Skip to main content
SpringerLink
Log in

Trust Management

  • Chapter
  • First Online:
Handbuch Strategisches Personalmanagement

  • 74k Accesses

Abstract

This chapter presents interpersonal trust within organizations from an economic perspective. From the literature review we present this chapter with theoretical and exploratory character that searches to analyze the role of trust in management performance. The article proposes analytical models to better understand the relationship between trust and organizational performance in order to evaluate possible constructs. Throughout the discussion about a definition of trust in the economic perspective followed by an approach on the relationship between trust and control, we present critical situations where trust relationships are relevant to organizational performance. Regarding to that, we present the results of our empirical research on trust within business organizations and discuss the consequences of different managerial styles considering high and low trust environments. By the end of it, we present some critical situations that illustrate the benefits of trustmanagement followed by our final considerations, conclusions, and suggestions to future research on the theme.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 139.00
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Adler, P. (2001). Market, hierarchy, and trust: the knowledge economy and the future of capitalism. Organizational Science, 12(2), 215–234.

    Article  Google Scholar 

  • Aoki, M. (1988). Information, Incentives, and Bargaining in the Japanese Economy. New York.

    Book  Google Scholar 

  • Arrow, K. (1974). The Limits of Organization. New York.

    Google Scholar 

  • Audretsch, D., & Thurik, A. (2001), What’s new about the new economy? Sources of growth in the managed and entrepreneurial economies (working paper), Institute for Development Strategies (IDS): Indiana University Trustees, January.

    Google Scholar 

  • Beckert, J., Metzner, A., & Roehl, H. (1998). Vertrauenserosion als organisatorische Gefahr und wie ihr zu begegnen ist. Organisationsentwicklung, 17, 56–66.

    Google Scholar 

  • Bradach, J., & Eccles, R. (1998). Price, authority and trust: from ideal types to plural forms. In G. Thompson, J. Frances, R. Levacic, & J. Mitchell (Eds.), Markets, Hierarchies & Networks – The Coordination of Social Life (pp. 277–292). London. (originally published in 1989, Annual Review of Sociology, 15, 97–118).

    Google Scholar 

  • Butter, F., & Mosch, R. (2003). Trade, Trust and Transaction Costs, Department of Economics, Vrije Universiteit Amsterdam, and Tinbergen Institute, Discussion Paper, Version 7, October 2003. http://papers.ssrn.com/sol3/papers.cfm?abstract_id=459501. Zugegriffen: 13.07.2004.

  • Castelfranchi, C., & Falcone, R. (2000). Trust and control: a dialectic link. Applied Artificial Intelligence, 14(8), 799–823.

    Article  Google Scholar 

  • Chiles, T., & McMackin, J. (1996). Integrating variable risk preference, trust and transaction cost economics. Academy of Management Review, 21(1), 72–99.

    Google Scholar 

  • Coleman, J. (1990). Foundations of Social Theory. Cambridge.

    Google Scholar 

  • Cotton, J., & Tuttle, J. (1986). Employee turnover: a meta-analysis and review with implications for research. Academy of Management Review, 11(1), 55–70.

    Google Scholar 

  • Dekker, D., Krackhardt, D., & Frances, P. (2002), Dynamic effects of trust and cognitive social structures on information transfer relationships (working paper), January. http://www.ers.erim.eur.nl. Zugegriffen: 17.02.2005.

  • Dirks, K., & Ferrin, D. (2001). The role of trust in organizational settings. Organization Science, 12(4), 450–467.

    Article  Google Scholar 

  • Dunn, J. (2000). Trust and political agency. In Gambetta, D. (Hrsg.), Trust: Making and Breaking Cooperative Relations. Electronic Edition, Department of Sociology, University of Oxford, pp. 73–93. http://www.sociology.ox.ac.uk/papers/dunn73-93.doc. Zugegriffen: 15.01.2005.

  • Gambetta, D. (2000). Can we trust trust? In Gambetta, D. (Hrsg.), Trust: Making and Breaking Cooperative Relations. Electronic Edition, Department of Sociology, University of Oxford, 213–237. http://www.sociology.ox.ac.uk/papers/Gambetta213-237.doc. Zugegriffen: 15.01.2005.

  • Hardin, R. (2002). Trust and Trustworthiness. New York.

    Google Scholar 

  • Keefer, P., & Knack, S. (2005). Social capital, social norms and the new institutional economics. In C. Ménard, & M. Shirley (Eds.), Handbook of New Institutional Economics (pp. 701–726). New York.

    Chapter  Google Scholar 

  • Lane, C., & Bachmann, R. (1998). Trust Within and Between Organizations – Conceptual Issues and Empirical Applications. Oxford.

    Google Scholar 

  • Legge, K. (1995). Human Resources Management – Rhetorics and Realities. London.

