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Andaleeb, Syed Saad 2011-05-07T13:07:50Z 2011-05-07T13:07:50Z 10000-01-01 1989 The extent of trust of one organizational entity in another seems to have important behavioral implications for long run interactions and transactions. In the context of channel relationships and exchange processes, however, the role of trust is understood very little. In this study it was posited that trust or its absence would have a major influence on exchange relationships characterized by cooperation and formalization. It was also posited that trust would have a strong effect on bargaining stance and perceived stability in a relationship. Furthermore, because of inherent interdependencies in exchange contexts, it was hypothesized that dependence and trust would have interactive influences on the dependent variables. This study also endeavored to examine the degree of attitude change when there was a reversal in one's initial perceptions of trust in another party. Specifically, it was posited that the impact on one's trust would be greater if the exchange partner was initially perceived as trustworthy and if the partner subsequently demonstrated untrustworthy behavior than vice versa. An experimental research methodology was adopted to test the hypotheses. Data were collected from 120 subjects in a behavioral lab at the University of Illinois. The data were analysed using a 2 x 2 factorial design and a split-plot factorial design. The results indicated that the construct trust had a relatively greater impact on the dependent variables than the construct dependence. This finding has significant implications for ongoing exchange relationships. In an era when joint ventures, strategic alliances, networking, and other forms of cooperative business arrangements are beginning to become prominent, trust is likely to play a very vital role in enabling partners in exchange to strengthen their relationships and meet the challenges of a competitive and dynamic environment more effectively. Consequently, the need to understand the construct better and explore its ramifications for exchange relationships has been underscored. Made available in DSpace on 2011-05-07T13:07:50Z (GMT). No. of bitstreams: 2 license.txt: 4922 bytes, checksum: 910b249b4beec47e7ab768910c8f966f (MD5) 9010794.pdf: 8219772 bytes, checksum: 97462f35aabd21ccb3eaf60accf4cc66 (MD5) Previous issue date: 1989 Item marked as restricted to the 'UIUC Users [automated]' Group (id=2) by Howard Ding (hding2@illinois.edu) on 2011-05-07T14:50:35Z Item is restricted indefinitely. Restriction data tranferred 2014-07-01T11:23:07-05:00 Original Data Group with Access UIUC Users [automated] Release Date: none Reason: ETDs are only available to UIUC Users without author permission ETDs are only available to UIUC Users without author permission U of I Only AAI9010794 (UMI)AAI9010794 http://hdl.handle.net/2142/21409 eng Copyright 1989 Andaleeb, Syed Saad Business Administration, Marketing The strategic implications of trust for interorganizational exchange relations under asymmetric dependence text Business Administration Business Administration University of Illinois at Urbana-Champaign Dissertation Ph.D.