It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships

Donald L. Ferrin, Michelle C. Bligh and Jeffrey C. Kohles

Organizational Behavior and Human Decision Processes, 2008, vol. 107, issue 2, 161-178

Abstract: We present three spiral reinforcement models that describe how mutual perceptions of trustworthiness and/or mutual cooperation may develop in dyadic interpersonal and intergroup relationships: a perceived trustworthiness spiral model, a cooperation spiral model, and a perceived trustworthiness-cooperation spiral model that posits a relatively more complex spiraling between trustworthiness perceptions and cooperation. Actor-Partner Interdependence Model (Kashy & Kenny, 2000) analyses of data from two joint venture business simulations provided support for the spiral models in interpersonal and intergroup relationships. While all three models received some support, the perceived trustworthiness-cooperation spiral received the most consistent support, suggesting that trust perceptions play a crucial mediating role in the development of cooperation in both interpersonal and intergroup interactions. Overall, it does "take two to tango": the development of mutual trust and cooperation involves an intricate dance that spirals over time and is fundamentally affected by partners' initial moves.

Keywords: Trust; and; trustworthiness; Cooperation; Spiral; reinforcement; models; Interpersonal; and; intergroup; relationships; Actor-Partner; Interdependence; Model; (APIM) (search for similar items in EconPapers)
Date: 2008
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (25)

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