Actions that build interpersonal trust: A relational signalling perspective

Review of Social Economy

Volumn 68, Issue 3, 2010, Pages 285-315

  Six, Frédérique ^a   Nooteboom, Bart ^b   Hoogendoorn, Adriaan ^c  

^a VU UNIVERSITY AMSTERDAM   (Netherlands)

^b TILBURG UNIVERSITY   (Netherlands)

^c GGZ inGeest AMSTAD   (Netherlands)

Author keywords

Framing; Relational signalling; Trust building actions; Trust processes

Indexed keywords

EID: 77956831490     PISSN: 00346764     EISSN: 14701162     Source Type: Journal    
DOI: 10.1080/00346760902756487     Document Type: Article

References (60)

1. Bacharach, M. and Gambetta, D. (2001) "Trust in signs," in K. S. Cook (ed.) Trust in Society, New York: Russell Sage Foundation, pp. 148-184.
2. Barkow, J. H., Cosmides, L. and Tooby, J. (1992) The Adapted Mind: Evolutionary Psychology and the Generation of Culture, Oxford: Oxford University Press.
3. Bottom, W. P., Gibson, K., Daniels, S. E. and Murnighan, J. K. (2002) "When Talk is Not Cheap: Substantive Penance and Expressions of Intent in Rebuilding Cooperation," Organization Science 13(5): 497-513.
4. Clark, M. S., Mills, J. and Powell, M. C. (1986) "Keeping Track of Needs in Communal and Exchange Relationships," Journal of Personality and Social Psychology 51(22): 333-338.
5. Coleman, J. S. (1990) Foundations of Social Theory, Cambridge: Harvard University Press.
6. Deering, A. and Murphy, A. (1998) The Difference Engine, Achieving Powerful and Sustainable Partnering, Aldershot: Gower.
7. Deutsch, M. (1973) The Resolution of Conflict: Constructive and Destructive Processes, New Haven: Yale University Press.
8. De Vos, H. and Wielers, R. (2003) "Calculativeness, Trust and the Reciprocity Complex: Is the Market the Domain of Cynicism?" in B. Nooteboom and F. E. Six (eds) The Trust Process in Organizations, Cheltenham, UK: Edward Elgar, pp. 75-104.
9. Dillard, J. P., Solomon, D. H. and Samp, J. A. (1996) "Framing Social Reality. The Relevance of Relational Judgements," Communication Research 23(6): 703-723.
10. Frank, R. H. (1988) Passions within Reason, the Strategic Role of the Emotions, New York:Norton.
11. Gabarro, J. J. (1978) "The Development of Trust, Influence and Expectations," in A. G. Athos and J. J. Gabarro (eds) Interpersonal Behavior, Communication and Understanding in Relationships, Englewood Cliffs: Prentice-Hall, pp. 290-303.
12. Goffman, E. (1959) The Presentation of Self in Everyday Life, Garden City: Doubleday Anchor.
13. Gollwitzer, P. M. and Moskowitz, G. B. (1996) "Goal Effects on Action and Cognition," in E. T. Higgins and A. W. Kruglanski (eds) Social Psychology: Handbook of Basic Principles, London: The Guildford Press, pp. 361-399.
14. Hardin, R. (2002) Trust and Trustworthiness, New York: Russell Sage Foundation.
15. Johnson, D. W. and Johnson, R. T. (1995) "Social Interdependence, Cooperative Learning in Education," in B. B. Bunker and J. Z. Rubin (eds) Conflict, Cooperation and Justice, San Francisco: Jossey-Bass, pp. 205-257.
16. Kahneman, D. and Tversky, A. (2000) Choices, Values, and Frames, Cambridge: Cambridge University Press.
17. Kipnis,D. (1996) "Trust and Technology," in R. M. Kramer and T. Tyler (eds) Trust inOrganizations-Frontiers of Theory and Research, Thousand Oaks: Sage Publications, pp. 39-50.
18. Komorita, S. S. and Parks, C. D. (1995) "Interpersonal Relations: Mixed-motive Interactions," Annual Review of Psychology 46(1): 183-207.
