What’s in a name? Subliminally activating trusting behavior

Because the choice to trust is inherently risky, people naturally assess others’ trustworthiness before they engage in trusting actions. The research reported here suggests that the trust development process may start before the conscious assessment of trustworthiness, via the activation of a relational schema. We present three experiments that examined the automatic, non-conscious activation of interpersonal trusting behavior via a variety of subliminal cues: positive or negative, relational or non-relational, and trust-related or not. In all three studies, subliminal relational cues influenced subsequent trusting behavior, apparently without conscious awareness. Results from the third study also indicated that subliminal relational cues that were specifically trust-related influenced trustors’ expectations of the likelihood of reciprocity. Overall, the data provide initial evidence that the development of interpersonal trust can start before and beneath conscious awareness.     

Employee Attachment: Implications for Supervisor Trustworthiness and Trust

Purpose

The purpose of this study was to investigate the role of adult attachment on perceptions of trustworthiness and trust in one’s supervisor. Specifically, we cast trustworthiness perceptions as the cognitive mechanisms by which attachment influences trust, which then influenced work outcomes.

Design/methodology/approach

Data on attachment, trustworthiness, and trust were obtained from employees, and performance ratings were provided by the employees’ direct supervisor (n = 353, 157 supervisors).

Findings

Secure and counterdependent attachment had a significant impact on trustworthiness perceptions, and secure attachment was also significantly related to trust, even in the presence of trustworthiness perceptions. Overdependent attachment had no significant influence on trustworthiness or trust perceptions.

Implications

Adult attachment influences one’s regulatory processes in interpersonal relationships and will certainly influence trust in one’s supervisor. Understanding the process by which attachment influences trust in one’s supervisor via trustworthiness perceptions provides a more comprehensive picture of how trust develops. This study provides evidence that adult attachment influences trustworthiness and trust simultaneously, which may be helpful in the selection process but also in managing the interpersonal aspect of the employee–supervisor relationship.

Originality/value

Though trust has been linked to attachment in the literature, no research has examined adult attachment and its influence on trustworthiness perceptions. Our paper provides an examination of attachment and its role in a comprehensive model of interpersonal trust. In addition, we examine attachments influence on trustworthiness and trust beyond the influence of propensity to trust, a commonly studied dispositional variable in the trust literature.

     

The effect of propensity to trust and perceptions of trustworthiness on trust behaviors in dyads

Research on trust has burgeoned in the last few decades. Despite the growing interest in trust, little is known about trusting behaviors in non-dichotomous trust games. The current study explored propensity to trust, trustworthiness, and trust behaviors in a new computer-mediated trust relevant task. We used multivariate multilevel survival analysis (MMSA) to analyze behaviors across time. Results indicated propensity to trust did not influence trust behaviors. However, trustworthiness perceptions influenced initial trust behaviors and trust behaviors influenced subsequent trustworthiness perceptions. Indeed, behaviors fully mediated the relationship of trustworthiness perceptions over time. The study demonstrated the utility of MMSA and the new trust game, Checkmate, as viable research methods and stimuli for assessing the loci of trust.     

Cooperative,pure, and selfish trusting: Their distinctive effects on the reaction of trust recipients

Three types of trusting have been distinguished conceptually and empirically. In cooperative trusting the trust giver explicitly expects a reaction from the trust recipient that fits with the equality norm. In pure trusting, no explicit expectation is expressed by the giver. In selfish trusting the giver explicitly expects a reaction that benefits himself or herself at the expense of the recipient. We asked whether the three types of trust elicit distinctive reactions from trust recipients. Each participant was paired with a fictitious player who ostensibly enabled him or her to divide money between them. As hypothesized, both cooperative and pure trusting elicited more equal allocations than did selfish trusting. A second hypothesis, that cooperative trust would yield more equal allocations than pure trust, was not supported. Results are discussed in terms of equality norm, self‐interest norm, reciprocity norm, reactance theory, social sanctioning, and the need to comply with others' expectations. Copyright © 2004 John Wiley & Sons, Ltd.     

It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships

We present three spiral reinforcement models that describe how mutual perceptions of trustworthiness and/or mutual cooperation may develop in dyadic interpersonal and intergroup relationships: a perceived trustworthiness spiral model, a cooperation spiral model, and a perceived trustworthiness-cooperation spiral model that posits a relatively more complex spiraling between trustworthiness perceptions and cooperation. Actor-Partner Interdependence Model (Kashy & Kenny, 2000) analyses of data from two joint venture business simulations provided support for the spiral models in interpersonal and intergroup relationships. While all three models received some support, the perceived trustworthiness-cooperation spiral received the most consistent support, suggesting that trust perceptions play a crucial mediating role in the development of cooperation in both interpersonal and intergroup interactions. Overall, it does “take two to tango”: the development of mutual trust and cooperation involves an intricate dance that spirals over time and is fundamentally affected by partners’ initial moves.     

