Understanding the influence of national culture on the development of trust

• 成果类型: Review
• 署名作者: Doney, PM; Cannon, JP; Mullen, MR
• 署名单位: State University System of Florida; Florida Atlantic University; Colorado State University System; Colorado State University Fort Collins
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.2307/259297
• 发表日期: 1998
• 页码: 601-620
• 关键词: BUYER-SELLER RELATIONSHIPS; INTERPERSONAL-TRUST; CLOSE RELATIONSHIPS; DYADIC TRUST; ORGANIZATIONS; COOPERATION; channel; MARKET; trustworthiness; determinants

摘要

Increasingly, researchers from a: variety of business disciplines are finding that trust can lower transaction costs, facilitate interorganizational relationships, and enhance manager-subordinate relationships. At the same time, we see a growing trend toward globalization-in establishing alliances, managing and hiring employees, and entering new markets. These trends suggest a need to view the concept of trust from the perspective of national culture. Drawing on theories from several disciplines, we develop a framework that identifies and describes five cognitive trust-building processes that help explain how trust develops in business contexts. We include a series of research propositions demonstrating how societal norms and values influence application of the trust-building processes, and we discuss implications for theory and practice.