Trust and commitment formation

Yamagishi, Toshio; Yamagishi, Midori; Takahashi, Nobuyuki; Hayashi, Nakao; Watabe, Motoki

doi:10.2130/jjesp.35.23

Cited by 15 publications

(9 citation statements)

References 23 publications

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“…In other words, by engaging with known parties, one's beliefs about future reciprocal gains are less unknown and more predictable. In this regard, this study supports the notion that uncertain situations or outcomes will necessitate interactions with trusted, close individuals, thereby promoting the establishment of commitment relationships (Kollock, 1994;Yamagishi, Cook, et al, 1998;Yamagishi et al, 1996Yamagishi et al, , 1995. On the other hand, we do not observe a robust indirect effect of trust regarding nepotism/cronyism.…”

Section: Discussionsupporting

confidence: 86%

“…Likewise, in business interactions, it is difficult to accurately assess the quality of a potential hire or business partner until after employment or business ventures. Indeed, studies that manipulated and induced greater uncertainty likewise led to greater formation of commitment relationships (Kollock, 1994;Yamagishi, Cook, & Watabe, 1998;Yamagishi, Watabe, Hayashi, Takahashi, & Yamagishi, 1996;Yamagishi, Yamagishi, Takahashi, Hayashi, & Watabe, 1995). Thus, resorting to favoritism and opting to interact with familiar others may be a form of selfprotectionism by which one reduces or avoids the ambiguity associated with unknown others.…”

Section: Uncertainty Avoidancementioning

confidence: 99%

“…Indeed, uncertainty avoidant cultures are documented as exhibiting high anxiety (Hofstede et al, 2010) and take preventative measures via rules and bureaucratic norms to avoid uncertain futures. Thus, societies high in uncertainty avoidance may seek to interact with trusted individuals in an attempt to safeguard oneself from uncertain outcomes, thereby further perpetuating the establishment of commitment relationships (Kollock, 1994;Yamagishi, Cook, et al, 1998;Yamagishi et al, 1996Yamagishi et al, , 1995 and capitalizing on beliefs of expected reciprocity from the other party (Everett et al, 2015). Lastly, because high power distance and paternalism rely on personal loyalty (Husted, 1999;Khatri & Tsang, 2003), these cultures may exhibit greater distrust of others.…”

Section: Trustmentioning

confidence: 99%

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Cultural Dimensions as Correlates of Favoritism and the Mediating Role of Trust

Im¹,

Chen²

2019

Preprint

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Purpose: This study sought to examine the relation of cultural practices and values with favoritism and nepotism/cronyism. Additionally, this study’s purpose was also to examine how trust mediates the relation between culture and favoritism. Design/Methodology/Approach: Correlations were used for exploratory investigation into the bivariate relations between culture and favoritism and nepotism/cronyism across 97 cultures. Hierarchical linear regression analyses were then conducted to examine the cultural correlates of favoritism and nepotism/cronyism holding all other variables constant. Lastly, partial least squares structural equation modeling was used to examine the mediating role of societal levels of trust. Findings: Bivariate correlations show that collectivism, familism, uncertainty avoidance, and power distance are positive correlates of both favoritism and nepotism/cronyism. Institutional collectivism, future orientation, and trust, on the other hand, were negative correlates of favoritism and nepotism/cronyism. Uncertainty avoidance and trust were key correlates of favoritism while familism and future orientation were key correlates of nepotism/cronyism. Trust fully mediated the relation between culture and favoritism but did not mediate the relation between culture and nepotism/cronyism. Originality/Value: This study adds to the current body of literature on culture and favoritism. Notably, the findings regarding different key cultural correlates with respect to favoritism and nepotism/cronyism provide valuable implications for expanding our understanding of the psychological and social nuances of favoritism. Specifically, favoritism in transactions and interactions with those not bound by social commitment relationships may be explained by beliefs while interactions with those with social relationships (e.g., family and friends) may be explained by preferences.

