IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v107y2008i2p161-178.html
   My bibliography  Save this article

It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships

Author

Listed:
  • Ferrin, Donald L.
  • Bligh, Michelle C.
  • Kohles, Jeffrey C.

Abstract

We present three spiral reinforcement models that describe how mutual perceptions of trustworthiness and/or mutual cooperation may develop in dyadic interpersonal and intergroup relationships: a perceived trustworthiness spiral model, a cooperation spiral model, and a perceived trustworthiness-cooperation spiral model that posits a relatively more complex spiraling between trustworthiness perceptions and cooperation. Actor-Partner Interdependence Model (Kashy & Kenny, 2000) analyses of data from two joint venture business simulations provided support for the spiral models in interpersonal and intergroup relationships. While all three models received some support, the perceived trustworthiness-cooperation spiral received the most consistent support, suggesting that trust perceptions play a crucial mediating role in the development of cooperation in both interpersonal and intergroup interactions. Overall, it does "take two to tango": the development of mutual trust and cooperation involves an intricate dance that spirals over time and is fundamentally affected by partners' initial moves.

Suggested Citation

  • Ferrin, Donald L. & Bligh, Michelle C. & Kohles, Jeffrey C., 2008. "It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 161-178, November.
    • Handle: RePEc:eee:jobhdp:v:107:y:2008:i:2:p:161-178
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(08)00042-3
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    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. Donald L. Ferrin & Kurt T. Dirks, 2003. "The Use of Rewards to Increase and Decrease Trust: Mediating Processes and Differential Effects," Organization Science, INFORMS, vol. 14(1), pages 18-31, February.
    2. 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.
    3. Manuel Becerra & Anil K. Gupta, 2003. "Perceived Trustworthiness Within the Organization: The Moderating Impact of Communication Frequency on Trustor and Trustee Effects," Organization Science, INFORMS, vol. 14(1), pages 32-44, February.
    4. Kurt T. Dirks & Donald L. Ferrin, 2001. "The Role of Trust in Organizational Settings," Organization Science, INFORMS, vol. 12(4), pages 450-467, August.
    5. Kimberly D. Elsbach & C. B. Bhattacharya, 2001. "Defining Who You Are By What You're Not: Organizational Disidentification and The National Rifle Association," Organization Science, INFORMS, vol. 12(4), pages 393-413, August.
    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. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    2. Kurt T. Dirks & Patrick J. Sweeney & Nikolaos Dimotakis & Todd Woodruff, 2022. "Understanding the Change and Development of Trust and the Implications for New Leaders," Journal of Business Ethics, Springer, vol. 180(2), pages 711-730, October.
    3. Beenish Arshad & Muhammad Ali & Amna Niazi, 2020. "Team monitoring useful or not useful?," Journal of Administrative and Business Studies, Professor Dr. Usman Raja, vol. 6(4), pages 117-128.
    4. Patricia Elgoibar & Elio Shijaku, 2022. "Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters," Sustainability, MDPI, vol. 14(11), pages 1-12, May.
    5. Bill McEvily, 2011. "Reorganizing the Boundaries of Trust: From Discrete Alternatives to Hybrid Forms," Organization Science, INFORMS, vol. 22(5), pages 1266-1276, October.
    6. Bstieler, Ludwig & Hemmert, Martin & Barczak, Gloria, 2017. "The changing bases of mutual trust formation in inter-organizational relationships: A dyadic study of university-industry research collaborations," Journal of Business Research, Elsevier, vol. 74(C), pages 47-54.
