Trust and collaboration in the aftermath of conflict: The effects of contract structure

Malhotra, D; Lumineau, F

Trust and collaboration in the aftermath of conflict: The effects of contract structure

Malhotra, D Lumineau, F

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Publisher:: Academy of Management
Publication Type:: Journal Article
Citation:: Academy of Management Journal, 2011, 54 (5), pp. 981 - 998
Issue Date:: 2011-01

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Field	Value	Language
dc.contributor.author	Malhotra, D	en_US
dc.contributor.author	Lumineau, F	en_US
dc.date.issued	2011-01	en_US
dc.identifier.citation	Academy of Management Journal, 2011, 54 (5), pp. 981 - 998	en_US
dc.identifier.issn	0001-4273	en_US
dc.identifier.uri	http://hdl.handle.net/10453/15817
dc.description.abstract	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.	en_US
dc.publisher	Academy of Management	en_US
dc.relation.ispartof	Academy of Management Journal	en_US
dc.relation.isbasedon	10.5465/amj.2009.0683	en_US
dc.subject.classification	Business & Management	en_US
dc.title	Trust and collaboration in the aftermath of conflict: The effects of contract structure	en_US
dc.type	Journal Article
utslib.citation.volume	5	en_US
utslib.citation.volume	54	en_US
utslib.for	1503 Business and Management	en_US
utslib.for	1505 Marketing	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
utslib.copyright.status	closed_access
pubs.consider-herdc	true	en_US
pubs.issue	5	en_US
pubs.volume	54	en_US

Abstract:

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.

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http://hdl.handle.net/10453/15817