19. Krackhardt, D. (1999) "The Ties that Torture: Simmelian Tie Analysis in Organizations," Research in the Sociology of Organizations 16: 183-210.
20. Kramer, R. M. (1999) "Trust and Distrust in Organizations: Emerging Perspectives, Enduring Questions," Annual Review of Psychology 50(1): 569-598.
21. Kruglanski, A. W. (1996) "Motivated Social Cognition: Principles of the Interface," in E. T. Higgins and A. W. Kruglanski (eds) Social Psychology: Handbook of Basic Principles, London: The Guildford Press, pp. 493-520.
22. Lewicki, L. J. and Bunker, B. B. (1996) "Developing and Maintaining Trust in Work Relationships," in R. M. Kramer and T. Tyler (eds) Trust in Organizations-Frontiers of Theory and Research, Thousand Oaks: Sage Publications, pp. 114-139.
23. Lewin, K. (1936) Principles of Topological Psychology, New York: McGraw Hill.
24. Lindenberg, S. (1997) "Grounding Groups in Theory: Functional, Cognitive and Structural Interdependencies," Advances in Group Processes 14: 281-331.
25. Lindenberg, S. (1998) "Solidarity: Its Microfoundations and Macrodependence. A Framing Approach," in P. Doreian and T. Fararo (eds) The Problem of Solidarity, Theories and Models, London: Gordon and Breach, pp. 61-112.
26. Lindenberg, S. (2000) "It Takes Both Trust and Lack of Mistrust: The Workings of Cooperation and Relational Signaling in Contractual Relationships," Journal of Management and Governance 4(1-2): 11-33.
27. Lindenberg, S. (2003) "Governance Seen from a Framing Point of View: The Employment Relationship and Relational Signalling," in B. Nooteboom and F. E. Six (eds) The Trust Process, Empirical Studies of the Determinants and the Process of Trust Development, Cheltenham: Edward Elgar, pp. 37-57.
28. March, J. G. (1994) A Primer on Decision Making, How Decisions Happen, New York: The Free Press.
29. Mayer, R. C., Davis, J. H. and Schoorman, F. D. (1995) "An Integrative Model of Organizational Trust," Academy of Management Review 20(3): 703-734.
30. McAllister, D. J. (1995) "Affect- and Cognition-based Trust as Foundations for Interpersonal Co-operation in Organizations," Academy of Management Journal 38(1): 24-59.
31. Messick, D. M. and Kramer, R. M. (2001) "Trust as a Form of Shallow Morality," in K. S. Cook (ed.) Trust in Society, New York: Russell Sage Foundation, pp. 89-118.
32. Mischel, W., Cantor, N. and Feldman, S. (1996) "Principles of Self-Regulation: The Nature of Willpower and Self-Control," in E. T. Higgins and A. W. Kruglanski (eds) Social Psychology: Handbook of Basic Principles, London: The Guildford Press, pp. 329-360.
33. Mü hlau, P. (2000) The Governance of the Employment Relation, a Relational Signaling Perspective, Doctoral dissertation, University of Groningen.
34. Mü hlau, P. and Lindenberg, S. (2003) "Efficiency Wages: Signals or Incentives? An Empirical Study of the Relationship Between Wages and Commitment," Journal of Management and Governance 7(4): 384-400.
35. Nelson, R. R. and Winter, S. (1982) An Evolutionary Theory of Economic Change, Cambridge: Cambridge University Press.
36. Nooteboom, B. (2002) Trust: Forms, Foundations, Functions, Failures and Figures, Cheltenham, UK: Edward Elgar.
37. Pagden, A. (1988) "The Destruction of Trust and Its Economic Consequences in the Case of Eighteenth-Century Naples," in D. Gambetta (ed.) Trust, the Making and Breaking of Cooperative Relations, Oxford: Blackwell, pp. 127-141.
