IDEAS home Printed from https://ideas.repec.org/a/eee/aumajo/v23y2015i1p2-12.html
   My bibliography  Save this article

The complexity of trust in business collaborations

Author

Listed:
  • Jarratt, Denise
  • Ceric, Arnela

Abstract

Research on trust in business collaborations is generally founded on the premises that: a) cognitive trust is initially defined within contractual procedures; b) positive experiences lead to adjustments in contractual and/or informal arrangements, and c) cognitive trust is eventually supplanted by affective trust. This dynamic, process view of trust fails to capture the impact of trust experiences in external collaborations on trust emergence in a focal collaboration, and the complexity of trust co-evolution as each actor interprets and responds to the other's communication, behaviour and action. A complexity conceptualisation of trust as a self-organising, adaptive phenomenon can help us better understand the way trust develops. Through engaging with complexity theories as metaphors to enrich trust theory, trust is described as ‘self-organising’ as new cognitive, interpretive schema are evoked, and ‘adapting’ in response to trust experiences external to the collaboration. A complexity perspective evokes a new field of research questions and rich methodological opportunities.

Suggested Citation

  • Jarratt, Denise & Ceric, Arnela, 2015. "The complexity of trust in business collaborations," Australasian marketing journal, Elsevier, vol. 23(1), pages 2-12.
    • Handle: RePEc:eee:aumajo:v:23:y:2015:i:1:p:2-12
    DOI: 10.1016/j.ausmj.2014.10.002
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1441358214000780
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ausmj.2014.10.002?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Whan-Seon Kim, 2009. "Effects of a Trust Mechanism on Complex Adaptive Supply Networks: An Agent-Based Social Simulation Study," Journal of Artificial Societies and Social Simulation, Journal of Artificial Societies and Social Simulation, vol. 12(3), pages 1-4.
    2. Denise Jarratt & Terry Bossomaier & James Thompson, 2007. "Trust as an emergent phenomenon in wealth management relationships," Global Business and Economics Review, Inderscience Enterprises Ltd, vol. 9(4), pages 335-352.
    3. Benoit Morel & Rangaraj Ramanujam, 1999. "Through the Looking Glass of Complexity: The Dynamics of Organizations as Adaptive and Evolving Systems," Organization Science, INFORMS, vol. 10(3), pages 278-293, June.
    4. Wilkinson, Ian & Young, Louise, 2002. "On cooperating: firms, relations and networks," Journal of Business Research, Elsevier, vol. 55(2), pages 123-132, February.
    5. Parayitam, Satyanarayana & Dooley, Robert S., 2009. "The interplay between cognitive- and affective conflict and cognition- and affect-based trust in influencing decision outcomes," Journal of Business Research, Elsevier, vol. 62(8), pages 789-796, August.
    6. Max Boisot & John Child, 1999. "Organizations as Adaptive Systems in Complex Environments: The Case of China," Organization Science, INFORMS, vol. 10(3), pages 237-252, June.
    7. Felix B. Tan & Paul Sutherland, 2004. "Online Consumer Trust: A Multi-Dimensional Model," Journal of Electronic Commerce in Organizations (JECO), IGI Global, vol. 2(3), pages 40-58, July.
    8. Kreps, David M., 1990. "Game Theory and Economic Modelling," OUP Catalogue, Oxford University Press, number 9780198283812.
    9. Ralph D. Stacey, 1995. "The science of complexity: An alternative perspective for strategic change processes," Strategic Management Journal, Wiley Blackwell, vol. 16(6), pages 477-495.
    10. Akbar Zaheer & Bill McEvily & Vincenzo Perrone, 1998. "Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance," Organization Science, INFORMS, vol. 9(2), pages 141-159, April.
    11. Sako, Mari & Helper, Susan, 1998. "Determinants of trust in supplier relations: Evidence from the automotive industry in Japan and the United States," Journal of Economic Behavior & Organization, Elsevier, vol. 34(3), pages 387-417, March.
