Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners

References

• Adams S. J., Dunnette M. D. The structure and dynamics of behavior in organizational boundary roles. Handbook of Industrial and Organizational Psychology (1976) (Rand McNally, Chicago, IL) 1175–1199Google Scholar
• Adler P. S., Goldoftas B., Levine D. I. Flexibility versus efficiency? A case study of model changeovers in the Toyota production system. Organ. Sci. (1999) 10(1):43–68Link, Google Scholar
• Aldrich H. E., Herker D. Boundary spanning roles and organization structure. Acad. Management Rev. (1977) 2(2):217–230Crossref, Google Scholar
• Anderson E., Weitz B. Determinants of continuity in conventional industrial channel dyads. Marketing Sci. (1989) 8(4):310–323Link, Google Scholar
• Anderson J. C., Narus J. A. A model of distributor firm and manufacturing firm working partnerships. J. Marketing (1990) 54(January):42–58Crossref, Google Scholar
• Anderson P. F., Chambers T. M. A reward/measurement model of organizational buying behavior. J. Marketing (1985) Spring49:7–23Crossref, Google Scholar
• Asanuma B. Manufacturer-supplier relationships in Japan and the concept of relation specific skill. J. Japanese and Internat. Econom. (1989) 30:1–30Crossref, Google Scholar
• Barber B.The Logic and Limits of Trust (1983) (Rutgers University Press, New Brunswick, NJ) Google Scholar
• Barley S. R. The alignment of technology and structure through roles and networks. Admin. Sci. Quart. (1990) 35:61–103Crossref, Google Scholar
• Baron R. M., Kenny D. A. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. J. Personality and Soc. Psych. (1986) 51(6):1173–1182Crossref, Google Scholar
• Berg J., Dickhaut J., McCabe K. Trust, reciprocity, and social history. Games and Econom. Behavior (1995) 10:122–142Crossref, Google Scholar
• Biddle B. J.Role Theory: Expectations: Identities and Behaviors (1979) (Academic Press, New York) Google Scholar
• Blau P. M.Exchange and Power in Social Life (1964) (John Wiley, New York) Google Scholar
• Brockner J., Siegel P. A., Daly J. P., Tyler T., Martin C. When trust matters: The moderating effect of outcome favorability. Admin. Sci. Quart. (1997) 42:558–583Crossref, Google Scholar
• Bromiley P., Cummings L. L., Bies R., Sheppard B., Lewicki R. Transaction costs in organizations with trust. Research on Negotiations in Organizations (1995) 5(JAI Press, Greenwich, CT) 219–247Google Scholar
• Butler J. K. Toward understanding and measuring conditions of trust: Evolution of a conditions of trust inventory. J. Management (1991) 17(3):643–663Crossref, Google Scholar
• Coleman J. S. Social capital in the creation of human capital. Amer. J. Sociology (1988) 94(Supplement):S95–Crossref, Google Scholar
• Coleman J. S.Foundations of Social Theory (1990) (The Belknap Press, Cambridge, MA) Google Scholar
• Conger J. A., Kanungo R. N. The empowerment process: Integrating theory into practice. Acad. Management Rev. (1988) 13:471–482Crossref, Google Scholar
• Crozier M., Friedberg E.L'acteur et le système. Les contraintes de l'action collective (1977) (Editions du Seuil, Paris, France) Google Scholar
• Cummings L. L., Bromiley P., Kramer R. M., Tyler T. R. The Organizational Trust Inventory (OTI). Development and validation. Trust in Organizations (1996) (Sage, Thousand Oaks, CA) 302–330Crossref, Google Scholar
• Currall S. C., Judge T. A. Measuring trust between organizational boundary role persons. Organ. Behavior and Human Decision Processes (1995) 64:151–170Crossref, Google Scholar
• Das T. K., Teng B. Between trust and control: Developing confidence in partner cooperation in alliance. Acad. Management Rev. (1998) 23(3):491–515Crossref, Google Scholar
• Das T. K., Teng B. Trust, control, and risk in strategic alliances: An integrated framework. Organ. Stud. (2001) 22(2):251–283Crossref, Google Scholar
• Dilman D. A.Mail and Telephone Surveys: The Total Design Method (1978) (Wiley, New York) Google Scholar
• Dirks K. T. Trust in leadership and team performance: Evidence from NCAA basketball. J. Appl. Psych. (2000) 85:1004–1012Crossref, Google Scholar
• Dyer J. H., Ouchi W. G. Japanese-style partnerships: Giving companies a competitive edge. Sloan Management Rev. (1993) Fall35:51–63Google Scholar
• Fisher R., Ury W.Getting to Yes: Negotiating an Agreement Without Giving in (1981) (Houghton Mifflin, Boston, MA) Google Scholar
• Fiske S. T., Taylor S. E.Social Cognition (1991) 2nd ed.(McGraw-Hill, Inc., New York) Crossref, Google Scholar
• Floyd S. W., Lane P. J. Strategizing throughout the organization: Managing role conflict in strategic renewal. Acad. Management Rev. (2000) 25(1):154–177Crossref, Google Scholar
