Archive for the ‘Trust’ Category

Leadership and trust: Their effect on knowledge sharing and team performance.

August 6, 2012 Leave a comment

Lee, P., Gillespie, N., Mann, L., & Wearing, A. (2010). Leadership and trust: Their effect on knowledge sharing and team performance. Management Learning , 41(4), 473-491. doi: 10.1177/1350507610362036



Team leaders who facilitate knowledge sharing and engender trust contribute to team effectiveness. While the separate effects of leadership, trust and knowledge sharing on team performance are well documented, few scholars have investigated the specific links between these factors. This study examines the relationship between the leader as the knowledge builder, trust in the leader and in the team, knowledge sharing and team performance. Surveys were collected from 34 engineering project teams (n=166 team members, 30 team leaders) and 18 managers in a large automotive organization. The results indicate that by building the team’s expertise, leaders enhance team members’ willingness to rely on and disclose information in the team, which in turn increases team knowledge sharing. Team knowledge sharing significantly predicted leaders’ and managers’ ratings of team performance. The theoretical and practical implications of the findings are discussed.



knowledge sharing, leadership, teams, trust




Categories: Leadership, Trust

Suspending judgment to create value: Suspicion and trust in negotiation

August 6, 2011 Leave a comment

Suspending judgment to create value: Suspicion and trust in negotiation

Journal of Experimental Social Psychology
Volume 46, Issue 3, May 2010, Pages 543-550

Marwan Sinaceur

This paper introduces a distinction between suspicion and distrust. While distrust (trust) involves having negative (positive) expectations about another’s motives, suspicion is defined as the state in which perceivers experience ambiguity about another’s motives. Four experiments supported this distinction and showed that suspicion can present greater benefits than trust for generating information search and attaining integrative agreements in negotiation. In Experiment 1a, suspicious perceivers were characterized by consciously attributing more motives to a target compared to both distrusting and trusting perceivers. In Experiment 1b, suspicious perceivers were more willing to seek information. In Experiment 2a, Suspicious–Trusting dyads achieved greater joint outcomes in face-to-face negotiation than did Trusting–Trusting or Suspicious–Suspicious dyads. Experiment 2b showed that the suspicious participants’ ability to seek information in Suspicious–Trusting dyads mediated the superior performance of Suspicious–Trusting dyads over Trusting–Trusting dyads in attaining integrative agreements.

Keywords: Motive attributions; Trust; Negotiation; Information search; Integrative agreements

Categories: Trust

Interpersonal Trust and Emotion as Antecedents of Cooperation: Evidence From Korea

August 1, 2011 Leave a comment

Interpersonal Trust and Emotion as Antecedents of Cooperation: Evidence From Korea

Journal of Applied Social Psychology
Volume 41, Issue 7, pages 1603–1631, July 2011


In this field study (n = 514), we examined the relationships among interpersonal trust, interpersonal emotion, cooperation, and the characteristics of both the trustor and trustee at work. We found that interpersonal trust and interpersonal emotion were positively related to willingness to cooperate among members working in teams. We also found that interpersonal emotion was positively related to interpersonal trust. Interpersonal trust and interpersonal emotion, in turn, were predicted by 3 trustee characteristics: ability, benevolence, and integrity. Together, interpersonal trust, interpersonal emotion, and trustee characteristics accounted for 70% of the variance in willingness to cooperate among the team members

Categories: Trust

How to repair customer trust after negative publicity: The roles of competence, integrity, benevolence, and forgiveness

How to repair customer trust after negative publicity: The roles of competence, integrity, benevolence, and forgiveness

Psychology and Marketing
Volume 26, Issue 7, pages 572–589, July 2009

Yi Xie, Siqing Peng


The purpose of the comprehensive model presented here is to explain the underlying mechanism by which corporations can repair customer trust after negative publicity. The study sets out to examine corporate informational, affective, and functional initiatives managers take to influence three trustworthiness factors—competence, benevolence, and integrity—and to elicit forgiveness. A scenario-based experiment conducted to test the conceptual model found support for most hypotheses. According to the results, rebuilding a trustworthy image and earning consumer forgiveness are crucial steps in repairing consumer trust. A clear pattern of influential factors for different trustworthiness aspects was found, indicating that affective initiatives are the most effective strategy in shaping a corporate image of integrity and benevolence, and that providing sufficient information is a key activity for enhancing consumers’ judgment about the firm’s competence. © 2009 Wiley Periodicals, Inc.

Categories: Trust

Culture and the role of choice in agency.

Culture and the role of choice in agency.


Journal of Personality and Social Psychology – Vol 93, Iss 1 »

Three cross-cultural studies conducted among U.S. and Indian adults compared perceptions of helping friends in strongly versus weakly expected cases, views of helping family versus strangers, and responses to a self-determination motivation scale. Expectations to help family and friends were positively correlated with satisfaction and choice only among Indians and not among Americans. Also, whereas U.S. respondents associated lesser satisfaction and choice with strongly versus weakly socially expected helping, Indian respondents associated equal satisfaction and choice with the 2 types of cases. Providing evidence of the importance of choice in collectivist cultures, the results indicate that social expectations to meet the needs of family and friends tend to be more fully internalized among Indians than among Americans. Methodologically, the results also highlight the need to incorporate items that tap more internalized meanings of role-related social expectations on measures of motivation in the tradition of self-determination theory. (PsycINFO Database Record (c) 2011 APA, all rights reserved)

Categories: Ethics, Trust

Trust, Trust Games and Stated Trust: Evidence from Rural Bangladesh

June 30, 2011 Leave a comment

Trust, Trust Games and Stated Trust: Evidence from Rural Bangladesh

Journal of Economic Behavior & Organization
Article in Press, Accepted Manuscript

Olof Johansson-Stenmana, Minhaj Mahmudb and Peter Martinssona

Levels of trust are measured by asking standard survey questions on trust and by observing behavior in a trust game using a random sample in rural Bangladesh. Follow-up questions and correlations between stated expectations and the amount sent in the trust game reveal that the amount sent is correlated with a general measure of trust. The trust and need motives combined with expectations explains differences in amounts sent, and this highlights the potential importance of motives that cannot be inferred directly from people’s behavior and expectations alone.

Keywords: trust; trust game; social capital; motivations; Bangladesh.

Categories: Trust

What Does the Brain Tell Us About Trust and Distrust? Evidence from a Functional Neuroimaging Study

June 30, 2011 Leave a comment

What Does the Brain Tell Us About Trust and Distrust? Evidence from a Functional Neuroimaging Study

Management Information Systems Quarterly
Vol. 34 Iss. 2(2010)

Angelika Dimoka

Determining whom to trust and whom to distrust is a major decision in impersonal IT-enabled exchanges. Despite the potential role of both trust and distrust in impersonal exchanges, the information systems literature has primarily focused on trust, alas paying relatively little attention to distrust. Given the importance of studying both trust and distrust, this study aims to shed light on the nature, dimensionality, distinction, and relationship, and relative effects of trust and distrust on economic outcomes in the context of impersonal IT-enabled exchanges between buyers and sellers in online marketplaces.
This study uses functional neuroimaging (fMRI) tools to complement psychometric measures of trust and distrust by observing the location, timing, and level of brain activity that underlies trust and distrust and their underlying dimensions. The neural correlates of trust and distrust are identified when subjects interact with four experimentally manipulated seller profiles that differ on their level of trust and distrust. The results show that trust and distrust activate different brain areas and have different effects, helping explain why trust and distrust are distinct constructs associated with different neurological processes. Implications for the nature, distinction and relationship, dimensionality, and effects of trust and distrust are discussed.

Categories: Trust