    7. Jakub Soviar & Martin Holubčík & Josef Vodák, 2018. "Regional Cooperation Ecosystem: Case of the Žilina Self-Government Region (Slovak Republic)," Sustainability, MDPI, vol. 10(7), pages 1-15, June.
    8. Esther Del Brio & Toru Yoshikawa & Catherine Connelly & Wee Tan, 2013. "The Effects of CEO Trustworthiness on Directors’ Monitoring and Resource Provision," Journal of Business Ethics, Springer, vol. 118(1), pages 155-169, November.
    9. Song, Le & Ma, Yinghong, 2022. "Evaluating tacit knowledge diffusion with algebra matrix algorithm based social networks," Applied Mathematics and Computation, Elsevier, vol. 428(C).
    10. Praxmarer-Carus, Sandra, 2014. "Why the proposal of a complex contract may harm or foster a partner's trust," Journal of Business Research, Elsevier, vol. 67(7), pages 1421-1429.
    11. Weber, Clarissa E. & Maurer, Indre, 2023. "Knowledge acquisition from host-country partners: The interplay of trust and legal safeguards," Journal of World Business, Elsevier, vol. 58(2).
    12. Majdi A. Quttainah, 2020. "The Role of Organizational Trust and JOY in Organization’s Strategic Behaviour," FIIB Business Review, , vol. 9(1), pages 42-54, March.
    13. Tae-Yeol Kim & Jie Wang & Junsong Chen, 2018. "Mutual Trust Between Leader and Subordinate and Employee Outcomes," Journal of Business Ethics, Springer, vol. 149(4), pages 945-958, June.
    14. Rieger, Verena & Klarmann, Martin, 2022. "The effect of cooperative team culture on innovation," Journal of Business Research, Elsevier, vol. 144(C), pages 1256-1271.
    15. Oana C. Fodor & Alina M. Fleștea & Iulian Onija & Petru L. Curșeu, 2018. "Networks Originate in Minds: An Exploration of Trust Self-Enhancement and Network Centrality in Multiparty Systems," Administrative Sciences, MDPI, vol. 8(4), pages 1-14, October.
    16. Dejun Tony Kong & Violet T. Ho & Sargam Garg, 2020. "Employee and Coworker Idiosyncratic Deals: Implications for Emotional Exhaustion and Deviant Behaviors," Journal of Business Ethics, Springer, vol. 164(3), pages 593-609, July.
    17. Paola Gatti & Michelle C Bligh & Claudio G Cortese, 2019. "When a leader job resource can be ambivalent or even destructive: Independence at work as a double-edged sword," PLOS ONE, Public Library of Science, vol. 14(5), pages 1-18, May.
    18. Esther Cuadrado & Carmen Tabernero, 2015. "Affective Balance, Team Prosocial Efficacy and Team Trust: A Multilevel Analysis of Prosocial Behavior in Small Groups," PLOS ONE, Public Library of Science, vol. 10(8), pages 1-17, August.
    19. Jorge Walter & Daniel Z. Levin & J. Keith Murnighan, 2015. "Reconnection Choices: Selecting the Most Valuable (vs. Most Preferred) Dormant Ties," Organization Science, INFORMS, vol. 26(5), pages 1447-1465, October.
    20. Yeomans, Michael & Minson, Julia & Collins, Hanne & Chen, Frances & Gino, Francesca, 2020. "Conversational receptiveness: Improving engagement with opposing views," Organizational Behavior and Human Decision Processes, Elsevier, vol. 160(C), pages 131-148.
    21. Helénsdotter, Ronja, 2019. "Experimental Evidence on Cooperation, Political Affiliation, and Group Size," Working Papers in Economics 765, University of Gothenburg, Department of Economics.
    22. Ali Jedidi & Wafa Khlif, 2011. "Confiance et coopération entre le contrôleur de gestion et les managers : Une relation réciproque," Post-Print hal-00650474, HAL.
    23. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    24. Russell Lacey & Pamela Kennett-Hensel, 2010. "Longitudinal Effects of Corporate Social Responsibility on Customer Relationships," Journal of Business Ethics, Springer, vol. 97(4), pages 581-597, December.
    25. Dejun Tony Kong & Robert B. Lount & Mara Olekalns & Donald L. Ferrin, 2017. "Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 15-21, January.

