Initial trust formation in new organizational relationships

• 成果类型: Article
• 署名作者: Mcknight, DH; Cummings, LL; Chervany, NL
• 署名单位: State University System of Florida; Florida State University; University of Minnesota System; University of Minnesota Twin Cities
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.5465/AMR.1998.926622
• 发表日期: 1998
• 页码: 473-490
• 关键词: INTERPERSONAL-TRUST; INFORMATION; PERSPECTIVE; BEHAVIOR; distrust; illusion; self

摘要

Arguably, the most critical time frame for organizational participants to develop trust is at the beginning of their relationship. Using primarily a cognitive approach, we address factors and processes that enable two organizational parties to form relatively high trust initially. We propose a:model of specific relationships among several trust-related constructs and two cognitive processes. The model helps explain the paradoxical finding of high initial trust levels in new organizational relationships.