Sozial- und Persönlichkeitskompetenz in interorganisationalen Kooperationen

Isabella Hatak

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As empirical evidence has consistently shown that trust benefits interfirm cooperation, it is of high relevance to know the determinants of trust. In this regard, the study of competence as a determinant of trust has largely been ignored. Although some literature naming the impact of technical competence on trust exists, the study of the mode of action of social and personal competence (SPC) in the trust-developing process is scant and underdeveloped. Therefore, the main purpose of this paper is to analyze the impact of SPC on the trust-developing process against the theoretical background of the Principal-Agent-Theory. In its conclusion, the paper will present an experimentally confirmed model (N = 80) that shows the strong positive relationship between SPC and trust within co-operation taking into account individual and situational factors.

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Original languageGerman
Pages (from-to)21-40
Issue number1
Publication statusPublished - 2011
Externally publishedYes

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