Chasing shadows: Control, virtuality and the production of trust

In recent years, the topic of trust has become the focus of renewed attention in organizational theory and research and, in particular, where electronic distribution and associated 'virtual' forms of organizing are prevalent. The question of trust, always an issue in financial transactions, is exacerbated the more the physical element is removed. The paper focuses on the issue of trust as it currently appears in the newest of these distribution channels, online and Internet financial services, and smart cards. In both theory and practice, notions of trust are often opposed to concepts such as power or control, and are deployed as part of a dualistic either/or proposition. Drawing on ongoing research in the financial services sector, the paper attempts a more nuanced exploration by focusing on attempts to 'manage' trust, the problems such attempts encounter, the various techniques employed in their resolution and the power relations in which they are embedded.