Anna Brattström
Senior lecturer
From Trust Convergence to Trust Divergence: Trust Development in Conflictual Inter-Organizational Relationships
Author
Summary, in English
Whereas extant research on trust in interorganizational relationships tends to focus on trust convergence – i.e. members of one focal firm developing similar trust perceptions toward a partner firm – we shift focus to trust divergence – i.e. members of one focal firm developing different trust perceptions toward a partner firm. To explore trust divergence, we conduct an inductive, longitudinal study of one interorganizational relationship characterized by mutual transgressions. We identify shifts in attentional perspectives and referent categorizations as two novel mechanisms for theorizing trust development in interorganizational relationships. In particular, we develop a process model illuminating how these two mechanisms can contribute to trust development patterns in interorganizational relationships that are more discontinuous than existing models would predict. Moreover, we highlight the constructive implications of trust divergence for interorganizational collaboration in the presence of transgression and conflict.
Department/s
- Department of Business Administration
Publishing year
2019-11-08
Language
English
Pages
1685-1711
Publication/Series
Organization Studies
Volume
40
Issue
11
Document type
Journal article
Publisher
SAGE Publications
Topic
- Business Administration
Keywords
- attentional perspective
- trust
- trust divergence
- referent social categorization
- distrust
- interorganizational relationships
Status
Published
ISBN/ISSN/Other
- ISSN: 1741-3044