• French J. R. P., Raven B., Cartwright D. The bases of social power. Studies in Social Power (1959) (University of Michigan, Institute of Social Research, Ann Arbor, MI) 150–167Google Scholar
• Friedman R. A., Podolny J. Differentiation of boundary spanning roles: Labor negotiations and implications for role conflict. Admin. Sci. Quart. (1992) 37(March):28–47Crossref, Google Scholar
• Fukuyama F.Trust: The Social Virtues and the Creation of Prosperity (1995) (Free Press, New York) Google Scholar
• Gabarro J. J., Athos A. G., Gabarro J. J. The development of trust, influence, and expectations. Interpersonal Behavior: Communication and Understanding in Relationships (1978) (Prentice-Hall, Englewood Cliffs, NJ) Google Scholar
• Ghoshal S., Moran P. Bad for practice: A critique of transaction cost theory. Acad. Management Rev. (1996) 21(1):13–47Crossref, Google Scholar
• Graen G., Dunnette M. D. Role making processes within complex organizations. Handbook of Industrial and Organizational Psychology (1976) (Rand McNally, Chicago, IL) 1201–1245Google Scholar
• Griffin R. W., Staw B., Cummings L. L. Toward an integrated theory of task design. Research in Organizational Behavior (1987) 9(JAI Press, Greenwich, CT) 79–120Google Scholar
• Griffin R. W., McMahan G. C., Greenberg J. Motivation through job design. Organizational Behavior. The State of the Science (1994) (Lawrence Erlbaum Associates, Hillsdale, NJ) 23–43Google Scholar
• Heide J. B., Miner A. S. The shadow of the future: Effects of anticipated interaction and frequency of contact on buyer-seller cooperation. Acad. Management J. (1992) 35(2):265–291Crossref, Google Scholar
• Ilgen D. R., Hollenbeck J. R., Dunette M., Hough L. The structure of work: Job design and roles. Handbook of Industrial and Organizational Psychology (1992) 2(Consulting Psychological Press, Palo Alto, CA) 165–207Google Scholar
• Jackson S. E., Schuler R. S. A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings. Organ. Behavior and Human Decision Processes (1985) 36:16–55Crossref, Google Scholar
• Jones E. E., Davis K. E., Berkowitz L. From acts to dispositions: The attribution process in person perception. Advances in Experimental Social Psychology (1965) 2(Academic Press, New York) Crossref, Google Scholar
• Jones E. E., Davis K. E., Gergen K. J. Role playing variations and their informational value for person perception. J. Abnormal and Soc. Psych. (1961) 63:302–310Crossref, Google Scholar
• Jones G. R. Transaction costs, property rights, and organizational culture: An exchange perspective. Admin. Sci. Quart. (1983) 28:454–467Crossref, Google Scholar
• Jöreskog K. G., Sörbom D.LISREL 8: User's Reference Guide (1996) (Scientific Software International, Chicago, IL) Google Scholar
• Kahn R. H., Wolfe D. M., Quinn R., Snoek D. J.Organizational Stress: Studies in Role Conflict and Ambiguity (1964) (Wiley, New York) Google Scholar
• Katz D., Kahn R. L.The Social Psychology of Organizations (1978) (Wiley & Sons, New York) Google Scholar
• Kohli A. Determinants of influence in organizational buying: A contingency approach. J. Marketing (1989) 53(July):50–65Crossref, Google Scholar
• Krackhardt D. Assessing the political landscape: Structure, cognition and power in organizations. Admin. Sci. Quart. (1990) 35(June):342–369Crossref, Google Scholar
• Lewicki R. J., Bunker B. B., Kramer R. M., Tyler T. R. Developing and maintaining trust in work relationship. Trust in Organizations (1996) (Sage, Thousand Oaks, CA) 114–139Crossref, Google Scholar
• Lewis J. D., Weigert A. J. Trust as a social reality. Soc. Forces (1985) 63(4):967–985Crossref, Google Scholar
• Macneil I. R.The New Social Contract (1980) (Yale University Press, New Haven, CT) Google Scholar
• Mayer R. C., Davis J. H., Schoorman F. D. An integrative model of organizational trust. Acad. Management Rev. (1995) 20(3):709–734Crossref, Google Scholar
• McKnight D. H., Cummings L. L., Chervany N. L. Initial trust formation in new organizational relationships. Acad. Management Rev. (1998) 23(3):473–490Crossref, Google Scholar
• Miner A. S. Idiosyncratic jobs in formalized organizations. Admin. Sci. Quart. (1987) 32:327–351Crossref, Google Scholar
• Moorman C., Deshpandé R., Zaltman G. Factors affecting trust in market research relationships. J. Marketing (1993) 57(January):81–101Crossref, Google Scholar
• Nunnally J.Psychometric Theory (1978) (McGraw Hill, New York) Google Scholar
• Ouchi W. G. Markets, bureaucracies, and clans. Admin. Sci. Quart. (1980) 25:121–141Crossref, Google Scholar
