Abstract
There are two divergent views concerning the status of trust research, one being optimistic and the other being pessimistic. I partially agree with both views, but asymmetrically more toward the pessimistic view. The primary purpose of this chapter is twofold. First, I explore the underlying reasons for the current problems in trust research. Second, I explore the potential solutions to the current problems. The central theme of my argument is that trust should be defined as trustor’s deliberate decision to voluntarily increase trustor’s specific vulnerability toward trustee above and beyond trustor’s propensity to trust as well as above and beyond trustor confident expectation of trustee’s trustworthiness (either due to trustee’s trait-like characters or due to institutional assurance). In this sense, trust should be reframed as a leap of hope to enhance transaction value by taking advantage of vulnerability. This is because the most laudable potential contribution from trust research to other domains of social research may lie in the reframing of high vulnerability from a risk to be avoided to an opportunity to be created and captured. The critical implications of this reframing to advance future trust research are discussed.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsReferences
Alvarez, S. A., & Barney, J. B. (2010). Entrepreneurship and epistemology: The philosophical underpinnings of the study of entrepreneurial opportunities. Academy of Management Annals, 4, 557–583.
Aron, A., McLaughlin-Volpe, T., Mashek, D., Lewandowski, G., Wright, S. C., & Aron, E. N. (2004). Including others in the self. European Review of Social Psychology, 15, 101–132.
Bachmann, R. (2011). At the crossroads: Future directions in trust research. Journal of Trust Research, 1, 203–213.
Baker, T., & Nelson, R. E. (2005). Creating something from nothing: Resource construction through entrepreneurial bricolage. Administrative Science Quarterly, 50, 329–366.
Chiles, T. H., Tuggle, C. S., McMullen, J. S., Bierman, L., & Greening, D. W. (2010). Dynamic creation: Extending the radical Austrian approach to entrepreneurship. Organization Studies, 31, 7–46.
Colquitt, J. A., Scott, B. A., & LePine, J. A. (2007). Trust, trustworthiness, and trust propensity: A meta-analytic test of their unique relationships with risk taking and job performance. Journal of Applied Psychology, 92, 909–927.
De Cremer, D., & van Knippenberg, D. L. (2005). Cooperation as a function of leader self-sacrifice, trust, and identification. Leadership & Organization Development Journal, 26, 355–369.
Deutsch, M. (1958). Trust and suspicion. Journal of Conflict Resolution, 2, 265–279.
Deutsch-Salamon, S., & Robinson, S. (2008). Trust that binds: The impact of collective felt trust on organizational performance. Journal of Applied Psychology, 93, 593–601.
Dietz, G. (2011). Going back to the source: Why do people trust each other? Journal of Trust Research, 1, 215–222.
Dietz, G., & Den Hartog, D. N. (2006). Measuring trust inside organizations. Personnel Review, 35, 557–588.
Dinh, J. E., Lord, R. G., Gardner, W. L., Meuser, J. D., Liden, R. C., & Hu, J. (2014). Leadership theory and research in the new millennium: Current theoretical trends and changing perspectives. Leadership Quarterly, 25, 36–62.
Dirks, K. T., & Ferrin, D. L. (2002). Trust in leadership: Meta-analytic findings and implications for research and practice. Journal of Applied Psychology, 87, 611–628.
Evans, J. (2008). Dual-processing accounts of reasoning, judgment, and social cognition. Annual Review of Psychology, 59, 255–278.
Fei, X. (1992). From the soil: The foundations of Chinese society. Berkeley, CA: University of California Press.
Ferrin, D. (2013). On the institutionalization of trust research and practice: Heaven awaits! Journal of Trust Research, 3, 146–154.
Frazier, M. L., Johnson, P. D., & Fainshmidt, S. (2013). Development and validation of a propensity to trust scale. Journal of Trust Research, 3, 76–97.
Gibbons, D. E. (2004). Friendship and advice networks in the context of changing professional values. Administrative Science Quarterly, 49, 238–262.
