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Cognitive and affective trust between Australian exporters and their overseas buyers

Please use this identifier to cite or link to this item: http://hdl.handle.net/1959.14/163368

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Title: Cognitive and affective trust between Australian exporters and their overseas buyers
Related: Australasian marketing journal, Vol. 21, Issue 1, (2012), p.73-79
DOI: 10.1016/j.ausmj.2011.08.001
Publisher: Elsevier
Date: 2012
FoR/RFCD Code(s): 150500 Marketing
Author/Creator: Zur, Andrew
Author/Creator: Leckie, Civilai
Author/Creator: Webster, Cynthia M
Description: This study examines the impact of trust on relational exchanges between buyers and sellers in an international context. Trust is considered as two separate dimensions: cognitive trust and affective trust. Data from Australian exporters are tested with regards to their overseas buyers. The empirical results show that cognitive trust and affective trust are distinct dimensions. Shared goals is a common antecedent to both dimensions of trust. Perceived cultural distance and reputation are the unique antecedents to cognitive trust while total interdependence is the unique antecedent to affective trust. The results indicate that international relational outcomes benefit from the presence of both cognitive and affective trust. In other words, when exporters exhibit both dimensions of trust, they are more willing to be flexible and report higher levels of satisfaction with export performance.
Description: 7 page(s)
Subject Keyword: 150500 Marketing
Subject Keyword: Cultural distance
Subject Keyword: Cognitive trust
Subject Keyword: Affective trust
Subject Keyword: Flexibility
Subject Keyword: Exporter performance
Resource Type: journal article
Organisation: Macquarie University. Dept. of Marketing and Management

Identifier: http://hdl.handle.net/1959.14/163368
Identifier: ISSN:1441-3582
Identifier: mq-rm-2011000336
Language: eng
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