Analysis of impact Cognitive and affective trust between Interactions buyers and sellers (a case study Companies in Iranian Industry Food Ingredients)

Khodadad Hossaini, Seyed Hamid; Haji Karimi, Abbasali; Mortazavi, Mona Sadat

Analysis of impact Cognitive and affective trust between Interactions buyers and sellers (a case study Companies in Iranian Industry Food Ingredients)

Authors

Abstract

This study examines the impact of trust on relational exchanges between buyers and sellers in an international context. Trust is considered as two separate dimensions: cognitive trust and affective trust. Data from Australian exporters are tested with regards to their overseas buyers. The empirical results show that cognitive trust and affective trust are distinct dimensions. Shared goals is a common antecedent to both dimensions of trust. Perceived cultural distance and reputation are the unique antecedents to cognitive trust. The results indicate that international relational outcomes benefit from the presence of both cognitive and affective trust. In other words, when exporters exhibit both dimensions of trust, they are more willing to be flexible and report higher levels of satisfaction with export performance.

Keywords