From Intention to Trust to Behavioral Trust: Trust Building in Family Business Advising
基于心理学基础，通过定性数据研究家族企业咨询中的信任建立过程，发现信任通过认知和情感评估的非线性演化，从信任意向发展到信任感知再到行为信任。
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.