Brief dynamic group therapy: A psychoeducational model for enhancing caregiver-infant development

A group model for providing short-term caregiver-infant psychoeducation is presented. The goal of this model is to modify over a brief and circumscribed period of time the perceptions and expectations of caregivers so that their interpersonal behaviors with their infants sustain and enhance adaptive interactive sequences. This model of intervention is derived from the intuitive behavior patterns of adaptive caregivers concerning the infant's emerging representational abilities. Specific vignettes exemplifying the stages of group development that occur with this model of intervention are discussed.     

Differentiating the Effects of Informational and Interpersonal Justice in Co‐Worker Interactions for Task Accomplishment

To extend the research on interactions‐based justice and integrate it with the research on trustworthiness, the present article examines the role of informational and interpersonal justice in co‐worker interactions for task accomplishment. Based on social exchange theory and fairness heuristic theory, the two justice dimensions would trigger different types of responses based on the principle of reciprocity and how they manage different types of uncertainties in a work relationship. As a result, they lead to different outcomes in the context of two co‐workers having a disagreement about work. It was hypothesised that informational justice is related to acceptance of the co‐worker's view primarily through perception of ability‐based trustworthiness, whereas interpersonal justice is related to satisfaction with the co‐worker primarily through perception of benevolence‐based trustworthiness. A survey of employees and a simulation study showed that the effect of informational justice on acceptance of the co‐worker's view is mediated more by ability‐based trustworthiness than by benevolence‐based trustworthiness, whereas the reverse is true for the mediation of the effect of interpersonal justice on satisfaction with the co‐worker. Theoretical implications are discussed concerning the differentiation of the two highly correlated justice dimensions, together with practical implications regarding their relative usefulness.     

Influences on Member Assimilation in Workgroups in High‐Reliability Organizations: A Multilevel Analysis

This multilevel investigation examined the effect of group interaction and its influence on individual‐level membership variables and group assimilation. The study is based on a model of group socialization developed by Moreland and Levine (1982) and was modified in this study to investigate the development and maintenance of highly interdependent workgroups in a high‐reliability organization: a municipal fire department. Using hierarchical linear modeling, we examined individual‐ and crew‐level influence on four assimilation outcomes: involvement, trustworthiness, commitment, and acceptance. At the individual level, acculturation predicted all the four assimilation outcomes. Involvement also was a predictor of the latter sequences of assimilation: commitment and acceptance. The study also found that one crew‐level variable—crew performance—affected and modified the influence of tenure, proactivity, involvement, acculturation, and trust on members’ commitment. Implications are offered for the influence of group interaction on member assimilation and support for continuing group‐level research on assimilation. This study also underscores the utility of multilevel analysis in examining communication at the interpersonal and group levels.     

人际同步对合作行为的促进机制及解释模型

同步作为集体仪式的核心要素, 对群体生存和发展具有重要意义。人际同步是一种特殊的协调行为, 具有锁时锁相的特征。近年来研究发现同步能够促进合作等亲社会行为, 具体的促进机制包括神经生理的激活、社会联结感的增强、认知灵敏度的提高和积极情绪的唤起, 学者们也从不同角度提出了三种不同的解释模型：自我-他人重叠模型、合作加强模型和集体沸腾模型。未来的研究需要进一步剖析同步行为的亲社会功能, 厘清同步效应的调节机制、特异性和普适性。     

Beyond Consent: Building Trusting Relationships With Diverse Populations in Precision Medicine Research

With the growth of precision medicine research on health data and biospecimens, research institutions will need to build and maintain long-term, trusting relationships with patient-participants. While trust is important for all research relationships, the longitudinal nature of precision medicine research raises particular challenges for facilitating trust when the specifics of future studies are unknown. Based on focus groups with racially and ethnically diverse patients, we describe several factors that influence patient trust and potential institutional approaches to building trustworthiness. Drawing on these findings, we suggest several considerations for research institutions seeking to cultivate long-term, trusting relationships with patients: (1) Address the role of history and experience on trust, (2) engage concerns about potential group harm, (3) address cultural values and communication barriers, and (4) integrate patient values and expectations into oversight and governance structures.     

