Towards a motivational cognitive model of trust

Abstract

The article looks at the effects of risk on the formation of initial trust. It argues that risk influences the content of trust or the importance a trustor places on benevolence versus ability. A difference in emphasis on benevolence versus ability is further seen as leading a trustor to adopt different information goals as well as causing the activation of different interpretive schemas which facilitate these goals. Finally the effect of a trustee’s behavior on trust is argued to depend on the extent to which behavior matches the active information goals and interpretive schemas of the trustor in the situation. Three hypotheses are tested in two experiments. The article concludes with a discussion of empirical findings and no-findings as well as suggested implications for further research.