Glaeser, E. L., Laibson, D. I., Scheinkman, J. A., & Soutter, C. L. (2000). Measuring trust. Quarterly Journal of Economics, 115, 811–846.
Glynn, M. A., & Raffaelli, R. (2010). Uncovering mechanisms of theory development in an academic field: Lessons from leadership research. Academy of Management Annals, 4, 359–401.
Granovetter, M. (1985). Economic action and social structure: The problem of embeddedness. American Journal of Sociology, 91, 481–510.
Hanauer, N., & Beinhocker, E. (2014). Capitalism redefined. Democracy: A Journal of Ideas, 31, 30–44.
Keim, G. D. (1978). Corporate social responsibility: An assessment of the enlightened self-interest model. Academy of Management Review, 3, 32–39.
Knight, F. H. (1921). Risk, uncertainty and profit. Boston: Houghton Mifflin.
Kong, D. T., Dirks, K. T., & Ferrin, D. L. (2014). Interpersonal trust within negotiations: Meta-analytic evidence, critical contingencies, and directions for future research. Academy of Management Journal, 57, 1235–1255.
Lau, D. C., Liu, J., & Fu, P. P. (2007). Feeling trusted by business leaders in China: Antecedents and the mediating role of value congruence. Asia Pacific Journal of Management, 24, 321–340.
Li, P. P. (1998). Towards a geocentric framework of organizational form: A holistic, dynamic and paradoxical approach. Organization Studies, 19, 829–861.
Li, P. P. (2007). Toward an interdisciplinary conceptualization of trust: A typological approach. Management and Organization Review, 3, 421–445.
Li, P. P. (2008). Toward a geocentric framework of trust: An application to organizational trust. Management and Organization Review, 4, 413–439.
Li, P. P. (2010). Toward a learning-based view of internationalization: The accelerated trajectories of cross-border learning. Journal of International Management, 16, 43–59.
Li, P. P. (2012). Exploring the unique roles of trust and play in private creativity: From the complexity-ambiguity-metaphor link to the trust-play-creativity link. Journal of Trust Research, 2, 71–97.
Li, P. P. (2013). Entrepreneurship as a new context for trust research. Journal of Trust Research, 3, 1–10.
Li, P. P. (2014). Toward the geocentric framework of intuition: The Yin-Yang Balancing between the Eastern and Western perspectives on intuition. In M. Sinclair (Ed.), Handbook of research methods on intuition (pp. 28–41). Cheltenham, UK: Edward Elgar Publishers.
Luhmann, N. (1979). Trust and power. Chichester, UK: Wiley.
Lumineau, F. (in press). How contracts influence trust and distrust. Journal of Management. doi: 10.1177/0149206314556656.
Malhotra, D. (2004). Trust and reciprocity decisions: The differing perspectives of trustors and trusted parties. Organizational Behavior and Human Decision Process, 94, 61–73.
March, J. G. (1982). The technology of foolishness. In J. G. March & J. P. Olsen (Eds.), Ambiguity and choice in organizations (pp. 69–81). Bergen, Norway: Universitetsforlaget.
Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20, 709–734.
McAllister, D. J. (1995). Affect- and cognition-based trust as foundations for interpersonal cooperation in organizations. Academy of Management Journal, 38, 24–59.
McCabe, K. A., Rigdon, M. L., & Smith, V. L. (2003). Positive reciprocity and intentions in trust games. Journal of Economic Behavior & Organization, 52, 267–275.
McEvily, B. (2011). Reorganizing the boundaries of trust: From discrete alternatives to hybrid forms. Organization Science, 22, 1266–1276.
McEvily, B., & Tortoriello, M. (2011). Measuring trust in organizational research: Review and recommendations. Journal of Trust Research, 1, 23–63.
McKnight, D. H., Choudhury, V., & Kacmar, C. J. (2002). Developing and validating trust measures for e-commerce customer: An integrative typology. Information Systems Research, 13, 334–359.
Möllering, G. (2006). Trust: Reason, routine, reflexivity. Oxford: Elsevier.
