TRUST FORMATION IN NEW ORGANIZATIONAL RELATIONSHIPS

Trust is a key enabler of cooperative human actions. Three main deficiencies about our current knowledge of trust are addressed by this paper. First, due to widely divergent conceptual definitions of trust, the literature on trust is in a state of construct confusion. Second, too little is understood about how trust forms and on what trust is based. Third, little has been discussed about the role of emotion in trust formation. To address the first deficiency, this paper develops a typology of trust. The rest of the paper addresses the second and third deficiencies by proposing a model of how trust is initially formed, including the role of emotion. Dispositional, interpersonal, and impersonal (system) trust are integrated in the model. The paper also clarifies the cognitive and emotional bases on which interpersonal trust is formed in early relationships. The implications of the model are drawn for future research.

[1]  M. Deutsch.  Trust and suspicion , 1958 .

[2]  James L. Loomis.  Communication, the Development of Trust, and Cooperative Behavior , 1959 .

[3]  L. Solomon.  The influence of some types of power relationships and game strategies upon the development of interpersonal trust. , 1960 .

[4]  P. Blau.  Exchange and Power in Social Life , 1964 .

[5]  A. Cohen.  Deviance and Control , 1966 .

[6]  Robert L. Swinth,et al.  The establishment of the trust relationship , 1967 .

[7]  James D. Thompson.  Organizations in Action , 1967 .

[8]  J. Rotter.  A new scale for the measurement of interpersonal trust. , 1967, Journal of personality.

[9]  E. Berscheid,et al.  Increased Liking as a Result of the Anticipation of Personal Contact , 1967 .

[10]  D. Mcgregor.  The professional manager , 1968 .

[11]  K. Giffin.  The contribution of studies of source credibility to a theory of interpersonal trust in the communication process. , 1967, Psychological bulletin.

[12]  H. Garfinkel.  Studies in Ethnomethodology , 1968 .

[13]  中野 真宏,et al.  "The Random House Dictionary of the English Language"に於ける新語の実例 , 1968 .

[14]  P. Tannenbaum,et al.  Theories of cognitive consistency: a sourcebook. , 1968 .

[15]  Stuart Berg Flexner,et al.  The Random House Dictionary of the English Language and the Poetry of Tina Darragh , 2020, Dictionary Poetics.

[16]  H. W. Kee,et al.  Conceptual and methodological considerations in the study of trust and suspicion , 1970 .

[17]  E. Berscheid,et al.  What is beautiful is good. , 1972, Journal of personality and social psychology.

[18]  Dale E. Zand.  Trust and Managerial Problem Solving , 1972 .

[19]  A. Rubenstein,et al.  Trust, Effectiveness, and Organizational Development: A Field Study in R & D , 1973 .

[20]  M. Deutsch.  The Resolution of ConflictConstructive and Destructive Processes , 1974 .

[21]  B. R. Schlenker,et al.  The effects of personality and situational variables on behavioral trust. , 1973, Journal of personality and social psychology.

[22]  R. Golembiewski,et al.  The centrality of interpersonal trust in group processes , 1975 .

[23]  J. Eldridge,et al.  Beyond Contract: Work, Power and Trust Relations , 1975 .

[24]  H. Triandis,et al.  Ecosystem distrust and the hard-to-employ. , 1975 .

[25]  R. Brandis.  The Limits of Organization , 1975 .

[26]  T. Bonoma.  Conflict, cooperation and trust in three power systems , 1976 .

[27]  I. Ajzen,et al.  Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research , 1977 .

[28]  A. Athos,et al.  Interpersonal Behavior: Communication and Understanding in Relationships , 1978 .

[29]  J. Scanzoni.  3 – Social Exchange and Behavioral Interdependence , 1979 .

[30]  E. Berscheid,et al.  2 – The Initiation of Social Relationships and Interpersonal Attraction1 , 1979 .

[31]  F. Nye,et al.  Social Exchange in Developing Relationships , 1979 .

[32]  S. Worchel,et al.  The Social psychology of intergroup relations , 1979 .

[33]  J. Rotter.  Interpersonal trust, trustworthiness, and gullibility. , 1980 .

[34]  R. K. Goldsen,et al.  Occupations and Values , 1980 .

[35]  T. Huston,et al.  The Dyadic Trust Scale: Toward Understanding Interpersonal Trust in Close Relationships. , 1980 .

[36]  L. Wheeler,et al.  Review of personality and social psychology , 1980 .

[37]  M. Zanna,et al.  Direct Experience And Attitude-Behavior Consistency , 1981 .

[38]  C. Johnson-George,et al.  Measurement of specific interpersonal trust: Construction and validation of a scale to assess trust in a specific other. , 1982 .

[39]  E. Buchborn.  [Trust and distrust]. , 1983, MMW, Munchener medizinische Wochenschrift.

