送礼、互惠和建立信任

IF 1.9 Q3 MANAGEMENT Journal of Trust Research Pub Date : 2017-01-02 DOI:10.1080/21515581.2017.1286597
M. Mathews
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引用次数: 6

摘要

摘要本文考察了送礼在供需关系中的作用,特别是送礼和建立组织间信任的作用。利用毛斯的送礼、接受和反送理论框架,分析了一个成熟工业区内重复的组织间交流。作为商业交流的一部分,嵌入网络关系中的参与者经常交换礼物和优惠。这种送礼是交换关系的基本组成部分。人们发现,送礼有助于建立和维护关系,确定群体和个人身份,解决冲突,从而有助于在伴侣之间建立信任。毛斯的送礼理论阐述了这种做法如何为互惠创造条件并诱导信任。我们发现的独创性在于,尽管纯利他主义礼物的意识形态占主导地位,但实地研究表明,礼物确实在现代经济交流中发挥着作用,这种古老而根深蒂固的社会习俗不应简单地归为家庭、亲密的朋友和圣诞节,但有助于解释在反复交流中建立信任和信任的第一步。
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Gift giving, reciprocity and the creation of trust
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.
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来源期刊
CiteScore
2.60
自引率
42.90%
发文量
9
期刊介绍: As an inter-disciplinary and cross-cultural journal dedicated to advancing a cross-level, context-rich, process-oriented, and practice-relevant journal, JTR provides a focal point for an open dialogue and debate between diverse researchers, thus enhancing the understanding of trust in general and trust-related management in particular, especially in its organizational and social context in the broadest sense. Through both theoretical development and empirical investigation, JTR seeks to open the "black-box" of trust in various contexts.
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