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

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  • 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.

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  • 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
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    14. 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.
    15. 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.
    16. 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.
    17. 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.
    18. Helénsdotter, Ronja, 2019. "Experimental Evidence on Cooperation, Political Affiliation, and Group Size," Working Papers in Economics 765, University of Gothenburg, Department of Economics.
    19. Song, Le & Ma, Yinghong, 2022. "Evaluating tacit knowledge diffusion with algebra matrix algorithm based social networks," Applied Mathematics and Computation, Elsevier, vol. 428(C).
    20. Ali Jedidi & Wafa Khlif, 2011. "Confiance et coopération entre le contrôleur de gestion et les managers : Une relation réciproque," Post-Print hal-00650474, HAL.
    21. 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.
    22. 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.
    23. 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.
    24. 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.
    25. 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).

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