Trust and reciprocity decisions: The differing perspectives of trustors and trusted parties

This paper examines trusting actions and reciprocity responses in the two-person Trust Game. Two experiments test a model that suggests that individuals in social and economic interactions are likely to view the situation from their own unique perspective. The results demonstrate that trustors focus primarily on the risk associated with trusting, while trusted parties—those who are in a position to reciprocate—base their decisions on the level of benefits they have received. Specifically, trusting is more likely when risk is low, but the likelihood of trust does not depend on the level of benefit that trust provides to trusted parties. Meanwhile, reciprocity is more likely when the benefit provided is high, but does not depend on the level of risk the trustor faced. Neither party is particularly sensitive to the factors that affect their counterpart's decision. Furthermore, trustors underestimate the extent to which the level of benefits they provide might affect the trusted party' decision to reciprocate. Responses to a post-experimental questionnaire provide additional support for the proposition that the parties view the interaction from markedly different perspectives. Implications of this are discussed.     

Is interpersonal and institutional e‐trustworthiness equally important in consumer e‐trust development? Implications for consumers' e‐trust building behaviours

Trust is a widely studied phenomenon across numerous disciplines. E‐trust researchers have conducted a vast number of studies, but despite extensive interest in the issue, there are only few studies that concentrate on how consumers build e‐trust. Furthermore, consumer e‐trust is seen to be a function of both interpersonal and institutional e‐trustworthiness, but only limited number of attempts have been conducted to study the relative importance of interpersonal and institutional e‐trustworthiness in consumer e‐trust development process. The present article seeks to improve this situation by studying how consumers' perceived interpersonal and institutional e‐trustworthiness influence their intention to build e‐trust. The results of the study suggest that consumers build e‐trust actively, and the development of e‐trust is not only based on trustees' behaviour. Moreover, the results indicate that interpersonal e‐trustworthiness is more important than institutional e‐trustworthiness in consumers' e‐trust building. Copyright © 2010 John Wiley & Sons, Ltd.     

Unbalanced triangle in the social dilemma of trust: Internet studies of real‐time,real money social exchange between China,Japan, and Taiwan

Using a dyadic game theory paradigm, three experiments on the social dilemma of trust were conducted over the Internet in real time, involving real money. It was predicted and found that in‐group favouritism in trusting behaviour was contingent on historical relationships between societies. In the China–Japan experiment, mainland Chinese but not Japanese trusted and made fair allocations to in‐group members more than out‐group members, and out‐group trust was best predicted by positive stereotypes of the out‐group for Chinese and identity for Japanese. In the China–Taiwan experiment, Taiwanese but not Mainland Chinese trusted in‐group members more than out‐group members, and in‐group trust for Taiwanese was best predicted by perceptions of current realistic threats. In the Taiwan–Japan experiment, there were slight in‐group favouring tendencies in trust, and positive stereotypes of the out‐group were the best predictors of out‐group trust. Japanese were unique in not displaying in‐group favouring behaviour at all, whereas both Chinese and Taiwanese were context specific in their in‐group favouritism. Stereotypes, social identities, perceptions of realistic threat, and historical anger made significant contributions to predicting trusting behaviour, but overall these survey measures only accounted for small and inconsistent amounts of variance across the three experiments.     

指向具体人物对象的人际信任:跨文化比较及其认知模型

本文对指向具体人物对象的人际信任作了跨文化实证比较研究,并探讨了人际信任的认知模型。使用人际信任行为量表(ITBS)测量了中国、香港及美国三地大学生的人际信任。根据三组被试对诸如父亲、哥哥、同班同学、医生和陌生人等20个人们生活中经常能够接触的人物信任程度的高低,可将这些具体人物对象归为“亲人”,“熟人”和“陌生人”三个群体。三组被试对“亲人”群体的人际信任没有显著差异,但中国被试对其它两个人物对象群体的信任要高于美国和香港被试,而后两组被试的差别则不显著。另外,利用多元回归法在人际信任与六种认知变量间建立了模型关系,发现其中只有两个变量对模型作出主要贡献,即:(1)对由信任行为而得到得回报的期望值越高;(2)得不到回报而引致损害的严重性评估越低,则一个人作出某一信任行为的可能性就越大。被试的文化背景和社会工业化程度对人际信任认知模型没有影响。     

