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selected bibliography


We read a lot! Much of the knowledge in the following books and articles has contributed to Flat Mountain’s thinking, approach and attitude to building trust within organisations.

Risk and Decision Making

Allais, M. 1953. Le Comportement de l’homme Rationnel devant le Risque: Critique des Postulates et Axiomes de l’ecole Americaine. Econometrica 21: 503-546.

Benartzi, Shlomo and Thaler, Richard H. (1995). Myopic Loss Aversion and the Equity Premium Puzzle. The Quarterly Journal of Economics 110, 73–92

Braga, Jacinto; Humphrey, Steve and Starmer, Chris. (2009). Market experience eliminates some anomalies – and creates new ones. European Economic Review 53, 401-416.

Camerer, C. (1995). Individual decision making, in J.H. Kagel and A.E. Roth (eds.), The Handbook of Experimental Economics (Princeton University Press, Princeton).

Charke, Robin; Chew, Soo Hong, Zhong Songfa (2012) Extended Present Bias: A Direct Experimental Test of the Hyperbolic Discounting Hypothesis, working paper National University of Singapore:

Cubitt, R.P., Munro, A. and Starmer, C., (2004), Testing explanations of preference reversal Economic Journal 114, 709-726.

Epley, N. and Dunning, D., 2000. Feeling “holier than thou”: Are self-serving assessments produced by errors in self- or social prediction? Journal of Personality and Social Psychology 79,

Gonzalez, R. And Wu, G. (1999). On the shape of the probability weighting function, Cognitive Psychology 38, 129-166.

Harrison, Glenn W.; Humphrey, Steven J., and Verschoor, Arjan. (2010). Choice Under Uncertainty: Evidence from Ethiopia, India and Uganda, Economic Journal 120, 80-104.

Holt, C.A. and Laury, S.K. (2002). Risk aversion and incentive effects. American Economic Review 92, 1644-55.

Humphrey, S.J. (2004). Feedback-Conditional regret theory and testing regret aversion in risky choice. Journal of Economic Psychology 25, 839-857.

Humphrey, Steven J. and Verschoor, Arjan. (2004). The probability weighting function: Experimental evidence from Ethiopia, Uganda and India. Economics Letters 84, 419-425.

Kahneman, D. and A. Tversky. (1979). Prospect Theory: An Analysis of Decision under Risk. Econometrica 47, 263–91.

Kahneman, D. Thinking, fast and slow.

Loewenstein, George; Weber, Elke; Hsee, Christopher and Welch, Ned. (2001) Risk as Feelings, Psychological Bulletin 127, 267–286.

Loomes, Graham and Butler, David. (2007). Imprecision as an Account of the Preference Reversal Phenomenon, American Economic Review, 97, 277-97.

Loomes, G. and Sugden, R.  (1987). Some Implications of a More General Form of Regret Theory, Journal of Economic Theory 41, 270‑87.

Loomes, Graham and Sugden, Robert. (1998). Testing different stochastic specifications of O

Miller, D.T. and Ratner, R.K., 1998. The disparity between the actual and assumed power of self-interest, Journal of Personality and Social Psychology 74

O’Donoghue, T. And Rabin, M. (2001). Choice and Procrastination, Quarterly Journal of Economics 116, 121-160

Samuelson, P. A. (1937). A note on measurement of utility. Review of  Economic Studies 4, 155-161.

Song, F., 2008. Trust and Reciprocity Behavior and Behavioral Forecasts: Individuals versus group-representatives, Games and Economic Behavior 62, 675-696.

Starmer, C. (1992) Testing new theories of choice under uncertainty using the common consequence effect, Review of Economic Studies 59, 813-830.

Starmer, C. (2000), The hunt for a descriptive theory of decision making under uncertainty, Journal of Economic Literature 38, 332-382.

Thaler, R. H. (1980). Towards a positive theory of consumer choice. Journal of Economic Behavior and Organization, 1, 39-60

Tversky, A. and Kahneman, D. (1992). Advances in prospect theory: A cumulative representation of uncertainty, Journal of Risk and Uncertainty 5, 291-323.

Wu, G. and Gonzalez, R. (1998). Common consequence conditionss in decision-making under risk, Journal of Risk and Uncertainty 16, 115-139.
Von Neumann, J. and Morgenstern, O. (1944). Theory of Games and Economic Behavior. 1st edition, Princeton University Press, Princeton.

Yaari, M. E. (1987). The dual theory of choice under risk, Econometrica 55, 95–115.

