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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Vydáno v:Organization studies Ročník 40; číslo 11; s. 1685 - 1711
Hlavní autoři: Brattström, Anna, Faems, Dries, Mähring, Magnus
Médium: Journal Article
Jazyk:angličtina
Vydáno: London, England SAGE Publications 01.11.2019
Sage Publications Ltd
Témata:
Convergence
Interagency collaboration
Interorganizational relations
Interorganizational relationships
Longitudinal studies
Organization studies
Perceptions
Transgression
Trust
trust
distrust
referent social categorization
interorganizational relationships
attentional perspective
trust divergence
ISSN:0170-8406, 1741-3044, 1741-3044
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Shrnutí: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.
Bibliografie:ObjectType-Article-1
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ISSN:0170-8406
1741-3044
1741-3044
DOI:10.1177/0170840618789195