Trust and Adaptation in Relational Contracting
Abstract
Trust, which occurs at the organizational and interpersonal levels, is generally believed to be important for the success ol interfirm relationships. We explore the effects of interaction between the two types of trust on negotiators' motivation to solve problems of adaptation in relational contracting. What we find is that too much trust is as bad as too little. Solutions are furthest from optimal when both organizational and interpersonal trust are high or both are low.
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The decision to trust reflects two dimensions, affect-based and cognitive.
“Thus, the decision to trust reflects two dimensions, affect-based and cognitive, prevalent in the literature and supported by ample empirical evidence in organizational research (Jeffries & Reed, 2000).”
From Antecedents of Team Creativity: An Examination of Team Emotional Intelligence, Team Trust and Collaborative Culture (2010) · cites this paper as Jeffries & Reed, 2000
Cites
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“There is an intrinsic value to the relationship itself and a belief that the other party feels the same way (Pennings & Woiceshyn, 1987; Rempel et al., 1985).”
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Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008) · Decision Support Systems · doi:10.1016/j.dss.2007.07.001 · Cited by 3,613 · see citing works
The dark side of buyer–supplier relationships: A social capital perspective⋆
Villena, V. H., Revilla, E., & Choi, T. Y. (2011) · Journal of Operations Management · doi:10.1016/j.jom.2010.09.001 · Cited by 1,018 · see citing works
Barczak, G., Lassk, F., & Mulki, J. (2010) · Creativity and Innovation Management · doi:10.1111/j.1467-8691.2010.00574.x · Cited by 479 · see citing works
Attachment and trust in artificial intelligence
Gillath, O., Ai, T., Branicky, M. S., Keshmiri, S., Davison, R. B., & Spaulding, R. (2021) · Computers in Human Behavior · doi:10.1016/j.chb.2020.106607 · Cited by 448 · see citing works
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- Authors
- Jeffries, F. L., & Reed, R.
- Venue
- The Academy of Management Review
- Publisher
- Academy of Management
- Published
- 2000-10
- Volume
- 25
- Issue
- 4
- Pages
- 873
- ISSN
- 0363-7425
- Cited by
- 832
- References
- 5
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Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
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