reciprocity norms and strategic information sharing. Hypotheses are tested on a sample of 164 account managers who sell financial …

. Implications for research on facial characteristics, trust, and relationship theories are discussed. …

. We hypothesize that perceptions based trust and perceptions of the structural environment individuals operate in affect …, we consider the effects of the amount of trust as well as the change in the amount of trust one individual puts in …

trust can be viable in markets. The emergence and breakdown of trust is modeled in a context of multiple buyers and … suppliers. Agents adapt their trust in a partner, the weight they attach to trust relative to profitability, and their own … trustworthiness, modeled as a threshold of defection. Adaptation occurs on the basis of realized profit. Trust turns out to be viable …

incorporates learning and trust. The paper identifies two kinds of relational risk: hold-up and spillover. For the governance of … relations, i.e. the control of relational risk, it develops a box of instruments which includes trust, next to instruments …

designs do not suffice in attenuating opportunism and have to be complemented by trust building. Drawing on insights from … by a principle of enlightened self-interest, trust is built via mutual relational signalling. Partners voluntarily and … design embedded in an institutional environment and atmosphere is a necessary flank for a trust building process to work …

the development of intra-organisational 'trust'. The potential for mutually complementary linkages between the two are … clear, in theory at least: partnership, as defined here, should produce, nurture and enhance levels of interpersonal trust … inside organisations, while in turn trust, as defined here, legitimates and helps reinforce an organisation's 'partnership …

In this article, we discuss the evolution of trust, distrust, and formal coordination and control in … interorganizational relationships. We suggest that the degrees to which managers trust and distrust their partners during initial stages … derives from the impact of trust and distrust on: (1) formal coordination and control; (2) interorganizational performance …