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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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    References listed on IDEAS

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    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.

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