From Trust Convergence to Trust Divergence: Trust Development in Conflictual Interorganizational Relationships
Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence – i.e. members of one focal firm developing similar trust perceptions toward a partner firm – we shift focus to trust divergence – i.e. members of one focal firm developing different trust perce...
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| Published in: | Organization studies Vol. 40; no. 11; pp. 1685 - 1711 |
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| Main Authors: | , , |
| Format: | Journal Article |
| Language: | English |
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London, England
SAGE Publications
01.11.2019
Sage Publications Ltd |
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| ISSN: | 0170-8406, 1741-3044, 1741-3044 |
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| Abstract | Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence – i.e. members of one focal firm developing similar trust perceptions toward a partner firm – we shift focus to trust divergence – i.e. members of one focal firm developing different trust perceptions toward a partner firm. To explore trust divergence, we conduct an inductive, longitudinal study of one interorganizational relationship characterized by mutual transgressions. We identify shifts in attentional perspectives and referent categorizations as two novel mechanisms for theorizing trust development in interorganizational relationships. In particular, we develop a process model illuminating how these two mechanisms can contribute to trust development patterns in interorganizational relationships that are more discontinuous than existing models would predict. Moreover, we highlight the constructive implications of trust divergence for interorganizational collaboration in the presence of transgression and conflict. |
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| AbstractList | Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence – i.e. members of one focal firm developing similar trust perceptions toward a partner firm – we shift focus to trust divergence – i.e. members of one focal firm developing different trust perceptions toward a partner firm. To explore trust divergence, we conduct an inductive, longitudinal study of one interorganizational relationship characterized by mutual transgressions. We identify shifts in attentional perspectives and referent categorizations as two novel mechanisms for theorizing trust development in interorganizational relationships. In particular, we develop a process model illuminating how these two mechanisms can contribute to trust development patterns in interorganizational relationships that are more discontinuous than existing models would predict. Moreover, we highlight the constructive implications of trust divergence for interorganizational collaboration in the presence of transgression and conflict. Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence - i.e. members of one focal firm developing similar trust perceptions toward a partner firm - we shift focus to trust divergence - i.e. members of one focal firm developing different trust perceptions toward a partner firm. To explore trust divergence, we conduct an inductive, longitudinal study of one interorganizational relationship characterized by mutual transgressions. We identify shifts in attentional perspectives and referent categorizations as two novel mechanisms for theorizing trust development in interorganizational relationships. In particular, we develop a process model illuminating how these two mechanisms can contribute to trust development patterns in interorganizational relationships that are more discontinuous than existing models would predict. Moreover, we highlight the constructive implications of trust divergence for interorganizational collaboration in the presence of transgression and conflict. |
| Author | Faems, Dries Mähring, Magnus Brattström, Anna |
| Author_xml | – sequence: 1 givenname: Anna surname: Brattström fullname: Brattström, Anna organization: Lund University, School of Economics and Management, Sweden – sequence: 2 givenname: Dries surname: Faems fullname: Faems, Dries organization: WHU – Otto Beisheim School of Management, Vallendar, Germany – sequence: 3 givenname: Magnus orcidid: 0000-0002-9557-7974 surname: Mähring fullname: Mähring, Magnus organization: Stockholm School of Economics, Sweden |
| BackLink | https://research.hhs.se/esploro/outputs/journalArticle/From-Trust-Convergence-to-Trust-Divergence/991001480300506056$$DView record from Swedish Publication Index |
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| Snippet | Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence – i.e. members of one focal firm developing similar... Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence - i.e. members of one focal firm developing... |
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| SubjectTerms | Convergence Interagency collaboration Interorganizational relations Interorganizational relationships Longitudinal studies Organization studies Perceptions Transgression Trust |
| Title | From Trust Convergence to Trust Divergence: Trust Development in Conflictual Interorganizational Relationships |
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