Subjective Norms, Dispositional Trust, and Initial Trust Development

A model based on the generally accepted concept of the development of initial trust is tested. Subjective norms are included in the model in addition to dispositional trust and perceptions of the other’s behavior. The findings show that dispositional trust is not influential on the development of an initial level of trust and an explanation grounded in the literature is offered. Subjective norms are influential however as soon as perceptions of the other’s behavior are available subjective norms’ effect becomes insignificant. Perception of the other’s behavior is the only significant influence on trust after a period of interaction between the participants. The findings are discussed and future research directions are offered.