Revisiting Interorganizational Trust: Is More Always Better or Could More Be Worse?
研究了组织间信任的正负效应，发现信任与绩效呈倒U型关系，过度信任会损害绩效，且这种效应在买方高度依赖供应商或市场稳定时更显著。
This study conducts an investigation of interorganizational trust and its positive and negative effects. We consider how positive and negative effects operate differently under two types of uncertainties—buyer dependence and market instability. Trust is studied in the buyer–supplier relationship (BSR) context from the buyer’s perspective. The analysis is conducted based on survey data and secondary archival data from a sample of 133 BSRs. Results show that trust follows an inverted- U shape with performance. There is a point at which the negative effects of trust offset its benefits, and beyond that point, performance declines. The results also suggest that the positive and negative effects of trust become more pronounced when buyers are highly dependent on suppliers or when environmental uncertainty surrounding buyers is low. Trust’s negative effects are more severe for those buyers that are highly dependent and operate in stable markets.