Pub Date : 2017-04-25DOI: 10.1080/21515581.2017.1304220
Kai Lamertz, Devasheesh P. Bhave
ABSTRACT Prior research has amply demonstrated that employees’ personal relationship with the organisation influences their trust in it. In this two-study investigation, we examine how employees’ beliefs about the organisation’s legitimacy relate to their organisational trust because legitimacy signals organisational trustworthiness in the impersonal system of the institutional environment. Results from Study 1, which drew on data from one organisation, reveal that employees’ legitimacy beliefs are related to their organisational trust. Furthermore, results from Study 2, which are based on data from five organisations, reveal that employees’ judgment of the organisation’s trustworthiness mediates the relationship between legitimacy beliefs and organisational trust. Overall, our findings create a new avenue for trust research by advancing the idea that employees' trust in their employer organisation derives in part from the reflection of trustworthiness that arises due to the organisation’s association with the institutional environment.
{"title":"Employee perceptions of organisational legitimacy as impersonal bases of organisational trustworthiness and trust","authors":"Kai Lamertz, Devasheesh P. Bhave","doi":"10.1080/21515581.2017.1304220","DOIUrl":"https://doi.org/10.1080/21515581.2017.1304220","url":null,"abstract":"ABSTRACT Prior research has amply demonstrated that employees’ personal relationship with the organisation influences their trust in it. In this two-study investigation, we examine how employees’ beliefs about the organisation’s legitimacy relate to their organisational trust because legitimacy signals organisational trustworthiness in the impersonal system of the institutional environment. Results from Study 1, which drew on data from one organisation, reveal that employees’ legitimacy beliefs are related to their organisational trust. Furthermore, results from Study 2, which are based on data from five organisations, reveal that employees’ judgment of the organisation’s trustworthiness mediates the relationship between legitimacy beliefs and organisational trust. Overall, our findings create a new avenue for trust research by advancing the idea that employees' trust in their employer organisation derives in part from the reflection of trustworthiness that arises due to the organisation’s association with the institutional environment.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"129 - 149"},"PeriodicalIF":1.4,"publicationDate":"2017-04-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1304220","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46941019","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-03-17DOI: 10.1080/21515581.2017.1289099
R. Omari, G. Ruivenkamp, E. Tetteh
ABSTRACT Consumers often depend on public institutions to provide safe and healthy food. Thus, trust in these institutions becomes an important consideration for food consumption. The objective was to examine the relationship between consumer trust in relevant government institutions and consumer perception and concern about fast food safety and healthiness. A quantitative approach was used to conduct a cross-sectional consumer survey in 20 fast-food restaurants in Accra, Ghana. Trust was measured by three components (competence, care, and openness). The competence (β = 0.234, p < .05) and openness (β = 0.238, p < .05) components of trust were significant predictors of consumer perception of safety of fast food. Care component of trust was not significant in influencing any of the dependent variables; however, this component positively associated with the competence and openness components implying that when institutions exhibit competence and honesty they are likely to be perceived as being caring about consumers' concerns. To conclude, relevant institutions need to be more competent, open, and caring to protect consumer health and minimise their concerns about fast-food safety and healthiness. These institutions need to build and maintain consumer trust and ensure that restaurateurs comply with food safety and health guidelines.