    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. Michael Pirson & Deepak Malhotra, 2011. "Foundations of Organizational Trust: What Matters to Different Stakeholders?," Organization Science, INFORMS, vol. 22(4), pages 1087-1104, August.
    2. Narda R. Quigley & Paul E. Tesluk & Edwin A. Locke & Kathryn M. Bartol, 2007. "A Multilevel Investigation of the Motivational Mechanisms Underlying Knowledge Sharing and Performance," Organization Science, INFORMS, vol. 18(1), pages 71-88, February.
    3. Bill McEvily & Vincenzo Perrone & Akbar Zaheer, 2003. "Trust as an Organizing Principle," Organization Science, INFORMS, vol. 14(1), pages 91-103, February.
    4. Sirkka L. Jarvenpaa & Thomas R. Shaw & D. Sandy Staples, 2004. "Toward Contextualized Theories of Trust: The Role of Trust in Global Virtual Teams," Information Systems Research, INFORMS, vol. 15(3), pages 250-267, September.
    5. Ranjay Gulati & Jack A. Nickerson, 2008. "Interorganizational Trust, Governance Choice, and Exchange Performance," Organization Science, INFORMS, vol. 19(5), pages 688-708, October.
    6. Judit Oláh & Attila Bai & György Karmazin & Péter Balogh & József Popp, 2017. "The Role Played by Trust and Its Effect on the Competiveness of Logistics Service Providers in Hungary," Sustainability, MDPI, vol. 9(12), pages 1-22, December.
    7. 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.
    8. Harvey, Michael & Reiche, B. Sebastian & Moeller, Miriam, 2011. "Developing effective global relationships through staffing with inpatriate managers: The role of interpersonal trust," Journal of International Management, Elsevier, vol. 17(2), pages 150-161, June.
    9. Nilsson, Magnus & Mattes, Jannika, 2015. "The spatiality of trust: Factors influencing the creation of trust and the role of face-to-face contacts," European Management Journal, Elsevier, vol. 33(4), pages 230-244.
    10. Li, Li, 2005. "The effects of trust and shared vision on inward knowledge transfer in subsidiaries' intra- and inter-organizational relationships," International Business Review, Elsevier, vol. 14(1), pages 77-95, February.
    11. Oliver Schilke & Karen S. Cook, 2015. "Sources of alliance partner trustworthiness: Integrating calculative and relational perspectives," Strategic Management Journal, Wiley Blackwell, vol. 36(2), pages 276-297, February.
    12. Wilson, Jeanne M. & Straus, Susan G. & McEvily, Bill, 2006. "All in due time: The development of trust in computer-mediated and face-to-face teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 16-33, January.
    13. Roland Helm & Martin Kloyer & Christin Aust, 2018. "R&D Collaboration Between Firms: Hard And Soft Antecedents Of Supplier Knowledge Sharing," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 24(01), pages 1-42, December.
    14. Grant, Adam M. & Hofmann, David A., 2011. "Outsourcing inspiration: The performance effects of ideological messages from leaders and beneficiaries," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 173-187.
    15. Xingwen Chen & Zheng Zhu & Jun Liu, 2021. "Does A Trusted Leader Always Behave Better? The Relationship Between Leader Feeling Trusted by Employees and Benevolent and Laissez-Faire Leadership Behaviors," Journal of Business Ethics, Springer, vol. 170(3), pages 615-634, May.
    16. Mark Mortensen & Tsedal B. Neeley, 2012. "Reflected Knowledge and Trust in Global Collaboration," Management Science, INFORMS, vol. 58(12), pages 2207-2224, December.
    17. Gabriel Szulanski & Rossella Cappetta & Robert J. Jensen, 2004. "When and How Trustworthiness Matters: Knowledge Transfer and the Moderating Effect of Causal Ambiguity," Organization Science, INFORMS, vol. 15(5), pages 600-613, October.
    18. Liu, Chia-Ling (Eunice) & Ghauri, Pervez N. & Sinkovics, Rudolf R., 2010. "Understanding the impact of relational capital and organizational learning on alliance outcomes," Journal of World Business, Elsevier, vol. 45(3), pages 237-249, July.
    19. Alan R. Dennis & Lionel P. Robert & Aaron M. Curtis & Stacy T. Kowalczyk & Bryan K. Hasty, 2012. "Research Note ---Trust Is in the Eye of the Beholder: A Vignette Study of Postevent Behavioral Controls' Effects on Individual Trust in Virtual Teams," Information Systems Research, INFORMS, vol. 23(2), pages 546-558, June.
    20. Vlaar, P.W.L. & van den Bosch, F.A.J. & Volberda, H.W., 2006. "On the Evolution of Trust, Distrust, and Formal Coordination and Control in Interorganizational Relationships: Towards an Integrative Framework," ERIM Report Series Research in Management ERS-2006-035-STR, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.

    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:jobhdp:v:107:y:2008:i:2:p:161-178. 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: http://www.elsevier.com/locate/obhdp .

    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.