A model of the role of emotions in short term trust and control decisions

Trust is a key issue in both managing performance and change in organisations. Trust enables us to understand how individuals and organisations can work cooperatively in the absence of formal contractual arrangements. Trust involves coordinating the individuals’ expectations, interpersonal relationships, and social structures (Hosmer, 1995). However, it does not exist in isolation. It also involves the development of control strategies to ensure a positive outcome of a trust decision. In this paper we develop a model of trust that examines the impact various modes of control have on trust. We also investigate the impact of mood and emotional intelligence on the decision to trust and the use of particular modes of control. Implications for theory and practice are discussed.