消费者往往依赖公共机构提供安全健康的食品。因此，对这些机构的信任成为食品消费的重要考虑因素。目的是研究消费者对有关政府机构的信任与消费者对快餐安全和健康的看法和关注之间的关系。定量方法被用来进行横断面消费者调查在阿克拉，加纳的20家快餐店。信任由三个组成部分(能力、关心和开放)来衡量。信任的能力成分(β = 0.234, p < 0.05)和开放性成分(β = 0.238, p < 0.05)显著预测消费者对快餐安全的感知。信任的关心成分对任何因变量的影响都不显著;然而，这一组成部分与能力和开放性组成部分正相关，这意味着当机构表现出能力和诚实时，它们很可能被认为关心消费者的关切。综上所述，相关机构需要更有能力、更开放、更关心消费者的健康，尽量减少消费者对快餐安全和健康的担忧。这些机构需要建立和维持消费者的信任，并确保餐馆老板遵守食品安全和健康准则。
{"title":"Consumers' trust in government institutions and their perception and concern about safety and healthiness of fast food","authors":"R. Omari, G. Ruivenkamp, E. Tetteh","doi":"10.1080/21515581.2017.1289099","DOIUrl":"https://doi.org/10.1080/21515581.2017.1289099","url":null,"abstract":"ABSTRACT Consumers often depend on public institutions to provide safe and healthy food. Thus, trust in these institutions becomes an important consideration for food consumption. The objective was to examine the relationship between consumer trust in relevant government institutions and consumer perception and concern about fast food safety and healthiness. A quantitative approach was used to conduct a cross-sectional consumer survey in 20 fast-food restaurants in Accra, Ghana. Trust was measured by three components (competence, care, and openness). The competence (β = 0.234, p < .05) and openness (β = 0.238, p < .05) components of trust were significant predictors of consumer perception of safety of fast food. Care component of trust was not significant in influencing any of the dependent variables; however, this component positively associated with the competence and openness components implying that when institutions exhibit competence and honesty they are likely to be perceived as being caring about consumers' concerns. To conclude, relevant institutions need to be more competent, open, and caring to protect consumer health and minimise their concerns about fast-food safety and healthiness. These institutions need to build and maintain consumer trust and ensure that restaurateurs comply with food safety and health guidelines.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"170 - 186"},"PeriodicalIF":1.4,"publicationDate":"2017-03-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1289099","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44585123","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-03-17DOI: 10.1080/21515581.2017.1289847
A. Timming, D. Perrett
ABSTRACT This paper examines the effects of different genres of body art on the perceived trustworthiness of hypothetical men and women with tattoos. It argues that body art is a salient cultural signal that denotes group membership and can also lead to the perception of a potential threat of harm on the part of the truster. The research finds that tattoos depicting images of violence and nudity result in the lowest levels of perceived trustworthiness; tattoos depicting images of Christianity and natural floral settings result in the highest levels of perceived trustworthiness; and the tribal tattoo genre occupies a neutral position on the trustworthiness spectrum. Whether the truster has a tattoo and shares the Christian faith with the trustee are also significant factors, as is the gender of the tattooed trustee. This paper is the first study ever to examine the effects of different genres of tattoos, thus going beyond previous research that overwhelmingly measures body art as a simple binary variable (e.g. whether or not the respondent has a tattoo).
{"title":"An experimental study of the effects of tattoo genre on perceived trustworthiness: Not all tattoos are created equal","authors":"A. Timming, D. Perrett","doi":"10.1080/21515581.2017.1289847","DOIUrl":"https://doi.org/10.1080/21515581.2017.1289847","url":null,"abstract":"ABSTRACT This paper examines the effects of different genres of body art on the perceived trustworthiness of hypothetical men and women with tattoos. It argues that body art is a salient cultural signal that denotes group membership and can also lead to the perception of a potential threat of harm on the part of the truster. The research finds that tattoos depicting images of violence and nudity result in the lowest levels of perceived trustworthiness; tattoos depicting images of Christianity and natural floral settings result in the highest levels of perceived trustworthiness; and the tribal tattoo genre occupies a neutral position on the trustworthiness spectrum. Whether the truster has a tattoo and shares the Christian faith with the trustee are also significant factors, as is the gender of the tattooed trustee. This paper is the first study ever to examine the effects of different genres of tattoos, thus going beyond previous research that overwhelmingly measures body art as a simple binary variable (e.g. whether or not the respondent has a tattoo).","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"115 - 128"},"PeriodicalIF":1.4,"publicationDate":"2017-03-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1289847","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45312377","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-02-23DOI: 10.1080/21515581.2016.1268966
J. Barrios
ABSTRACT This paper investigates the association between revealed attitudes of trust and participation in voluntary organisations and makes a contribution to the growing literature on the relation between attitudes, preferences, behaviour, and social participation (civic engagement). A distinguishing characteristic of this study is that it employs a unique data set that combines experimental and survey data of more than 3000 individuals of six Latin American cities. Results of the Trust Game show that trust is not significantly associated with civic engagement and the intensity of that engagement.
