Commitment–trust factors and operational definitions.
| Commitment–trust theory | Factors | Operational definitions | Sources of the factors |
|---|---|---|---|
| Precursors of relationship commitment and trust | Power | Partner’s ability to influence another, often based on the other’s dependence | Morgan and Hunt (1994) |
| Relationship termination costs | Expected losses – financial, reputational or operational – if the relationship ends | ||
| Relationship benefits | Net advantages of the partnership relative to alternatives, for example, profitability, performance and satisfaction | ||
| Shared values | Alignment in beliefs about behaviors, goals, policies and ethical standards | ||
| Communication | Timely and relevant exchange of meaningful information | ||
| Opportunistic behavior | Self-interest actions that exploit the partner, often deceptively | ||
| Outcomes of relationship commitment and trust | Acquiescence | Willingness to comply with or defer to partner requests or policies | |
| Propensity to leave | Perceived likelihood that a partner will terminate the relationship soon | ||
| Cooperation | Collaborative efforts to achieve mutual goals | ||
| Functional conflict | Disagreements that, when managed constructively, improve decisions or performance | ||
| Uncertainty | Lack of information or predictability, limiting confident decision-making |
| Commitment–trust theory | Factors | Operational definitions | Sources of the factors |
|---|---|---|---|
| Precursors of relationship commitment and trust | Power | Partner’s ability to influence another, often based on the other’s dependence | |
| Relationship termination costs | Expected losses – financial, reputational or operational – if the relationship ends | ||
| Relationship benefits | Net advantages of the partnership relative to alternatives, for example, profitability, performance and satisfaction | ||
| Shared values | Alignment in beliefs about behaviors, goals, policies and ethical standards | ||
| Communication | Timely and relevant exchange of meaningful information | ||
| Opportunistic behavior | Self-interest actions that exploit the partner, often deceptively | ||
| Outcomes of relationship commitment and trust | Acquiescence | Willingness to comply with or defer to partner requests or policies | |
| Propensity to leave | Perceived likelihood that a partner will terminate the relationship soon | ||
| Cooperation | Collaborative efforts to achieve mutual goals | ||
| Functional conflict | Disagreements that, when managed constructively, improve decisions or performance | ||
| Uncertainty | Lack of information or predictability, limiting confident decision-making |
Sharing content requires targeting cookies to be enabled. Please update your cookie preferences to use this feature.