A Sociocognitive View of Repeated Interfirm Exchanges: How the Coevolution of Trust and Learning Impacts Subsequent Contracts
References
- Anonymous (2015a) Chief executive officer (CEO), clothing company. Phone interview, January 29.Google Scholar
- Anonymous (2015b) Chief executive officer (CEO), print imaging supply company. Phone interview, January 26.Google Scholar
- (2007) A Faustian bargain? The growth of management and its relationship with related disciplines. Acad. Management J. 50(6):1304–1322.Crossref, Google Scholar
- (1978) Organizational Learning: A Theory of Acton Perspective (Addison-Wesley, Reading, MA).Google Scholar
- (2015) Assistant vice president of area sales, cleaning and sanitation solution company. In-person interview, February 1.Google Scholar
- (1989) Markets versus hierarchies: From ideal types to plural forms. Annual Rev. Sociol. 15(1):97–118.Crossref, Google Scholar
- (2006) Trust, transaction cost economics and mechanisms. Bachman R, Zaheer A, eds. Handbook of Trust Research (Edward Elgar, Cheltenham, UK), 124–143.Google Scholar
- (1993) Interpersonal expectations, expectancy violations, and emotional communication. J. Language Soc. Psych. 12(1–2):30–48.Crossref, Google Scholar
- (1984) A behavioral decision theory approach to modeling dyadic trust in superiors and subordinates. Psych. Rep. 55(1):19–28.Crossref, Google Scholar
- (2004) The effect of repeated interaction on contract choice: Evidence from offshore drilling. J. Law, Econom., Organ. 20(1):230–260.Crossref, Google Scholar
- (1999) An organizational learning framework: From intuition to institution. Acad. Management Rev. 24(3):522–537.Crossref, Google Scholar
- (1999) The effects of mood on individuals’ use of structured decision protocols. Organ. Sci. 10(2):181–198.Link, Google Scholar
- (1998) On being happy and mistaken: Mood effects on the fundamental attribution error. J. Personality Soc. Psych. 75(3):318–331.Crossref, Google Scholar
- (1977) Attributional egocentrism following performance of a competitive task. J. Soc. Psych. 102(2):215–222.Crossref, Google Scholar
- (2001) Bounded rationality in the economics of organization: Present use and (some) future possibilities. J. Management Governance 5(3):401–425.Crossref, Google Scholar
- (2016) Moving opportunism to the back seat: Bounded rationality, costly conflict, and hierarchical forms. Acad. Management Rev. 41(1):61–79.Crossref, Google Scholar
- (2005) Regulatory focus at the bargaining table: Promoting distributive and integrative success. Personality Soc. Psych. Bull. 31(8):1087–1098.Crossref, Google Scholar
- (1996) Bad for practice: A critique of transaction cost theory. Acad. Management Rev. 21(1):13–47.Crossref, Google Scholar
- (1985) Economic action and social structure: The problem of embeddedness. Amer. J. Sociol. 91(3):481–510.Crossref, Google Scholar
- (2005) Individual differences in two emotional regulation processes: Implications for affect, relationships, and well-being. J. Personality Soc. Psych. 85(2):348–362.Crossref, Google Scholar
- (1995) Does familiarity breed trust? The implications of repeated ties for contractual choice in alliances. Acad. Management J. 38(1):85–112.Crossref, Google Scholar
- (1958) The Psychology of Interpersonal Relations (Lawrence Erlbaum Associates, Hillsdale, NJ).Crossref, Google Scholar
- (1998) Promotion and prevention: Regulatory focus as a motivational principle. Zanna MP, ed. Advances in Experimental Social Psychology, Vol. 30 (Academic Press, New York), 1–46.Crossref, Google Scholar
- (1997) Emotional responses to goal attainment: Strength of regulatory focus as moderator. J. Personality Soc. Psych. 72(3):515–525.Crossref, Google Scholar
- (1998) The nature, antecedents, and consequences of joint venture trust. J. Internat. Management 4(1):1–20.Crossref, Google Scholar
- (2004) Removing the shadow of suspicion: The effects of apology versus denial for repairing competence-versus integrity-based trust violations. J. Appl. Psych. 89(1):104–118.Crossref, Google Scholar
- (1988) Organizational learning. Annual Rev. Sociol. 14(1):319–340.Crossref, Google Scholar
- (1997) In search of the powerful self-fulfilling prophecy. J. Personality Soc. Psych. 72(4):791–809.Crossref, Google Scholar
- (2004) Learning to contract: Evidence from the personal computer industry. Organ. Sci. 15(4):394–410.Link, Google Scholar
- (2015) Unpacking contract capabilities: The role of framing in contractual governance. 2009 Organ. Sci. Winter Conf., INFORMS, February 6, Steamboat Springs, CO.Google Scholar
- (1995) An integrative model of organizational trust. Acad. Management Rev. 20(3):709–734.Crossref, Google Scholar
- (1992) Measuring causal attributions: The revised causal dimension scale (CDSII). Personality Soc. Psych. Bull. 18(5):566–573.Crossref, Google Scholar
- (1998) Initial trust formation in new organizational relationships. Acad. Management Rev. 23(3):473–490.Crossref, Google Scholar
- (1996) Trust, opportunism and governance: A process and control model. Organ. Stud. 17(6):985–1010.Crossref, Google Scholar
- (2002) Do formal contracts and relational governance function as substitutes or complements? Strategic Management J. 28(8):707–725.Crossref, Google Scholar
- (1995) Goals and framing: How outcome focus influences motivation and emotion. Personality Soc. Psych. Bull. 21(11):1151–1160.Crossref, Google Scholar
- (2009) Formal contracts in the presence of relational enforcement mechanisms: Evidence from technology development contracts. Management Sci. 55(6):906–925.Link, Google Scholar
- (2015) Director of food and beverage, luxury hotel property. Phone interview, January 25.Google Scholar
- (1992) Business on a handshake. Negotiation J. 8(4):365–377.Crossref, Google Scholar
- (1957) Models of Man: Social and Rational (John Wiley & Sons, New York).Google Scholar
- (1999) Interpersonal processes: The interplay of cognitive, motivational, and behavioral activities in social interaction. Annual Rev. Psych. 50(1):273–303.Crossref, Google Scholar
- (1983) The justification of organizational performance. Admin. Sci. Quart. 28(4):582–600.Crossref, Google Scholar
- (2009) The role of causal attribution dimensions in trust repair. Acad. Management Rev. 34(1):85–104.Crossref, Google Scholar
- (2010) Repeated interaction and contractual detail: Examining the learning effect. Organ. Sci. 21(1):186–201.Link, Google Scholar
- (1960) On the failure to eliminate hypotheses in a conceptual task. Quart. J. Experiment. Psych. 12(3):129–140.Crossref, Google Scholar
- (2011) Designing effective contracts: Exploring the influence of framing and expectations. Acad. Management Rev. 36(1):53–75.Crossref, Google Scholar
- (2011) An analysis of extendibility and early termination provisions: The importance of framing duration safeguards. Acad. Management J. 54(1):182–202.Crossref, Google Scholar
- (1985) An attributional theory of achievement motivation and emotion. Psych. Rev. 92(4):548–573.Crossref, Google Scholar
- (1987) An attributional analysis of excuse giving: Studies of a naive theory of emotion. J. Personality Soc. Psych. 52(2):316–324.Crossref, Google Scholar
- (1985) The Economic Institutions of Capitalism (Free Press, New York).Google Scholar
- (1998) Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. Organ. Sci. 9(2):141–159.Link, Google Scholar

