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Cited by 2,132

The DOI matches its Crossref record.

Trust and Managerial Problem Solving

Zand, Dale E.·1972·Administrative Science Quarterly
DOI 10.2307/2393957
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Abstract

This paper presents a model of trust and its interaction with information flow, influence, and control, and reports on an experiment based on the model to test several hypotheses about problem-solving effectiveness. The subjects were managers and the independent variable was the individual manager's initial level of trust. Groups of business executives were given identical factual information about a difficult manufacturing-marketing policy problem; half the groups were briefed to expect trusting behavior, the other half to expect untrusting behavior. There were highly significant differences in effectiveness between the high-trust groups and the low-trust groups in the clarification of goals, the reality of information exchanged, the scope of search for solutions, and the commitment of managers to implement solutions. The findings indicate that shared trust or lack of trust apparently are a significant determinant of managerial problem-solving efectiveness.1

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Metadata

Authors
Zand, D. E.
Venue
Administrative Science Quarterly
Publisher
JSTOR
Published
1972-06
Volume
17
Issue
2
Pages
229
ISSN
0001-8392 (ISSN-L)
DOI
10.2307/2393957
OpenAlex
W2062343734
Cited by
2,132
References
0
FWCI
6.49
Type
journal article
Language
en
Open access
closed

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