Trust at zero acquaintance
More a matter of respect than expectation of reward
Bibliographic Data
| ID | 6203360 |
|---|---|
| Authors | David Dunning (0000-0002-4565-1208, Cornell University), Joanna E Anderson (Cornell University), Thomas Schlösser (0000-0003-2685-6221, University of Cologne), Daniel Ehlebracht (0000-0003-3756-9906, University of Cologne), Detlef Fetchenhauer (0000-0002-5469-471X, University of Cologne) |
| Year | 2014 |
| Volume | 107 |
| Issue | 1 |
| Pages | 122-141 |
| Publication date | 2014-07-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/a0036673 |
| PMID | 24819869 |
| OpenAlex | W2143947714 |
| Language | EN |
| Citations received | 55 |
| References cited | 83 |
Trust is essential for a secure and flourishing social life, but many economic and philosophical approaches argue that rational people should never extend it, in particular to strangers they will never encounter again. Emerging data on the trust game, a laboratory economic exchange, suggests that people trust strangers excessively (i.e., far more than their tolerance for risk and cynical views of their peers should allow). What produces this puzzling "excess" of trust? We argue that people trust due to a norm mandating that they show respect for the other person's character, presuming the other person has sufficient integrity and goodwill even if they do not believe it privately. Six studies provided converging evidence that decisions to trust follow the logic of norms. Trusting others is what people think they should do, and the emotions associated with fulfilling a social duty or responsibility (e.g., guilt, anxiety) account for at least a significant proportion of the excessive trust observed. Regarding the specific norm in play, trust rates collapse when respect for the other person's character is eliminated as an issue
Dictator game · Disposition · Duty · Epistemology · Express trust · Flourishing · Goodwill · Norm (philosophy) · Public relations · Decision-Making and Behavioral Economics · Experimental Behavioral Economics Studies · Law · Psychology · Social Capital and Networks · Social Psychology
Supplemental Material for Trust in Everyday Life
Trust
Beyond Reciprocity
Hypocognition
Others’ Facial Expressions Influence Individuals Making Choices and Processing Feedback
The Effect of Social Exclusion on Trust Among Youth Orphaned by HIV/Aids
The road home
Converging Measures and an Emergent Model
Social Representation and the Concept of Betrayal as Resources in Social Situation
“Love me, love my dog”
Non-Ideal Virtue and Situationism
Can people detect the trustworthiness of strangers based on their facial appearance
Leader decision speed as a signal of honesty
Trust game, survey trust, are they correlated? Evidence from China
Effects of group-based experience on intergroup trust within Chinese cultures
The Trust Game
Trust Building via Negotiation
Who Do I (Dis)Trust and Monitor for Ethical Misconduct? Status, Power, and the Structural Paradox
Closer People Hurt You More
Distinct affective responses to second- and third-party norm violations
Do you feel obliged to trust in strangers? The role of obligations, desires and expectations on trust
Does betrayal aversion really guide trust decisions towards strangers
Behavioral Trust in Competence Versus Morality
Should Versus Want
Social proximity and respect for norms in trust dilemmas
All Together Now
Motivated to trust? Promotion and prevention focus are distinctly related to the tendency to trust others
Deterrence-based trust in bargaining
Trustful behaviour is meaningful behaviour
Tandem anchoring
Trust in everyday life
Who is trustworthy? Predicting trustworthy intentions and behavior
The behavioral ecology of moral dilemmas
Learning to distrust
Taking Back Control
The Last 20 Years of Empirical Research on Government Utilization of Academic Social Science Research
Regional Differences in Intergroup Trust Between Northern and Southern China
The Power of Justice
Social game theory
Morality and trust in impersonal relationships
Sex differences in trust and trustworthiness
When are assumptions shaken? A prospective, longitudinal investigation of negative life events and worldviews in a national sample
With a little help from my friends (and strangers)
Gain-loss framing effects in dilemmas of trust and reciprocity
Bridging racial divides
Implications of advice rejection in repeated exchanges
How relationships bias moral reasoning
The Perceived Authenticity of Attitudes Toward Groups
Verbal interaction in a social dilemma
Loneliness is associated with more trust but worse trustworthiness expectations
The synergistic effect of prosociality and physical attractiveness on mate desirability
The double-edged sword of informality
Beyond Whom and When
Trust and Trustworthiness of Christians, Muslims, and Atheists/Agnostics in the United States
Group Communication During Resource Dilemmas
The Social Psychology of Procedural Justice
The Grammar of Society
Applied Logistic Regression
The Psychological Underpinnings of Democracy
First Impressions
Reputation helps solve the ‘tragedy of the commons’
Decomposing Trust and Trustworthiness
Gender and Culture
Oxytocin increases trust in humans
Income Inequality and Happiness
Economic Games on the Internet
Trust, risk and betrayal
An Exploration of the Relational Schemata Underlying Attachment Styles
Adult Romantic Attachment
Trust, Punishment, and Cooperation Across 18 Societies
Culture–gene coevolution, norm-psychology and the emergence of human prosociality
Paranoid Cognition in Social Systems
Spending Money on Others Promotes Happiness
Emotion-based choice.
Dictator game giving
Corporate culture and economic theory
Self-discrepancy
Not So Different After All
Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models
Erc
Trust, Reciprocity, and Social History
Social Conflict
The Presentation of Self in Everyday Life
The Moral Foundations of Trust
Economics and Identity
The Name of the Game
Making Democracy Work
A new scale for the measurement of interpersonal trust1
Continuities and Discontinuities in Self‐Regulatory and Self‐Evaluative Processes
Shared perceptual basis of emotional expressions and trustworthiness impressions from faces
Activation of social norms in social dilemmas
The Moral Foundations of Trust
Emotion, Decision, and Risk
What a Feeling
Trust as a social and emotional act
Trusting and trustworthiness
The impact of social value orientation and risk attitudes on trust and reciprocity
Trust games
How activating cognitive content shapes trust
Do people trust too much or too little
The Social Psychology of Procedural Justice
Survey and behavioral measurements of interpersonal trust
Empathy-induced altruism in a prisoner's dilemma
Real Versus Imagined Gender Harassment
On the Interpretation of Giving in Dictator Games
Giving with Impure Altruism
Two Worlds of Childhood
Elements of trust
Fooled by first impressions? Reexamining the diagnostic value of appearance-based inferences
Attributions of trust and the calculus of reciprocity
Excuse Me—What Did You Just Say
The perceptual push
Generalized expectancies for interpersonal trust
Emotional responses to goal attainment
Trustworthiness is a social norm, but trusting is not
Making Democracy Work
Moral credentials and the expression of prejudice
Target and observer differences in the acceptance of questionable apologies
Reducing self-discrepancies or maintaining self-congruence? Uncertainty orientation, self-regulation, and performance
Attachment working models and the sense of trust
Truth and investment
Trust in close relationships
Promoting cooperation and trust in "noisy" situations
Self-discrepancies and emotional vulnerability
Does Social Capital Have an Economic Payoff? A Cross-Country Investigation
The Tragedy of the Commons
Trust and suspicion
The Psychology of Prejudice
Measuring Trust
Social Exchange and Micro Social Order
Reward, punishment, and cooperation
Optimizing assurance
Trust, conflict, and cooperation
Choice and the relative pleasure of consequences
An Affect Theory of Social Exchange
| Unique citing works | 55 |
|---|---|
| Citations per year | 5 |
| Citation span | 2015 - 2026 (12) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 54 |