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Section: Discussionsupporting

confidence: 86%

Section: Uncertainty Avoidancementioning

confidence: 99%

Section: Trustmentioning

confidence: 99%

See 1 more Smart Citation

Cultural Dimensions as Correlates of Favoritism and the Mediating Role of Trust

Im¹,

Chen²

2019

Preprint

View full text Add to dashboard Cite

show abstract

“…Likewise, in business interactions, it is difficult to accurately assess the quality of a potential hire or business partner until after employment or business ventures. Indeed, studies that manipulated and induced greater uncertainty likewise led to greater formation of commitment relationships (Kollock, 1994;Yamagishi et al, 1998aYamagishi et al, ,b, 1996Yamagishi et al, , 1995. Thus, resorting to favoritism and opting to interact with familiar others may be a form of self-protectionism by which one reduces or avoids the ambiguity associated with unknown others.…”

Section: Uncertainty Avoidancementioning

confidence: 99%

Cultural dimensions as correlates of favoritism and the mediating role of trust

Chen

2020

CCSM

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PurposeThis study sought to examine the relation of cultural practices and values with favoritism and nepotism/cronyism. Additionally, this study's purpose was also to examine how trust mediates the relation between culture and favoritism.Design/methodology/approachCorrelations were used for exploratory investigation into the bivariate relations between culture and favoritism and nepotism/cronyism across 97 cultures. Hierarchical linear regression analyses were then conducted to examine the cultural correlates of favoritism and nepotism/cronyism holding all other variables constant. Lastly, partial least squares structural equation modeling was used to examine the mediating role of societal levels of trust.FindingsBivariate correlations showed that collectivism, familism, uncertainty avoidance, and power distance are positive correlates of both favoritism and nepotism/cronyism. Institutional collectivism, future orientation and trust, on the other hand, were negative correlates of favoritism and nepotism/cronyism. Uncertainty avoidance and trust were key correlates of favoritism while familism and future orientation were key correlates of nepotism/cronyism. Trust fully mediated the relation between culture and favoritism but did not mediate the relation between culture and nepotism/cronyism.Originality/valueThis study adds to the current body of literature on culture and favoritism. Notably, the findings regarding different key cultural correlates with respect to favoritism and nepotism/cronyism provide valuable implications for expanding our understanding of the psychological and social nuances of favoritism. Specifically, favoritism in transactions and interactions with those not bound by social commitment relationships may be explained by beliefs while interactions with those with social relationships (e.g., family and friends) may be explained by preferences.

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“…To understand these two underlying bases, it is important to distinguish trust and assurance. Yamagishi and his colleagues argued that, in contrast to trust, which is based on knowledge about personal characteristics, ‘assurance’ is based on knowledge about the incentive structure (Yamagishi & Yamagishi, 1994; Yamagishi, Yamagishi, Takahashi, Hayashi, & Watabe, 1995).…”

Section: Reconceptualizing Guan and XImentioning

confidence: 99%

Reconceptualizing and Redirecting Research on Guanxi: ‘Guan-Xi’ Interaction to Form a Multicolored Chinese Knot

Zhou

et al. 2019

Manag. Organ. Rev.

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Guanxiis one of the most popular topics in Chinese and Western scholarship concerning social ties in China. However, several problems in research onguanxipersist, and multiple debates are still ongoing without much consensus in sight. This study has two goals. First, we offer a systematic review of the current literature onguanxi, especially by differentiatingguandyads fromxinetworks. This reconceptualization ofguanxienables us to clarify the concept ofguanxiby differentiating its two dimensions. Second, based on this literature review, we propose a redirection of future research onguanxisuch thatguandyads andxinetworks are not examined in isolation; rather, their holistic and dynamic interaction is the most fruitful avenue for future research, especially the four mechanisms of their interaction. The proposed reconceptualization and redirection are our two contributions to the literature.

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Trust and commitment formation

Cited by 15 publications

References 23 publications

Cultural Dimensions as Correlates of Favoritism and the Mediating Role of Trust

Cultural Dimensions as Correlates of Favoritism and the Mediating Role of Trust

Cultural dimensions as correlates of favoritism and the mediating role of trust

Reconceptualizing and Redirecting Research on Guanxi: ‘Guan-Xi’ Interaction to Form a Multicolored Chinese Knot

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