Boarding the Aircraft: Trust Development Amongst Negotiators of a Complex Merger
基于法航-荷航并购首席谈判代表的深度访谈，研究信任在个人、过程和结果三个领域的发展，分析信任不对称及信任与不信任共存现象。
Abstract We explore trust development in the context of an international merger negotiation. Based on in‐depth interviews with chief negotiators of the A ir F rance– KLM merger, we contribute to existing theory by showing that trust develops in three interrelated domains: personal, process, and outcome. Progressively, trust develops in all domains on the basis of antecedents that differ between phases and domains. Distinguishing between different domains facilitates analysis of trust asymmetry and the coexistence of trust and distrust, as well as the influence of trust in interorganizational relationships.