传言对人际信任影响的泛化效应

本研究使用学习-测试范式考察传言对人际信任影响的泛化效应。学习阶段,被试对中性面孔和不同效价的传言或真实信息进行配对学习;测试阶段,被试作为投资者与陌生对家完成信任投资游戏,对家面孔与学习面孔具有40%相似性。结果发现,传言能够影响学习面孔的信任,并调节与学习面孔相似的对家面孔的信任投资;同时,传言对信任投资的影响只发生在女性对家身上。上述发现揭示传言对人际信任能够进行选择性泛化。     

Friend or foe: the effect of implicit trustworthiness judgments in social decision-making

The human face appears to play a key role in signaling social intentions and usually people form reliable and strong impressions on the basis of someone's facial appearance. Therefore, facial signals could have a substantial influence on how people evaluate and behave towards another person in a social interaction, such as an interactive risky decision-making game. Indeed, there is a growing body of evidence that demonstrates that social behavior plays a crucial role in human decision-making. Although previous research has demonstrated that explicit social information about one's partner can influence decision-making behavior, such as knowledge about the partner's moral status, much less is known about how implicit facial social cues affect strategic decision-making. One particular social cue that may be especially important in assessing how to interact with a partner is facial trustworthiness, a rapid, implicit assessment of the likelihood that the partner will reciprocate a generous gesture. In this experiment, we tested the hypothesis that implicit processing of trustworthiness is related to the degree to which participants cooperate with previously unknown partners. Participants played a Trust Game with 79 hypothetical partners who were previously rated on subjective trustworthiness. In each game, participants made a decision about how much to trust their partner, as measured by how much money they invested with that partner, with no guarantee of return. As predicted, people invested more money in partners who were subjectively rated as more trustworthy, despite no objective relationship between these factors. Moreover, the relationship between the amount of money offered seemed to be stronger for trustworthy faces as compared to untrustworthy faces. Overall, these data indicate that the perceived trustworthiness is a strong and important social cue that influences decision-making.     

亲亲为大，亲贤仍重：亲疏关系、人情取向对人际信任的影响

本文基于以往理论,提炼出人际交往中影响信任的两大因素：关系因素和个人特质因素,通过两个情景启动实验尝试探索亲疏关系、可信赖特质（能力、善意和诚信）对人际信任的影响机制及其作用的边界条件。结果发现：亲疏关系除了可以直接预测人际信任之外,还可以通过感知被信任者的可信赖特质产生间接影响。此外,个体的人情取向可以分别调节亲疏关系对感知被信任者的能力、诚信特质的效应和通过感知被信任者的能力、诚信特质影响人际信任的间接效应,并且作用的主要对象是关系网中的熟人。本研究对理解当代中国社会在多元文化交融下的人际信任具有重要意义。     

Judging trustworthiness from faces: Emotion cues modulate trustworthiness judgments in young children

By adulthood, people judge trustworthiness from appearances rapidly and reliably. However, we know little about these judgments in children. This novel study investigates the developmental trajectory of explicit trust judgments from faces, and the contribution made by emotion cues across age groups. Five‐, 7‐, 10‐year‐olds, and adults rated the trustworthiness of trustworthy and untrustworthy faces with neutral expressions. The same participants also rated faces displaying overt happy and angry expressions, allowing us to investigate whether emotion cues modulate trustworthiness judgments similarly in children and adults. Results revealed that the ability to evaluate the trustworthiness of faces emerges in childhood, but may not be adult like until 10 years of age. Moreover, we show that emotion cues modulate trust judgments in young children, as well as adults. Anger cues diminished the appearance of trustworthiness for participants from 5 years of age and happy cues increased it, although this effect did not consistently emerge until later in childhood, that is, 10 years of age. These associations also extended to more subtle emotion cues present in neutral faces. Our results indicate that young children are sensitive to facial trustworthiness, and suggest that similar expression cues modulate these judgments in children and adults.     