[40]  D. H. Mills.  The Logic and Limits of Trust , 1983 .

[41]  J. G. Holmes,et al.  Trust in close relationships. , 1985 .

[42]  Samuel A. Culbert,et al.  Radical Management: Power Politics and the Pursuit of Trust , 1985 .

[43]  Mark S. Granovetter.  Economic Action and Social Structure: The Problem of Embeddedness , 1985, American Journal of Sociology.

[44]  J. Lewis,et al.  Trust as a Social Reality , 1985 .

[45]  Compatibility, Interdependence, and Emotion , 1985 .

[46]  P. Tetlock.  Accountability: The neglected social context of judgment and choice. , 1985 .

[47]  J. Lewis,et al.  SOCIAL ATOMISM, HOLISM, AND TRUST , 1985 .

[48]  A. Baier.  Trust and Antitrust , 1986, Ethics.

[49]  L. Zucker.  Production of trust: Institutional sources of economic structure, 1840–1920. , 1986 .

[50]  Roger N. Blakeney,et al.  A Transactional View of the Role of Trust in Organizational Communication , 1986 .

[51]  S. Shapiro.  The Social Control of Impersonal Trust , 1987, American Journal of Sociology.

[52]  P. Dasgupta.  Trust as a commodity , 1988 .

[53]  L. Atwater.  The Relative Importance of Situational and Individual Variables in Predicting Leader Behavior , 1988 .

[54]  R Goldsteen,et al.  Longitudinal study of appraisal at Three Mile Island: implications for life event research. , 1989, Social science & medicine.

[55]  A. V. D. Ven,et al.  Using Paradox to Build Management and Organization Theories , 1989 .

[56]  Jeffrey L. Bradach,et al.  Price, Authority, and Trust: From Ideal Types to Plural Forms , 1989 .

[57]  A. V. D. Ven,et al.  Nothing Is Quite So Practical as a Good Theory , 1989 .

[58]  David W. Johnson,et al.  Cooperation and Competition: Theory and Research , 1989 .

[59]  E. Berscheid,et al.  Issues in studying close relationships: Conceptualizing and measuring closeness , 1989 .

[60]  A. Baddeley.  Human Memory: Theory and Practice, Revised Edition , 1990 .

[61]  J. Dunn.  Trust and Political Agency , 1990 .

[62]  N. Luhmann,et al.  Trust: Making and Breaking Cooperative Relations , 1990 .

[63]  Janet A. Sniezek,et al.  Influences on the appropriateness of confidence in judgment: Practice, effort, information, and decision-making , 1991 .

[64]  E. Pellegrino,et al.  Ethics, Trust, and the Professions: Philosophical and Cultural Aspects , 1991 .

[65]  Edward J. Zajac,et al.  Intraorganizational Power and Organizational Design: Reconciling Rational and Coalitional Models of Organization , 1991 .

[66]  J. G. Holmes.  Trust and the appraisal process in close relationships. , 1991 .

[67]  John P. Robinson,et al.  Measures Of Personality And Social Psychological Attitudes , 1991 .

[68]  L. Wrightsman.  CHAPTER 8 – Interpersonal Trust and Attitudes toward Human Nature , 1991 .

[69]  Carolyn M. Jagacinski,et al.  Personnel decision making : the impact of missing information , 1991 .

[70]  Mark W. Baldwin,et al.  Relational schemas and the processing of social information. , 1992 .

[71]  H. Kelley.  Common-Sense Psychology and Scientific Psychology , 1992 .

[72]  S. Sitkin,et al.  Explaining the Limited Effectiveness of Legalistic “Remedies” for Trust/Distrust , 1993 .

[73]  Kay M. Nelson,et al.  International Conference on Information Systems ( ICIS ) 1993 THE CONTRIBUTION OF SHARED KNOWLEDGE TO IS GROUP PERFORMANCE , 2017 .

[74]  Brian Robert Dobing.  Building trust in user-analyst relationships , 1993 .

[75]  L. Shetzer,et al.  A Social Information Processing Model of Employee Participation , 1993 .

[76]  Michele A. Eayrs.  Time, Trust and Hazard: Hairdressers' Symbolic Roles , 1993 .

[77]  P. Ring,et al.  Developmental Processes of Cooperative Interorganizational Relationships , 1994 .

[78]  Roderick M. Kramer,et al.  The sinister attribution error: Paranoid cognition and collective distrust in organizations , 1994 .

[79]  Fred D. Davis,et al.  User Perceptions of Decision Support Effectiveness: Two Production Planning Experiments * , 1994 .

[80]  John Orbell,et al.  Trust, social categories, and individuals: The case of gender , 1994 .

[81]  Giacomo Mauro DAriano.  Identity and Control: A Structural Theory of Social Action. , 1994 .

[82]  Bernard Williams,et al.  Making sense of humanity: Formal structures and social reality , 1995 .