Exploring attributes of trustworthiness: A classroom exercise

Journal of Management Education

Volumn 28, Issue 2, 2004, Pages 224-249

  Mayer, Roger C ^a   Norman, Patricia M ^b  

^a UNIVERSITY OF AKRON   (United States)

^b BAYLOR UNIVERSITY   (United States)

Author keywords

exercise; interorganizational; interpersonal; trust; trustworthiness

Indexed keywords

EID: 84990328647     PISSN: 10525629     EISSN: 15526658     Source Type: Journal    
DOI: 10.1177/1052562903252641     Document Type: Article

References (81)

1. Annison, M. H., & Wilford, D. S. (1998). Trust matters: New directions in health care leadership. San Francisco: Jossey-Bass.
2. Barney, J. B. (1997). Gaining and sustaining competitive advantage. Reading, MA: Addison-Wesley.
3. Bauer, T. N., & Green, S. G. (1996). Development of leader-member exchange: A longitudinal test. Academy of Management Journal, 39, 1538-1567.
4. Bell, G. G., Oppenheimer, R. J., & Bastien, A. (2002). Trust and deterioration in an international buyer-supplier relationship. Journal of Business Ethics, 36, 65-78.
5. Boyle, R., & Bonacich, P. (1970). The development of trust and mistrust in mixed-motive games. Sociometry, 33, 123-139.
6. Brockner, J., Siegel, P. A., Daly, J. P., Tyler, T., & Martin, C. (1997). When trust matters: The moderating effect of outcome favorability. Administrative Science Quarterly, 42, 558-583.
7. Burgelman, R. A., Maidique, M. A., & Wheelwright, S. C. (2001). Strategic management of technology and innovation (3rd ed.). New York: McGraw-Hill.
8. Butler, J. K. (1991). Toward understanding and measuring conditions of trust: Evolution of a conditions of trust inventory. Journal of Management, 17, 643-663.
9. Champoux, J. E. (2000). Organizational behavior: Essential tenets for a new millennium. Cincinnati, OH: South Western College Publishing.
10. Cohen, A. R., Fink, S. L., Gadon, H., & Willits, R. D. (2001). Effective behavior in organizations (7th ed.). Boston: McGraw-Hill/Irwin.
11. Cook, C. W., & Hunsaker, P. L. (2001). Management and organizational behavior (3rd ed.). Boston: McGraw-Hill/Irwin.
12. Cook, J., & Wall, T. (1980). New work attitude measures of trust, organizational commitment, and personal need non-fulfillment. Journal of Occupational Psychology, 53, 39-52.
13. Cullen, J. B., Johnson, J. L., & Sakano, T. (2000). Success through commitment and trust: The soft side of strategic alliance management. Journal of World Business, 35, 223-240.
14. Currall, S. C., & Judge, T. A. (1995). Measuring trust between organizational boundary role persons. Organizational Behavior & Human Decision Processes, 64, 151-170.
15. Daft, R. L., & Noe, R. A. (2001). Organizational behavior. Fort Worth, TX: Harcourt College Publishers.
16. Dasgupta, P. (1988). Trust as a commodity. In D. G. Gambetta (Ed.), Trust (pp. 49-72). New York: Blackwell.
17. David, F. R. (2001). Strategic management: Concepts (8th ed.). Upper Saddle River, NJ: Prentice Hall.
18. Davis, J. H., Schoorman, F. D., Mayer, R. C., & Tan, H. H. (2000). The trusted general manager and business unit performance: Empirical evidence of a competitive advantage. Strategic Management Journal, 21, 563-576.
19. De Kluyner, C. A. (2000). Strategic thinking: An executive perspective. Upper Saddle River, NJ: Prentice Hall.
20. Dess, G. G., & Lumpkin, G. T. (2003). Strategic management: Creating competitive advantages. New York: McGraw-Hill/Irwin.
21. Deutsch, M. (1960). The effect of motivational orientation upon trust and suspicion. Human Relations, 13, 123-140.
22. Farris, G., Senner, E., & Butterfield, D. (1973). Trust, culture, and organizational behavior. Industrial Relations, 12, 144-157.
23. Flaherty, K. E., & Pappas, J. M. (2000). The role of trust in salesperson—sales manager relationships. Journal of Personal Selling & Sales Management, 20, 271-278.
24. Frost, T., Stimpson, D. V., & Maughan, M. R. C. (1978). Some correlates of trust. Journal of Psychology, 99, 103-108.
25. Fukuyama, F. (1995). Trust: The social virtues & the creation of prosperity. New York: Free Press.
