The Gatekeeping Function of Trust in Cross-sector Social Partnerships

Hunger and deprivation, lack of education, sanitation, and health care are only a few pressing issues related to poverty in developing countries. Addressing such complex social issues requires pooling complementary resources of the civil, public, and private sector. Over the last decade, stakeholders tried to cocreate innovative solutions in cross-sector social partnerships (CSSPs) at the base of the economic pyramid (BoP), but collaboration proved to be very challenging. Practitioners become increasingly frustrated with operational differences, intransparency, and mismatched goals in partnerships. This study unravels the black box of collaboration and delivers empirical insights on trust and power in CSSPs based on social exchange theory. Structural equation modeling (SEM) enables us explore relationships beyond case-based insights. Our rigorous empirical analysis covers 207 interorganizational relationships and outlines a crucial gatekeeping function of trust in CSSPs. Findings provide strong empirical support for conceptual works calling for an "integrative orientation" in CSSPs. Furthermore, we pinpoint the role of intermediates and draw implications for future research.