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Cited by 666

The DOI matches its Crossref record; 92 of the 92 references it cites were found in a registry or an index.

The Effects of Contracts on Interpersonal Trust

Malhotra, Deepak, Murnighan, J. Keith·2002·Administrative Science Quarterly
DOI 10.2307/3094850
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Abstract

This paper uses two laboratory experiments to investigate the effects of contracts on interpersonal trust. We predict that the use of binding contracts to promote or mandate cooperation will lead interacting parties to attribute others' cooperation to the constraints imposed by the contract rather than to the individuals themselves, thus reducing the likelihood of trust developing. We also predict that, although non-binding contracts may not generate as much initial cooperation as binding contracts, they will generate personal rather than situational attributions for any cooperation that results and will therefore not interfere with trust development. Two experiments investigated the effects of the use and removal of binding and non-binding contracts. When binding contracts that were previously allowed were no longer allowed or no longer chosen, trust dropped significantly. In contrast, non-binding contracts led to considerable cooperation, and their removal reduced trust less than removing binding contracts. Behavioral and perceptual data suggest that non-binding contracts lead to personal attributions for cooperation and thus may provide an optimal basis for building interpersonal trust in a variety of situations.

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Metadata

Authors
Malhotra, D., & Murnighan, J. K.
Venue
Administrative Science Quarterly
Publisher
JSTOR
Published
2002-09
Volume
47
Issue
3
Pages
534-559
ISSN
  • 0001-8392 (ISSN-L)
  • 1930-3815
DOI
10.2307/3094850
OpenAlex
W2083026787
Cited by
666
References
92
FWCI
38.53
Type
journal article
Language
en
Open access
closed

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CoChat. (2026). Citation check: The Effects of Contracts on Interpersonal Trust. https://app.cochat.ai/papers/10.2307/3094850
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Malhotra, D., & Murnighan, J. K. (2002). The Effects of Contracts on Interpersonal Trust. Administrative Science Quarterly. https://doi.org/10.2307/3094850

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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.