IDEAS home Printed from https://ideas.repec.org/a/inm/ororsc/v19y2008i6p845-859.html
   My bibliography  Save this article

Logos and Initial Compliance: A Strong Case of Mindless Trust

Author

Listed:
  • Anat Rafaeli

    (Faculty of Industrial Engineering and Management, Technion-Israel Institute of Technology, Haifa 32000, Israel)

  • Yael Sagy

    (Comverse, Inc., Paris 75007, France)

  • Rellie Derfler-Rozin

    (London Business School, London, NW1 4SA, United Kingdom)

Abstract

In four studies we examine the relationship between the presence of an organizational logo and initial compliance with a request made by a stranger and document higher compliance rates in the presence than in the absence of the logo. Study 1 verified this relationship in the field, and Study 2 replicated the field findings in a lab setting. Study 2 also confirmed trust as a mediator and risk as a moderator of this relationship, showing that trust and greater compliance are produced by the presence of a logo in high-risk but not in low-risk situations. Study 3 confirmed the moderating effects of risk on these findings in a field setting. Study 4 then used a lab set-up to confirm generalization of the findings to different logos. The findings hold important implications for research and management of symbols, trust, and compliance in organizations and for organization theory on initial trust and compliance.

Suggested Citation

  • Anat Rafaeli & Yael Sagy & Rellie Derfler-Rozin, 2008. "Logos and Initial Compliance: A Strong Case of Mindless Trust," Organization Science, INFORMS, vol. 19(6), pages 845-859, December.
  • Handle: RePEc:inm:ororsc:v:19:y:2008:i:6:p:845-859
    DOI: 10.1287/orsc.1070.0344
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/orsc.1070.0344
    Download Restriction: no

    File URL: https://libkey.io/10.1287/orsc.1070.0344?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
    ---><---

    References listed on IDEAS

    as
    1. Karl E. Weick & Kathleen M. Sutcliffe, 2006. "Mindfulness and the Quality of Organizational Attention," Organization Science, INFORMS, vol. 17(4), pages 514-524, August.
    2. Katherine J. Stewart, 2003. "Trust Transfer on the World Wide Web," Organization Science, INFORMS, vol. 14(1), pages 5-17, February.
    3. Berg Joyce & Dickhaut John & McCabe Kevin, 1995. "Trust, Reciprocity, and Social History," Games and Economic Behavior, Elsevier, vol. 10(1), pages 122-142, July.
    4. Sim B. Sitkin & Nancy L. Roth, 1993. "Explaining the Limited Effectiveness of Legalistic “Remedies” for Trust/Distrust," Organization Science, INFORMS, vol. 4(3), pages 367-392, August.
    5. Karen Locke, 1996. "A Funny Thing Happened! The Management of Consumer Emotions in Service Encounters," Organization Science, INFORMS, vol. 7(1), pages 40-59, February.
    6. Anat Rafaeli & Iris Vilnai-Yavetz, 2004. "Emotion as a Connection of Physical Artifacts and Organizations," Organization Science, INFORMS, vol. 15(6), pages 671-686, December.
    7. Daniel Levinthal & Claus Rerup, 2006. "Crossing an Apparent Chasm: Bridging Mindful and Less-Mindful Perspectives on Organizational Learning," Organization Science, INFORMS, vol. 17(4), pages 502-513, 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. Christopher Pryor & Shaker A. Zahra & Garry D. Bruton, 2023. "Trusting without a Safety Net: The Peril of Trust in Base of the Pyramid Economies," Journal of Management Studies, Wiley Blackwell, vol. 60(4), pages 767-799, June.
    2. Grahame R. Dowling & Tayo Otubanjo, 2011. "Corporate and organizational identity: two sides of the same coin," AMS Review, Springer;Academy of Marketing Science, vol. 1(3), pages 171-182, December.
    3. Kwok Leung & Xiaowan Lin & Lin Lu, 2014. "Compensation Disparity between Locals and Expatriates in China: A Multilevel Analysis of the Influence of Norms," Management International Review, Springer, vol. 54(1), pages 107-128, February.
    4. Randall, Jason G. & Dalal, Dev K. & Dowden, Aileen, 2023. "Factors associated with contact tracing compliance among communities of color in the first year of the COVID-19 pandemic," Social Science & Medicine, Elsevier, vol. 322(C).

