Abstract/Details

A mediated model of trust and its antecedents in the client-consultant relationship


2011 2011

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Abstract (summary)

This study seeks to improve the contributions of performance consultants, instructional design consultants, and training consultants by explaining the effect that several variables have on trust as a mediator to relationship commitment within the context of the client-consultant relationship. The participants were 521 college students from two 4-year universities. Participants were randomly assigned to one of eight scenario-based questionnaires which measured the effect of three manipulated variables – perceived level of expertise, shared values, and sharing of meaningful information – on trust as a mediator to relationship commitment. The ability to trust, the comparison level of the alternative, and dependence were measured as control variables. Both structural equation modeling and multiple linear regression were utilized to determine variable relationships. Trust was found to partially mediate between sharing of meaningful information and relationship commitment, as well as between shared values and relationship commitment. Perceived level of expertise was not found to be a predictor or trust, but rather, a predictor of shared values which partially mediates between perceived level of expertise and trust. Shared values was found to be a core construct that mediates between perceived level of expertise and relationship commitment and sharing of meaningful information and trust. Sharing of meaningful information was similarly found to be a key factor that affected perceived level of expertise, shared values, and trust. Perceived level of expertise partially mediates between sharing of meaningful information and shared values. The data suggest that trust covaries strongly with relationship commitment, shared values, and sharing of meaningful information in the client-consultant context. Sharing of meaningful and perceived level of expertise have a strong, positive, correlation. The findings suggest that consultants can pro-actively manage the relationships with their clients by focusing on the key factors that influence trust and thus ultimately affect overall relationship commitment.

Indexing (details)


Subject
Business administration;
School counseling;
Studies;
Client relationships
Classification
0310: Business administration
0519: School counseling
Identifier / keyword
Education; Social sciences; Client-consultant relationship; Commitment; Consultant; Mediation; Relationship; Trust
Title
A mediated model of trust and its antecedents in the client-consultant relationship
Author
Solomonson, William L.
Number of pages
177
Publication year
2011
Degree date
2011
School code
0254
Source
DAI-A 73/01, Dissertation Abstracts International
Place of publication
Ann Arbor
Country of publication
United States
ISBN
9781124953663
Advisor
Guerra-Lopez, Ingrid J.
Committee member
Kinney, Terry; Moseley, James L.; Spanaus, Timothy
University/institution
Wayne State University
Department
Instructional Technology
University location
United States -- Michigan
Degree
Ph.D.
Source type
Dissertations & Theses
Language
English
Document type
Dissertation/Thesis
Dissertation/thesis number
3478150
ProQuest document ID
902007985
Copyright
Database copyright ProQuest LLC; ProQuest does not claim copyright in the individual underlying works.
Document URL
http://search.proquest.com/docview/902007985
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