Should Versus Want
On the Relative Contribution of Injunctive Norms and Preferences on Trust Decisions
Bibliographic Data
| ID | 12166261 |
|---|---|
| Authors | Isabel Thielmann (0000-0002-9071-5709, University of Koblenz‐Landau Landau Germany, corresponding author), Benjamin E Hilbig (0000-0002-1470-1882, University of Koblenz‐Landau Landau Germany) |
| Year | 2016 |
| Volume | 30 |
| Issue | 2 |
| Pages | 446-452 |
| Publication date | 2016-04-22 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Behavioral Decision Making (JOURNAL) |
| Journal identifiers | ISSN: 0894-3257 • E-ISSN: 1099-0771 |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1002/bdm.1962 |
| OpenAlex | W2344815073 |
| Language | EN |
| Citations received | 6 |
| References cited | 36 |
Despite much research on the determinants of trust among strangers, its mechanisms are understood only rudimentarily. Recently, it has been proposed that people trust strangers because they believe they should, thus complying with an injunctive norm even if it conflicts with their preferences. However, given the boldness of this claim and in light of independent arguments and earlier findings that suggest otherwise, the hypothesis requires critical scrutiny. Thus, we tested whether the decision to trust (in the trust game) is indeed more strongly driven by what people think they should entrust rather than what they want to entrust in two studies. We consistently found a stronger influence of “want” than of “should” on trust decisions even when controlling for the fairness aspect inherent in the trust game. Thus, our findings speak against a predominant role of injunctive norms for trust behavior and confirm that the latter is mostly driven by preferences. Copyright © 2016 John Wiley & Sons, Ltd
Norm (philosophy · Perception · Political science · Regret · Scrutiny · Social norms approach · Cultural Differences and Values · Culture, Economy, and Development Studies · Experimental Behavioral Economics Studies · Law · Psychology · Social Psychology
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| Unique citing works | 6 |
|---|---|
| Citations per year | 0,67 |
| Citation span | 2017 - 2026 (10) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 6 |