Learning about faces: effects of trustworthiness on affective evaluation

The results of two studies on the relationship between evaluations of trustworthiness, valence and arousal of faces are reported. In Experiment 1, valence and trustworthiness judgments of faces were positively correlated, while arousal was negatively correlated with both trustworthiness and valence. In Experiment 2, learning about faces based on their emotional expression and the extent to which this learning is influenced by perceived trustworthiness was investigated. Neutral faces of different models differing in trustworthiness were repeatedly associated with happy or with angry expressions and the participants were asked to categorize each neutral face as belonging to a "friend" or to an "enemy" based on these associations. Four pairing conditions were defined in terms of the congruency between trustworthiness level and expression: Trustworthy-congruent, trustworthy-incongruent, untrustworthy-congruent and untrustworthy-incongruent. Categorization accuracy during the learning phase and face evaluation after learning were measured. During learning, participants learned to categorize with similar efficiency trustworthy and untrustworthy faces as friends or enemies and thus no effects of congruency were found. In the evaluation phase, faces of enemies were rated as more negative and arousing than those of friends, thus showing that learning was effective to change the affective value of the faces. However, faces of untrustworthy models were still judged on average more negative and arousing than those of trustworthy ones. In conclusion, although face trustworthiness did not influence learning of associations between faces and positive or negative social information it did have a significant influence on face evaluation that was manifest even after that learning.     

关系认知与善意认知对大学生人际信任的影响

采用投资博弈,以大学生为被试探讨关系认知（亲疏关系、阶层关系）和特质认知（以善意为例）对中国人人际信任的影响。结果发现,亲疏关系认知、阶层关系认知和善意认知都会影响中国人的人际信任。关系越近、阶层越高、越善意,信任水平越高。随着亲疏关系下降或善意降低,阶层关系对信任水平的作用之间的差异逐步减弱。亲疏关系认知和阶层关系认知存在交互作用,亲疏、阶层和善意也具有交互作用。人们对上位阶层的信任大于平位大于下位,但是当信任对象存在低善意特质或陌生人身份时,人们对上位阶层的信任会下降至和平位没有差异;当低善意特质和陌生人身份同时存在时,人们对上位、平位和下位的信任无差异。     

Getting off on the right foot: The role of openness to experience in fostering initial trust between culturally dissimilar partners

Cross-cultural partnerships can provide a competitive edge for organizations, but also hinder trust between individuals, and thus the flow of diverse knowledge that facilitates positive organizational outcomes. We investigate whether openness to experience (openness, in short) protects against lower trust in cross-cultural partnerships by weakening the effect of cultural diversity on trust formation processes (defined by perceived similarity and trustworthiness, serially). We randomly assigned White, American participants to partners from either the same or different (i.e., Chinese) cultural background. After introductions, participants rated their partner’s similarity and trustworthiness, and played a game assessing behavioral trust. Openness was measured 3–7 days prior. People high (versus low) on openness were more trusting towards culturally dissimilar partners because they perceived them as more similar, and thus more trustworthy.     

If you are able to control yourself, I will trust you: the role of perceived self-control in interpersonal trust

The present research tested the hypothesis that perception of others' self-control is an indicator of their trustworthiness. The authors investigated whether, in interactions between strangers as well as in established relationships, people detect another person's self-control, and whether this perception of self-control, in turn, affects trust. Results of 4 experiments supported these hypotheses. The first 2 experiments revealed that participants detected another person's trait of self-control. Experiments 3 and 4 revealed that participants also detected the temporary depletion of another person's self-control. Confirming the authors' predictions, perceived trait and state self-control, in turn, influenced people's judgment of the other person's trustworthiness. In line with previous research, these findings support the positive value of self-control for relationships and highlight the role of perceived self-control for the development of a fundamental relationship factor: trust.     