{"title":"Trust and civic engagement: Evidence from six Latin American cities","authors":"J. Barrios","doi":"10.1080/21515581.2016.1268966","DOIUrl":"https://doi.org/10.1080/21515581.2016.1268966","url":null,"abstract":"ABSTRACT This paper investigates the association between revealed attitudes of trust and participation in voluntary organisations and makes a contribution to the growing literature on the relation between attitudes, preferences, behaviour, and social participation (civic engagement). A distinguishing characteristic of this study is that it employs a unique data set that combines experimental and survey data of more than 3000 individuals of six Latin American cities. Results of the Trust Game show that trust is not significantly associated with civic engagement and the intensity of that engagement.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"187 - 203"},"PeriodicalIF":1.4,"publicationDate":"2017-02-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2016.1268966","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43985740","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-01-02DOI: 10.1080/21515581.2016.1254093
Eric van Dijk, Varia Makagonova, Erik W. De Kwaadsteniet, Manon Schutter
ABSTRACT Trust, especially in the initial stages of trust building, is often assumed to be the result of deterrence-based trust. While theorising acknowledges its importance, research on deterrence-based trust has been scarce. To facilitate the investigation of the concept, we designed new versions of the trust game in which we studied both trust (Experiment 1) and trustworthiness (Experiment 2). To better model deterrence-based trust we extended a trust game with an additional phase where trustors could accept or reject the trustee’s distribution. We varied consequences of the rejection option as a delta bargaining game, thereby manipulating the potential for deterrence. The results showed that trustors were highly responsive to the possibility to reject the trustee’s distribution. Trustees, however, seemed largely unaffected and were generally highly trustworthy. Together these findings show how trust games can meaningfully be extended to assess the effect of deterrence-based trust in bargaining.
{"title":"Deterrence-based trust in bargaining: Introducing a new experimental paradigm","authors":"Eric van Dijk, Varia Makagonova, Erik W. De Kwaadsteniet, Manon Schutter","doi":"10.1080/21515581.2016.1254093","DOIUrl":"https://doi.org/10.1080/21515581.2016.1254093","url":null,"abstract":"ABSTRACT Trust, especially in the initial stages of trust building, is often assumed to be the result of deterrence-based trust. While theorising acknowledges its importance, research on deterrence-based trust has been scarce. To facilitate the investigation of the concept, we designed new versions of the trust game in which we studied both trust (Experiment 1) and trustworthiness (Experiment 2). To better model deterrence-based trust we extended a trust game with an additional phase where trustors could accept or reject the trustee’s distribution. We varied consequences of the rejection option as a delta bargaining game, thereby manipulating the potential for deterrence. The results showed that trustors were highly responsive to the possibility to reject the trustee’s distribution. Trustees, however, seemed largely unaffected and were generally highly trustworthy. Together these findings show how trust games can meaningfully be extended to assess the effect of deterrence-based trust in bargaining.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"71 - 89"},"PeriodicalIF":1.4,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2016.1254093","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43442444","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-01-02DOI: 10.1080/21515581.2016.1268057
Plia Vaisman Caspi, Mara Olekalns, D. Druckman
ABSTRACT In two experiments, we evaluated how negotiators’ intra- and interpersonal risk preferences influenced their actions following a crisis during their negotiation. To establish differences in risk preferences, we manipulated negotiators’ regulatory focus (intrapersonal risk) and trust in their opponent (interpersonal risk). In Experiments 1 and 2, we showed that negotiators who were in fit (promotion focus, affect-based trust; prevention focus, cognition-based trust) were more likely to favor the more risky option of continuing to negotiate with a new strategy than negotiators who were not in fit (promotion focus, cognition-based trust; prevention focus, affect-based trust). In E2, we also compared benign and adversarial environments by manipulating trust level (low vs high). Trust level, rather than influencing strategy following a crisis, influenced negotiators’ willingness to take risks to reach agreement: Distance from agreement did not influence negotiators’ willingness to take risks when trust was low but, when trust was high, willingness to take risks increased as distance from agreement increased. Finally, we showed that the importance of reaching a favorable agreement was influenced by both trust level and distance from agreement when negotiators had a promotion focus but not when they had a prevention focus. Implications for theory and practice are discussed.
