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Sawhney, Sabita
Increased attention is being paid to supply chain partnerships in which trust has been recognized as a key influencing factor. Empirical studies have established that partnerships amongst companies based on trust avoid opportunism in the supply chain, reduce purchasing cost, and improve profitability. Despite the importance of ‘trust’ in improving the bottom-line for organizations, there is little work done on how to proactively develop trust between supply chain partners. Most of the existing work has held the view that trust develops over time as companies continue to work with
each other, thus relying on a reactive process of self-selection. Predominantly, the topic has been approached from the viewpoint of what the trustee needs to do to promote trust development within a relationship. The existing literature does not make any reference to how a trustor’s own
disposition to trust (DTT) may impact the development of trust. The primary objective of this research was to develop a conceptual model linking the self-development technique, Transcendental Meditation, to an individual’s temperament, of which DTT is an important manifestation/component. The aim here was to provide a path to connect the regular practice of TM to DTT, thus navigating through other intervening constructs such as higher states of consciousness, trait anxiety, and trait emotional intelligence. The model was empirically tested by collecting data, using a self-administered survey, from 387 respondents. The participants were from 26 service and manufacturing companies that were randomly selected from Fairfield (Iowa) Area Chamber of Commerce. Due to the early stages of theory development, Partial Least Square technique was used to test the model.

The results provide strong support for the proposed hypothesis and the model, indicating that the regular practice of the TM technique cultivates a higher disposition to trust. The study also provides empirical support for the path through which the regular practice of TM manifests into DTT. These findings emphasize the importance of introducing TM practice in organizations to help develop greater trust internally among employees and externally with other partnering organizations.

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