26. Gabarro, J. (1978). The development of trust, influence, and expectations. In A. G. Athos & J. J. Gabarro (Eds.), Interpersonal behavior: Communication and understanding in relationships (pp. 290-303). Englewood Cliffs, NJ: Prentice Hall.
27. Ghemawat, P. (1999). Strategy and the business landscape: Text and cases. Reading, MA: Addison-Wesley.
28. Giffin, K. (1967). The contribution of studies of source credibility to a theory of interpersonal trust in the communication department. Psychological Bulletin, 68, 104-120.
29. Good, D. (1988). Individuals, interpersonal relations, and trust. In D. G. Gambetta (Ed.), Trust (pp. 131-185). New York: Blackwell.
30. Gulati, R. (1995). Does familiarity breed trust? The implications of repeated ties for contractual choice in alliances. Academy of Management Journal, 38, 82-112.
31. Hagen, J. M., & Choe, S. (1998). Trust in Japanese interfirm relations: Institutional sanctions matter. Academy of Management Review, 23, 589-600.
32. Hart, K. M., Capps, H. R., Cangemi, J. P., & Caillouet, L. M. (1986). Exploring organizational trust and its multiple dimensions: A case study of General Motors. Organizational Development Journal, 4(2), 31-39.
33. Hellriegel, D., Slocum, J. W., Jr., & Woodman, R. W. (2001). Organizational behavior (9th ed.). Cincinnati, OH: South Western College Publishing.
34. Hitt, M. A., Ireland, R. D., & Hoskisson, R. E. (2001). Strategic management: Competitiveness and globalization (4th ed.). Cincinnati, OH: South Western College Publishing.
35. Inkpen, A. C., & Li, K.-Q. (1999). Joint venture formation: Planning and knowledge-gathering for success. Organizational Dynamics, 27, 33-47.
36. Ivancevich, J. M., & Matteson, M. T. (2002). Organizational behavior and management (6th ed.). Boston: McGraw-Hill/Irwin.
37. Iverson, R. D., & McLeod, C. S. (1996). The role of employee commitment and trust in service relationships. Marketing Intelligence & Planning, 14, 36-44.
38. Jarvenpaa, S., Knoll, K., & Leidner, D. E. (1998). Is anybody out there? Antecedents of trust in global virtual teams. Journal of Management Information Systems, 14(4), 29-54.
39. Jeffries, F. L., & Reed, R. (2000). Trust and adaptation in relational contracting. Academy of Management Review, 25, 873-882.
40. Jones, A. P., James, L. R., & Bruni, J. R. (1975). Perceived leadership behavior and employee confidence in the leader as moderated by job involvement. Journal of Personality and Social Psychology, 43, 1306-1317.
41. Joyce, P. (1999). Strategic management for the public services. Philadelphia: Open University Press.
42. Joyce, P., & Woods, A. (2001). Strategic management: A fresh approach to developing skills, knowledge and creativity. Milford, CT: Kogan Page.
43. Kee, H. W., & Knox, R. E. (1970). Conceptual and methodological considerations in the study of trust. Journal of Conflict Resolution, 14, 357-366.
44. Kreitner, R., & Kinicki, A. (2001). Organizational behavior (5th ed.). Boston: Irwin/McGraw-Hill.
45. Larzelere, R., & Huston, T. (1980). The dyadic trust scale: Toward understanding interpersonal trust in close relationships. Journal of Marriage and the Family, 42, 595-604.
46. Lieberman, J. K. (1981). The litigious society. New York: Basic Books.
47. Luhmann, N. (1988). Familiarity, confidence, trust: Problems and alternatives. In D. G. Gambetta (Ed.), Trust (pp. 94-107). New York: Blackwell.
48. Luthans, F. (2002). Organizational behavior (9th ed.). Boston: McGraw-Hill/Irwin.
49. Macmillan, H., & Tampoe, M. (2000). Strategic management: Process, content, and implementation. New York: Oxford University Press Inc.
50. Mayer, R. C., & Davis, J. H. (1999). The effect of the performance appraisal system on trust for management: A field quasi-experiment. Journal of Applied Psychology, 84, 123-136.
51. Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20, 709-734.
52. Mayer, R. C., & Gavin, M. B. (1999, August). Trust for management and performance: Who minds the shop while the employees watch the boss? Paper presented at Academy of Management annual meeting, Chicago.
53. Mishra, A. K. (1996). Organizational responses to crisis: The centrality of trust. In R. M. Kramer & T. R. Tyler (Eds.), Trust in organizations: Frontiers of theory and research (pp. 261-287). Thousand Oaks, CA: Sage.
