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Trust between Boundary-Spanning Agents: The Role of Relational Competencies

Against the background of principal-agent and transaction-cost theoretical considerations, this study addresses the question whether relational competencies relate to trust within cooperative relationships, taking into account also situational and personal factors. In its conclusion, the study presents an experimentally confirmed model (n = 282) that shows the strong causal relationship between relational competencies and trust allowing boundary-spanning agents to exert influence on the development and maintenance of complex cooperative relationships characterized by long-term objectives.

Identiferoai:union.ndltd.org:VIENNA/oai:epub.wu-wien.ac.at:7023
Date January 2015
CreatorsHatak, Isabella, Roessl, Dietmar
PublisherScientific Research Publishing
Source SetsWirtschaftsuniversität Wien
LanguageEnglish
Detected LanguageEnglish
TypeArticle, PeerReviewed
Formatapplication/pdf
RightsCreative Commons: Attribution 4.0 International (CC BY 4.0)
Relationhttp://dx.doi.org/10.4236/jss.2015.33001, https://www.scirp.org/journal/jss, https://www.scirp.org/, http://epub.wu.ac.at/7023/

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