Understanding the richness of brand relationships: Research dialogue on brands as intentional agents

This essay offers some perspectives on Kervyn et al.'s insightful research on brand relationships and the role of perceived intentions and ability. After briefly discussing the importance of brand knowledge and functionality in understanding the diversity of brand relationships, some other antecedents and consequences of brand relationships are reviewed. Three antecedents of corporate credibility — expertise, trust, and likability — are suggested as another means to differentiate how consumers view different brands. Brand resonance — an intense, active loyalty relationship — is also suggested as an important outcome of brand relationships. The essay concludes by noting that any concept as complex as brand relationships lends itself to multiple concepts, perspectives, and analysis.     

Trust, Confidence, and Expertise in a Judge-Advisor System

The relationship between trust, confidence, and expertise in Judge-Advisor Systems is examined in two experiments with Judge-Advisor pairs, one with strangers and another with participants in ongoing relationships. There was expertise asymmetry so that Judges had less expertise than their Advisors. The dyads could receive money for accurate Judge decisions. Either the Judge or Advisor had the power to allocate this money between dyad members, before task interaction in study one and after task completion in study two. Because Judges were more dependent on Advisors than vice versa, it was predicted that trust would be more important to Judges. Results were supportive. Judges had higher and more variable ratings of trust in their partner than did Advisors, suggesting that Judges were more motivated to evaluate trust. High confidence by Advisors had a positive impact on Judges' ratings of trust and tendency to follow their advice. Judges' trust in their Advisors was significantly related their taking the advice and being confident in their final decisions. Although participants in study two had higher levels of trust in their partners, they allocated less money to them. The implications for establishing trust are discussed.     

The Business of Testing

Theodore Millon was a brilliant man: erudite, thoughtful, confident, deliberate, and curious. He was an integrative thinker. It is widely known how these characteristics manifested themselves in his landmark work in the areas of personality theory, personality development, and personality assessment. What is likely less well known is that he displayed these same characteristics in and to the world of business; in particular, his relationships with those who published and distributed his assessment measures. This article traces those relationships. Various components are explored, ranging from product development to product marketing, from the protection of intellectual property to the development and execution of contracts, from deciding how and when to revise a test to ensuring that his legacy continues long into the future. Although the primary dynamic of these relationships was commercial, the reasons for their success were personal. Common goals, clarity of communication, persistence, respect, and trust allowed these relationships to develop, prosper, evolve, and endure.     

组织内信任研究的核心问题及其发展趋势

信任是当前组织领域研究的热点。文章通过对组织中信任研究核心问题的梳理,得出信任研究发展的以下趋势：重视情景因素、信任者主动性和情感因素对信任的影响,重视快速信任、信任发展中的动机化归因过程以及对信任机制的研究,关注社会网络分析与传统信任测量的结合。未来研究在把握上述发展趋势的同时,应在关系模式下理解信任的内涵、关注宏观层面情景因素对信任的影响、开展纵向研究验证信任发展模型以及建立信任机制的整合模型。     

The impact of salesperson credibility-building statements on later stages of the sales encounter

Salespeople frequently attempt to build credibility on their first encounter with a customer. Because customers actively evaluate persuasive messages, it is important to understand their reactions to credibility-building tactics and how these reactions shape the sales interaction. Accordingly, this study investigates customers' reactions to two types of credibility-building statements – benevolence and expertise – using a multistep qualitative analysis of sales transactions in the life insurance industry, along with surveys before and after the sales encounter. Empirical results show that customers are more likely to react positively to credibility-building statements that match their buying style expectations. Furthermore, when customers react positively to a credibility-building tactic, salespeople are more likely to continue using that tactic when addressing customer objections. However, whereas benevolence tactics for addressing customer objections lead to stronger relational outcomes, the findings indicate that expertise tactics do not. Thus, matching sales tactics with customers' buying style expectations is beneficial in the early stages of the sales encounter, but customer objections are best addressed with benevolence tactics, regardless of customers' buying style.     

