Trust Over Time in Exchange Relationships: Meta-Analysis and Theory

Strategic Management Journal, Forthcoming

25 Pages Posted: 17 Dec 2009 Last revised: 22 May 2014

See all articles by Bart Vanneste

Bart Vanneste

University College London

Phanish Puranam

INSEAD

Tobias Kretschmer

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management); Centre for Economic Policy Research (CEPR)

Date Written: 2013

Abstract

A common premise in prior research is that trust increases over time in relationships. Through a meta-analysis of 39 studies, we find that the bivariate correlation between trust and relationship duration (i) is on average, positive and small and (ii) varies significantly across studies indicating the presences of unobserved moderators. We therefore build a theoretical framework to specify four different mechanisms – initial bias correction, change in relationship value, identification, and trust-based selection – that may affect the development of trust. We then argue that the relative strength of these mechanisms should influence whether trust increases, remains constant, or decreases over time.

Keywords: trust, relationship duration, repeated interactions, trustworthiness, interorganizational relationships, intraorganizational relationships

Suggested Citation

Vanneste, Bart and Puranam, Phanish and Kretschmer, Tobias, Trust Over Time in Exchange Relationships: Meta-Analysis and Theory (2013). Strategic Management Journal, Forthcoming, Available at SSRN: https://ssrn.com/abstract=1523209 or http://dx.doi.org/10.2139/ssrn.1523209

Bart Vanneste (Contact Author)

University College London ( email )

Gower Street
London, WC1E 6BT
United Kingdom

Phanish Puranam

INSEAD ( email )

1 Ayer Rajah Avenue
Singapore, 138676
Singapore

HOME PAGE: http://www.insead.edu/facultyresearch/faculty/profiles/ppuranam/

Tobias Kretschmer

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) ( email )

Kaulbachstr. 45
Munich, DE 80539
Germany

Centre for Economic Policy Research (CEPR) ( email )

London
United Kingdom

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