Initial trust formation in new organizational relationships

D. Harrison McKnight, Larry L. Cummings, Norman L. Chervany

Research output: Contribution to journalArticlepeer-review

2457 Scopus citations


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.

Original languageEnglish (US)
Pages (from-to)473-490
Number of pages18
JournalAcademy of Management Review
Issue number3
StatePublished - Jul 1998


Dive into the research topics of 'Initial trust formation in new organizational relationships'. Together they form a unique fingerprint.

Cite this