Zeelenberg, M. (1999). Anticipated regret, expected feedback and behavioral decision making, Journal of Behavioural Decision Making 12, 93-106.


Don Peppers and Martha Rogers. (2012). Extreme Trust – Honesty as a Competitive Advantage

David Maister, Charles Green and Robert Galford. (2000). The Trusted Advisor

Rohit Bhargava (2012). Likeonomics

Charles H Green. (2006). Trust-Based Selling – Using customer focus and collaboration to build long-term relationships

Barney, J. B., & Hansen, M. H. 1994. Trustworthiness: Can it be a source of competitive advantage? Strategic Management Journal, 15 (Special Winter Issue): 175–190.

Bass, B. M. 1999. Two decades of research and development in transformational leadership. European Journal of Work and Organizational Psychology, 8: 9–32.

Bauer, T. N., Bodner, T., Erdogan, B., Truxillo, D. M., & Tucker, J. S. 2007. Newcomer adjustment during organizational socialization: A meta-analytic review of antecedents, outcomes, and methods. Journal of Applied Psychology, 92: 707–721.

Bian, Y. 1997. Bringing strong ties back in: Indirect ties, network bridges, and job searches in China. American Behavioral Review, 62: 366–385.
Bowler, W. M., & Brass, D. J. 2006. Relational correlates of interpersonal citizenship behavior: A social network perspective. Journal of Applied Psychology, 91: 70–82.
Burke, C. S., Sims, D. E., Lazzara, E. H., & Salas, E. 2007. Trust in leadership: A multi-level review and integration. Leadership Quarterly, 18: 606–632.

Burt, R. S., & Knez, M. 1995. Kinds of third-party effects on trust. Rationality and Society, 7: 255–292.

Chen, M-J. 2002. Transcending paradox: The Chinese ‘middle way’ perspective. Asia Pacific Journal of Management, 19: 179–199.
© 2008 The Author Journal compilation © 2008 Blackwell Publishing Ltd
436 P. P. Li

Child, J., & Möllering, G. 2003. Contextual confidence and active trust development in the Chinese business environment. Organization Science, 14: 69–80.

Chua, R. Y., Morris, M. W., & Ingram, P. 2005. The social structure of affect- and cognition-based trust in Chinese and American managerial networks. Working Paper, Columbia Business School, New York.

Colquitt, J. A., Scott, B. A., & LePine, J. A. 2007. Trust, trustworthiness, and trust propensity: A meta-analytic test of their unique relationships with risk taking and job performance. Journal of Applied Psychology, 92: 909–927.

Currall, S. C., & Inkpen, A. C. 2002. A multilevel approach to trust in joint ventures. Journal of International Business Studies, 33: 479–495.

Das, T. K., & Teng, B. 2001. Trust, control and risk in strategic alliances: An integrated framework. Organization Studies, 22: 251–284.

Dietz, G., & den Hartog, D. N. 2006. Measuring trust inside organizations. Personnel Review, 35: 557–588.

Dirks, K. T., & Ferrin, D. 2002. Trust in leadership: Meta-analytic findings and implications for research and practice. Journal of Applied Psychology, 87: 611–628.

Dyer, J. H., & Chu, W. 2003. The role of trustworthiness in reducing transaction costs and increasing information sharing: Empirical evidence from the United States, Japan, and Korea. Organi- zation Science, 14: 57–68.

Farh, J-L., & Cheng, B-S. 2000. A cultural analysis of paternalistic leadership in Chinese organiza- tions. In J. T. Li, A. S. Tsui, & E. Welden (Eds.), Management and organization in the Chinese context: 84–127. London: Macmillan.

Fei, X. 1992. From the soil: The foundations of Chinese society. Berkeley, CA: University of California Press.
Fryxell, E. G., Dooley, S. R., & Vryza, M. 2002. After the ink dries: The interaction of trust and control in US-based international joint ventures. Journal of Management Studies, 39: 865–886.

Fung, Y. 1970. The spirit of Chinese philosophy. Westport, CT: Greenwood

Gersick, C. 1991. Revolutionary change theories: A multilevel exploration of the punctuated equilibrium paradigm. Academy of Management Review, 16: 10–36.

Gibbons, D. E. 2004. Friendship and advice networks in the context of changing professional values. Administrative Science Quarterly, 49: 238–262.

Giddens, A. 1984. The constitution of society: Outline of the theory of structuration.
Cambridge: Polity Press.

