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Cognitive and affective trust between Australian exporters and their overseas buyers

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  • Zur, Andrew
  • Leckie, Civilai
  • Webster, Cynthia M.

Abstract

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.

Suggested Citation

  • Zur, Andrew & Leckie, Civilai & Webster, Cynthia M., 2012. "Cognitive and affective trust between Australian exporters and their overseas buyers," Australasian marketing journal, Elsevier, vol. 20(1), pages 73-79.
    • Handle: RePEc:eee:aumajo:v:20:y:2012:i:1:p:73-79
    DOI: 10.1016/j.ausmj.2011.08.001
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    Cited by:

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    4. IKRAMUDDIN & Muhammad ADAM & Hizir SOFYAN & FAISAL, 2017. "The Relationship of Perceived Value, Service Quality, Brand Trust, and Brand Loyalty. A Literature Review," Expert Journal of Marketing, Sprint Investify, vol. 5(2), pages 72-77.
    5. Chai, Joe Choon Yean & Malhotra, Naresh K. & Alpert, Frank, 2015. "A two-dimensional model of trust–value–loyalty in service relationships," Journal of Retailing and Consumer Services, Elsevier, vol. 26(C), pages 23-31.
    6. Gurjeet Kaur Sahi & Sanjeewani Sehgal & Rita Sharma, 2017. "Predicting Customers Recommendation from Co-creation of Value, Customization and Relational Value," Vikalpa: The Journal for Decision Makers, , vol. 42(1), pages 19-35, March.
    7. Piyapong Janmaimool & Chaweewan Denpaiboon, 2016. "Rural Villagers’ Quality of Life Improvement by Economic Self-Reliance Practices and Trust in the Philosophy of Sufficiency Economy," Societies, MDPI, vol. 6(3), pages 1-20, August.

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