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| Author: | Ferrin, D. L. Dirks, K. T. |
| Title: | The Use of Rewards to Increase and Decrease Trust: Mediating Processes and Differential Effects |
| Journal: | Organization Science
2003 : JAN-FEB, VOL. 14:1, p. 18-31 |
| Index terms: | TRUST COMPETITION THEORIES COMMUNICATION |
| Language: | eng |
| Abstract: | The authors test hypotheses asserting that reward structures-an omnipresent element of the work context-have a strong influence on interpersonal trust, and the authors explore the cognitive and behavioral routes through which the effects may occur. The results suggest that reward structures have a strong influence on trust, and that the effect is mediated by causal schemas, suspicion effects, and self-perception. The authors also found some support for the prediction that the impact of mixed reward structures on trust is biased by individuals' preexisting expectations about their partner's trust- worthiness. The theory and results suggest that attribution theory provides a useful framework for understanding the complex, diverse, and multiple routes through which trust may develop. |
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