Abstract
Few interpersonal relationships endure without one party violating the other's expectations. Thus, not only is the ability to build trust and maintain cooperative interactions critical, but so is the ability to restore cooperation after a breach. This paper uses two laboratory experiments to investigate the timing of a trust breach that interrupts a string of cooperative choices in an iterated prisoners' dilemma. A programmed counterpart defected twice - at the start of the interaction or after 5 or after 10 trials, or not at all. The findings indicate that "getting off on the wrong foot" has devastating long-run consequences and that later trust breaches, although planting a seed of distrust, can be overcome, often fairly quickly. Thus, there is hope combined with costs after a trust breach.
Original language | English (US) |
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Title of host publication | Academy of Management 2006 Annual Meeting |
Subtitle of host publication | Knowledge, Action and the Public Concern, AOM 2006 |
State | Published - Dec 1 2006 |
Event | 66th Annual Meeting of the Academy of Management, AOM 2006 - Atlanta, GA, United States Duration: Aug 11 2006 → Aug 16 2006 |
Other
Other | 66th Annual Meeting of the Academy of Management, AOM 2006 |
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Country/Territory | United States |
City | Atlanta, GA |
Period | 8/11/06 → 8/16/06 |
Keywords
- Trust
- Trust repair
ASJC Scopus subject areas
- Management Information Systems
- Management of Technology and Innovation