Trust and Collaboration in the Aftermath of Conflict: The Effects of Contract Structure
Deepak Malhotra,Fabrice Lumineau +1 more
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In this paper, the authors evaluate the effects of contract structure on trust and the likelihood of continued collaboration in inter-irm disputes, using a longitudinal data set concerning 102 interfirm disputes.Abstract:
Leveraging a longitudinal data set concerning 102 interfirm disputes, we evaluate the effects of contract structure on trust and on the likelihood of continued collaboration. We theoretically refin...read more
Citations
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At What Level (and in Whom) We Trust Trust Across Multiple Organizational Levels
TL;DR: In this article, the authors adopt a levels-of-analysis approach to organize the research on trust between 2000 and 2011 in multiple referents that include interpersonal, team and organization at the individual, team, and organizational levels and analyze the similarities and differences in antecedents, consequences, and theoretical perspectives dominant at each level.
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Revisiting the interplay between contractual and relational governance: : A qualitative and meta-analytic investigation
Zhi Cao,Fabrice Lumineau +1 more
TL;DR: In this article, the authors conducted a qualitative review and meta-analysis of the existing literature to better under-stand the relationships between contractual and relational governance, and found that the mutual relationships between the two types of governance are moderated by the institutional environments, the interorganizational relationship type and length, and the construct measurement of contracts.
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The Many Futures of Contracts Moving Beyond Structure and Safeguarding to Coordination and Adaptation
TL;DR: This article reviewed the literature on interfirm contracting in an effort to synthesize existing research and direct future scholarship and indicated that contract research is moving away from a narrow focus on contract structure and its safeguarding function toward a broader focus that also highlights adaptation and coordination.
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When can you trust "trust"? Calculative trust, relational trust, and supplier performance
TL;DR: It is found that calculative trust and relational trust positively influence supplier performance, with calculativeTrust having a stronger association than relational trust, yet, important boundary conditions exist.
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How Contracts Influence Trust and Distrust
TL;DR: In this article, the authors develop a series of propositions about how each contractual dimension influences the development of trust and distrust by inducing specific information-processing and decision-making mechanisms, and discuss the trade-offs inherent in governance choices.
References
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Journal ArticleDOI
Sanctioning Systems, Decision Frames, and Cooperation:
TL;DR: In this article, three studies were used to examine how surveillance and sanctioning systems affect cooperative behavior in dilemma situations, and the first two studies demonstrate that a weak sanctioning system result in weak cooperative behavior.
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The Effects of Contracts on Interpersonal Trust
TL;DR: This article used two laboratory experiments to investigate the effects of contracts on interpersonal trust and found 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.
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Strategic alliance contracts: dimensions and determinants of contractual complexity
Jeffrey J. Reuer,Africa Ariño +1 more
TL;DR: In contrast to prior studies examining strategic alliances as discrete governance structures (e.g., alliances vs. MA) rather, repeat collaborators are less likely to adopt contractual provisions that are informational in nature and are geared to the coordination of the alliance as discussed by the authors.
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The trusted general manager and business unit performance: empirical evidence of a competitive advantage
TL;DR: In this paper, the authors empirically examined the relationship between trust for a business unit's general manager and organizational performance and found that trust was significantly related to sales, profits and employee turnover in the restaurant industry.
Journal ArticleDOI
Trust, Opportunism and Governance: A Process and Control Model
TL;DR: In this article, a process and control model for the analysis and design of inter-firm relations, in which both opportunism and trust play a role, is developed for the problem of interfirm relationships.
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