A Psychological Approach to Define Trust in Exchange Relationships - Trust Characterized by Cognitive, Affective, and Conative Dimensions

50 Pages Posted: 21 Nov 2015

See all articles by Yong J. Hyun

Yong J. Hyun

KAIST College of Business; College of Business, Korea Advanced Institute of Science and Technology (KAIST)

Jaebeom Suh

Kansas State University

Gyu-Heon David Hyun

Syracuse University

Sungjun Park

Samsung Electronics Co., Ltd.

Date Written: November 1, 2015

Abstract

In marketing, little effort has been made to systematically define trust while numerous empirical studies operationalize it and address its measures in an ad hoc manner. Thus, the construct of trust is implicitly understood to include mixed meanings and feelings. This conceptual study examines these meanings and feelings, and addresses a model to conceptualize trust as a psychological state. The model explains that trust consists of cognitive, affective, and conative components, and these components relate to each other as suggested by the hierarchy-of-effects model. In this relationship, the three psychological components induce an exchange party to engage in such behaviors as vulnerable to the actions of the other party.

Keywords: Trust, Reliability, Joint Benefit, Emotions, Vulnerable Behaviors

Suggested Citation

Hyun, Yong J. and Suh, Jaebeom and Hyun, Gyu-Heon David and Park, Sungjun, A Psychological Approach to Define Trust in Exchange Relationships - Trust Characterized by Cognitive, Affective, and Conative Dimensions (November 1, 2015). KAIST College of Business Working Paper Series No. 2015-016, Available at SSRN: https://ssrn.com/abstract=2693386 or http://dx.doi.org/10.2139/ssrn.2693386

Yong J. Hyun (Contact Author)

KAIST College of Business ( email )

85 Hoegiro Dongdaemun-Gu
Seoul 02455
Korea, Republic of (South Korea)

College of Business, Korea Advanced Institute of Science and Technology (KAIST) ( email )

85 Hoegiro Dongdaemun-Gu
Seoul 02455
Korea, Republic of (South Korea)

Jaebeom Suh

Kansas State University ( email )

Manhattan, KS 66506-4001
United States

Gyu-Heon David Hyun

Syracuse University ( email )

900 S. Crouse Avenue
Syracuse, NY 13244-2130
United States

Sungjun Park

Samsung Electronics Co., Ltd. ( email )

Suwon
Korea, Republic of (South Korea)

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