二元谈判中人际信任的决定因素是什么?元分析证据及其对未来研究的启示

IF 1.9 Q3 MANAGEMENT
S. Lu, D. Kong, D. Ferrin, K. Dirks
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引用次数: 41

摘要

鉴于人际信任在二元谈判中的实际重要性,学者们越来越多地将注意力转向对谈判中信任决定因素的研究。然而,这一领域的研究没有很好地联系或整合,这限制了学者和从业者确定当前科学知识状况和确定未来研究问题的能力。基于归因理论和社会交换理论,我们提出了一个概念框架来理解在二元谈判中,各种因素如何结合在一起影响人际信任的发展。然后,为了验证概念框架,我们确定并元分析了总共25项关于谈判中信任决定因素的独立研究的结果。元分析支持了概念框架中可能影响个人对谈判伙伴信任的三个因素中的两个——委托人属性和共享属性。该框架和研究结果为信任和谈判提供了有价值的科学见解,也为谈判从业者提供了宝贵的实践见解。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research
ABSTRACT Given the practical importance of interpersonal trust in dyadic negotiations, scholars have increasingly turned their attention to the study of determinants of trust in negotiations. However, research in this area has not been well connected or integrated, which limits the ability of scholars and practitioners to ascertain the state of current scientific knowledge and identify questions for future research. Based on attribution theory and social exchange theory, we present a conceptual framework for understanding how a variety of factors combine to influence the development of interpersonal trust in dyadic negotiations. Then, to verify the conceptual framework, we identified and meta-analysed findings from a total of 25 independent studies of determinants of trust in negotiations. The meta-analyses provided support for two of the three factors in the conceptual framework – trustor attributes and shared attributes – that are likely to influence an individual’s trust in a negotiation partner. The framework and findings provide valuable scientific insights on trust and negotiation, and also valuable practical insights for negotiation practitioners.
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来源期刊
CiteScore
2.60
自引率
42.90%
发文量
9
期刊介绍: As an inter-disciplinary and cross-cultural journal dedicated to advancing a cross-level, context-rich, process-oriented, and practice-relevant journal, JTR provides a focal point for an open dialogue and debate between diverse researchers, thus enhancing the understanding of trust in general and trust-related management in particular, especially in its organizational and social context in the broadest sense. Through both theoretical development and empirical investigation, JTR seeks to open the "black-box" of trust in various contexts.
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