TY - JOUR A1 - de Groote, Julia K. A1 - Bertschi-Michel, Alexandra T1 - From intention to trust to behavioral trust T2 - Family Business Review (FBR) N2 - By building on foundations from psychology, we aim to enhance academic understanding of the advising process in family businesses. We find evidence, based on rich qualitative data, suggesting that trust serves as a key construct in the relationship between family businesses and their advisors. In particular, we empirically show and theorize that trusting relationships evolve via a nonlinear process characterized by a constant interplay between cognitive and—increasingly important—affective assessments of family business trustors. The following types of trust emerge from these internal assessments: an intention to trust, which develops into perceived trust and finally results in behavioral trust. KW - Familienunternehmen KW - Family business KW - Berater KW - Advisor KW - Unternehmensberater KW - Management consultant KW - Vertrauensbildung KW - Trust building KW - Gewogenheit KW - Affection KW - Wahrnehmung KW - Cognition Y1 - 2020 UR - https://opus4.kobv.de/opus4-whu/frontdoor/index/index/docId/823 UR - https://nbn-resolving.org/urn:nbn:de:hbz:992-opus4-8230 N1 - Preprint submitted to Sage SP - 1 EP - 22 PB - Sage ER -