Economic Incentives or Communication: How Different Are their Effects on Trust
Journal Title: BAR: Brazilian Administration Review - Year 2016, Vol 13, Issue 3
Abstract
This study investigates the effects of economic incentives and communication on the cognitive and behavioral responses after an alleged trust violation. We argue that these responses depend on the type of solution used to foster cooperation between agents. On the cognitive level, we compare the effects that structural (economic incentives) and motivational (communication) solutions exert on trusting beliefs and trusting intentions after an adverse event. On the behavioral level, we compare these effects on the willingness to bear risk. Our experiment shows that, after a negative event, relationships wherein communication is used to foster cooperation are associated to greater external causal attribution, greater perceived benevolence/integrity, and greater willingness to reconcile and to accept risks related to other's behavior. These findings suggest that relationships based on motivational solutions are more resilient to negative events than ones based on structural solutions.
Authors and Affiliations
Iwai, Tatiana; Azevedo, Paulo Furquim de
Keywords
Related Articles
- EP ID EP40627
- DOI -
- Views 220
- Downloads 0
The Influence of Coordination Mechanisms on New Product Development in MNC Subsidiaries
This paper investigates the relationship between [MNC] coordination mechanisms and subsidiary new product development [NPD] activities. We focus on two essentially different coordination mechanisms, internal markets an...
Do Organizational Incentives Spur Innovation?
To date, we have only partially begun to develop an understanding of the channels through which innovation is facilitated within organizations. Although talented individuals are pivotal to supporting knowledge accumulat...
The Motivation to Participate in Citizen-Sourcing and Hackathons in the Public Sector
Key challenges of how citizens can be motivated to participate in citizen-sourcing initiatives remain unaddressed. In this paper, we identified the influence of eight motivation variables in the number of participations...
Profiling the Buzz Agent: Product Referral and the Study of Social Community and Brand Attachment
The buzz agent is any consumer perceived by others as a source of product referral. Previous literature in word of mouth (WOM) has looked into characteristics of individuals who successfully persuade others to choose a...
Loyalty in the Supermarket
Loyalty has been a hot topic in marketing management, not only for academics, but also for managers. In that sense, the main goal of this paper is to identify the variables that discriminate loyalty groups. Therefore, s...