Malhotra, Deepak and Lumineau, Fabrice (2011): Trust and collaboration in the aftermath of conflict: the effects of contract structure. Published in: Academy of Management Journal , Vol. 5, No. 54 (2011)
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Leveraging a longitudinal dataset concerning 102 inter-firm disputes, we evaluate the effects of contract structure on trust and on the likelihood of continued collaboration. We theoretically refine and empirically extend prior research by (a) distinguishing between control and coordination functions of contracts, (b) separating goodwill-based and competence-based trust, and (c) evaluating the effects of contract structure on relational outcomes in the context of disputes. We find that control provisions increase competence-based trust, but reduce goodwill-based trust, resulting in a net decrease in the likelihood of continued collaboration. Coordination provisions increase competence-based trust, leading to an increased likelihood of continued collaboration.
|Item Type:||MPRA Paper|
|Original Title:||Trust and collaboration in the aftermath of conflict: the effects of contract structure|
|Keywords:||Trust; Contract; Conflict|
|Subjects:||L - Industrial Organization > L1 - Market Structure, Firm Strategy, and Market Performance > L14 - Transactional Relationships; Contracts and Reputation; Networks
K - Law and Economics > K4 - Legal Procedure, the Legal System, and Illegal Behavior > K41 - Litigation Process
M - Business Administration and Business Economics; Marketing; Accounting > M1 - Business Administration > M10 - General
|Depositing User:||Fabrice Lumineau|
|Date Deposited:||25. Apr 2012 12:24|
|Last Modified:||12. Feb 2013 02:35|
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