{"title":"After the fall: Regulatory focus, trust and negotiators’ responses to a crisis","authors":"Plia Vaisman Caspi, Mara Olekalns, D. Druckman","doi":"10.1080/21515581.2016.1268057","DOIUrl":"https://doi.org/10.1080/21515581.2016.1268057","url":null,"abstract":"ABSTRACT In two experiments, we evaluated how negotiators’ intra- and interpersonal risk preferences influenced their actions following a crisis during their negotiation. To establish differences in risk preferences, we manipulated negotiators’ regulatory focus (intrapersonal risk) and trust in their opponent (interpersonal risk). In Experiments 1 and 2, we showed that negotiators who were in fit (promotion focus, affect-based trust; prevention focus, cognition-based trust) were more likely to favor the more risky option of continuing to negotiate with a new strategy than negotiators who were not in fit (promotion focus, cognition-based trust; prevention focus, affect-based trust). In E2, we also compared benign and adversarial environments by manipulating trust level (low vs high). Trust level, rather than influencing strategy following a crisis, influenced negotiators’ willingness to take risks to reach agreement: Distance from agreement did not influence negotiators’ willingness to take risks when trust was low but, when trust was high, willingness to take risks increased as distance from agreement increased. Finally, we showed that the importance of reaching a favorable agreement was influenced by both trust level and distance from agreement when negotiators had a promotion focus but not when they had a prevention focus. Implications for theory and practice are discussed.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"51 - 70"},"PeriodicalIF":1.4,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2016.1268057","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44914485","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-01-02DOI: 10.1080/21515581.2017.1286597
M. Mathews
ABSTRACT This paper examines the role that gift giving plays in supplier–buyer relations, specifically, the role of gift giving and the creation of inter-organisational trust. Repeated inter-organisational exchanges in a mature industrial district are analysed using Mauss’ theoretical framework of gift giving, receiving and counter giving. Actors in embedded network relationships frequently exchange gifts and favours as part of commercial exchanges. This gift giving is a fundamental part of the exchange relationship. Gift giving is found to be instrumental in creating and maintaining relationships, defining group and individual identity and resolving conflicts, thus contributing to the creation of trust between partners. Mauss’ theory of gift giving elaborates how this practise creates the conditions for reciprocity and induces trust. The originality of our findings lies in the fact that despite the dominant ideology of the purely altruistic gift, field research demonstrates that gifts do play a role in modern economic exchanges and that this ancient deeply rooted social custom should not be simply relegated to families, close friends and Christmas, but contributes to explaining the first step of trust and trust creation in repeated exchanges.
{"title":"Gift giving, reciprocity and the creation of trust","authors":"M. Mathews","doi":"10.1080/21515581.2017.1286597","DOIUrl":"https://doi.org/10.1080/21515581.2017.1286597","url":null,"abstract":"ABSTRACT This paper examines the role that gift giving plays in supplier–buyer relations, specifically, the role of gift giving and the creation of inter-organisational trust. Repeated inter-organisational exchanges in a mature industrial district are analysed using Mauss’ theoretical framework of gift giving, receiving and counter giving. Actors in embedded network relationships frequently exchange gifts and favours as part of commercial exchanges. This gift giving is a fundamental part of the exchange relationship. Gift giving is found to be instrumental in creating and maintaining relationships, defining group and individual identity and resolving conflicts, thus contributing to the creation of trust between partners. Mauss’ theory of gift giving elaborates how this practise creates the conditions for reciprocity and induces trust. The originality of our findings lies in the fact that despite the dominant ideology of the purely altruistic gift, field research demonstrates that gifts do play a role in modern economic exchanges and that this ancient deeply rooted social custom should not be simply relegated to families, close friends and Christmas, but contributes to explaining the first step of trust and trust creation in repeated exchanges.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"106 - 90"},"PeriodicalIF":1.4,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1286597","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49579477","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-01-02DOI: 10.1080/21515581.2017.1293772
P. Li
After publishing six volumes in the past six years, we now have the first issue of the 7th volume of Journal of Trust Research (JTR)! In the past six years, we have published 6 volumes with 39 regular articles, 14 special-forum articles, 13 editorial essays, and 1 book review, thus a total of 67 pieces. Further, among the 12 issues within the 5 volumes, we have had 2 special issues, and the first issue of Volume 7 is also a special issue with a focus on the role of trust in the context of negotiation and repeated bargaining. After these two three-year terms, it is also a time for me to step down as JTR’s Editor-in-Chief, and I am very happy to pass the baton to Guido Möllering. There is no scholar more qualified than Guido is to take over the position of JTR’s Editor-in-Chief largely due to Guido’s high commitment to developing the trust research community with an open mind toward as well as a wide connection with diverse streams of trust research.