54. Mohr, J., & Spekman, R. (1994). Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal, 15, 135-152.
55. Nahavandi, A., & Malekzadeh, A. R. (1999). Organizational behavior: The person-organization fit. Upper Saddle River, NJ: Prentice Hall.
56. Nelson, D. L., & Quick, J. C. (2003). Organizational behavior: Foundations, realities, & challenges (4th ed.). Cincinnati, OH: Thomson South Western.
57. Newstrom, J. W., & Davis, K. (2002). Organizational behavior: Human behavior at work (11th ed.). Boston: McGraw-Hill/Irwin.
58. Nooteboom, B. (1996). Trust, opportunism, and governance: A process and control model. Organization Studies, 17, 985-1010.
59. Parkhe, A. (1998). Building trust in international alliances. Journal of World Business, 33, 417-437.
60. Pearce, J. A., & Robinson, R. B., Jr. (2000). Strategic management: Formulation, implementation, and control (7th ed.). New York: McGraw-Hill.
61. Pearson, G. (1999). Strategy in action: Strategic thinking, understanding and practice. Essex, UK: Financial Times Prentice Hall.
62. Pitts, R. A., & Lei, D. (2000). Strategic management: Building and sustaining competitive advantage (2nd ed.). Cincinnati, OH: South Western College Publishing.
63. Raghuram, S., Gamd, R., Wiesenfeld, B., & Guptaa, V. (2001). Factors contributing to virtual work adjustment. Journal of Management, 27, 383-405.
64. Ring, P. S., & Van de Ven, A. H. (1992). Structuring cooperative relationships between organizations. Strategic Management Journal, 13, 483-498.
65. Robbins, S. P. (2001). Organizational behavior (9th ed.). Upper Saddle River, NJ: Prentice Hall.
66. Rousseau, D. M., Sitkin, S. B., Burt, R. S., & Camerer, C. (1998). Not so different after all: A cross-discipline view of trust. Academy of Management Review, 23, 393-404.
67. Schindler, P. L., & Thomas, C. C. (1993). The structure of interpersonal trust in the workplace. Psychological Reports, 73, 563-573.
68. Schoorman, F. D., Mayer, R. C., & Davis, J. H. (1996, April). Empowerment in Veterinary Clinics: The role of trust in delegation. Paper presented at Annual Meeting of Society for Industrial and Organizational Psychology, San Diego.
69. Shaw, R. B. (1997). Trust in the balance: Building successful organizations on results, integrity, and concern. San Francisco: Jossey-Bass.
70. Shermerhorn, J. R., Jr., Hunt, J. G., & Osborn, R. N. (2000). Organizational behavior (7th ed.). New York: John Wiley.
71. Sitkin, S. B., & Roth, N. L. (1993). Explaining the limited effectiveness of legalistic “remedies” for trust/distrust. Organization Science, 4, 367-392.
72. Sivadas, E., & Dwyer, F. R. (2000). An examination of organizational factors influencing new product success in internal and alliance-based processes. Journal of Marketing, 64, 31-49.
73. Solomon, L. (1960). The influence of some types of power relationships and game strategies upon the development of interpersonal trust. Journal of Abnormal and Social Psychology, 61, 223-230.
74. Spreitzer, G. M., & Mishra, A. K. (1999). Giving up control without losing control. Group & Organization Management, 24, 155-187.
75. Strickland, L. H. (1958). Surveillance and trust. Journal of Personality, 26, 200-215.
76. Sundbo, J. (2001). The strategic management of innovation: A sociological and economic theory. Northhampton, MA: Edward Elgar.
77. Sweeney, P. D., & McFarlin, D. B. (2002). Organizational behavior: Solutions for management. Boston: McGraw-Hill/Irwin.
78. Volery, T., & Mensik, S. (1998). The role of trust in creating effective alliances: A managerial perspective. Journal of Business Ethics, 17, 987-994.
79. Wagner, J. A., III, & Hollenbeck, J. R. (2002). Organizational behavior: Securing competitive advantage (4th ed.). Fort Worth, TX: Harcourt College Publishers.
80. Wheelen, T. L., & Hunger, D. (2002). Strategic management and business policy: Entering 21st century global society (8th ed.). Upper Saddle River, NJ: Prentice Hall.
81. Zaheer, A., McEvily, B., & Perrone, V. (1998). Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. Organization Science, 9, 141-159.