Giddens, A. 1990. The consequences of modernity. Cambridge: Polity Press.

Graen, G. B., & Uhl-Bien, M. 1995. Development of leader-member exchange (LMX) theory of
leadership over 25 years: Applying a multi-level multi-domain perspective. Leadership Quar-
terly, 6: 219–247.

Granovetter, M. 1973. The strength of weak ties. American Journal of Sociology, 78: 1360–

Granovetter, M. 1985. Economic action and social structure: The problem of embeddedness.
American Journal of Sociology, 91: 481–510.
Hardin, R. 2002. Trust and trustworthiness. New York: Russell Sage Foundation.

Hosmer, L. 1995. Trust: The connecting link between organizational theory and philosophical ethics.
Academy of Management Review, 20: 379–403.

Huff, L., & Kelly, L. 2003. Levels of organizational trust in individualist versus collectivist societies:
A seven-nation study. Organization Science, 14: 81–90.

Ilinitch, A. Y., D’Aveni, R. A., & Lewin, A. 1996. New organizational forms and strategies
for managing in hypercompetitive environments. Organization Science, 7: 211–220.

Insko, C. A., Kirchner, J. L., Pinter, B., Efaw, J., & Wildschut, T. 2005. Interindividual-intergroup
discontinuity as a function of trust and categorization: The paradox of expected cooperation.
Journal of Personality and Social Psychology, 88: 365–385.
Janowicz, M., & Noordehaven, N. 2006. Level of inter-organizational trust: Conceptualization and
measurement. In R. Bachmann & A. Zaheer (Eds.), Handbook of trust research: 264–279.
Cheltenham: Edward Elgar.
Jones, G. R., & George, J. M. 1998. The experience and evolution of trust: Implications for
cooperation and teamwork. Academy of Management Review, 23: 531–546.
© 2008 The Author
Journal compilation © 2008 Blackwell Publishing Ltd
A Geocentric Framework of Trust 437

Kostova, T., & Roth, K. 2003. Social capital in multinational corporations and a micro-macro model of its formation. Academy of Management Review, 28: 297–317.

Kramer, R. M. 1999. Trust and distrust in organizations: Emerging perspectives, enduring questions. Annual Review Psychology, 50: 569–598.

Lado, A. A., Boyd, N. G., Wright, P., & Kroll, M. 2006. Paradox and theorizing with the resource- based view. Academy of Management Review, 31: 115–131.

Lapidot, Y., Kark, R., & Shamir, B. 2007. The impact of situational vulnerability on the development and erosion of subordinates’ trust in a formal leader. The Leadership Quarterly, 18: 16–34. Larson, A. 1992. Network dyads in entrepreneurial settings: A study of the governance of exchange
relationships. Administrative Science Quarterly, 37: 76–104.

Lawler, E. J. 2001. An affect theory of social exchange. The American Journal of Sociology, 107:

Leung, K., Brew, F. P., Zhang, Z-X., & Zhang, Y. 2007. Harmony and conflict: A cross-culture
investigation in China and Australia. Working Paper, City University of Hong Kong. Levin, D. Z., Whitener, E. M., & Cross, R. 2006. Perceived trustworthiness of knowledge sources: The moderating impact of relationship length. Journal of Applied Psychology, 91: 1163–

Lewicki, R. J., Tomlinson, E. C., & Gillespie, N. 2006. Models of interpersonal trust development:
Theoretical approaches, empirical evidence, and future directions. Journal of Management,
32: 991–1022.

Lewis, D., & Weigert, A. 1985. Trust as a social reality. Social Forces, 63: 967–985.
Lewis, M. W. 2000. Exploring paradox: Toward a more comprehensive guide. Academy of
Management Review, 25: 760–777.

Li, P. P. 1998. Towards a geocentric framework of organizational form: A holistic, dynamic and
paradoxical approach. Organization Studies, 19: 829–861.

Li, P. P. 2005. The puzzle of China’s township-village enterprises: The paradox of local corporatism
in a dual-track economic transition. Management and Organization Review, 1: 197–224. Li, P. P. 2007a. Toward an interdisciplinary conceptualization of trust: A typological approach.
Management and Organization Review, 3: 421–445.

Li, P. P. 2007b. Social tie, social capital, and social behavior: An integrated framework of informal
exchange. Asia Pacific Journal of Management, 24: 227–246.

Li, P. P., Bai, Y., & Xi, Y. 2006. Toward an integrative framework of organizational trust:
The institutional bases and their mediating roles. Paper presented at the 2006 Con- ference of the International Association for Chinese Management Research, June 15–18, Nanjing, China.

