The effects of trust on performance of high-tech business relationships

Gjalt de Jong and Rosalinde Klein Woolthuis
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Rosalinde Klein Woolthuis: Groningen University

No 04G06, Research Report from University of Groningen, Research Institute SOM (Systems, Organisations and Management)

Abstract: We investigate the effects of trust propensity, cognition based trust and affect based trust on relationship performance in terms of openness, conflicts and success. Data from a field study of 391 Dutch firms in high tech industries support the research model. Trust that derives from affection is key and outweighs cognition based trust and trust propensity. Openness increases success that in turn fosters the development of affect based trust. The results provide preliminary but convincing evidence for the value of relational capital in durable business relationships that strive for the development of new technological knowledge.

Date: 2004
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