Trust and Collaboration in the Aftermath of Conflict : the Effects of Contract Structure

  title={Trust and Collaboration in the Aftermath of Conflict : the Effects of Contract Structure},
  author={Deepak Malhotra and Fabrice Lumineau},
Leveraging a longitudinal data set concerning 102 interfirm disputes, we evaluate the effects of contract structure on trust and on the likelihood of continued collaboration. We theoretically refine and empirically extend prior research by (1) distinguishing between the control and coordination functions of contracts, (2) separating goodwillbased and competence-based trust, and (3) evaluating the effects of contract structure on relational outcomes in the context of disputes. We find that… CONTINUE READING

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