巧打情感牌还是直接给甜头?本土研发联盟中的信任修复策略研究

Affective Strategy or Instrumental Strategy?The Strategies of Trust Repair in Chinese R&D Alliances

既有关于信任修复的研究大都聚焦于西方情景中的策略,但对具体的修复机理并没有给出充分的解释。同时,由于东西方文化中对于信任的理解有所差异,因此联系中国本土情景信任的特点深入探索信任修复机理显得尤为重要。本文从中国情景中的关系视角出发,提出了研发联盟中信任修复的理论框架:结合本土情境将信任违背分为了认知型和道德型两种类型,并针对性提出了工具型和情感型两种修复策略。实验结果表明:在认知型信任违背下,工具型修复策略具有更好的信任修复效果;而在道德型信任违背下,情感型修复策略的功效更强。基于上述研究发现,本文建议在本土研发联盟中的修复信任时,应具体结合情境来选择巧打情感牌还是直接给好处。

While most studies of trust repair focus on Western context and generate some useful strategies, these works do not provide enough logics to explain the mechanisms. Moreover, as the basic understandings of trust are distinct between Eastern and Western cultures, it is vital for exploring the mechanism of trust repair in the views of Chinese context. As such, we present a theoretical framework to repair trust in Chinese R＆D alliances in line with the Guanxi views： The trust-violation is divided into cognition-based and morality-based violation types, as well as the repair method are classified into affective and instrumental strategies. We conduct experiments and the results show that： under cognition-based trust-violation, the instrumental strategy is more effective than emotional strategy. On the converse, emotional strategy plays better in repairing morality-based trust-violation than instrumental strategy. According to these findings, some suggestions are provided for repairing trust more effectively in Chinese R＆D alliances.