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Initial Trust Formation in New Organizational Relationships

D. Harrison McKnight, Larry L. Cummings and Norman L. Chervany
The Academy of Management Review
Vol. 23, No. 3 (Jul., 1998), pp. 473-490
Published by: Academy of Management
Stable URL: http://www.jstor.org/stable/259290
Page Count: 18
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Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Initial Trust Formation in New Organizational Relationships
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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.

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