Publications

2018
Working Paper

Trust and Democracy: Leader Turnover during Economic Crises

By: Nathan Nunn, Nancy Qian and Jaya Y. Wen

We study the relationship between interpersonal trust and political stability in democratic countries. Using a six-decade-long annual country-level panel dataset, we find that recessions are more likely to cause political turnover in countries with lower levels of... View Details

Keywords: Interpersonal Trust; Recessions; Leader Turnover; Political Instability; Culture; Economic Slowdown and Stagnation; Trust; Political Elections

November 2018
Article

Worthy of Swift Trust? How Brief Interpersonal Contact Affects Trust Accuracy

By: Oliver Schilke and Laura Huang

Organizational scholars have long underscored the positive consequences of trust, yet trust can also have dysfunctional effects if it is not placed wisely. Though much research has examined conditions that increase individuals’ tendencies to trust others, we know very... View Details

Keywords: Trust; Interpersonal Communication; Judgments; Perspective

September 2002
Article

The Effects of Contracts on Interpersonal Trust

By: Deepak Malhotra and J. Keith Murnighan

Keywords: Contracts; Trust

May 2024
Article

Going Beyond the 'Self' in Self-control: Interpersonal Consequences of Commitment Strategies

By: Ariella S. Kristal and Julian Zlatev

Commitment strategies are effective mechanisms individuals can use to overcome self-control problems. Across seven studies (and two supplemental studies), we explore the negative interpersonal consequences of commitment strategy choice and use. In Study 1, using an... View Details

Keywords: Behavior; Motivation and Incentives; Trust

December 2012
Article

Reflected Knowledge and Trust in Global Collaboration

By: Mark Mortensen and Tsedal Neeley

Scholars argue that direct knowledge about distant colleagues is crucial for fostering trust in global collaboration. However, their arguments focus mainly on how trust accrues from knowledge about distant collaborators' personal characteristics, relationships, and... View Details

Keywords: Global Work; Organizational Studies; Knowledge; Trust; Cooperation; Global Range; Relationships; Behavior; Personal Characteristics

Purchase

01 Mar 2003
News

Trust Me

can erode trust. As the pair write in “The Effects of Contracts on Interpersonal Trust,” forthcoming in the Administrative Science Quarterly, those who engage in nonnegotiable contracts often attribute their counterpart’s cooperative... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

2023
Working Paper

Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use

By: Ariella Kristal and Julian Zlatev

Commitment strategies are effective mechanisms individuals can use to overcome self-control problems. Across seven studies (and three supplemental studies), we explore the negative interpersonal consequences of commitment strategy use. In Study 1, using an incentivized... View Details

Keywords: Self-control; Willpower; Commitment Strategies; Goals and Objectives; Behavior; Strategy; Perception

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

her own positive experiences with RLX. While the RLX-Impress negotiation was particularly tricky to get off the ground, establishing trust is critical to achieving success in any negotiation, because all negotiations involve some level of... View Details

Keywords: by Deepak Malhotra

January 29, 2018
Article

How to Build Trust with Colleagues You Rarely See

By: Tsedal Neeley

Building trust is key to success for any organization. But that can be tricky when it comes to colleagues that you only interact with virtually. What does it take to build trust when you can’t meet in person? In this piece, the author suggests that professionals should... View Details

Keywords: Interpersonal Communication; Trust; Organizational Culture; Familiarity; Employees

Purchase

29 Mar 2011
Working Paper Summaries

Risky Trust: How Multi-entity Teams Develop Trust in a High Risk Endeavor

Keywords: by Faaiza Rashid & Amy C. Edmondson

2009
Working Paper

Firsthand Experience and the Subsequent Role of Reflected Knowledge in Cultivating Trust in Global Collaboration

By: Mark Mortensen and T. B. Neeley

While scholars contend that firsthand experience—time spent onsite observing the people, places, and norms of a distant locale—is crucial in globally distributed collaboration, how such experience actually affects interpersonal dynamics is poorly understood. Based on... View Details

Keywords: Interpersonal Communication; Experience and Expertise; Globalized Firms and Management; Knowledge Acquisition; Knowledge Use and Leverage; Trust

2011
Working Paper

Risky Trust: How Multi-entity Teams Develop Trust in a High Risk Endeavor

By: Faaiza Rashid and Amy C. Edmondson

This paper explicates the challenge of risky trust, which we define as trust that exists between parties vulnerable to high economic, legal, or reputational risks at individual or organizational levels. Drawing from analyses of data collected in a grounded case study... View Details

Keywords: Interpersonal Communication; Leadership; Business Processes; Groups and Teams; Risk and Uncertainty; Trust; Construction Industry; United States

2012
Book

Talk, Inc. : How Trusted Leaders Use Conversation to Power Their Organizations

By: Boris Groysberg and Michael Slind

How can leaders make their big or growing companies feel small again? How can they recapture the "magic"--the tight strategic alignment, the high level of employee engagement--that drove and animated their organization when it was a start-up? As more and more... View Details

Keywords: Leadership; Interpersonal Communication; Organizational Culture; Social and Collaborative Networks; Spoken Communication

Purchase

Article

Managing a Polarized Workforce: How to Foster Debate and Promote Trust

By: Julia A. Minson and Francesca Gino

One of the toughest challenges leaders face is managing diverse perspectives—and given heightened tensions over politics and movements such as #MeToo and Black Lives Matter, that’s more difficult today than ever before. At the same time, productive disagreement and... View Details

Keywords: Polarization; Employees; Perspective; Interpersonal Communication; Organizational Culture; Trust

29 Jul 2009
Working Paper Summaries

Firsthand Experience and the Subsequent Role of Reflected Knowledge in Cultivating Trust in Global Collaboration

Keywords: by Mark Mortensen & Tsedal Neeley

2009
Working Paper

Innovation Communication in Multicultural Networks: Deficits in Inter-cultural Capability and Affect-based Trust as Barriers to New Idea Sharing in Inter-cultural Relationships

By: Roy Y.J. Chua and Michael W. Morris

Innovative solutions to pressing global problems require effective inter-cultural communication. We propose that a barrier to the sharing of ideas pertinent to innovation in inter-cultural relationships is low affect-based trust, which arise from individuals' deficits... View Details

Keywords: Interpersonal Communication; Cross-Cultural and Cross-Border Issues; Innovation and Invention; Knowledge Sharing; Trust

June 2020
Article

In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors

By: M. Jeong, J. Minson and F. Gino

Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription.... View Details

Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome or Result