{"title":"The time for transition: Future trust research","authors":"P. Li","doi":"10.1080/21515581.2017.1293772","DOIUrl":"https://doi.org/10.1080/21515581.2017.1293772","url":null,"abstract":"After publishing six volumes in the past six years, we now have the first issue of the 7th volume of Journal of Trust Research (JTR)! In the past six years, we have published 6 volumes with 39 regular articles, 14 special-forum articles, 13 editorial essays, and 1 book review, thus a total of 67 pieces. Further, among the 12 issues within the 5 volumes, we have had 2 special issues, and the first issue of Volume 7 is also a special issue with a focus on the role of trust in the context of negotiation and repeated bargaining. After these two three-year terms, it is also a time for me to step down as JTR’s Editor-in-Chief, and I am very happy to pass the baton to Guido Möllering. There is no scholar more qualified than Guido is to take over the position of JTR’s Editor-in-Chief largely due to Guido’s high commitment to developing the trust research community with an open mind toward as well as a wide connection with diverse streams of trust research.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"1 - 14"},"PeriodicalIF":1.4,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1293772","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46797861","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-01-02DOI: 10.1080/21515581.2017.1289100
D. Kong, Robert B. Lount, Mara Olekalns, D. Ferrin
Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining Dejun Tony Kong, Robert B. Lount Jr, Mara Olekalns and Donald L. Ferrin Bauer College of Business, University of Houston, Houston, TX, USA; Fisher College of Business, Ohio State University, Columbus, OH, USA; Melbourne Business School, University of Melbourne, Melbourne, Australia; Lee Kong Chian School of Business, Singapore Management University, Singapore
在谈判和反复谈判的背景下推进对信任的科学理解Dejun Tony Kong、Robert B.Lount Jr、Mara Olekarns和Donald L.Ferrin Bauer美国得克萨斯州休斯顿大学商学院；美国俄亥俄州哥伦布市俄亥俄州立大学费舍尔商学院；墨尔本大学墨尔本商学院，澳大利亚墨尔本；新加坡管理大学李商学院
{"title":"Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining","authors":"D. Kong, Robert B. Lount, Mara Olekalns, D. Ferrin","doi":"10.1080/21515581.2017.1289100","DOIUrl":"https://doi.org/10.1080/21515581.2017.1289100","url":null,"abstract":"Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining Dejun Tony Kong, Robert B. Lount Jr, Mara Olekalns and Donald L. Ferrin Bauer College of Business, University of Houston, Houston, TX, USA; Fisher College of Business, Ohio State University, Columbus, OH, USA; Melbourne Business School, University of Melbourne, Melbourne, Australia; Lee Kong Chian School of Business, Singapore Management University, Singapore","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"15 - 21"},"PeriodicalIF":1.4,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1289100","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47180886","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2017-01-02DOI: 10.1080/21515581.2017.1285241
S. Lu, D. Kong, D. Ferrin, K. Dirks
ABSTRACT Given the practical importance of interpersonal trust in dyadic negotiations, scholars have increasingly turned their attention to the study of determinants of trust in negotiations. However, research in this area has not been well connected or integrated, which limits the ability of scholars and practitioners to ascertain the state of current scientific knowledge and identify questions for future research. Based on attribution theory and social exchange theory, we present a conceptual framework for understanding how a variety of factors combine to influence the development of interpersonal trust in dyadic negotiations. Then, to verify the conceptual framework, we identified and meta-analysed findings from a total of 25 independent studies of determinants of trust in negotiations. The meta-analyses provided support for two of the three factors in the conceptual framework – trustor attributes and shared attributes – that are likely to influence an individual’s trust in a negotiation partner. The framework and findings provide valuable scientific insights on trust and negotiation, and also valuable practical insights for negotiation practitioners.
{"title":"What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research","authors":"S. Lu, D. Kong, D. Ferrin, K. Dirks","doi":"10.1080/21515581.2017.1285241","DOIUrl":"https://doi.org/10.1080/21515581.2017.1285241","url":null,"abstract":"ABSTRACT Given the practical importance of interpersonal trust in dyadic negotiations, scholars have increasingly turned their attention to the study of determinants of trust in negotiations. However, research in this area has not been well connected or integrated, which limits the ability of scholars and practitioners to ascertain the state of current scientific knowledge and identify questions for future research. Based on attribution theory and social exchange theory, we present a conceptual framework for understanding how a variety of factors combine to influence the development of interpersonal trust in dyadic negotiations. Then, to verify the conceptual framework, we identified and meta-analysed findings from a total of 25 independent studies of determinants of trust in negotiations. The meta-analyses provided support for two of the three factors in the conceptual framework – trustor attributes and shared attributes – that are likely to influence an individual’s trust in a negotiation partner. The framework and findings provide valuable scientific insights on trust and negotiation, and also valuable practical insights for negotiation practitioners.","PeriodicalId":44602,"journal":{"name":"Journal of Trust Research","volume":"7 1","pages":"22 - 50"},"PeriodicalIF":1.4,"publicationDate":"2017-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/21515581.2017.1285241","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47059744","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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