    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. Gopesh Anand & John Gray & Enno Siemsen, 2012. "Decay, Shock, and Renewal: Operational Routines and Process Entropy in the Pharmaceutical Industry," Organization Science, INFORMS, vol. 23(6), pages 1700-1716, December.
    2. Kennedy, Jessica A. & Schweitzer, Maurice E., 2018. "Building trust by tearing others down: When accusing others of unethical behavior engenders trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 111-128.
    3. Yi-Hui Ho & Cheng-Kun Wang & Chieh-Yu Lin, 2022. "Antecedents and Consequences of Green Mindfulness: A Conceptual Model," IJERPH, MDPI, vol. 19(11), pages 1-19, May.
    4. Bill McEvily & Vincenzo Perrone & Akbar Zaheer, 2003. "Trust as an Organizing Principle," Organization Science, INFORMS, vol. 14(1), pages 91-103, February.
    5. Scott F. Turner & Violina Rindova, 2012. "A Balancing Act: How Organizations Pursue Consistency in Routine Functioning in the Face of Ongoing Change," Organization Science, INFORMS, vol. 23(1), pages 24-46, February.
    6. Claus Rerup, 2009. "Attentional Triangulation: Learning from Unexpected Rare Crises," Organization Science, INFORMS, vol. 20(5), pages 876-893, October.
    7. Jeremy P. Birnholtz & Michael D. Cohen & Susannah V. Hoch, 2007. "Organizational Character: On the Regeneration of Camp Poplar Grove," Organization Science, INFORMS, vol. 18(2), pages 315-332, April.
    8. Carlo Salvato, 2009. "Capabilities Unveiled: The Role of Ordinary Activities in the Evolution of Product Development Processes," Organization Science, INFORMS, vol. 20(2), pages 384-409, April.
    9. John W. Gardner & Kenneth K. Boyer & Peter T. Ward, 2017. "Achieving Time-Sensitive Organizational Performance Through Mindful Use of Technologies and Routines," Organization Science, INFORMS, vol. 28(6), pages 1061-1079, December.
    10. Zürn, Michael & Topolinski, Sascha, 2017. "When trust comes easy: Articulatory fluency increases transfers in the trust game," Journal of Economic Psychology, Elsevier, vol. 61(C), pages 74-86.
    11. Levine, Emma E. & Schweitzer, Maurice E., 2015. "Prosocial lies: When deception breeds trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 88-106.
    12. William Ocasio, 2011. "Attention to Attention," Organization Science, INFORMS, vol. 22(5), pages 1286-1296, October.
    13. Gamze Abramov & Sebastien Miellet & Jason Kautz & Brin F S Grenyer & Frank P Deane, 2020. "The paradoxical decline and growth of trust as a function of borderline personality disorder trait count: Using discontinuous growth modelling to examine trust dynamics in response to violation and re," PLOS ONE, Public Library of Science, vol. 15(7), pages 1-23, July.
    14. Paul A. Pavlou & Angelika Dimoka, 2006. "The Nature and Role of Feedback Text Comments in Online Marketplaces: Implications for Trust Building, Price Premiums, and Seller Differentiation," Information Systems Research, INFORMS, vol. 17(4), pages 392-414, December.
    15. Albertoni, Filippo & Elia, Stefano & Piscitello, Lucia, 2019. "Inertial vs. mindful repetition of previous entry mode choices: Do firms always learn from experience?," Journal of Business Research, Elsevier, vol. 103(C), pages 530-546.
    16. Daniella Laureiro-Martinez, 2014. "Cognitive Control Capabilities, Routinization Propensity, and Decision-Making Performance," Organization Science, INFORMS, vol. 25(4), pages 1111-1133, August.
    17. Brian T. Pentland & Martha S. Feldman, 2007. "Narrative Networks: Patterns of Technology and Organization," Organization Science, INFORMS, vol. 18(5), pages 781-795, October.
    18. John Joseph & Alex J. Wilson, 2018. "The growth of the firm: An attention‐based view," Strategic Management Journal, Wiley Blackwell, vol. 39(6), pages 1779-1800, June.
    19. Donal Crilly & Pamela Sloan, 2014. "Autonomy or Control? Organizational Architecture and Corporate Attention to Stakeholders," Organization Science, INFORMS, vol. 25(2), pages 339-355, April.
    20. Saddam Khalid, 2018. "Being There: The Role of Mindfulness in the Entrepreneurial Process," Discussion Papers in Economics and Business 18-18, Osaka University, Graduate School of Economics.

    More about this item

    Keywords

    artifacts; logos; compliance; trust;
    All these keywords.

    Statistics

    Access and download statistics

    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:inm:ororsc:v:19:y:2008:i:6:p:845-859. 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: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

    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.