Trust and betrayal in interorganizational relationships: A systemic functional grammar analysis

Abstract

What is it that we do when we say to our business partner that we trust them? Or when we hint that we would consider a withdrawal from cooperation a betrayal? Relying on a systemic functional grammar analysis, interorganizational relationships (IORs) are in this study shown to be characterized by a recurring dilemma: the involved partners are expected to be transparent and explicit regarding their intentions while at the same time being open to opportunities that the IOR may present. In the struggle to balance between these opposing demands, trust is used by trustees to promise both explicitness and opportunity. Conversely, trustors of IORs pressure the trustee to continue the cooperation by evoking latent accusations of betrayal. The intended result of these rhetorical strategies is to prolong the IOR until it can be properly evaluated. While this prolongation accrues to the systems of IORs and to participating organizations, the costs for the involved individuals can be considerable. The trustor risks feeling betrayed, and the trustee risks being accused of betrayal for reasons that are beyond his or her control.