38. Pillutla, M. M., Malhotra, D. and Murnighan, J. K. (2003) "Attributions of Trust and the Calculus of Reciprocity," Journal of Experimental Social Psychology 39(5): 448-455.
39. Podsakoff, P. M., MacKenzie, S. B., Lee, J. Y. and Podsakoff, N. P. (2003) "Common Method Biases in Behavioural Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology 88(5): 879-903.
40. Polanyi, M. (1962) Personal Knowledge, London: Routledge.
41. Pruitt, D. G. and Rubin, J. Z. (1986) Social Conflict: Escalation, Stalemate and Settlement, New York: Random House.
42. Ross, L. (1977) "The Intuitive Psychologist and His Shortcomings: Distortions in The Attribution Process," in L. Berkowitz (ed.) Advances in Experimental Social Psychology, New York: Academic Press, pp. 173-220.
43. Rousseau, D. M., Sitkin, S. B., Burt, R. S. and Camerer, C. (1998) "Not So Different After All: A Cross-Discipline View of Trust," Academy of Management Review 23(3): 393-404.
44. Ryan, K. and Oestreich, D. K. (1998) Driving Fear out of the Workplace: Creating the High-trust, High-performance Organization, San Francisco: Jossey-Bass.
45. Schelling, T. C. (1960) The Strategy of Conflict, Cambridge, MA: Harvard University Press.
46. Shapiro, S. P. (1987) "The Social Control of Impersonal Trust," American Journal of Sociology 93(3): 623-658.
47. Six, F. E. (2005) The Trouble with Trust, the Dynamics of Interpersonal Trust Building, Cheltenham, UK: Edward Elgar.
48. Six, F. E. and Sorge, A. (2008) "Creating a High-Trust Organization: An Exploration Into Organizational Policies that Stimulate Interpersonal Trust Building," Journal of Management Studies 45(5): 857-884.
49. Tabachnick, B. G. and Fidell, L. S. (2001) Using Multivariate Statistics, 4th ed., Boston, MA: Allyn and Bacon.
50. Tannen, D. (1990) You Just Don't Understand, Women and Men in Conversation, New York: William Morrow.
51. Tazelaar, M. J. A., Van Lange, P. A. M. and Ouwerkerk, J. W. (2004) "How to Cope with 'Noise' in Social Dilemmas: The Benefits of Communication," Journal of Personality and Social Psychology 87(6): 845-859.
52. Tenbrunsel, A. E. and Messick, D. M. (1999) "Sanctioning Systems, Decision Frames and Cooperation," Administrative Science Quarterly 44(4): 684-707.
53. Van Lange, P. A. M. and Visser, K. (1999) "Locomotion in Social Dilemmas: How People Adapt to Cooperative, Tit-for-tat and Noncooperative Partners," Journal of Personality and Social Psychology 77(4): 762-773.
54. Weber, J. M., Malhotra, D. and Murnighan, J. K. (2005) "Normal Acts of Irrational Trust: Motivated Attributions and the Trust Development Process," Research in Organizational Behavior 26: 75-101.
55. Wielers, R. J. J. (1997) "The Wages of Trust: The Case of Child Minders," Rationality and Society 9: 351-371.
56. Williamson, O. E. (1993) "Calculativeness, Trust and Economic Organization," Journal of Law and Economics 36: 453-486.
57. Wittek, R. P. M. (1999) Interdependence and Informal Control in Organizations, dissertation, University of Groningen.
58. Wittek, R. P. M., Van Duijn, M. A. J. and Snijders, T. A. B. (2003) "Frame Decay, Informal Power, and the Escalation of Social Control in a Management Team: a Relational Signaling Perspective," Research in the Sociology of Organizations 20: 355-380.
59. Zand, D. E. (1972) "Trust and Managerial Problem Solving," Administrative Science Quarterly 17(2): 229-239.
60. Zand, D. E. (1997) The Leadership Triad, Knowledge, Trust and Power, New York: Oxford University Press.