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Inter-organizational trust and the dynamics of distrust

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  • John Paul MacDuffie

    (Wharton School, University of Pennsylvania, Philadelphia, USA)

Abstract

Early research on inter-organizational trust drew on theories about social ties among individuals, for example, duration of ties and amount of interaction, yet these proved inadequate to explain the diverse arrangements arising in international business. Dyer and Chu's award-winning JIBS paper demonstrated that trust was best predicted by organizational processes that developed positive expectations of predictability, reliability, and competence, not only within national boundaries but also in cross-national relationships. This review of recent trust research building on Dyer and Chu draws attention to six themes: (1) new conceptualizations that explore identity, roles, and rules as foundations of presumptive trust at the organizational level; (2) dynamics of trust and distrust over time, how violations of trust are interpreted, and what affects ease of repair; (3) pendulum swings in inter-organizational relationships, arising from plural governance and alternation between modes, but also resulting in the continuous coexistence of positive and negative states; (4) the impact of intra-organizational conflict and inter-organizational coalitions on the establishment and maintenance of trust; (5) the relative impact of nation-level vs organization-level differences in culture as influences on trust; and (6) whether intermediate modes of exchange in between transactional and relational modes are unstable, transitional hybrids or embody complementarities that yield both value and stability.

Suggested Citation

  • John Paul MacDuffie, 2011. "Inter-organizational trust and the dynamics of distrust," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 42(1), pages 35-47, January.
    • Handle: RePEc:pal:jintbs:v:42:y:2011:i:1:p:35-47
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    Cited by:

    1. Magnani, Giovanna & Zucchella, Antonella & Strange, Roger, 2019. "The dynamics of outsourcing relationships in global value chains: Perspectives from MNEs and their suppliers," Journal of Business Research, Elsevier, vol. 103(C), pages 581-595.
    2. Ahi, Alan A. & Sinkovics, Noemi & Shildibekov, Yelnur & Sinkovics, Rudolf R. & Mehandjiev, Nikolay, 2022. "Advanced technologies and international business: A multidisciplinary analysis of the literature," International Business Review, Elsevier, vol. 31(4).
    3. Aaquib Islam & Weizi Li & Kevin Johnson & Priam Lauchande, 0. "How far has the integrated care come? Applying an asymmetric lens to inter-organisation trust amongst health and social care organisations," International Entrepreneurship and Management Journal, Springer, vol. 0, pages 1-26.
    4. 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.
    5. 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.
    6. Fregidou-Malama, Maria & Hyder, Akmal S., 2015. "Impact of culture on marketing of health services – Elekta in Brazil," International Business Review, Elsevier, vol. 24(3), pages 530-540.
    7. Li, Weizi & Islam, Aaquib & Johnson, Kevin & Lauchande, Priam & Shang, Xiaopu & Xu, Shen, 2018. "Understanding inter-organizational trust among integrated care service provider networks: A perspective on organizational asymmetries," Health Policy, Elsevier, vol. 122(12), pages 1356-1363.
    8. Maria Segovia-Villarreal & Raquel Florez-Lopez & Juan Manuel Ramon-Jeronimo, 2019. "Berry Supply Chain Management: An Empirical Approach," Sustainability, MDPI, vol. 11(10), pages 1-36, May.
    9. Adriana Troczinski Storti & Ely Paiva & Luciana Marques Vieira, 2018. "Internationalization and Relationships in Supply Chains," Brazilian Business Review, Fucape Business School, vol. 15(6), pages 551-567, November.
    10. Miguel-Josué Heredia-Roldán & Damián-Emilio Gibaja-Romero & José-Luis Martínez-Flores & Santiago-Omar Caballero-Morales, 2019. "The impact of trust in the strategic decisions of a decentralized supply chain," OPSEARCH, Springer;Operational Research Society of India, vol. 56(3), pages 757-779, September.
    11. Carole Couper & A. Rebecca Reuber & Shameen Prashantham, 2020. "Lost that lovin’ feeling: The erosion of trust between small, high-distance partners," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 51(3), pages 326-352, April.
    12. Bidault, Francis & de la Torre, José R. & Zanakis, Stelios H. & Ring, Peter Smith, 2018. "Willingness to rely on trust in global business collaborations: Context vs. demography," Journal of World Business, Elsevier, vol. 53(3), pages 373-391.
    13. Aaquib Islam & Weizi Li & Kevin Johnson & Priam Lauchande, 2020. "How far has the integrated care come? Applying an asymmetric lens to inter-organisation trust amongst health and social care organisations," International Entrepreneurship and Management Journal, Springer, vol. 16(2), pages 529-554, June.
    14. Fregidou-Malama, Maria & Hyder, Akmal S., 2021. "Multilevel trust in international marketing of healthcare services: A five-country comparative study," International Business Review, Elsevier, vol. 30(6).
    15. Chen, Yi-Su & Su, Hung-Chung & Ro, Young K., 2017. "The co-evolution of supplier relationship quality and product quality in the U.S. auto industry: A cultural perspective," International Journal of Production Economics, Elsevier, vol. 184(C), pages 245-255.
    16. Tengjian Zou & Gokhan Ertug & Ilya R. P. Cuypers & Donald L. Ferrin, 2023. "Trust across borders: a review of the research on interorganizational trust in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(8), pages 1379-1401, October.
    17. Posthuma, Richard A. & Flores, Gabriela L. & Barlow, Matthew A. & Dworkin, James B., 2018. "Social signaling and interorganizational relationships: Lessons learned from the professional sports industry," Business Horizons, Elsevier, vol. 61(4), pages 521-531.

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