Research Notes and Commentaries
Trust over time in exchange relationships: Meta-analysis and theory
Article first published online: 11 NOV 2013
© 2013 The Authors. Strategic Management Journal published by John Wiley & Sons Ltd.
This is an open access article under the terms of the Creative Commons Attribution License, which permits use, distribution and reproduction in any medium, provided the original work is properly cited.
Strategic Management Journal
Volume 35, Issue 12, pages 1891–1902, December 2014
How to Cite
Vanneste, B. S., Puranam, P. and Kretschmer, T. (2014), Trust over time in exchange relationships: Meta-analysis and theory. Strat. Mgmt. J., 35: 1891–1902. doi: 10.1002/smj.2198
- Issue published online: 27 OCT 2014
- Article first published online: 11 NOV 2013
- Accepted manuscript online: 8 OCT 2013 12:34PM EST
- Manuscript Revised: 23 SEP 2013
- Manuscript Accepted: 23 SEP 2013
- Manuscript Received: 11 APR 2012
- INSEAD Alumni Fund
- relationship duration;
- interorganizational relations;
A common premise in prior research is that trust increases over time in relationships. Through a meta-analysis of 39 studies, we find that the bivariate correlation between trust and relationship duration (1) is on average positive and small, and (2) varies significantly across studies indicating the presence of unobserved moderators. We therefore build a theoretical framework to specify four different mechanisms—initial bias correction, change in relationship value, identification, and trust-based selection—that may affect the development of trust. We then argue that the relative strength of these mechanisms should influence whether trust increases, remains constant, or decreases over time. © 2013 The Authors. Strategic Management Journal published by John Wiley & Sons Ltd.