Thinking outside the box

Detalhes bibliográficos
Autor(a) principal: van Zeeland-van der Holst, Eveline Maria
Data de Publicação: 2018
Outros Autores: Henseler, Jorg
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
Texto Completo: https://doi.org/10.1108/IMP-03-2017-0011
Resumo: van Zeeland-van der Holst, Eveline Maria ; Henseler, Jorg. (2018). Thinking outside the box: a neuroscientific perspective on trust in B2B relationships. The IMP journal, 12(1), 75-110. doi: https://doi.org/10.1108/IMP-03-2017-0011
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spelling Thinking outside the boxa neuroscientific perspective on trust in B2B relationshipsFirst impressionsTrustDistrustNeuroscienceApproach-avoidanceSOR modelvan Zeeland-van der Holst, Eveline Maria ; Henseler, Jorg. (2018). Thinking outside the box: a neuroscientific perspective on trust in B2B relationships. The IMP journal, 12(1), 75-110. doi: https://doi.org/10.1108/IMP-03-2017-0011Purpose The concept of trust suffers from conceptual confusion. The current perspectives on trust within the B2B marketing domain could be visualised as a big box of which the borders are defined by the disciplines marketing, economics, psychology and sociology. The purpose of this paper is to enlarge the box by introducing neuroscientific insights on trust to the B2B marketing domain. Design/methodology/approach By a literature study on neuroscientific insights on trust, this paper examines how neuroscience can help to solve existing problems within trust research and how it can address problems that otherwise might not be considered. Findings The neural coordinates of trust not only show that trust entails cognitive and affective elements, but also that these elements are so intertwined that they cannot be completely separated. What can and should be separated are the concepts of trust and distrust: the neural coordinates of trust are clearly different from the neural coordinates of distrust. Furthermore, there are personal differences in the ease of trusting others, which are not only caused by previous experiences but also by differences in resting patterns of frontal electroencephalographic asymmetry and by differences in hormonal state. Research limitations/implications Specifically, the neural difference between trust and distrust might shape the future research agenda for trust research within industrial marketing. It is likely that the process of distrust goes quick, whereas trust comes more slow. This is reflected in the dual processing theory, which is seen as a paradigm shift in the psychology of reasoning. Originality/value New perspectives and directions for trust research are presented. The distinction between trust and distrust is connected to approach- and avoidance-motivated behaviour, which is highly relevant for deepening the studies on trust within industrial marketing.NOVA Information Management School (NOVA IMS)Information Management Research Center (MagIC) - NOVA Information Management SchoolRUNvan Zeeland-van der Holst, Eveline MariaHenseler, Jorg2018-06-30T02:08:55Z20182018-01-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttps://doi.org/10.1108/IMP-03-2017-0011eng0809-7259PURE: 4550350http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcAuth=Alerting&SrcApp=Alerting&DestApp=WOS&DestLinkType=FullRecord;UT=WOS:000427150600005https://doi.org/10.1108/IMP-03-2017-0011info:eu-repo/semantics/openAccessreponame:Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)instname:FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologiainstacron:RCAAP2024-05-22T17:33:41Zoai:run.unl.pt:10362/40539Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireinfo@rcaap.ptopendoar:https://opendoar.ac.uk/repository/71602025-05-28T17:04:41.999851Repositórios Científicos de Acesso Aberto de Portugal (RCAAP) - FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologiafalse
dc.title.none.fl_str_mv Thinking outside the box
a neuroscientific perspective on trust in B2B relationships
title Thinking outside the box
spellingShingle Thinking outside the box
van Zeeland-van der Holst, Eveline Maria
First impressions
Trust
Distrust
Neuroscience
Approach-avoidance
SOR model
title_short Thinking outside the box
title_full Thinking outside the box
title_fullStr Thinking outside the box
title_full_unstemmed Thinking outside the box
title_sort Thinking outside the box
author van Zeeland-van der Holst, Eveline Maria
author_facet van Zeeland-van der Holst, Eveline Maria
Henseler, Jorg
author_role author
author2 Henseler, Jorg
author2_role author
dc.contributor.none.fl_str_mv NOVA Information Management School (NOVA IMS)
Information Management Research Center (MagIC) - NOVA Information Management School
RUN
dc.contributor.author.fl_str_mv van Zeeland-van der Holst, Eveline Maria
Henseler, Jorg
dc.subject.por.fl_str_mv First impressions
Trust
Distrust
Neuroscience
Approach-avoidance
SOR model
topic First impressions
Trust
Distrust
Neuroscience
Approach-avoidance
SOR model
description van Zeeland-van der Holst, Eveline Maria ; Henseler, Jorg. (2018). Thinking outside the box: a neuroscientific perspective on trust in B2B relationships. The IMP journal, 12(1), 75-110. doi: https://doi.org/10.1108/IMP-03-2017-0011
publishDate 2018
dc.date.none.fl_str_mv 2018-06-30T02:08:55Z
2018
2018-01-01T00:00:00Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv https://doi.org/10.1108/IMP-03-2017-0011
url https://doi.org/10.1108/IMP-03-2017-0011
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv 0809-7259
PURE: 4550350
http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcAuth=Alerting&SrcApp=Alerting&DestApp=WOS&DestLinkType=FullRecord;UT=WOS:000427150600005
https://doi.org/10.1108/IMP-03-2017-0011
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
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instname:FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologia
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instname_str FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologia
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reponame_str Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
collection Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
repository.name.fl_str_mv Repositórios Científicos de Acesso Aberto de Portugal (RCAAP) - FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologia
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