合同控制、个人信任倾向以及社会关系对项目伙伴组织信任的影响：基于信任方的视角

Since the lack of equity mechnisms, trust and contractual control are generlly seen as the two primary elements to promote the success of project partnering arrangements. However, the opinions of the relationship between above two factors are far away to reach an agreement. Contractual control is traditionally seen as a substitute for trust in organizations. In contrast, relatively recent theoretical and empirical researches argue that the relationship between trust and contractual control can be either substitutive or complementary in nature depending on contextual factors. If trust and contractual control could do coexistence or even reinforce each other, there would be more alternative approaches for improving the success of cooperation between project partnering organizations. In this project, we are going to redress this gap from the perspectives of both organizational and individual levels. More specifically, the purposes of research are to investigate the configuration of cognition- and affect-based trust in project partnering alliances, especially for those trustors and focus on the cooperation stages, examining how these two types of trust are associated with the contractual control, the propensity to trust and the social relations respectively, differentially, and interactively. We urgue that contractual control, propensity to trust and social relations are positively to impact the trustor's trust in the trustee. Inaddtion, contractual control has a stronger impact on cognition-based trust than affect-based trust, while disposition to trust and social relations verse. Moreover, both disposition to trust and social relations play moderating roles in the relationship between contractual control and trust: the higher degree of the propensity to trust and social relations given, the weaker the positive links between contractual control and trust. We attempt to explain such propositions by the theories of transaction cost, resource-based, social network, motivation, similarity-attraction, and social cateorization etc. The following empirical work are going to carry out with data collected from project partnerships in the Chinese constrcution industry. We will use the statistical methods such as structural equation modeling, Sobel test and hierarchical linear model to test the direct effects, mediating effects and moderating effects respectively. Additionally, inorder to handle the weakness of using cross-section data, case studies are to be applied to explain the logic between dependent variables and independent variables. We believe the successful of this project will provide more meaningful insights that not only to meet the academic calls for more attentions to the relationship between trust and control from interdisciplinary and multilevel focus, but also to help build the linkage between western theories of trust and the Chinese business content, and further to form more effective strategies for trust building in project partnerships.

由于缺乏股权机制，信任和合同控制是促使项目伙伴组织合作成功的最关键因素，但是两者之间的关系至今没有形成共识。在此项申请中，我们计划结合组织层面与个人层面的因素，对信任与合同控制之间可能的共存性进行探讨。具体来说，从信任主体的角度出发，探索组织层面的合同控制、以及个人层面的信任倾向和社会关系，对项目伙伴组织合作阶段信任方主动信任发展的影响机理。我们将尝试以交易费用理论、社会交换理论、资源基础理论、社会网络理论、动机理论、相似性吸引理论以及社会分类等理论为基础，构建合同控制、信任倾向及其社会关系对信任主体认知信任和情感信任影响的理论逻辑，并以典型的项目主导型行业：建筑行业中的项目伙伴组织为样本搜集问卷调查与实地案例数据，对相关的理论假说进行实证检验。本项目的成功开展不仅将深化主动信任的研究视角，而且会使源于西方的信任理论和中国实际情形得到有机结合，为制定出更有效的信任发展策略奠定理论基础。

由于缺乏股权机制，信任和合同控制是促使项目伙伴组织合作成功的最关键因素，但是两者之间的关系至今没有形成共识。在此项研究中，我们结合组织层面与个人层面的因素，对信任与合同控制之间可能的共存性进行了探讨。具体来说，从信任主体的角度出发，探索组织层面的合同控制、以及个人层面的信任倾向和社会关系，对项目伙伴组织合作阶段信任方主动信任发展的以及合作行为的影响机理。我们以交易费用理论、社会交换理论、资源基础理论、社会网络理论、动机理论、相似性吸引理论以及社会分类等理论为基础，构建了合同控制、信任倾向及其社会关系对信任主体认知信任和情感信任影响的理论逻辑，并以典型的项目主导型行业：建筑行业中的项目伙伴组织为样本搜集问卷调查与实地案例数据，对相关的理论假说进行实证检验。我们的研究发现：1）组织层面的监控机制或合同契约与个人层面的信任倾向，都能分别构建控制方的主动信任，但两者之间存在替代效应；2）信任能够加强联盟组织之间的合作行为以及削弱机会主义行为，关系在其中都具有调节作用。本项目的成功开展不仅深化了主动信任的研究视角，而且使源于西方的信任理论和中国实际情形得到有机结合，为制定出更有效的信任发展策略和强化非股权联盟之间的合作奠定了理论基础。