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- Publisher Website: 10.5465/amj.2009.0683
- Scopus: eid_2-s2.0-82255192966
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Article: Trust and collaboration in the aftermath of conflict: The effects of contract structure
Title | Trust and collaboration in the aftermath of conflict: The effects of contract structure |
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Authors | |
Keywords | Trust Partnership (Business) Organizational sociology Contracts Industrial psychology Organizational behavior |
Issue Date | 2011 |
Citation | Academy of Management Journal, 2011, v. 54, n. 5, p. 981-998 How to Cite? |
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 refine and empirically extend prior research by (1) distinguishing between the control and coordination functions of contracts, (2) separating goodwill-based and competence-based trust, and (3) evaluating the effects of contract structure on relational outcomes in the context of disputes. We find that control provisions increase competence-based trust but reduce goodwill-based trust, resulting in a net decrease in the likelihood of continued collaboration. Coordination provisions increase competence-based trust, leading to an increased likelihood of continued collaboration. © Academy of Management Journal © Academy of Management Journal. |
Persistent Identifier | http://hdl.handle.net/10722/301765 |
ISSN | 2023 Impact Factor: 9.5 2023 SCImago Journal Rankings: 8.271 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Malhotra, Deepak | - |
dc.contributor.author | Lumineau, Fabrice | - |
dc.date.accessioned | 2021-08-19T02:20:41Z | - |
dc.date.available | 2021-08-19T02:20:41Z | - |
dc.date.issued | 2011 | - |
dc.identifier.citation | Academy of Management Journal, 2011, v. 54, n. 5, p. 981-998 | - |
dc.identifier.issn | 0001-4273 | - |
dc.identifier.uri | http://hdl.handle.net/10722/301765 | - |
dc.description.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 refine and empirically extend prior research by (1) distinguishing between the control and coordination functions of contracts, (2) separating goodwill-based and competence-based trust, and (3) evaluating the effects of contract structure on relational outcomes in the context of disputes. We find that control provisions increase competence-based trust but reduce goodwill-based trust, resulting in a net decrease in the likelihood of continued collaboration. Coordination provisions increase competence-based trust, leading to an increased likelihood of continued collaboration. © Academy of Management Journal © Academy of Management Journal. | - |
dc.language | eng | - |
dc.relation.ispartof | Academy of Management Journal | - |
dc.subject | Trust | - |
dc.subject | Partnership (Business) | - |
dc.subject | Organizational sociology | - |
dc.subject | Contracts | - |
dc.subject | Industrial psychology | - |
dc.subject | Organizational behavior | - |
dc.title | Trust and collaboration in the aftermath of conflict: The effects of contract structure | - |
dc.type | Article | - |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.doi | 10.5465/amj.2009.0683 | - |
dc.identifier.scopus | eid_2-s2.0-82255192966 | - |
dc.identifier.volume | 54 | - |
dc.identifier.issue | 5 | - |
dc.identifier.spage | 981 | - |
dc.identifier.epage | 998 | - |
dc.identifier.isi | WOS:000297332500005 | - |