From intention to trust to behavioral trust

  • 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.

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Author:Julia K. de GrooteORCiD, Alexandra Bertschi-MichelORCiD
Parent Title (German):Family Business Review (FBR)
Subtitle (English):trust building in the family business advising process
Document Type:Article
Date of Publication (online):2020/08/17
Publishing Institution:WHU - Otto Beisheim School of Management
Release Date:2020/08/17
Tag:Berater; Familienunternehmen; Gewogenheit; Unternehmensberater; Vertrauensbildung; Wahrnehmung
Advisor; Affection; Cognition; Family business; Management consultant; Trust building
Page Number:22
First Page:1
Last Page:22
Preprint submitted to Sage
Institutes:WHU Entrepreneurship and Innovation Group / Chair of Family Business
Licence (German):Copyright for this publication