FROM THE HEAD AND THE HEART LOCATING COGNITION- AND AFFECT.pdfVIP

Academy of Management Journal 2008, Vol. 51, No. 3, 436–452. FROM THE HEAD AND THE HEART: LOCATING COGNITION- AND AFFECT-BASED TRUST IN MANAGERS’ PROFESSIONAL NETWORKS ROY YONG JOO CHUA PAUL INGRAM MICHAEL W. MORRIS Columbia University This article investigates the configuration of cognition- and affect-based trust in man- agers’ professional networks, examining how these two types of trust are associated with relational content and structure. Results indicate that cognition-based trust is positively associated with economic resource, task advice, and career guidance ties, whereas affect-based trust is positively associated with friendship and career guidance ties but negatively associated with economic resource ties. The extent of embeddedness in a network through positive ties increases affect-based trust, whereas that through negative ties decreases cognition-based trust. These findings illuminate how trust arises in networks and inform network research that invokes trust to explain mana- gerial outcomes. A central insight of organizational research is (e.g., Farh, Tsui, Xin, Cheng, 1998; Ferrin, that managers rely on networks of relations for Dirks, Shah, 2006; Levin Cross, 2004). Fur- the resources, information, and support needed thermore, although other areas of organizational for career and business success (Coleman, 1988;