Managing trust relationships: calculative, affective, belief and performance

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.coverage.paisBrasilpt_BR
dc.date.accessioned2022-08-17T19:40:23Z
dc.date.available2022-08-17T19:40:23Z
dc.date.issued2008
dc.description.notesTrabalho Completopt_BR
dc.description.otherThere is an ongoing concern among managers and scholars: how can firms develop trust and achieve performance? Our paper aims to review the emerging perspective of trust and propose mechanisms to build trust in channel relationships. In the literature, we identified six mechanisms: calculative, affective, belief, embeddedness, continuity and capability. A central hypothesis focuses on the direct impact of these mechanisms on firm performance. We conducted a survey (n=132) in the Brazilian Distribution Market of agrochemical products. OLS regression estimation was employed to test the hypothesis. Results show the impact of the mechanisms of calculative, affective, belief on performance. The findings highlight that, even though environment leads to suspicion and doubts, managers seek trust relationships and try to develop them using a combination of few mechanisms to overcome difficulties and perform well.pt_BR
dc.format.extentp. 289-303pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1590/S1807-76922008000400004pt_BR
dc.identifier.issn1807-7692pt_BR
dc.identifier.issue4pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/4029
dc.identifier.volume5pt_BR
dc.language.isoInglêspt_BR
dc.publisherAnpadpt_BR
dc.relation.ispartofBrazilian Administration Reviewpt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITOR.pt_BR
dc.subject.keywordsTrustpt_BR
dc.subject.keywordsChannel relationshippt_BR
dc.subject.keywordsPerformancept_BR
dc.titleManaging trust relationships: calculative, affective, belief and performancept_BR
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://bar.anpad.org.br/index.php/bar/article/view/81
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa9dfdc30-4af3-4fa9-a901-9c4417a062ed
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
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