Article1999

The Structure of Optimal Trust: Moral and Strategic Implications

Andrew C. Wicks · Shawn L. Berman · Thomas M. Jones

791 citations0/0 files storedAcademy of Management Review

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Ethics in Business and Education Customer Service Quality and Loyalty Corporate Social Responsibility Reporting

Abstract

In this article we discuss trust in ethics and management as a qualified and conditional good, arguing that researchers should focus on optimal trust—a mixture of trust and distrust appropriate in most contexts, including business. Trust is an important part of strategic choice, and managers who develop optimal trust in relationships with stakeholders will improve firm performance. We offer a definition of optimal trust, develop propositions based on the definition, and include indicators managers might use to assess whether trust is optimal in relationships with various stakeholders.

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References

1991Firm Resources and Sustained Competitive Advantage 2004Firm resources and sustained competitive advantage 1985Economic Action and Social Structure: The Problem of Embeddedness 1981The Evolution of Cooperation 1995An Integrative Model Of Organizational Trust 1987The Economic Institutions of Capitalism 1986Research in Organizational Behavior.1969The social psychology of organizing

Cited by

2001Market, Hierarchy, and Trust: The Knowledge Economy and the Future of Capitalism 2006Models of Interpersonal Trust Development: Theoretical Approaches, Empirical Evidence, and Future Directions 2000A Multidisciplinary Analysis of the Nature, Meaning, and Measurement of Trust 2000Salient Value Similarity, Social Trust, and Risk/Benefit Perception 2002Online trust: a stakeholder perspective, concepts, implications, and future directions 2002The Effects of Contracts on Interpersonal Trust 2005

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