The DOI matches its Crossref record; 8 of the 8 references it cites were found in a registry or an index.
The Use of Rewards to Increase and Decrease Trust: Mediating Processes and Differential Effects
Open accessAbstract
We test hypotheses asserting that reward structures—an omnipresent element of the work context—have a strong influence on interpersonal trust, and we explore the cognitive and behavioral routes through which the effects may occur. Specifically, we use attribution theory to identify several core processes including social perception (causal schemas), self-perception, and attributional biases (correspondence bias, suspicion effects, and preexisting expectations) that may explain trust development. A 3 (cooperative/competitive/mixed rewards) X 2 (high/low initial trust) experimental design in a problem-solving task was used to examine the hypotheses. The results suggest that reward structures have a strong influence on trust, and that the effect is mediated by causal schemas, suspicion effects, and self-perception. We also found some support for the prediction that the impact of mixed reward structures on trust is biased by individuals' preexisting expectations about their partner's trustworthiness. The theory and results suggest that attribution theory provides a useful framework for understanding the complex, diverse, and multiple routes through which trust may develop.
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Citations
Cites
Bem, D. J. (1972) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60024-6 · Cited by 5,241 · cited 1×
“At about the same time, researchers began to realize that the processes of social perception outlined in attribution theory research could also describe self-perception, i.e., the processes through which individuals come to know their own internal states (Bem, 1972).”
BackgroundThe processes of causal attribution.
Kelley, H. H. (1973) · American Psychologist · doi:10.1037/h0034225 · Cited by 4,025 · cited 4×
“Specifically, they use their causal schemas – their preconceptions about cause-and-effect knowledge (Kelley, 1973) – to make attributions based on limited information about person and situation.”
BackgroundInfluentialFrom acts to dispositions the attribution process in person perception
Jones, E. E., & Davis, K. E. (1965) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60107-0 · Cited by 3,424
Representing and Testing Organizational Theories: A Holistic Construal
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Perceiver-induced constraint: Interpretations of self-generated reality.
Gilbert, D. T., & Jones, E. E. (1986) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.50.2.269 · Cited by 335 · cited 1×
“Research Collection Lee Kong Chian School Of Business Lee Kong Chian School of Business 1-2003”
BackgroundRole playing variations and their informational value for person perception.
Jones, E. E., Davis, K. E., & Gergen, K. J. (1961) · The Journal of Abnormal and Social Psychology · doi:10.1037/h0048514 · Cited by 265
Judging others in the shadow of suspicion
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Cited by
Colquitt, J. A., Scott, B. A., & LePine, J. A. (2007) · Journal of Applied Psychology · doi:10.1037/0021-9010.92.4.909 · Cited by 2,606
At What Level (and in Whom) We Trust: Trust Across Multiple Organizational Levels
Fulmer, C. A., & Gelfand, M. J. (2012) · Journal of Management · doi:10.1177/0149206312439327 · Cited by 886
Toward Contextualized Theories of Trust: The Role of Trust in Global Virtual Teams
Jarvenpaa, S. L., Shaw, T. R., & Staples, D. S. (2004) · Information Systems Research · doi:10.1287/isre.1040.0028 · Cited by 773
Trust, conflict, and cooperation: A meta-analysis.
Balliet, D., & Van Lange, P. A. M. (2013) · Psychological Bulletin · doi:10.1037/a0030939 · Cited by 659
Measuring trust in organisational research: Review and recommendations
McEvily, B., & Tortoriello, M. (2011) · Journal of Trust Research · doi:10.1080/21515581.2011.552424 · Cited by 477
Metadata
- Authors
- Ferrin, D. L., & Dirks, K. T.
- Venue
- Organization Science
- Published
- 2003-02
- Volume
- 14
- Issue
- 1
- Pages
- 18-31
- ISSN
- 1047-7039 (ISSN-L)
- 1526-5455
- OpenAlex
- W1969992667
- Cited by
- 317
- References
- 8
- FWCI
- 22.94
- Type
- journal article
- Language
- en
- Open access
- green
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
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