Direction, Not Destination: Institutional Work Practices in the Face of Field-Level Uncertainty

Though field-level uncertainty represents a common challenge, research seldom addresses how institutional work that aims to influence institutional change occurs in the face of uncertainty. We study institutional work practices in a field beset with high uncertainty. Focusing on a field-configuring event in the semiconductor industry, we show how institutional work is possible through practices of dealing with uncertainty that do not eliminate the basic uncertainty but nevertheless configure the field and institutionalize a common direction without specifying a final destination. We find evidence of the open-endedness and collectiveness of institutional work and we contribute to the microfoundations of institutional theory conceptualizing a set of four practices of dealing with field-level uncertainty purposively but not purposefully, i.e., bootstrapping, roadmapping, leader-picking, and issue-bracketing. We highlight the reciprocal relationship between practices and uncertainty, focus on the coordination of institutionalization, and distinguish between events in fields marked by high versus low uncertainty.1. Introduction 2. Theoretical background and aims 3. Research setting and methods 4. Findings 5. Discussion and theory development 6. Limitations and outlook Acknowledgements Reference

Wary Managers: Unfavorable Environments, Perceived Vulnerability, and the Development of Trust in Foreign Enterprises in China

Vulnerability is salient among international managers, who tend to be wary when operating in transition economies like China. Systematic research is lacking, though, on how the local environment influences foreign managers’ perception of vulnerability, and how foreign managers can develop trust even when their perceived vulnerability is high. We conducted in-depth case studies of two foreign-controlled enterprises in China, and developed a theoretical model that links perceptions of the macro-level environment to micro-level management. Our results illustrate the antecedents and consequences of perceived vulnerability and the processes of trust building in unfavorable environments. Through comparative analysis of the two cases, we found that the foreign managers’ perceived vulnerability was shaped by the institutional, technological, and market conditions of the local environment, and we learned how this perceived vulnerability influenced their trust in the local workforce and the joint investment in formal and social control they used in building trust. The effect of perceived vulnerability on trust was moderated over time when the implementation of control was combined with active investments in trust, which led to behavioral changes on the part of the local employees, which in turn increased their trustworthiness. The implications of these findings are discussed

Kartelle, Konsortien, Kooperationen und die Entstehung neuer Märkte

Der Beitrag relativiert gängige Vorstellungen von Kooperation als Wettbewerbsverhinderung oder als Reaktion auf Marktversagen und argumentiert, dass Kartelle, Konsortien und andere Formen der Kooperation zwischen Marktakteuren die Voraussetzungen für einen Marktwettbewerb schaffen, der nicht auf den Transaktionswettbewerb zwischen individuellen Marktakteuren beschränkt ist, sondern auch den Wettbewerb zwischen Akteursverbünden (Netzwerkwettbewerb) und den Wettbewerb um Partner (Bindungswettbewerb) einschließt. Gerade in der von hoher Ungewissheit geprägten Marktentstehungsphase kann Strategisches Management durch die Gestaltung von Bindungshorizonten, -intensitäten und -dynamiken die Position eines Unternehmens auf einem neuen Markt wie auch die Entwicklung der konstitutiven Elemente des neuen Marktes insgesamt beeinflussen.This paper qualifies common conceptions of cooperation as a threat to competition or as a response to market failure. Instead, the paper argues that cartels, consortia and other forms of cooperation create the preconditions for market competition in a broader sense that is not restricted to competition between individual market actors for transactions but includes also competition between actors for partners and between networks of actors for transactions. It is especially in the phase of market emergence with a high level of uncertainty that strategic management can shape the horizons, intensities and dynamics of cooperative ties and thereby influence not only a firm’s individual position in a new market but also the development of constitutive elements of the market as a whole

Organizing R&D Consortia for Path Creation and Extension: The Case of Semiconductor Manufacturing Technologies

