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Journal of Management
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The Relationship Between Being Perceived as Trustworthy by Coworkers and Individual Performance{dagger}

Kurt T. Dirks

Olin Business School, Washington University in St. Louis, One Brookings Drive, St. Louis, MO 63130, dirks{at}wustl.edu

Daniel P. Skarlicki

Sauder School of Business, University of British Columbia, 2053 Main Mall, Vancouver BC V6T 1Z2

Although research has focused on the implications of trusting others, little is known regarding how being trustworthy might influence one's own performance. In this article, the relationship between being perceived as trustworthy by one's coworkers and individual performance is examined. Exchange theory is used to consider the implications of the different factors of trustworthiness (capability, integrity, and benevolence) and how these factors might interact to predict performance. Results of a field study (Study 1) revealed that coworkers' perceptions of an individual's capability and integrity interacted to predict his or her performance. A laboratory study (Study 2) provided further insight into the exchange mechanism underlying this relationship.

Key Words: trust • trustworthiness • exchange • performance

This version was published on February 1, 2009

Journal of Management, Vol. 35, No. 1, 136-157 (2009)
DOI: 10.1177/0149206308321545
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