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Lookup NU author(s): Dr Saurabh BhattacharyaORCiD
This work is licensed under a Creative Commons Attribution 4.0 International License (CC BY 4.0).
Purpose: Leveraging Emerson's theory of power and motivated reasoning, we explore how the net power of an individual and actual, instead of perceived vulnerability, results in asymmetric trust and distrust development in a dyadic relationship. Design/methodology/approach: Based on extant literature and gaps in the literature, this conceptual paper hypothesizes and proposes trust formation based on power dynamics and vulnerability. Findings: This research extends the knowledge base by exploring the role of actual vulnerability over perceived vulnerability in trust formation and distrust formation. Research limitations/implications: Our research propositions imply that the dyadic trust formation process is not rational, and trust itself is not symmetrical but asymmetrical. The net power possessed by one individual over the other drives trust. Net power balance determines the actual vulnerability of the focal individual, and then the individual, through motivated reasoning, trusts or distrusts another individual. Scholars, going forward, could explore how trust formation varies at group and firm levels. Originality/value: Extant literature has not explored the role of power imbalance in determining actual (vs. perceived) vulnerability that influences trust formation between parties. Our conceptual paper fills this gap.
Author(s): Agnihotri A, Callahan CM, Bhattacharya S
Publication type: Article
Publication status: Published
Journal: International Journal of Organizational Analysis
Year: 2023
Pages: epub ahead of print
Online publication date: 16/06/2023
Acceptance date: 16/06/2023
Date deposited: 07/11/2023
ISSN (electronic): 1934-8835
Publisher: Emerald
URL: https://doi.org/10.1108/IJOA-11-2022-3499
DOI: 10.1108/IJOA-11-2022-3499
ePrints DOI: 10.57711/jagt-4c41
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