Risk and Trust in Social Exchange: An Experimental Test of a Classical Proposition  

Oleh:

Molm, Linda D. ; Takahashi, Nobuyuki ; Peterson, Gretchen

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: AJS: American Journal of Sociology vol. 105 no. 05 (Mar. 2000), page 1396.
Topik: Social Exchange; Risk; Trust; Commitment Psychology;

Ketersediaan

Perpustakaan PKPM Nomor Panggil: A13 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

The classical exchange theorists proposed that trust is more likely to develop between partners when exchange occurs without explicit negotiations or binding agreements. Under these conditions, the risk and uncertainty of exchange provide the opportunity for partners to demonstrate their trustworthiness. This study develops the theoretical implications of this proposition and conducts an experimental test that compares levels of both trust and commitment in two forms of direct exchange, negotiated and reciprocal. The results support the classical proposition, showing that reciprocal exchange produces stronger trust and affective commitment than negotiated exchange, and that behaviors signaling the partner's trustworthiness have greater impact on trust in reciprocal exchange

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