    12. Bill McEvily & Vincenzo Perrone & Akbar Zaheer, 2003. "Trust as an Organizing Principle," Organization Science, INFORMS, vol. 14(1), pages 91-103, February.
    13. Thompson, Michael & Young, Louise, 2014. "Measuring complex patterns in space–time," Australasian marketing journal, Elsevier, vol. 22(1), pages 28-35.
    14. Engle-Warnick, Jim & Slonim, Robert L., 2004. "The evolution of strategies in a repeated trust game," Journal of Economic Behavior & Organization, Elsevier, vol. 55(4), pages 553-573, December.
    15. Monica Law, 2008. "Customer referral management: the implications of social networks," The Service Industries Journal, Taylor & Francis Journals, vol. 28(5), pages 669-683, June.
    16. Sandy D. Jap & Erin Anderson, 2007. "Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance," Management Science, INFORMS, vol. 53(2), pages 260-275, February.
    17. Van de Ven, Andrew H. & Engleman, Rhonda M., 2004. "Event- and outcome-driven explanations of entrepreneurship," Journal of Business Venturing, Elsevier, vol. 19(3), pages 343-358, May.
    18. Held, Fabian P. & Wilkinson, Ian F. & Marks, Robert E. & Young, Louise, 2014. "Agent-based Modelling, a new kind of research," Australasian marketing journal, Elsevier, vol. 22(1), pages 4-14.
    19. Doloswala, Kalika Navin, 2014. "Eroding trust – An agent based model to explore how trust flows," Australasian marketing journal, Elsevier, vol. 22(1), pages 51-53.
    20. Hakansson, Hakan & Ford, David, 2002. "How should companies interact in business networks?," Journal of Business Research, Elsevier, vol. 55(2), pages 133-139, February.
    21. Zur, Andrew & Leckie, Civilai & Webster, Cynthia M., 2012. "Cognitive and affective trust between Australian exporters and their overseas buyers," Australasian marketing journal, Elsevier, vol. 20(1), pages 73-79.
    22. Kahn, Lawrence M. & Murnighan, J. Keith, 1993. "Conjecture, uncertainty, and cooperation in prisoner's dilemma games : Some experimental evidence," Journal of Economic Behavior & Organization, Elsevier, vol. 22(1), pages 91-117, September.
    23. Huang, Yimin & Wilkinson, Ian F., 2014. "A case study of the development of trust in a business relation: Implications for a dynamic theory of trust," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 7(1), pages 254-279.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Katharine Tröger & Margareta Amy Lelea & Brigitte Kaufmann, 2018. "The Fine Line between Trusting and Cheating: Exploring Relationships between Actors in Ugandan Pineapple Value Chains," The European Journal of Development Research, Palgrave Macmillan;European Association of Development Research and Training Institutes (EADI), vol. 30(5), pages 823-841, December.
    2. Carol M. Sánchez & Kevin Lehnert., 2018. "Firm-level trust in emerging markets: the moderating effect on the institutional strength- corruption relationship in Mexico and Peru," Estudios Gerenciales, Universidad Icesi, vol. 34(147), pages 127-138, May.
    3. Beini Liu & Qiang Lu, 2020. "Creating a Sustainable Workplace Environment: Influence of Workplace Safety Climate on Chinese Healthcare Employees’ Presenteeism from the Perspective of Affect and Cognition," Sustainability, MDPI, vol. 12(6), pages 1-17, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ranjay Gulati & Maxim Sytch, 2008. "Does familiarity breed trust? Revisiting the antecedents of trust," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 29(2-3), pages 165-190.
    2. Chandra, Yanto & Wilkinson, Ian F., 2017. "Firm internationalization from a network-centric complex-systems perspective," Journal of World Business, Elsevier, vol. 52(5), pages 691-701.
    3. Lui, Steven S. & Ngo, Hang-yue & Hon, Alice H.Y., 2006. "Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust," Journal of Business Research, Elsevier, vol. 59(4), pages 466-474, April.
    4. Jasmin Baumann & Kenneth Le Meunier-FitzHugh, 2014. "Trust as a facilitator of co-creation in customer-salesperson interaction – an imperative for the realization of episodic and relational value?," AMS Review, Springer;Academy of Marketing Science, vol. 4(1), pages 5-20, June.
