IDEAS home Printed from https://ideas.repec.org/a/taf/rsocec/v68y2010i3p285-315.html
   My bibliography  Save this article

Actions that Build Interpersonal Trust: A Relational Signalling Perspective

Author

Listed:
  • Frederique Six
  • Bart Nooteboom
  • Adriaan Hoogendoorn

Abstract

A priority in trust research is to deepen our understanding of trust processes: how does trust develop and break down? This requires further understanding of what actions have what effects on trust in interpersonal interactions. The literature offers a range of actions that have effects on trust, but gives little explanation of why they do so, and how the actions “hang together” in their effects on trust. The question is what different classes of trust building actions there may be. Using a “relational signalling” perspective, we propose hypotheses for classes of action that trigger the attribution of mental frames (by the trustor to the trustee), and trigger the adoption of those frames by the trustor. A survey-based empirical test of trust building actions among 449 managers in 14 European countries confirms the hypotheses.

Suggested Citation

  • Frederique Six & Bart Nooteboom & Adriaan Hoogendoorn, 2010. "Actions that Build Interpersonal Trust: A Relational Signalling Perspective," Review of Social Economy, Taylor & Francis Journals, vol. 68(3), pages 285-315.
    • Handle: RePEc:taf:rsocec:v:68:y:2010:i:3:p:285-315
    DOI: 10.1080/00346760902756487
    as

    Download full text from publisher

    File URL: http://www.tandfonline.com/doi/abs/10.1080/00346760902756487
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/00346760902756487?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Frédérique Six, 2005. "The Trouble with Trust," Books, Edward Elgar Publishing, number 3778.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Julien Etienne, 2013. "Ambiguity and relational signals in regulator–regulatee relationships," Regulation & Governance, John Wiley & Sons, vol. 7(1), pages 30-47, March.
    2. Ruixia Song & Shuzhuo Li & Marcus W. Feldman, 2021. "Public Participation and Governance Performance in Gender-Imbalanced Central Rural China: The Roles of Trust and Risk Perception," Social Sciences, MDPI, vol. 10(7), pages 1-20, June.
    3. Mortimer, Gary & Fazal-e-Hasan, Syed Muhammad & Strebel, Judi, 2021. "Examining the consequences of customer-oriented deviance in retail," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    4. Quick, Reiner & Gauch, Kevin, 2021. "Is assurance on risk management systems relevant for bankers’ decisions?," Advances in accounting, Elsevier, vol. 55(C).
    5. Tiéfigué Pierrette Coulibaly & Jianguo Du & Daniel Diakité & Olivier Joseph Abban & Elvis Kouakou, 2021. "A Proposed Conceptual Framework on the Adoption of Sustainable Agricultural Practices: The Role of Network Contact Frequency and Institutional Trust," Sustainability, MDPI, vol. 13(4), pages 1-12, February.
    6. Griffith, Aisha N. & Johnson, Haley E., 2019. "Building trust: Reflections of adults working with high-school-age youth in project-based programs," Children and Youth Services Review, Elsevier, vol. 96(C), pages 439-450.
    7. Aaron C. Elkins & Douglas C. Derrick, 2013. "The Sound of Trust: Voice as a Measurement of Trust During Interactions with Embodied Conversational Agents," Group Decision and Negotiation, Springer, vol. 22(5), pages 897-913, September.
    8. Shao, Bingjia & Cheng, Zhendong & Wan, Lijuan & Yue, Jie, 2021. "The impact of cross border E-tailer's return policy on consumer's purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    9. Oghazi, Pejvak & Karlsson, Stefan & Hellström, Daniel & Hjort, Klas, 2018. "Online purchase return policy leniency and purchase decision: Mediating role of consumer trust," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 190-200.
    10. Könsgen, Raoul & Schaarschmidt, Mario & Ivens, Stefan & Munzel, Andreas, 2018. "Finding Meaning in Contradiction on Employee Review Sites — Effects of Discrepant Online Reviews on Job Application Intentions," Journal of Interactive Marketing, Elsevier, vol. 43(C), pages 165-177.
    11. Urvashi Tandon & Amit Mittal & Sridhar Manohar, 2021. "Examining the impact of intangible product features and e-commerce institutional mechanics on consumer trust and repurchase intention," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(4), pages 945-964, December.
    12. Akrout, Houcine & Mrad, Mona, 2023. "Measuring brand hate in a cross-cultural context: Emic and Etic scale development and validation," Journal of Business Research, Elsevier, vol. 154(C).
    13. Siegwart Lindenberg, 2013. "Cognition and governance: why inventices have to take a back seat," Chapters, in: Anna Grandori (ed.), Handbook of Economic Organization, chapter 3, Edward Elgar Publishing.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Bart Nooteboom, 2007. "Methodological interactionism: Theory and application to the firm and to the building of trust," The Review of Austrian Economics, Springer;Society for the Development of Austrian Economics, vol. 20(2), pages 137-153, September.
    2. Joanna Paliszkiewicz, 2011. "Trust Management: Reason, Routine and Reflexivity," MIC 2011: Managing Sustainability? Proceedings of the 12th International Conference, Portorož, 23–26 November 2011 [Selected Papers],, University of Primorska, Faculty of Management Koper.
    3. Möllering, Guido & Stache, Florian, 2007. "German-Ukrainian business relationships: Trust development in the face of institutional uncertainty and cultural differences," MPIfG Discussion Paper 07/11, Max Planck Institute for the Study of Societies.
    4. Frédérique Six, 2013. "Trust in Regulatory Relations," Public Management Review, Taylor & Francis Journals, vol. 15(2), pages 163-185, February.
    5. Möllering, Guido, 2008. "Inviting or avoiding deception through trust? Conceptual exploration of an ambivalent relationship," MPIfG Working Paper 08/1, Max Planck Institute for the Study of Societies.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:rsocec:v:68:y:2010:i:3:p:285-315. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/RRSE20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.