PPP项目谈判过程中信任的影响因素研究——基于扎根理论

Study on Trust-influencing Factors in the Process of PPP Project Negotiation——Based on Grounded Theory

运用扎根理论研究方法,分析访谈中获取的资料记录,发掘PPP项目谈判过程中影响信任的9项因素,分为交易双方固有特征、交易双方交互行为与交易双方心理契约3大类别,构建PPP项目谈判过程中信任的影响因素及其作用机理模型。研究发现,在PPP项目谈判过程中,"响应性"与"沟通"直接影响信任的维持、提升与下降,其他各因素均通过"响应性"与"沟通"间接影响信任的演化。

With the application of grounded theory, this paper uncovered nine trust - influencing factors in PPP project ne. gotiation process by analyzing the obtained interview records, which can be classified into three categories： inherent charac- teristics, interactions and psychological contracts of two parties. The functional mechanism model for those factors was built finally. This paper also found that in the process of PPP project negotiation, the ＂ responsiveness＂ and the ＂ communica- tion＂ between two parties had a direct effect on maintaining, improving or setting back the trusts, while others were impos- ing partial influence indirectly.