Luke A. Langlinais, Heath A. Howard, Jeffery D. Houghton
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Trust Me: Interpersonal Communication Dominance as a Tool for Influencing Interpersonal Trust Between Coworkers
Perceptions of trustworthiness are an established antecedent of interpersonal trust. However, the trust and communication literatures provide fewer insights into possible proactive tools for positively influencing trustworthiness. Interpersonal communication dominance is a skill used to influence another individual in an interpersonal relationship. Using social information processing theory, we hypothesize and test a parallel mediation model specifying that the three dimensions of trustworthiness (i.e., perceived ability, perceived benevolence, and perceived integrity) mediate the relationship between interpersonal communication dominance and interpersonal trust. The results show significant indirect effects for interpersonal communication dominance on interpersonal trust through perceived benevolence and perceived integrity but not through perceived ability. Our findings suggest that using interpersonal communication dominance to increase perceptions of benevolence and integrity may be an important communicative tool for positively influencing interpersonal trust.
期刊介绍:
The International Journal of Business Communication (IJBC) publishes manuscripts that contribute to knowledge and theory of business communication as a distinct, multifaceted field approached through the administrative disciplines, the liberal arts, and the social sciences. Accordingly, IJBC seeks manuscripts that address all areas of business communication including but not limited to business composition/technical writing, information systems, international business communication, management communication, and organizational and corporate communication. In addition, IJBC welcomes submissions concerning the role of written, verbal, nonverbal and electronic communication in the creation, maintenance, and performance of profit and not for profit business.