作者
Libby Weber, Christopher W Bauman
发表日期
2019/4
期刊
Academy of Management Journal
卷号
62
期号
2
页码范围
361-382
出版商
Academy of Management
简介
Although contracts certainly facilitate exchange, scholars have debated whether contracts and trust are complements or substitutes. Recent theoretical work has suggested that contract frames influence the relationship between contracts and trust. We test and extend this theorizing by examining the effects of prevention and promotion contract frames on trust and some potential cognitive and emotional mechanisms responsible for them. We also explore how unexpected negative events affect trust developed under different contract frames. Experiment 1 found that promotion contracts fostered stronger attributions of benevolence than prevention contracts, but emotional experiences of the exchanges did not differ. Additionally, trusting intentions were higher following positive exchange experience under promotion than prevention contracts. Experiment 2 found that people were more willing to engage in trusting …
学术搜索中的文章
L Weber, CW Bauman - Academy of Management Journal, 2019