组织间信任:收益机制、情境限制及调节策略

在以往研究中，人们通常接受这样的假定：组织间信任必然会给组织与外部的交易带来正向收益。然而，组织间信任对交易收益也可能会产生组织不希望出现的负面影响。为此，我们重新审视了这一假说并发展了更为全面的理论框架来解释这一内部机制。首先，文章探讨组织间信任的内涵要素，进而分析组织间信任中计算性成分与非计算性成分的不同组合对交易收益的作用机制，从逻辑上推演出组织间信任与交易收益之间存在一种倒U型的关系；其次，提出两个重要的情境因素即信任的非对称性和环境的不确定性，讨论它们分别对上述倒U型关系的负向调节作用；再者，提出一组能够应对不同情境限制而同时仍然可增进或保持有益交易结果的调节策略；最后，讨论本研究的启示和未来研究可能的方向。

Benefiting mechanisms, situational constraints and managing tactics of inter-organizational trust

A dominant assumption in prior literature posits that inter-organizational trust always positively contributes to the transactions between focal organization and outsiders. However, it is worth noting that inter-organizational trust may produce undesired negative effects on transaction benefits. In this paper, we revisit this assumption and develop a more comprehensive theoretical framework to establish the underlying mechanisms. We first discuss the connotation of inter-organizational trust, analyze the effect of different combinations of calculative and non-calculative components in the impacts of inter-organizational trust on transaction benefits, and logically deduce an inverted U-shaped relationship between inter-organizational trust and transaction benefits. Then, we propose two important situational factors for inter-organizational trust, namely the asymmetry of trust and the uncertainty of environment, and discuss their moderating effects on such an inverted U-shaped relationship. Next, we propose a set of managing tactics under different situational constraints. Finally, we discuss the implications of this study and the direction for future research.