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- catalog abstract "This paper presents a new, motivated attributions model of trust development. The model builds on two simple insights: the parties in a potentially trusting relationship are likely to view their interaction differently and their attributions of each other's behavior will be self-servingly motivated. These interpersonal asymmetrie help to explain why trustors, contrary to the prescriptions of the dominant, rational choice approach, may engage in precipitous acts of trust and when and why these acts, rather than being irrational and ineffective, can be crucial to trust development. The paper explores the consequences of these insights for interpersonal interactions and discusses the potential for extensions to interorganizational interactions.".
- catalog contributor b13134466.
- catalog contributor b13134467.
- catalog contributor b13134468.
- catalog contributor b13134469.
- catalog created "[c2003].".
- catalog date "2003".
- catalog date "[c2003].".
- catalog dateCopyrighted "[c2003].".
- catalog description "Includes bibliographical references.".
- catalog description "This paper presents a new, motivated attributions model of trust development. The model builds on two simple insights: the parties in a potentially trusting relationship are likely to view their interaction differently and their attributions of each other's behavior will be self-servingly motivated. These interpersonal asymmetrie help to explain why trustors, contrary to the prescriptions of the dominant, rational choice approach, may engage in precipitous acts of trust and when and why these acts, rather than being irrational and ineffective, can be crucial to trust development. The paper explores the consequences of these insights for interpersonal interactions and discusses the potential for extensions to interorganizational interactions.".
- catalog extent "34 p. :".
- catalog isPartOf "Working paper (Harvard Business School. Division of Research) ; 04-004.".
- catalog isPartOf "Working paper / Division of Research, Harvard Business School ; 04-004".
- catalog issued "2003".
- catalog issued "[c2003].".
- catalog language "eng".
- catalog publisher "[Boston] : Division of Research, Harvard Business School,".
- catalog title "Normal acts of irrational trust, motivated attributions, and the trust development process / J. Mark Weber, Deepak Malhotra, J. Keith Murnighan.".
- catalog type "text".