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

Isabella Hatak, Dietmar Roessl

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Abstract

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.
Original languageEnglish
Pages (from-to)1-6
Number of pages6
JournalOpen journal of social sciences
Volume3
DOIs
Publication statusPublished - Mar 2015
Externally publishedYes

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