Li, P. P., Yao, X., & Xi, Y. 2006. To unpack the black-box of micro-macro link: The mediating role of strategy. Paper presented at the 2006 Conference of the Academy of International Business, June 23–26, Beijing, China.

Luhmann, N. 1979. Trust and power. Chichester: Wiley.

McAllister, D. J. 1995. Affect- and cognition-based trust-as-foundations for interpersonal cooperation
in organizations. Academy of Management Journal, 38: 24–59.

McEvily, B., & Zaheer, A. 2006. Does trust still matter? Research on the role of trust in interorga-
nizational exchange. In R. Bachmann & A. Zaheer (Eds.), Handbook of trust research:
280–300. Cheltenham: Edward Elgar.

McKnight, D. H., Cummings, L. L., & Chervany, N. L. 1998. Initial trust formation in new
organization relationships. Academy of Management Review, 23: 473–490.

Makhija, M. V., & Ganesh, U. 1997. The relationship between control and partner learning in
learning-related joint ventures. Organization Science, 8: 508–527.

Malhotra, D., & Murnighan, J. K. 2002. The effects of contracts on interpersonal trust. Adminis-
trative Science Quarterly, 47: 534–559.

Mayer, R. C., Davis, J. H., & Schoorman, F. D. 1995. An integrative model of organizational trust.
Academy of Management Review, 20: 709–734.

Meyerson, D., Weick, K. E., & Kramer, R. M. 1996. Swift trust and temporary groups. In R. M.

Kramer & T. R. Tyler (Eds.), Trust in organizations: 166–195. Thousand Oaks, CA:

Möllering, G. 2006. Trust: Reason, routine, reflexivity. Oxford: Elsevier.

Murnighan, J. K., & Conlon, D. E. 1991. The dynamics of intense work groups: A study of British
string quartets. Administrative Science Quarterly, 36: 165–187.
© 2008 The Author Journal compilation © 2008 Blackwell Publishing Ltd
438 P. P. Li

 Neill, M. 2013. The Inside-Out Revolution.

Ng, K., & Chua, R. Y. J. 2006. Do I contribute more when I trust more? Different effects of cognitive- and affective-based trust. Management and Organizational Review, 2: 43–66.

Osborn, R. N., & Hagedoorn, J. 1997. The institutionalization and evolutionary dynamics of inter-organizational alliances and networks. Academy of Management Journal, 40: 261– 278.

Ouchi, W. G. 1980. Markets, bureaucracies and clans. Administrative Science Quarterly, 25: 129–141.

Pellegrini, E. K., & Scandura, T. A. 2008. Paternalistic leadership: A review and agenda for future research. Journal of Management, 34: 566–593.

Poole, M. S., & Van de Ven, A. H. 1989. Using paradox to build management and organization theories. Academy of Management Review, 14: 562–578.

Poppo, L., Zhou, K. Z., & Ryu, S. 2008. Alternative origins to interorganizational trust: An inter- dependence perspective on the shadow of the past and the shadow of the future. Organization Science, 19: 39–55.

Rousseau, D., Sitkin, S., Burt, R., & Camerer, C. 1998. Not so different after all: A cross discipline view of trust. Academy of Management Review, 23: 393–404.

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Schoorman, F. D., Mayer, R. C., & Davis, J. H. 2007. An integrative model of organizational trust: Past, present and future. Academy of Management Review, 32: 344–354.

Seppanen, R., Blomqvist, K., & Sundqvist, S. 2007. Measuring inter-organizational trust – A critical review of the empirical research in 1990–2003. Industrial Marketing Management, 36: 249–265.
Shamir, B., & Lapidot, Y. 2003. Trust in organizational superiors: Systemic and collective consid- erations. Organization Studies, 24: 463–491.

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Wuyts, S., & Geyskens, I. 2005. The formation of buyer-supplier relationships: Detailed contract
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Yuki, M., Maddux, W. W., Brewer, M. B., & Takemura, K. 2005. Cross-cultural differences in relationship- and group-based trust. Personality & Social Psychology Bulletin, 31: 48–

Zaheer, A., McEvily, B., & Perrone, V. 1998. Does trust matter? Exploring the effects of interorga-
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Journal compilation © 2008 Blackwell Publishing Ltd
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Zand, D. E. 1972. Trust and managerial problem solving. Administrative Science Quarterly, 17: 229–239.

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