Möllering, G. (2013). Trust without knowledge? Comment on Hardin, “Government without trust.”. Journal of Trust Research, 3, 53–58.
Möllering, G. (2014). Trust, calculativeness, and relationships: A special issue 20 years after Williamson’s warning. Journal of Trust Research, 4, 1–21.
Moorman, C., & Miner, A. S. (1998). Organizational improvisation and organizational memory. Academy of Management Review, 23, 698–723.
Murnighan, J. K., Malhotra, D., & Weber, J. M. (2004). Paradoxes of trust: Empirical and theoretical departures from a traditional model. In R. M. Kramer & K. S. Cook (Eds.), Trust and distrust in organizations: Emerging perspectives, enduring questions (pp. 293–326). New York: Russell Sage.
Perrone, V. (2013). Sympathy for the devil? Reflections on the perils of institutionalizing trust research. Journal of Trust Research, 3, 155–171.
Pillutla, M. M., Malhotra, D., & Murninghan, J. K. (2003). Attributions of trust and calculus of reciprocity. Journal of Experimental Social Psychology, 39, 448–455.
Polanyi, M., & Prosch, H. (1975). Meaning. Chicago: The University of Chicago Press.
Poppo, L., Zhou, K. Z., & Ryu, S. (2008). Alternative origins to interorganizational trust An interdependence perspective on the shadow of the past and the shadow of the future. Organization Science, 19, 39–55.
Rousseau, D., Sitkin, S., Burt, R., & Camerer, C. (1998). Not so different after all: A cross discipline view of trust. Academy of Management Review, 23, 393–404.
Schoorman, F. D., Mayer, R. C., & Davis, J. H. (2007). An integrative model of organizational trust: Past, present and future. Academy of Management Review, 32, 344–354.
Sedikides, C., & Brewer, M. (Eds.). (2001). Individual self, relational self, and collective self. East Sussex, UK: Psychology Press.
Shore, L. M., Tetrick, L. E., Lynch, P., & Barksdale, K. (2006). Social and economic exchange: Construct development and validation. Journal of Applied Social Psychology, 36, 837–867.
Simmel, G. (1964). The sociology of Georg Simmel [K. H. Wolff, trans.]. New York: Free Press.
Suddaby, R., Bruton, G. D., & Si, S. X. (2015). Entrepreneurship through a qualitative lens: Insights on the construction and/or discovery of entrepreneurial opportunity. Journal of Business Venturing, 30, 1–10.
Uzzi, B. (1997). Social structure and competition in interfirm networks: The paradox of embeddedness. Administrative Science Quarterly, 42, 35–67.
Weber, J. M., Malhotra, D., & Murnighan, J. K. (2005). Normal acts of irrational trust: Motivated attributions and the trust development trust. Research in Organizational Behavior, 26, 75–101.
Whipple, J. M., Griffins, S. E., & Daugherty, P. J. (2013). Conceptualizations of trust: Can we trust them? Journal of Business Logistics, 34(2), 117–130. doi:10.1111/jbl.12014.
Williamson, O. E. (1993). Calculativeness, trust, and economic organization. The Journal of Law and Economics, 36, 453–486.
Zand, D. E. (1972). Trust and managerial problem solving. Administrative Science Quarterly, 17, 229–239.
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Springer International Publishing Switzerland
About this chapter
Cite this chapter
Li, P.P. (2015). Trust as a Leap of Hope for Transaction Value: A Two-Way Street Above and Beyond Trust Propensity and Expected Trustworthiness. In: Bornstein, B., Tomkins, A. (eds) Motivating Cooperation and Compliance with Authority. Nebraska Symposium on Motivation, vol 62. Springer, Cham. https://doi.org/10.1007/978-3-319-16151-8_3
Download citation
DOI: https://doi.org/10.1007/978-3-319-16151-8_3
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16150-1
Online ISBN: 978-3-319-16151-8
eBook Packages: Behavioral ScienceBehavioral Science and Psychology (R0)