Trust in the medical profession and patient attachment style

Attachment style is a person’s approach to interpersonal relationships, which develops from early experiences with primary caregivers and can remain stable into adulthood. Depending on a person’s attachment style, the amount of trust one has in others can vary when forming relationships, and trust is important in formation of the patient–physician relationship. The purpose of this study was to see if there is an association between attachment style and trust in physicians in general. Participants were recruited from an emergency department (ED) and an online university participant pool, and completed short questionnaires assessing attachment style and trust in the medical profession. Results revealed that individuals with a fearful attachment style reported significantly lower levels of trust in the medical profession than those with a secure attachment style. ED participants also reported higher levels of trust in the medical profession in comparison to student participants. This study provides a better understanding of trust in the medical profession, and insight into future care for patients who have low trust.     

Belief in a just world and trust

Three studies examined the relationship between belief in a just world and level of trust. Results showed that subjects with a high level of belief in a just world were (a) less suspicious with regard to deception in a social-psychological experiment, (b) less suspicious with regard to the promise of a free gift, and (c) less suspicious with regard to the government's position on several public issues. The same studies also examined the relationships among belief in internal-external control, authoritarianism, and level of trust. In some but not all cases, belief in internal control and high level of authoritarianism were related to more trusting attitudes. It was suggested that the relationship between internality (as measured by the I-E Scale) and trust was mediated by the construct of belief in a just world.     

Direct and indirect effects of third-party relationships on interpersonal trust

Past studies of the determinants of interpersonal trust have focused primarily on how trust forms in isolated dyads. Yet within organizations, trust typically develops between individuals who are embedded in a complex web of existing and potential relationships. In this article, the authors identify 3 alternative ways in which a trustor and trustee may be linked to each other via third parties: network closure (linked via social interactions with third parties), trust transferability (linked via trusted third parties), and structural equivalence (linked via the similarity of their relationships with all potential third parties within the organization). Each of these is argued to influence interpersonal trust via a distinct social mechanism. The authors hypothesized that network closure and structural equivalence would predict interpersonal trust indirectly via their impact on interpersonal organizational citizenship behaviors performed within the interpersonal relationship, whereas trust transferability would predict trust directly. Social network analyses of data gathered from a medium-sized work organization provide substantial support for the hypotheses and also suggest important directions for future research.     

网络交往中的人际信任

网络人际信任是人际信任在网络交往中的延伸.网络人际信任表现出脆弱性、认知性的特点,其产生与发展是一个动态的持续过程.网络环境因素、网络使用行为、个体因素和社会文化因素影响网络人际信任水平;此外,网络人际信任对个体网络自我表露、知识共享、行为决策以及团队合作等网络行为起促进作用.在此基础上指出现有研究的不足,并提出未来应基于网络人际信任的特点开展深入研究,明晰网络人际信任的影响因素及其发展过程.     

公正世界信念与大学生社会责任感的关系:人际信任的解释作用及其性别差异

社会责任感是大学生学业成就和幸福生活等积极心理与行为的有效预测指标,考察社会责任感的影响因素及其作用机制有助于大学生社会责任感的培养与提升。为此,本研究以6所高校852名大学生为被试,考察了公正世界信念与大学生社会责任感之间的关系,以及人际信任对二者关系的中介作用及其性别差异。结果发现：（1）公正世界信念可以显著正向预测大学生的社会责任感;（2）人际信任在公正世界信念与大学生社会责任感之间发挥着部分中介作用,但是主要表现在男大学生群体中,而女大学生中未发现该效应。这说明,公正世界信念可以显著预测大学生社会责任感,并且在男大学生中人际信任是二者关系的中介桥梁。     

The structure of trust as a reflection of culture and institutional power structure: Evidence from four East Asian societies