    Google Scholar 

  • Luhmann, N. (2000). Familiarity, confidence, trust: problems and alternatives. In Gambetta, D. (Hrsg.), Trust: Making and Breaking Cooperative Relations. Electronic Edition, Department of Sociology, University of Oxford, 94–107. http://www.sociology.ox.ac.uk/papers/luhmann94-107.doc. Zugegriffen: 15.01.2005.

  • Lui, S., & Ngo, H. (2004). The role of trust and contractual safeguards on cooperation in non-equity alliances. Journal of Management, 30(4), 471–485.

    Article  Google Scholar 

  • Morgan, R., & Hunt, S. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20–38.

    Article  Google Scholar 

  • Osterloh, M., & Frey, B. (2000). Motivation, knowledge transfer, and organizational forms. Organization Science, 11(5), 538–550.

    Article  Google Scholar 

  • Ouchi, W. (1980). Markets bureaucracies and clans. Administrative Science Quarterly, 25(1), 129–141.

    Article  Google Scholar 

  • Ring, P., & van de Ven, A. (1992). Structuring cooperative relationships between organizations. Strategic Management Journal, 13(7), 483–498.

    Article  Google Scholar 

  • Ripperger, T. (1998). Ökonomik des Vertauens. Tübingen.

    Google Scholar 

  • Robbins, S., & Coulter, M. (1999). Management (6th edn.). Upper Saddle River.

    Google Scholar 

  • Roberts, J. (2000). From know-how to show-how? Questioning the role of information and communication technologies in knowledge transfer. Technology Analysis and Strategic Management, 12(4), 429–443.

    Article  Google Scholar 

  • Rolland, N., & Chauvel, D. (2000). Knowledge transfer in strategic alliances. In C. Despres, & D. Chauvel (Eds.), Knowledge Horizons: The Present and the Promise of Knowledge Management (pp. 225–236). Boston.

    Chapter  Google Scholar 

  • Sako, M., & Helper, S. (1998). Determinants of trust in supplier relations: evidence from the automotive industry in japan and the united states. Journal of Economic Behavior & Organization, 34(3), 387–417.

    Article  Google Scholar 

  • Sutter, M., & Kocher, M. (2003). Age and the development of trust and reciprocity, Max Planck institute for research into economic systems Jena. University of Innsbruck.

    Google Scholar 

  • Van den Steen, E. (2003). On the origin and evolution of corporate culture (working paper). MIT-Sloan School of Management, Cambridge.

    Google Scholar 

  • Whitener, E., Brodt, S., Korsgaard, M., & Werner, J. (1998). Managers as initiators of trust: an exchange relationship framework for understanding managerial trustworthy behavior. Academy of Management Review, 23(3), 513–530.

    Google Scholar 

  • Wohland, G., Huther-Fries, J., Wiemeyer, M., & Wilmes, J. (2004). Vom Wissen zum Können – Merkmale dynamikrobuster Höchstleistung – eine empirische Studie auf systemtheoretischer Basis. Eschborn: Detecon und Diebold Consultants.

    Google Scholar 

  • Wolff, B. (1995). Contractual problems in market relations. In U. Bernitz, & P. Hallström (Eds.), Principles of Justice and the European Union (pp. 83–95). Juristförlaget.

    Google Scholar 

  • Wolff, B. (2000). Kalkül und Vertrauen. Zur Institutionalisierung von Moral in der Ökonomik, Manuskript zum Vortrag im Rahmen der Tagung „Vertrauen in Gesellschaft und Organisationen“. Tutzing.

    Google Scholar 

  • Zanini, M. (2007). Trust within Organizations of the New Economy – A Cross-Industrial Study. Wiesbaden.

    Google Scholar 

  • Zucker, L. (1986). Production of trust: institutional sources of economic structure. Research in Organizational Behavior, 8, 53–111.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. FGV-EBAPE, Praia de Botafogo, 190 / 5°-Andar-Sala 505, Rio de Janeiro, RJ, Brazil

    Marco Tulio Zanini

Authors
  1. Marco Tulio Zanini
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Marco Tulio Zanini .

Editor information

Editors and Affiliations

  1. Technische Universität Darmstadt, Hochschulstr. 1, Darmstadt, 64289, Germany

    Ruth Stock-Homburg

Rights and permissions

Reprints and permissions

Copyright information

© 2013 Springer Fachmedien Wiesbaden

About this chapter

Cite this chapter

Zanini, M.T. (2013). Trust Management. In: Stock-Homburg, R. (eds) Handbuch Strategisches Personalmanagement. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-00431-6_22

Download citation

  • DOI: https://doi.org/10.1007/978-3-658-00431-6_22

  • Published:

  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-00430-9

  • Online ISBN: 978-3-658-00431-6

  • eBook Packages: Business and Economics (German Language)

Publish with us

Policies and ethics

Search

Navigation