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| Author: | Malhotra, D. Murnighan, J. K. |
| Title: | The Effects of Contracts on Interpersonal Trust |
| Journal: | Administrative Science Quarterly
2002 : SEP, VOL. 47:3, p. 534-559 |
| Index terms: | TRUST MANAGEMENT CONTRACTS ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | This paper uses two laboratory experiments to investigate the effects of contracts on interpersonal trust. The authors predict that the use of binding contracts to promote or mandate cooperation will lead interacting parties to attribute others' cooperation to the constraints imposed by the contract rather than to the individuals themselves, thus reducing the likelihood of trust developing. The authors also predict that, although non-binding contracts may not generate as much initial cooperation as binding contracts, they will generate personal rather than situational attributions for any cooperation that results and will therefore not interfere with trust development. Two experiments investigated the effects of the use and removal of binding and non-binding contracts. |
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