• Pfeffer J.Organizations and Organization Theory (1982) (Pitman, Boston, MA) Google Scholar
• Pfeffer J.Managing with Power. Politics and Influence in Organizations (1992) (Harvard Business School Press, Boston, MA) Google Scholar
• Polzer J. T., Nicholson N. Role Set. Encyclopedic Dictionary of Organizational Behavior (1995a) (Blackwell Publishers Inc., Cambridge, MA) 495–498Google Scholar
• Polzer J. T., Nicholson N. Role set. Encyclopedic Dictionary of Organizational Behavior (1995b) (Blackwell Publishers Inc., Cambridge, MA) 499–500Google Scholar
• Powell W. W., Kramer R. M., Tyler T. R. Trust-based forms of governance. Trust in Organizations. Frontiers of Theory and Research (1996) (Sage, Thousand Oaks, CA) 51–67Crossref, Google Scholar
• Pruitt D. G., Bazerman M. H., Lewicki R. J. Achieving integrative agreements. Negotiating in Organizations (1983) (Sage Publications, Beverly Hills, CA) 35–50Google Scholar
• Raiffa H.The Art and Science of Negotiation (1982) (Harvard University Press, Cambridge, MA) Google Scholar
• Rempel J. K., Holmes J. G., Zanna M. P. Trust in close relationships. J. Personality and Soc. Psych. (1985) 49:95–112Crossref, Google Scholar
• Ring P. S., Van de Ven A. H. Developmental processes of cooperative interorganizational relationships. Acad. Management Rev. (1994) 19(1):90–118Crossref, Google Scholar
• Rizzo J. R., House R. J., Lirtzman S. I. Role conflict and ambiguity in complex organizations. Admin. Sci. Quart. (1970) 15:150–163Crossref, Google Scholar
• Robinson S. L. Trust and breach of the psychological contract. Admin. Sci. Quart. (1996) 41:574–599Crossref, Google Scholar
• Rousseau D. M., Sitkin S. B., Burt R. S., Camerer C. Not so different after all: A cross-discipline view of trust. Acad. Management Rev. (1998) 23(3):393–404Crossref, Google Scholar
• Seligman A. B.The Problem of Trust (1997) (Princeton University Press, Princeton, NJ) Crossref, Google Scholar
• Shapiro S. P. The social control of impersonal trust. Amer. J. Sociology (1987) 93(3):623–658Crossref, Google Scholar
• Spekman R. E. Influence and information: An exploratory investigation of the boundary role person's basis of power. Acad. Management J. (1979) 22:104–117Crossref, Google Scholar
• Strauss G. Tactics of lateral relationship: The purchasing agent. Admin. Sci. Quart. (1962) 7(2):161–186Crossref, Google Scholar
• Thompson J. D.Organizations in Action (1967) (McGraw-Hill, New York) Google Scholar
• Tsui A. S., Ashford S. J., Clair L. St., Xin K. R. Dealing with discrepant expectations: Response strategies and managerial effectiveness. Acad. Management J. (1995) 38:1515–1543Crossref, Google Scholar
• Van den Bos K., Wilke H. A. M., Lind E. A. When do we need procedural fairness? The role of trust in authority. J. Personality and Soc. Psych. (1998) 75:1449–1458Crossref, Google Scholar
• Van Maanen J., Schein E. H., Staw B. M. Toward a theory of organizational socialization. Research in Organizational Behavior (1979) 1(JAI Press, Greenwich, CT) 209–264Google Scholar
• Walton R. E., Cutcher-Gershenfeld J. E., McKersie R. B.Strategic Negotiations (1994) (Harvard Business School Press, Boston, MA) Google Scholar
• Welbourne T. M., Johnson D. E., Erez A. The role-based performance scale: Validity analysis of a theory-based measure. Acad. Management J. (1998) 41:540–555Crossref, Google Scholar
• Wilkins A. L., Ouchi W. G. Efficient cultures: Exploring the relationship between culture and organizational performance. Admin. Sci. Quart. (1983) 28:468–481Crossref, Google Scholar
• Williams M. In whom we trust: Group membership as an affective context for trust development. Acad. Management Rev. (2001) 26:377–396Crossref, Google Scholar
• Williamson O. E.Markets and Hierarchies (1975) (The Free Press, New York) Google Scholar
• Williamson O. E.The Economic Institutions of Capitalism. Firms, Markets, Relational Contracting (1985) (The Free Press, New York) Google Scholar
• Zaheer A., McEvily B., Perrone V. Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. Organ. Sci. (1998) 9(2):141–159Link, Google Scholar
• Zammuto R. F., O'Connor E. J. Gaining advanced manufacturing technologies benefits: The roles of organizational design and culture. Acad. Management Rev. (1992) 17(4):701–728Crossref, Google Scholar
• Zand D. E. Trust and managerial problem solving. Admin. Sci. Quart. (1972) 17:229–239Crossref, Google Scholar
• Zucker L. G., Staw B. M., Cummings L. L. Production of trust: Institutional sources of economic structure, 1840–1920. Research in Organizational Behavior (1986) 8(JAI Press, Inc., Greenwich, CT) 53–111Google Scholar