Экспериментальное изучение роли доверия в развитии партнерских отношений в бизнесе

Организационная психология. 2012. Т. 2. № 2. С. 2–21.

Stroh W. A., Balakshin M. E.

The article discusses the problem of the experimental study of trust in the business partnerships. A brief review of theoretical concepts and empirical research in this area are given. In anticipating stages of the study there were identified two basic criteria for the evaluation of the business partnerships development – «Confidence» and «Derived mutual benefit», which formed the basis of the pilot scheme, implemented on the principle of party dummy. The main conditions varied during the experimental procedure was a combination of these two criteria: the condition 1 – high confidence, low intermediate results of the interaction, condition 2 – low trust, the average intermediate result. The dependent variable was the degree of optimization elasticity of the joint achievement of the forecast results, expressed the value of the «individual rate» naive participant business interactions. The data obtained allowes to conclude that among the two factors that influence the success of the partnership, such as trust and the intermediate result of joint activities (receiving benefits), there is much more potent factor in the actual result of the partnership. However, as has been established, even in the absence of a direct mutual benefit arising can trust, however, maintain partnerships at a time.

Keywords: экономическая психология, доверие, эксперимент, trust, деловые отношения, experiment, partnership, business relationships, партнерские отношения