Trust and Adaptation in Relational Contracting
探讨组织层面和人际层面的信任如何交互影响谈判者在关系契约中解决适应问题的动机，发现信任过多和过少同样有害，当两种信任都高或都低时，解决方案最偏离最优。
Trust, which occurs at the organizational and interpersonal levels, is generally believed to be important for the success ol interfirm relationships. We explore the effects of interaction between the two types of trust on negotiators' motivation to solve problems of adaptation in relational contracting. What we find is that too much trust is as bad as too little. Solutions are furthest from optimal when both organizational and interpersonal trust are high or both are low.