Elements of trust in a business-to-business relationship

David Dowell

    Research output: ThesisDoctoral Thesis

    28 Downloads (Pure)


    The third finding relates to the relationship between trust and other variables such as commitment, liking and communication. In the majority of previous studies trust, liking, commitment and communication have been modelled as having a direct effect on relationship performance. However in this study it was found that the influence of the various elements of trust on relationship performance is mediated through other variables. Specifically, the effect of the emotional elements of trust “ faith and feeling “ on relationship performance is mediated by liking, while the cognitive elements of trust are mediated by commitment. The use of these mediating variables was found to substantially improve the explanatory power of the models. The insights from this study which surveyed regional small businesses from across New South Wales will be helpful to regional businesses in identifying the factors they can modify to increase trust, communication, commitment and liking and thereby improve business-to-business relationships.
    Original languageEnglish
    QualificationDoctor of Philosophy
    Awarding Institution
    • Charles Sturt University
    • Morrison, Mark, Co-Supervisor
    • Heffernan, Troy, Co-Supervisor
    Place of PublicationAustralia
    Publication statusPublished - 2009


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