The Role of Contract Framing in the Emergence of Trust: Evidence from Franchise Contract Experiment

@article{Bertrandias2010TheRO,
  title={The Role of Contract Framing in the Emergence of Trust: Evidence from Franchise Contract Experiment},
  author={Laurent Bertrandias and M. Fr{\'e}chet and Fabrice Lumineau},
  journal={Cognitive Social Science eJournal},
  year={2010}
}
Contracts and trust are both seen as important aspects of successful collaboration between trading partners. However, the interplay between these two dimensions remains poorly understood. In this paper, we draw upon a framing-based perspective to study the influence of the nature of the contractual design on the level of trust. We suggest that the type of contract framing plays a key role in shaping the development of trust. Our empirical analysis uses a quasi-experiment to compare promotion… Expand