Trying to trust: Brain activity during interpersonal social attitude change

Interpersonal trust and distrust are important components of human social interaction. Although several studies have shown that brain function is associated with either trusting or distrusting others, very little is known regarding brain function during the control of social attitudes, including trust and distrust. This study was designed to investigate the neural mechanisms involved when people attempt to control their attitudes of trust or distrust toward another person. We used a novel control-of-attitudes fMRI task, which involved explicit instructions to control attitudes of interpersonal trust and distrust. Control of trust or distrust was operationally defined as changes in trustworthiness evaluations of neutral faces before and after the control-of-attitudes fMRI task. Overall, participants (n = 60) evaluated faces paired with the distrust instruction as being less trustworthy than faces paired with the trust instruction following the control-of-distrust task. Within the brain, both the control-of-trust and control-of-distrust conditions were associated with increased temporoparietal junction, precuneus (PrC), inferior frontal gyrus (IFG), and medial prefrontal cortex activity. Individual differences in the control of trust were associated with PrC activity, and individual differences in the control of distrust were associated with IFG activity. Together, these findings identify a brain network involved in the explicit control of distrust and trust and indicate that the PrC and IFG may serve to consolidate interpersonal social attitudes.     

不同人际情境影响工作记忆的初探

采用信任博弈任务创设人际信任、人际背叛及背叛后利他惩罚三种人际情境,探讨三种人际情境对不同任务难度工作记忆的影响。结果发现：（1）随着工作记忆的难度增加,三组正确率均显著下降。在低难度任务中,人际信任组和背叛后利他惩罚组正确率均高于人际背叛组;中等难度任务中,人际信任组正确率高于背叛后利他惩罚组和人际背叛组;高难度任务中,三组正确率无明显差异;（2）随着工作记忆的难度增加,三组反应时均显著增加。低难度任务中,人际信任组、背叛后利他惩罚组反应时均低于人际背叛组;中等难度和高难度任务中,三组反应时无明显差异。结论：人际信任、人际背叛及背叛后利他惩罚对工作记忆有不同作用。     

人际信任与合作的培养:基于信任和公共品博弈的实验研究

研究运用经济行为学的博弈实验法,探索了不同人际信任和合作的培养模式的效果问题。实验一和实验二分别采用两人信任博弈和六人公共品博弈实验范式,探讨了替代强化、直接强化和对照组等不同培养模式下的信任和合作关系变化情况。研究结果显示:1、直接强化组的培养效果好于替代强化组; 2、从实验范式角度而言,两人信任博弈范式下的培养效果优于六人公共品博弈范式; 3、相比于直接强化组而言,替代强化组的培养效果不受实验范式和实验情境的影响,具有跨实验情境的一致性和稳定性。因此,在人际信任和合作关系的培养过程中,相比于直接强化模式更容易受时空的限制和实验效应的影响,观察学习等替代强化的模式更具有可行性及推广性。     

Examining the durability of incidentally learned trust from gaze cues

In everyday interactions we find our attention follows the eye gaze of faces around us. As this cueing is so powerful and difficult to inhibit, gaze can therefore be used to facilitate or disrupt visual processing of the environment, and when we experience this we infer information about the trustworthiness of the cueing face. However, to date no studies have investigated how long these impressions last. To explore this we used a gaze-cueing paradigm where faces consistently demonstrated either valid or invalid cueing behaviours. Previous experiments show that valid faces are subsequently rated as more trustworthy than invalid faces. We replicate this effect (Experiment 1) and then include a brief interference task in Experiment 2 between gaze cueing and trustworthiness rating, which weakens but does not completely eliminate the effect. In Experiment 3, we explore whether greater familiarity with the faces improves the durability of trust learning and find that the effect is more resilient with familiar faces. Finally, in Experiment 4, we push this further and show that evidence of trust learning can be seen up to an hour after cueing has ended. Taken together, our results suggest that incidentally learned trust can be durable, especially for faces that deceive.     

积极情绪对信任决策的影响研究

为了验证积极情绪对人际信任的影响其实更符合启发式依赖模型而非情绪（心境）一致性模型,通过三个实验,以控制信任线索和信任博弈等方式,对102名大学生被试开展实验研究.结果表明：（1）积极情绪不是简单地增加信任,其对信任决策的影响受到信任线索的调节：与中性情绪相比,当易得性图式和线索促进信任时,积极情绪的被试显示更多信任;当易得性图式和线索促进不信任时,积极情绪的被试表现更少的信任.（2）实验三证实积极情绪对人际信任的作用也受到交往环境的影响.正如启发式依赖模型预测,外群体不值得信任的先验图式,使得被诱发了积极情绪的被试较中性情绪被试更不信任外群体成员.     

