Initial trust formation in new organizational relationships

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

Research output: Contribution to journalArticlepeer-review

2094 Scopus citations

Abstract

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
Volume23
Issue number3
DOIs
StatePublished - Jul 1998

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