Economic incentives or communication: How different are their effects on trust

Detalhes bibliográficos
Autor(a) principal: Iwai, Tatiana
Data de Publicação: 2016
Outros Autores: Azevedo, Paulo Furquim de
Tipo de documento: Artigo
Idioma: eng
Título da fonte: BAR - Brazilian Administration Review
Texto Completo: https://bar.anpad.org.br/index.php/bar/article/view/304
Resumo: This study investigates the effects of economic incentives and communication on the cognitive and behavioral responses after an alleged trust violation. We argue that these responses depend on the type of solution used to foster cooperation between agents. On the cognitive level, we compare the effects that structural (economic incentives) and motivational (communication) solutions exert on trusting beliefs and trusting intentions after an adverse event. On the behavioral level, we compare these effects on the willingness to bear risk. Our experiment shows that, after a negative event, relationships wherein communication is used to foster cooperation are associated to greater external causal attribution, greater perceived benevolence/integrity, and greater willingness to reconcile and to accept risks related to other's behavior. These findings suggest that relationships based on motivational solutions are more resilient to negative events than ones based on structural solutions.
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spelling Economic incentives or communication: How different are their effects on trusttrust violationcommunicationeconomic incentivestrustworthinesstrustThis study investigates the effects of economic incentives and communication on the cognitive and behavioral responses after an alleged trust violation. We argue that these responses depend on the type of solution used to foster cooperation between agents. On the cognitive level, we compare the effects that structural (economic incentives) and motivational (communication) solutions exert on trusting beliefs and trusting intentions after an adverse event. On the behavioral level, we compare these effects on the willingness to bear risk. Our experiment shows that, after a negative event, relationships wherein communication is used to foster cooperation are associated to greater external causal attribution, greater perceived benevolence/integrity, and greater willingness to reconcile and to accept risks related to other's behavior. These findings suggest that relationships based on motivational solutions are more resilient to negative events than ones based on structural solutions.ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração2016-10-21info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionapplication/pdfhttps://bar.anpad.org.br/index.php/bar/article/view/30410.1590/1807-7692bar2016160032Brazilian Administration Review; Vol. 13 No. 3 (2016): Jul/Sep - 2016; e1600321807-7692reponame:BAR - Brazilian Administration Reviewinstname:Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)instacron:ANPADenghttps://bar.anpad.org.br/index.php/bar/article/view/304/310Copyright (c) 2019 Brazilian Administration Reviewhttps://creativecommons.org/licenses/by/4.0info:eu-repo/semantics/openAccessIwai, TatianaAzevedo, Paulo Furquim de2019-09-23T02:17:18Zoai:ojs3.bar.anpad.org.br:article/304Revistahttps://bar.anpad.org.br/index.php/bar/PUBhttps://bar.anpad.org.br/index.php/bar/oaibar-eic@anpad.org.br || bar@anpad.org.br1807-76921807-7692opendoar:2019-09-23T02:17:18BAR - Brazilian Administration Review - Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)false
dc.title.none.fl_str_mv Economic incentives or communication: How different are their effects on trust
title Economic incentives or communication: How different are their effects on trust
spellingShingle Economic incentives or communication: How different are their effects on trust
Iwai, Tatiana
trust violation
communication
economic incentives
trustworthiness
trust
title_short Economic incentives or communication: How different are their effects on trust
title_full Economic incentives or communication: How different are their effects on trust
title_fullStr Economic incentives or communication: How different are their effects on trust
title_full_unstemmed Economic incentives or communication: How different are their effects on trust
title_sort Economic incentives or communication: How different are their effects on trust
author Iwai, Tatiana
author_facet Iwai, Tatiana
Azevedo, Paulo Furquim de
author_role author
author2 Azevedo, Paulo Furquim de
author2_role author
dc.contributor.author.fl_str_mv Iwai, Tatiana
Azevedo, Paulo Furquim de
dc.subject.por.fl_str_mv trust violation
communication
economic incentives
trustworthiness
trust
topic trust violation
communication
economic incentives
trustworthiness
trust
description This study investigates the effects of economic incentives and communication on the cognitive and behavioral responses after an alleged trust violation. We argue that these responses depend on the type of solution used to foster cooperation between agents. On the cognitive level, we compare the effects that structural (economic incentives) and motivational (communication) solutions exert on trusting beliefs and trusting intentions after an adverse event. On the behavioral level, we compare these effects on the willingness to bear risk. Our experiment shows that, after a negative event, relationships wherein communication is used to foster cooperation are associated to greater external causal attribution, greater perceived benevolence/integrity, and greater willingness to reconcile and to accept risks related to other's behavior. These findings suggest that relationships based on motivational solutions are more resilient to negative events than ones based on structural solutions.
publishDate 2016
dc.date.none.fl_str_mv 2016-10-21
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv https://bar.anpad.org.br/index.php/bar/article/view/304
10.1590/1807-7692bar2016160032
url https://bar.anpad.org.br/index.php/bar/article/view/304
identifier_str_mv 10.1590/1807-7692bar2016160032
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv https://bar.anpad.org.br/index.php/bar/article/view/304/310
dc.rights.driver.fl_str_mv Copyright (c) 2019 Brazilian Administration Review
https://creativecommons.org/licenses/by/4.0
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Copyright (c) 2019 Brazilian Administration Review
https://creativecommons.org/licenses/by/4.0
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração
publisher.none.fl_str_mv ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração
dc.source.none.fl_str_mv Brazilian Administration Review; Vol. 13 No. 3 (2016): Jul/Sep - 2016; e160032
1807-7692
reponame:BAR - Brazilian Administration Review
instname:Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)
instacron:ANPAD
instname_str Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)
instacron_str ANPAD
institution ANPAD
reponame_str BAR - Brazilian Administration Review
collection BAR - Brazilian Administration Review
repository.name.fl_str_mv BAR - Brazilian Administration Review - Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)
repository.mail.fl_str_mv bar-eic@anpad.org.br || bar@anpad.org.br
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