从被动到主动 ——关系型信任及其对企业合作的影响

社会的变迁使我国社会结构和利益关系发生了巨大的变化，社会主体之间的关系型信任也有很大的改变。本文通过深入的实证研究，揭示了关系型信任的结构、来源以及对企业合作的影响。研究结果表明，关系型信任中的主动型信任是在被动型信任的基础上发展而来的，企业合作关系的建立主要依赖于主动型信任而非被动型信任。良好的声誉有利于建立被动型信任，有助于企业选择合作伙伴，企业间沟通和互惠对主动型信任有显著的积极影响，最终促进企业间的持续合作。本文的研究不仅丰富了关系型信任理论，也为企业在管理实践中建立和改进与合作伙伴之间的信任关系提供了有益的借鉴。

[69] Hair, J.F., Anderson, R.E., Tatham, R.L., Black, W.C., Multivariate Data Analysis[M], Upper Saddle River, NJ: Prentice Hall., 1998From Passive to Active

The society transformation has resulted in tremendous changes in China''s social structure and interests, and the relationship-based trust has also changed a lot. Through in-depth empirical research, this paper reveals the structure and source of Guanxi trust and the impact on cooperation of enterprises. Results show that: (1) Active trust in relational trust is developed on the basis of passive trust. The establishment of corporate cooperative relationship mainly depends on active trust rather than passive trust. (2) Reputation is conducive to establish passive trust, which helps enterprises to choose best partners. Communication and reciprocity have a significant positive impact on active trust, and ultimately promote continuous cooperation among enterprises. The result of this paper not only enriches the Guanxi-based trust theory, but also provides a useful reference for enterprises to develop and improve trust relationship with partners in management practice.