature are analysed against the typology, and the executives' definitions are compared to consider congruities and incongruities of definitions. The dynamics of trust are examined (Chapter 6), and an optimal trust path for transactions is proposed (Chapter 7). The possible economic impacts of trust in organisations are evaluated (Chapter 8) and new conceptualisations from executive reports are analysed. The extensive use of metaphors by the executives to convey trust is examined (Chapter 9). Alternative configurations of trust are examined (Chapter 10) and a model for optimal trust transactions based on the literature and executive reports are presented. The final chapter argues that future studies may benefit from the findings of this thesis, including key considerations in defining trust for research in organisations, recognising that executives may view trust as an asset that is strategically invested like any other corporate asset, expanding the scope of trust and its potential economic impacts on the organisation, and developing new models for building trust.

Collaborative Virtual Environments (CVE) have been with us for some years however the way people utilise them is evolving and their potential is unclear. This research attempts to achieve a better understanding of retail in CVEs by comparing this channel with the competing retail channels of ‘bricks and mortar’, or offline, and two dimensional navigation websites (2D websites), in order to identify their respective Relative Advantages (RA). This is investigated from the consumer viewpoint, as they are the ones who will ultimately shape CVEs by voting with their feet, clicks or virtual feet. By exploring the literature a model was chosen to guide the research. Furthermore, based on this model and other literature five key objectives were identified for further investigation. These objectives are categories of RA that must be explored when comparing retail channels. The first research objective is as follows: A RA of CVEs to the 2D websites for e-commerce may be the aspects of offline retail it includes that do not exist in the 2D websites. The second research objective is: A RA of CVEs retail compared to offline retail may be aspects of 2D e-commerce it includes that are not included in the offline retail environment. The third research objective is: Consumers may vary their intended usage of CVEs across the different stages of the purchase process because the significance of the dimensions of RA may vary across those stages. The fourth research objective is: Consumers’ usage of CVEs may be different for simple and complex products. The fifth research objective is: CVEs such as Second Life (SL) may have the RA of a higher degree of institutional trust compared to the 2D websites. The first stage of data collection used focus groups to clarify the objectives identified from the literature. The second stage involved interviews where these objectives were explored with participants that had relevant experience. Both stages were analysed using template analysis. The first contribution was verifying the relevance of the five objectives and identifying significant dimensions within them. The second contribution was to develop the model used for comparing retail channels by adding enjoyment to the criteria. The third stage of this research is a survey. This quantitative analysis supplemented the two qualitative stages by gauging the significance of the objectives and their dimensions. This enables the findings to be more useful to retailers in making the strategic decisions to achieve the optimum synergies within and between channels. Participants showed a preference for offline and 2D in most situations however there was evidence that enjoyment, entertainment, sociable shopping, the ability to reinvent yourself, convenience and institutional trust were RA of SL in comparison to one of the other two channels.

abstract: With years of continuous Chinese economic growth and accelerating aging population, better serving the changing demands in wealth management has become the new market development directions. As evidenced in international experiences, the embedded nature of privacy and isolation of managed assets in the trust business have demonstrated built-in consistency with the needs of high-end wealth management and inheritance; hence, trust has become a very fitting vehicle for wealth management. By 2014, total assets under trust management have reached RMB14trillion. However, there is as yet a massive gap between the current service levels received by high net worth individuals and their requirements; a gap that is adverse in establishing a stable customer service relationship; which eventually hinders the vigorous development of the overall industry. With modeling the gaps in service levels as the basic foundation, this paper first and foremost starts with the discussion on the issues in listening to service needs. This paper conducted customer surveys in such categories as customer expected and perceived service quality, service level design and standards, service provided in accordance with the design, and service commitment actually fulfilled. By correlation and regression analyses, this paper analyzed the characteristics of high net worth population, concluding that high net worth individuals with different gender, profession, age exhibit varying needs, preferences and other determining factors in wealth management. This Paper has designed wealth management service standards and value-added asset allocation systems; the Paper has structured a systematic and disciplined framework in wealth management, which serves as a guideline in the implementation of leading wealth management and in the establishment of superior trust management services. It serves as an impetus for the trust industry to thrive as the leader in China’s wealth management domain, enhance industry brand image, accumulate stable customer segments and develop sustainable market core competencies. / Dissertation/Thesis / Doctoral Dissertation Business Administration 2015

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.