Trust and Adaptation in Relational Contracting  

Oleh:

Jeffries, Frank L. ; Reed, Richard

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: The Academy of Management Review vol. 25 no. 4 (2000), page 873-882.
Topik: Trust; trust; adaptation; relational contracting
Fulltext: AA11_25_04_Frank L. Jeffries.pdf (272.33KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: AA11 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Trust, which occurs at the organizational and interpersonal levels, is generally believed to be important for the success of interfirm relationships. We explore the effects of interaction between the two types of trust on negotiators' motivation to solve problems of adaptation in relational contracting. What we find is that too much trust is as bad as too little. Solutions are furthest from optimal when both organizational and interpersonal trust are high or both are low.

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