    5. Capaldo, Antonio & Giannoccaro, Ilaria, 2015. "How does trust affect performance in the supply chain? The moderating role of interdependence," International Journal of Production Economics, Elsevier, vol. 166(C), pages 36-49.
    6. Fang, F., 2019. "When performance shortfall arises, contract or trust? A multi-method study of the impact of contractual and relational governances on performance in public – private partnerships," Other publications TiSEM 473840ee-6945-4a93-9326-5, Tilburg University, School of Economics and Management.
    7. Verhagen, T., 2008. "Investigating the impact of C2C electronic marketplace quality on trust," Serie Research Memoranda 0008, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    8. Panayides, Photis M. & Venus Lun, Y.H., 2009. "The impact of trust on innovativeness and supply chain performance," International Journal of Production Economics, Elsevier, vol. 122(1), pages 35-46, November.
    9. Han, Shaojie & Su, Jingqin & Lyu, Yibo & Liu, Qing, 2022. "How do business incubators govern incubation relationships with different new ventures?," Technovation, Elsevier, vol. 116(C).
    10. Thorgren, Sara & Wincent, Joakim & Eriksson, Jessica, 2011. "Too small or too large to trust your partners in multipartner alliances? The role of effort in initiating generalized exchanges," Scandinavian Journal of Management, Elsevier, vol. 27(1), pages 99-112, March.
    11. Teck Ming Tan & Saila Saraniemi, 2023. "Trust in blockchain-enabled exchanges: Future directions in blockchain marketing," Journal of the Academy of Marketing Science, Springer, vol. 51(4), pages 914-939, July.
    12. Shivaram V. Devarakonda & Brian T. McCann & Jeffrey J. Reuer, 2018. "Marshallian Forces and Governance Externalities: Location Effects on Contractual Safeguards in Research and Development Alliances," Organization Science, INFORMS, vol. 29(6), pages 1112-1129, December.
    13. Marta Cecilia Jaramillo-Mejía & Dov Chernichovsky, 2015. "Información para la calidad del sistema de salud en Colombia: una propuesta de revisión basada en el modelo israelí," Estudios Gerenciales, Universidad Icesi, January.
    14. Judit Oláh & Yusmar Ardhi Hidayat & Zdzisława Dacko-Pikiewicz & Morshadul Hasan & József Popp, 2021. "Inter-Organizational Trust on Financial Performance: Proposing Innovation as a Mediating Variable to Sustain in a Disruptive Era," Sustainability, MDPI, vol. 13(17), pages 1-18, September.
    15. Faggini, Marisa & Parziale, Anna, 2011. "Fitness landscape and tax planning: NK model for fiscal federalism," MPRA Paper 33770, University Library of Munich, Germany.
    16. Paul A. Pavlou & David Gefen, 2004. "Building Effective Online Marketplaces with Institution-Based Trust," Information Systems Research, INFORMS, vol. 15(1), pages 37-59, March.
    17. Davies, Mark A.P. & Lassar, Walfried & Manolis, Chris & Prince, Melvin & Winsor, Robert D., 2011. "A model of trust and compliance in franchise relationships," Journal of Business Venturing, Elsevier, vol. 26(3), pages 321-340, May.
    18. Matthew J. Robson & Constantine S. Katsikeas & Daniel C. Bello, 2008. "Drivers and Performance Outcomes of Trust in International Strategic Alliances: The Role of Organizational Complexity," Organization Science, INFORMS, vol. 19(4), pages 647-665, August.
    19. Tan, Justin, 2007. "Phase transitions and emergence of entrepreneurship: The transformation of Chinese SOEs over time," Journal of Business Venturing, Elsevier, vol. 22(1), pages 77-96, January.
    20. Vincenzo Perrone, 2013. "Sympathy for the devil? Reflections on the perils of institutionalising trust research," Journal of Trust Research, Taylor & Francis Journals, vol. 3(2), pages 155-171, October.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:aumajo:v:23:y:2015:i:1:p:2-12. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/australasian-marketing-journal/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.