被信任者社会身份复杂性对其可信性的影响

被信任者社会身份是单一的还是多样的, 这种数量差异可以体现其社会身份的复杂性。本研究探讨了被信任者社会身份复杂性(单一身份、多重身份)如何影响人们对其可信性的评价。实验1考察了被信任者社会身份复杂性对其可信性的影响以及社会距离在其中的中介作用。实验2用于检验被信任者所属群体类型(内群体、外群体)是否调节他们的社会身份复杂性对其可信性的影响。研究结果表明：被信任者多重社会身份的凸显会提高人们对其可信性的评价, 社会距离在二者之间起着完全中介作用; 群体类型对社会身份复杂性的影响具有调节作用, 社会距离的中介作用在对外群体成员的可信性评价中更为明显。     

Group commitment as a moderator of attributional and behavioural responses to power use

This study used 50 Natural Science and English Literature students who held differential behavioural expectations of ingroup and outgroup members to investigate evaluative, attributional and behavioural responses to power use in an experimental research paradigm. It was hypothesized that subordinates interpret frequent power use by a superior differently depending on whether it is consistent or inconsistent with previous expectations. Frequent power use results in decreased satisfaction and negative evaluations of the superior. Attributional ratings indicated that when an outgroup member engaged in frequent power use, this negatively evaluated behaviour was attributed to the superior's group membership, and resulted in decreased cooperation on the part of the subordinate. To the extent that frequent power use of an ingroup member was attributed to external circumstances, subordinates maintained a sense of commitment to the ingroup superior, which resulted in displays of cooperative behaviour. © 1998 John Wiley & Sons, Ltd.     

Incidental learning of trust from eye-gaze: Effects of race and facial trustworthiness

Humans rapidly make inferences about individuals’ trustworthiness on the basis of their facial features and perceived group membership. We examine whether incidental learning about trust from shifts in gaze direction is influenced by these facial features. To do so, we examined two types of face category: the race of the face and the initial trustworthiness of the face based on physical appearance. We find that cueing of attention by eye-gaze is unaffected by race or initial levels of trust, whereas incidental learning of trust from gaze behaviour is selectively influenced. That is, learning of trust is reduced for other-race faces, as predicted by reduced abilities to identify members of other races (Experiment 1). In contrast, converging findings from an independently gathered set of data showed that the initial trustworthiness of faces did not influence learning of trust (Experiment 2). These results show that learning about the behaviour of other-race faces is poorer than for own-race faces, but that this cannot be explained by differences in the perceived trustworthiness of different groups.     

Intergroup trust and reciprocity in strategic interactions: Effects of group decision-making mechanisms

I examined the impact of the consensus-making mechanism, where members reach a common decision via an intra-group discussion, on intergroup trust and reciprocity in a strategic setting. Data from a trust game generated the following results. First, compared to individual decision-makers, consensus groups exhibited (a) lower psychological trust, (b) higher behavioral trust, after controlling for psychological trust, and (c) lower reciprocity. Second, compared to decisions made by group-representatives, who are responsible for unilateral decisions on behalf of their groups, group consensus decisions were more trusting but less reciprocating. Thus, the specific decision-making mechanism adopted by groups in a strategic interaction may profoundly change the nature and the interplay of the interaction. Lastly, results show that the level of behavioral trust is driven by reciprocity expectations, while the level of reciprocity behavior, measured as a proportion of the trust received, does not change systematically with the level of trust experienced.     

The impact of relational demographics on perceived managerial trustworthiness: similarity or norms?

Perceived trustworthiness is a critical antecedent of interpersonal trust, yet researchers have a limited understanding of how such perceptions are generated. The authors used 2 competing perspectives within the relational demography literature--similarity-attraction and relational norms--to empirically examine the effect of demographic differences. Whereas the similarity-attraction account suggests that subordinates will perceive their managers as more trustworthy when managers and staff are similar in demographic attributes, the relational norms account proposes that subordinates will perceive their managers as more trustworthy when their demographic differences follow normative expectations. Data collected from a field study of 178 manager-subordinate dyads in Hong Kong and Macau support the relational norms account in terms of education and organizational rank. The authors discuss the theoretical and practical implications of the study.     

Closeness, support and reciprocity: a study of attachment styles in adolescence

In the context of boarding schools, the transactions between adolescents internal working models of self and others, their peers perceptions of them, as well as the reciprocity between perceptions of others and by others were explored. Findings supported the assumed effect of models of the other on a persons social environment, as well as the expected relations between the congruency of models of self and other and the actual reciprocity between perceptions of others and others perceptions of self. Patterns of reciprocity in interpersonal relationships were found to characterize secure (positive reciprocity) and fearful (negative reciprocity) attachment styles, while non-reciprocal relations appeared more frequently among preoccupied and dismissing persons. These findings suggest specific person-environment transactions that may be involved in securing the continuity of styles of relating.