Contract design capability as a trust enabler in the pre-formation phase of interfirm relationships
Contract design capability as a trust enabler in the pre-formation phase of interfirm relationships
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合同设计能力作为公司间关系预形成阶段的信任推动者
DOI：
10.1016/j.jbusres.2018.10.007
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发表时间：
2019-02
影响因子：
11.3
通讯作者：
Guijun Zhuang
中科院分区：
文献类型：
--
作者：
Lu Shen;Chenting Su;Xu Zheng;Guijun Zhuang
超越流行的概念，关系信任是通过重复的交易培养，我们认为，关系信任也可以产生的合作伙伴的合同设计能力，揭示在合同过程中的关系形成之前。我们将契约设计能力概念化为一个双维度结构，包括保障能力和协调能力，使企业能够设计出符合交易属性的有效契约。通过对中国信息技术服务业的问卷调查和实证分析，发现企业契约设计能力的两个维度（善意信任和能力信任）都对信任的产生有影响。此外，当厂商的相依优势增加时，厂商的契约设计能力对商誉信任的影响会降低，而对能力信任的影响会增加。总体而言，本文丰富了信任文献，确定是否以及如何关系信任可以产生在预形成阶段的企业间关系。
Moving beyond the prevalent notion that relational trust is cultivated through repeated transactions, we argue that relational trust can also be engendered by a partner's contract design capability revealed in the contracting process preceding relationship formation. We conceptualize contract design capability as a dual-dimensional construct, comprising safeguarding capability and coordination capability, which enables firms to design effective contracts befitting transaction attributes. The survey and the scenario-based experiment data, collected from information technology service industry in China, show that both dimensions of a firm's revealed contract design capability can function to engender trust, including goodwill trust and competence trust. Additionally, when the firm's dependence advantage increases, the effects of its revealed contract design capability on goodwill trust decrease but those on competence trust increase. Overall, this paper enriches the trust literature by ascertaining whether and how relational trust can be generated in the pre-formation phase of interfirm relationships.
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