It Takes Both Trust and Lack of Mistrust: The Workings of Cooperation and Relational Signaling in Contractual Relationships

By Siegwart Lindenberg. 2000

172 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/f2ef4994a537a15f7c84667f878ede9128feaf6d

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In Strategy and Management

Citations in the corpus

Microfoundations for Strategy: A Goal-Framing Perspective on the Drivers of Value Creation (2013, background): “, top-down), employees watch out for signals that reveal the goal-frame of the management (Lindenberg 2000; Takeuchi, Chen & Lepak, 2009).”
Creating a High-Trust Organization: An Exploration into Organizational Policies that Stimulate Interpersonal Trust Building (2008, unknown): “This, in turn, requires that the trustee wants to maintain a mutually rewarding relationship with the trustor (Hardin, 2002; Lindenberg, 2000).”
Prosocial Behavior, Solidarity, and Framing Processes (2006, background): “In fact, in an ongoing solidary (and surely also in a “modern” authority) relationship, prosocial behavior sends a “relational signal” to the other indicating that I, the sender, am in a normative frame and have solidarity in my mental model of our relationship (see Lindenberg, 2000).”
Integrating variable risk preferences, trust, and transaction cost economics – 25 years on: reflections in memory of Oliver Williamson (2021, background): “…Published online by Cambridge University Press trust and control are not independent, but rather mutually interdependent: to build trust, control structures are needed, and to develop control structures, trust is needed (Chaserant, 2003; Lindenberg, 2000; Vosselman and Van der Meer-Kooistra, 2009).”
Temporary Clusters and Knowledge Creation: The Effects of International Trade Fairs, Conventions and Other Professional Gatherings (2004, background): “Once relation-specific sunk costs20 are large enough, a qualitative change often takes place as the scope for opportunistic behaviour (Williamson 1975) becomes negligible and firms start acting as if they trust each other (e.g. Ben-Porath 1980, Lorenz 1999, Lindenberg 2000).”
Building interpersonal trust within organizations: a relational signalling perspective (2007, background): “Moreover, Lindenberg (1998, 2000, 2003) claims that individuals are sensitive to the frames of those around them: there is ‘‘frame resonance’’.”