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Trust Over Time in Exchange Relationships: Meta-Analysis and Theory

Vanneste, BS; Puranam, P; Kretschmer, T; (2014) Trust Over Time in Exchange Relationships: Meta-Analysis and Theory. Strategic Management Journal , 35 (12) 1891- 1902. 10.1002/smj.2198. Green open access


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A common premise in prior research is that trust increases over time in relationships. Through a meta-analysis of 39 studies, we find that the bivariate correlation between trust and relationship duration (1) is on average positive and small, and (2) varies significantly across studies indicating the presence of unobserved moderators. We therefore build a theoretical framework to specify four different mechanisms—initial bias correction, change in relationship value, identification, and trust-based selection—that may affect the development of trust. We then argue that the relative strength of these mechanisms should influence whether trust increases, remains constant, or decreases over time.

Type: Article
Title: Trust Over Time in Exchange Relationships: Meta-Analysis and Theory
Open access status: An open access version is available from UCL Discovery
DOI: 10.1002/smj.2198
Publisher version: http://dx.doi.org/10.1002/smj.2198
Language: English
Additional information: This is an Open Access article distributed under the terms of the Creative Commons Attribution License (http://creativecommons.org/licenses/by/4.0), which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.
Keywords: Trust, relationship duration, interorganizational relations, meta-analysis, trustworthiness
URI: http://discovery.ucl.ac.uk/id/eprint/1414570
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