Using the Global Trust Inventory, an integrated measure of trust toward 21 relationships and institutions, the structure of trust was explored in four East Asian societies (Mainland China, Japan, South Korea, and Taiwan). The Western model, in which trust is distributed among seven factors representing different branches of society, did not generalize to these East Asian societies, perhaps due to differences in culture and institutional power structures. Instead, two unique structures of trust were identified. Mainland China had a top‐down structure of trust (the China model), in which trust is hierarchically separated between the central government and subordinate implementing bodies. The other three democratic East Asian societies shared a hybrid structure of trust (the Democratic East Asian model) that has a degree of similarity to both the China model and the Western model. Having established two similar, but still distinct models, a cross‐cultural comparison was made on the proportions of trust profiles generated by latent profile analysis. Mainland China had the largest proportion of people with a high propensity to trust, followed by Japan and South Korea, and Taiwan was the least trusting. Implications of the structure of trust and this alternative approach to conducting cross‐cultural comparisons are discussed.     

Cultural Authority in Comparative Context: A Multilevel Analysis of Trust in Science and Religion

Science and religion are among the most influential forces for organizing social life around the world, yet we know little about how national context shapes perceptions of them. Using data from the 2008 International Social Survey Program, we begin to fill this gap by investigating cross‐national differences in public attitudes about science, religion, and society. We find that exposure to science is associated with more trust in science relative to religion whereas religiosity is associated with less trust in science relative to religion. Moreover, these relationships are amplified in secular societies and in those where science is prioritized. We argue that secular and scientific societies provide a context in which personal characteristics are more influential in the formation of social attitudes. These results highlight the importance of macro‐level factors for shaping trust in science and religion and for understanding the sources of their influence in society more broadly.     

Dynamic Social Networks in Recovery Homes

Acute treatment aftercare in the form of sober living environments—i.e., recovery houses—provide an inexpensive and effective medium-term treatment alternative for many with substance use disorders. Limited evidence suggests that house-situated social relationships and associated social support are critical determinants of how successful these residential experiences are for their members, but little is known about the mechanisms underlying these relationships. This study explored the feasibility of using dynamic social network modeling to understand house-situated longitudinal associations among individual Alcoholics Anonymous related recovery behaviors, length of residence, dyadic interpersonal trust, and dyadic confidant relationship formation processes. Trust and confidant relationships were measured 3 months apart in U.S. urban-area recovery houses, all of which were part of a network of substance use recovery homes. A stochastic actor-based model was successfully estimated from this data set. Results suggest that confidant relationships are predicted by trust, while trust is affected by recovery behaviors and length of residence. Conceptualizing recovery houses as a set of independent, evolving social networks that can be modeled jointly appears to be a promising direction for research.     

Call for Papers: National Conference in Sales Management

This article combines a constructivist grounded theory approach with a focus on structuration theory to propose a new mental model for understanding motivation in the context of solving complex problems in contemporary business-to-business (B2B) settings. This study uses the interpretative tradition of qualitative research to conduct in-depth interviews of 24 B2B sales professionals and subsequently analyze their lived experiences. Findings indicate that intrinsic motivation stems attitudinally from a need to foster an identity of helping customers, introducing a concept called “interpersonal identification” with customers. That identity motivates the development of more cognitively intense sales proposals using a more holistic proposal development process – referred to herein as “systems-savvy selling.” While interpersonal relationships have long been components of B2B relationships, this study challenges laypeople’s stereotypes of salespeople who use interpersonal relationships to improve business outcomes. Instead, systems-savvy selling helps salespeople build interpersonal relationships and use business outcomes as feedback to strengthen interpersonal relationships and their identification with customers. Unexpectedly, it also finds that dual-role sales managers, who have roles both in selling and managing, confront a paradox of self versus others when managing systems-savvy selling processes. By sampling within an industry in which the research team benefits from significant expertise, the constructivist grounded theory approach relying on semistructured, in-depth interviews used herein leverages the research team’s expertise while controlling for industry-level effects.     

