• OpenAccess
  • Trust between Boundary-Spanning Agents: The Role of Relational Competencies  [EBM 2015]
  • DOI: 10.4236/jss.2015.33001   PP.1 - 6
  • Author(s)
  • Isabella Hatak, Dietmar Roessl
  • Against the background of principal-agent and transaction-cost theoretical considerations, this study addresses the question whether relational competencies relate to trust within cooperative relationships, taking into account also situational and personal factors. In its conclusion, the study presents an experimentally confirmed model (n = 282) that shows the strong causal relationship between relational competencies and trust allowing boundary-spanning agents to exert influence on the development and maintenance of complex cooperative relationships characterized by long-term objectives.

  • Boundary-Spanning Agents, Competencies, Trust, Cooperation
  • References
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