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Customer Trust Infrastructure: From Trust as Outcome to Trust as Organizational Design

Authors: Christina Garnett;

Customer Trust Infrastructure: From Trust as Outcome to Trust as Organizational Design

Abstract

Organizations face persistent and measurable trust deficits with their customers. The dominant response has been metric accumulation: Net Promoter Score, customer satisfaction indices, sentiment tracking, and loyalty data. These instruments measure the presence or absence of trust as an outcome. None of them tells an organization how trust is produced, what sustains it, what destroys it faster than positive signals can build it, or which organizational functions are responsible for each of these aspects. The result is a field that can diagnose trust failure only in retrospect and lacks the vocabulary to design trust in advance. This paper provides the first extended scholarly treatment of the Customer Trust Infrastructure (CTI). CTI treats trust not as a metric to be tracked but as an organizational architecture to be designed: a system of structural conditions that determine whether trust between a brand and its customers can form, persist, and recover from disruption. Central to CTI is the Customer Trust Equation (Trust = Consistency + Response + Connection + Value-Friction). This component-level model operationalizes trust as a function of four additive drivers offset by a single, subtractive force. CTI was formally named and defined in its founding document (Garnett, 2026), and its practitioner frameworks are being developed and are in active use. This paper establishes CTI's conceptual foundations in academic register, situates it within and against the existing literature, and proposes an empirical agenda for the discipline.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
0
Average
Average
Average
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