人际医患信任的概念内涵、正向演变与影响因素

人际医患信任是人际水平上的医患信任, 是医患双方在互动过程中, 相信对方不会做出不利于自己甚至有害于自己行为的一种预期判断和心理状态。理想化的人际医患信任的正向演变可能呈现出由计算型信任到了解型信任, 再到认同型信任这一逐渐深化的过程。社会环境、就医情境与个体特征因素交互作用于医患信任建立与演变的心理机制与过程。未来研究应收集纵向数据探索医患信任的内容维度、影响机制及其演变特征, 并验证医患信任对于医患双方态度与行为的具体作用机制。     

The study of organizational behaviour in family business

Family businesses (FBs)—enterprises that are significantly influenced by family members and kinship ties—are ubiquitous and play a crucial role across all world economies. Because of the embeddedness of family and business systems in FB, these organizational forms are theoretically distinct from their non-family counterparts. Curiously, FBs have been largely overlooked in the organizational behaviour (OB) literature. The limited available research at the interface of OB and FB highlights the importance of FB as a unique context to advance OB theories, and of OB as a promising discipline to increase our understanding of FB. In a selective review of literature focused on the four topics of values and goals, leadership and power, trust and justice, and conflict, we discuss how insights from the general theory of communal and exchange relationships open exciting avenues for research at the FB-OB interface. Rich fruits of intellectual harvest await scholars who focus on behavioural research in FB.     

Beyond Consent: Building Trusting Relationships With Diverse Populations in Precision Medicine Research

With the growth of precision medicine research on health data and biospecimens, research institutions will need to build and maintain long-term, trusting relationships with patient-participants. While trust is important for all research relationships, the longitudinal nature of precision medicine research raises particular challenges for facilitating trust when the specifics of future studies are unknown. Based on focus groups with racially and ethnically diverse patients, we describe several factors that influence patient trust and potential institutional approaches to building trustworthiness. Drawing on these findings, we suggest several considerations for research institutions seeking to cultivate long-term, trusting relationships with patients: (1) Address the role of history and experience on trust, (2) engage concerns about potential group harm, (3) address cultural values and communication barriers, and (4) integrate patient values and expectations into oversight and governance structures.     

Trust in business alliances between mainstream and emerging companies in South Africa

This study explored perceived trust between mainstream and emerging business partner entities in South Africa. A purposive sample of 25 managers from mainstream companies (n = 7) and emerging companies (n = 18) participated in the study. The managers Q-sorted trust-related items with follow-up interviews. The Q-sort data were subjected to factor analysis to reveal clustered perceptions about trust in business partnerships. Interview data were thematically analysed to place the findings from the factor structure analysis into context. The results indicate both mainstream and emerging business partners shared six conceptions or ways of perceiving trust: sincerity-trust, values-trust, duped-trust, vigilance-trust, deceit-trust, and propensity to trust alliances. Integrity seemed to be more salient in the emerging companies. The sincerity-, values-, duped-, and vigilance-trust were manifestations of perceptions of partner integrity, revealing the centrality of honesty in defining trust in business partnerships.     

Balancing the power in dating relationships

This paper explores the link between perceived egalitarianism in dating relationships and several social-psychological factors that characterize intimate relationships. Data from a sample of nonmarried college students (N=328) suggest that factors such as trust, commitment, other orientation, and dependency are strongly related to perceived egalitarianism, but that comparative resources generally are not significantly related to perceived egalitarianism in dating relationships. It is suggested here that various interpersonal values that operate in intimate relationships may disguise or counteract inequality in intimate heterosexual relationships. These findings suggest the importance of moving beyond a social-exchange perspective in order to understand interpersonal power and of focusing on the role that interpersonal values play in this process.     

Price fairness,satisfaction, and trust as antecedents of purchase intentions towards organic food

Health and environmental issues are increasingly important in consumers' decision‐making process. Accordingly, demand for organic food is rapidly growing. In this context, the objective of this study is to analyze the relationship between price fairness, satisfaction, trust, and purchase intentions towards organic food. With this aim, empirical data were collected with self‐administrated questionnaires from a convenience sample of consumers from Sakarya, Turkey. Proposed hypotheses were tested with structural equations modeling. The results indicated positive relationships between price fairness, satisfaction, trust, and purchase intentions. At the end of this study, theoretical contributions, managerial implications, limitations, and suggestions for future research are discussed.