Taking issue with the classical theory of path dependence, we capture the active agency involved in collective efforts aimed at extending a current technological path and, in parallel, at creating a new path in the field of leading-edge international semiconductor manufacturing. We apply structuration theory in order to analyse the practices of path constitution that traditional evolutionary views of lock-in and irreversibility in path processes have neglected. Drawing on 96 interviews since 2003 and extensive secondary sources in the field of semiconductor manufacturing in Europe, Japan and the United States, we perform a qualitative, longitudinal and multi-level case analysis; in this analysis we trace, in particular, the strategic development of a path-extending technological option besides a potentially path-breaking new generation of lithography for chip manufacturing systems. Our results provide deep insights into the collective and collaborative dimension of organizing R&D in processes of technology development. Thereby, we contribute to a theory of technological paths that considers collective embedded agency and takes into account interorganizational forms for an understanding of the innovation dynamics in science-based industries such as semiconductor manufacturing

The multi-modal nature of trustworthiness perception

Most past work on trustworthiness perception has focused on the structural features of the human face. The present study investigates the interplay of dynamic information from two channels – the face and the voice. By systematically varying the level of trustworthiness in each channel, 49 participants were presented with either facial or vocal information, or the combination of both, and made explicit judgements with respect to trustworthiness, dominance, and emotional valence. For most measures results revealed a primacy effect of facial over vocal cues. In examining the exact nature of the trustworthiness - emotion link we further found that emotional valence functioned as a significant mediator in impressions of trustworthiness. The findings extend previous correlational evidence and provide important knowledge of how trustworthiness in its dynamic and multi-modal form is decoded by the human perceiver. Index Terms: trustworthiness, face, voice, emotion, dynamic, multi-moda

Trusting as a 'Leap of Faith': Trust-building practices in client-consultant relationships

© 2014 Elsevier Ltd. Successful client-consultant relationships depend on trust, but trusting is difficult in the non-routine, high-stake context of consulting. Based on a sample of 15 clients and 16 consultants in Australia, we develop a grounded model that explains the process of trust granting in the context of client-consultant relationships. Our model builds upon two influential research streams on trust in the literature, the ABI model (Mayer et al., 1995. Academy of Management Review, 20(3), 709-734) and Zucker's (1986. Research in Organizational Behavior, 8, 53-111) generic modes of trust, and combines their insights with a process perspective on trusting as proposed by Möllering (2001. Sociology, 35(2), 403-420). By acknowledging the process nature of trust as a leap of faith resulting from socio-cognitive (-emotional) interactions we move away from the passive evaluation of trustworthiness. Our findings suggest that trusting is a process that involves three social practices: (1) signaling ability and integrity; (2) demonstrating benevolence; and (3) establishing an emotional connection. Our study contributes to the trust literature on consulting and to trust research more generally by advancing a process approach and emphasizing the social, not merely mental, nature of trusting as involving a leap of faith

Trust, regulatory processes and NICE decision-making: Appraising cost-effectiveness models through appraising people and systems.

This article presents an ethnographic study of regulatory decision-making regarding the cost-effectiveness of expensive medicines at the National Institute for Health and Care Excellence (NICE) in England. We explored trust as one important mechanism by which problems of complexity and uncertainty were resolved. Existing studies note the salience of trust for regulatory decisions, by which the appraisal of people becomes a proxy for appraising technologies themselves. Although such (dis)trust in manufacturers was one important influence, we describe a more intricate web of (dis)trust relations also involving various expert advisors, fellow committee members and committee Chairs. Within these complex chains of relations, we found examples of both more blind-acquiescent and more critical-investigative forms of trust as well as, at times, pronounced distrust. Difficulties in overcoming uncertainty through other means obliged trust in some contexts, although not in others. (Dis)trust was constructed through inferences involving abstract systems alongside actors’ oral and written presentations-of-self. Systemic features and ‘forced options’ to trust indicate potential insidious processes of regulatory capture

Vocal and facial trustworthiness of talking heads

Trust is a key aspect to human communication due to its link to co-operation and survival. Recent research by [Ballew and Todorov 2007] has shown that humans can generate an initial trustworthiness judgement based on facial features within 100ms. However, in that work, perceived trustworthiness has been studied solely in the context of facial information. It has been suggested by [Surawski and Ossoff 2006] that trustworthiness cues are also prevalent in the auditory channel. There is however, no prior empirical evidence to suggest that visual cues are more important than audio cues and how people deal with inconsistent cues between the audio and visual channels