大学生面孔信任评价的自动化加工

本研究以40名大学生为研究对象,通过内隐加工和内隐记忆的方法探讨面孔信任评价是否为自动加工。结果表明,在外显记忆任务下,大学生在三种可信度面孔的再认成绩两两之间差异显著,其中不可信任面孔再认正确率最高,反应最快;在内隐记忆任务下,不可信任面孔的再认成绩最好,且反应最快。这些结果说明,个体可以依据陌生面孔的可信度对面孔进行自动加工,且对不可信任面孔最为敏感。     

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.

     

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.     

Betting on a brand: How can trust game experiments inform a brand trust research agenda?

For brands to succeed, they often need consumers to trust them. This has prompted marketing and consumer behaviour researchers to examine what makes certain brands more trusted and how brands can identify themselves as trustworthy. For over 25 years, experimental economists, behavioural scientists and others have examined interpersonal trust using an exercise — the trust game — where participants put money at risk based on how trustworthy they think other people are. This research has remained largely separate from work on brand trust, but this critical review aims to identify findings and concepts from trust game-based research that are relevant to brand trust, and starts to develop an integrated research agenda for the future. In particular, it looks at how brand trust is measured, how brand trust might (or might not) be distinguished from transactional risk, and the heuristics and biases behind brand trust judgements and how these relate to brands' attempts to signal their trustworthiness.     

The perception of attractiveness and trustworthiness in male faces affects hypothetical voting decisions differently in wartime and peacetime scenarios

Facial appearance of candidates has been linked to real election outcomes. Here we extend these findings by examining the contributions of attractiveness and trustworthiness in male faces to perceived votability. We first use real faces to show that attractiveness and trustworthiness are positively and independently related to perceptions of good leadership (rating study). We then show that computer graphic manipulations of attractiveness and trustworthiness influence choice of leader (Experiments 1 and 2). Finally, we show that changing context from wartime to peacetime can affect which face receives the most votes. Attractive faces were relatively more valued for wartime and trustworthy faces relatively more valued for peacetime (Experiments 1 and 2). This pattern suggests that attractiveness, which may indicate health and fitness, is perceived to be a useful attribute in wartime leaders, whereas trustworthiness, which may indicate prosocial traits, is perceived to be more important during peacetime. Our studies highlight the possible role of facial appearance in voting behaviour and the role of attributions of attractiveness and trust. We also show that there may be no general characteristics of faces that make them perceived as the best choice of leader; leaders may be chosen because of characteristics that are perceived as the best for leaders to possess in particular situations.     

The perception of attractiveness and trustworthiness in male faces affects hypothetical voting decisions differently in wartime and peacetime scenarios

Facial appearance of candidates has been linked to real election outcomes. Here we extend these findings by examining the contributions of attractiveness and trustworthiness in male faces to perceived votability. We first use real faces to show that attractiveness and trustworthiness are positively and independently related to perceptions of good leadership (rating study). We then show that computer graphic manipulations of attractiveness and trustworthiness influence choice of leader (Experiments 1 and 2). Finally, we show that changing context from wartime to peacetime can affect which face receives the most votes. Attractive faces were relatively more valued for wartime and trustworthy faces relatively more valued for peacetime (Experiments 1 and 2). This pattern suggests that attractiveness, which may indicate health and fitness, is perceived to be a useful attribute in wartime leaders, whereas trustworthiness, which may indicate prosocial traits, is perceived to be more important during peacetime. Our studies highlight the possible role of facial appearance in voting behaviour and the role of attributions of attractiveness and trust. We also show that there may be no general characteristics of faces that make them perceived as the best choice of leader; leaders may be chosen because of characteristics that are perceived as the best for leaders to possess in particular situations.