Trust as sensemaking: the microdynamics of trust in interfirm alliances
Trust as sensemaking: the microdynamics of trust in interfirm alliances
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DOI：
10.1016/s0148-2963(03)00077-8
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发表时间：
2005-03-01
影响因子：
11.3
通讯作者：
Adobor, H
中科院分区：
文献类型：
--
作者：
Adobor, H
虽然合同是任何组织间关系的重要组成部分，但人们普遍认为，在确保成功的关系方面，基于信任的非正式谅解可能比合同更有力。本研究提出了一个经济交换中的信任创造理论的实证检验。本文探讨的理论命题，信任的创造可以被视为一个过程中的意义，小线索扩大通过增量积累的证据。从北美生物技术、制药和医疗设备制造公司的首席执行官和高级管理人员那里获得的关于战略伙伴关系的访谈和问卷调查数据表明，伙伴关系中的信任建立可能是一种自我实现的预言，其中最初的期望对行为和信任建立产生积极影响。研究结果还表明，可能存在某种最佳期望水平。过高或过低的期望都不利于建立信任。(C)2003年爱思唯尔公司All rights reserved.
Although contracts are an important part of any interorganizational relationship, it is generally accepted that informal understanding, based on trust, may prove even more powerful than contracts in assuring a successful relationship. This study presents an empirical test of a theory of trust creation in economic exchange. The paper explores the theoretical proposition that trust creation may be viewed as a process of sensemaking in which small cues are enlarged through the incremental accumulation of evidence. Interview and questionnaire data obtained on strategic partnerships from chief executive officers and senior management in the biotechnology, pharmaceutical, and medical equipment manufacturing companies in North America showed that trust building in partnerships may be a sort of self-fulfilling prophecy in which initial expectations positively impact behavior and trust building. The results also show that there may be some optimal level of expectations. Both too low and too high an expectation were counterproductive to trust building. (C) 2003 Elsevier Inc. All rights reserved.