Trust and Adaptation in Relational Contracting
Abstract
Trust, which occurs at the organizational and interpersonal levels, is generally believed to be important for the success ol interfirm relationships. We explore the effects of interaction between the two types of trust on negotiators' motivation to solve problems of adaptation in relational contracting. What we find is that too much trust is as bad as too little. Solutions are furthest from optimal when both organizational and interpersonal...
Paper Details
Title
Trust and Adaptation in Relational Contracting
Published Date
Oct 1, 2000
Journal
Volume
25
Issue
4
Pages
873 - 882
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