Bases de confiança de relacionamento entre agentes: um estudo sobre seu efeito na reação cognitiva e comportamental dos agentes

• Autor(a) principal: Iwai, Tatiana
• Data de Publicação: 2011
• Tipo de documento: Tese
• Idioma: por
• Título da fonte: Repositório Institucional do FGV (FGV Repositório Digital)
• Texto Completo: https://hdl.handle.net/10438/8886
• topic: Confiança; Violação de confiança; Confiabilidade percebida; Posição de risco; Cooperação; Administração de empresas; Confiança; Cooperação; Relações humanas; Comportamento organizacional; Desenvolvimento cognitivo

Despite the fact that trust between agents is a fundamental aspect for the stabilization of the relationship, the uncertainty on the behavior of the other part is frequent, and it may generate a perception of trust violation between them. Given this fact, the understanding of the variables that may influence the effects of a trust violation perception is more and more relevant on the studies about trust. From the many elements researched on the literature to mediate the effects of a trust violation perception, the objective of this study is to investigate the effect that the type of a previous relationship between the agents may exert on the cognitive and behavioral reactions of them, in situations where there is uncertainty about the cooperative behavior of the other part. Specifically, the goal for this study is to compare the effects that different types of relationship between the agents – based on calculative or relational trust – exert on the two dimensions of reaction to a negative event on the relationship. On the cognitive dimension, we compared the effects that different types of previous relationship between them exert on the level of trust attributed to the counterpart, after a negative event between them. On the behavioral dimension, we compared the effects that different types of previous relationship between the agents exert on the risk position taken by them, after an undesirable event. To achieve this goal, we run an experiment to test in a controlled environment the reaction of the agents to a negative result on an interaction, simulating two different contexts of relationship between them. The results of the experiment showed that, compared to relationships of calculative basis, the ones of relational basis are more resistant to external disturbs, given that they generate a more positive causal attribution and higher level of perceived trustworthiness on the other part after a negative event between the agents. Moreover, this trustworthiness perceived positively influences the risk position taken by the agents after a negative event, in a way that higher risks are taken in relationships of relational trust basis. Finally, the results also reinforce that the higher is risk position taken by a agent, the higher is the cooperative level of his or her partner.