A Construct of Trust in Management Studies

Abstract

Analysis of trust influence on different dimensions of firms’ performance and interactions holds a valuable place the management research. However, the comprehension of trust phenomenon is far from preciseness and unambiguity: this concept has not yet clear and conventional definition. In this article on the base of critical review of a number of trust concepts the interpretation of trust as the mental representation of a counterparty’s non-opportunistic behavior expectation is proposed. It is stressed that this mental representation appears unconsciously (reflexively) but can be consciously corrected on the basis of new information. This representation existing in the brain of individual can be called “personal trust concept”. Personal trust concept is a set (or network) of neuronal processes and states (neural correlate) that is appeared since socialization period, and change during long-life of individual. Personal trust concept plays a role of the basis for assessment of any person as trustworthy or not one. It is shown that trust understandings mentioned above can be inferred from proposed one. Some consequences for applied management research are discussed.