Fast acquisition of cooperation and trust: A two-stage view of trusting behavior

Trustful behavior was defined in terms of the consecutive numbers of matching-to-sample problems worth money that each subject worked during sessions that ended in an equitable distribution. Two stages of acquisition are inherent in this definition; the first stage requires acquisition of an equitable method of distributing reinforcers (cooperation) to show that the within-session deviations (trust) from equity that develop during the second stage are temporary and are not part of an inequitable method of distributing reinforcers. Previous research has indicated that a contingency to trust is necessary to override the aversiveness of the inequity inherent in trusting and to produce consistent and maximal trust (half of the problems worked consecutively by each subject). The present experiment examined such a contingency. The trust contingency was an increased requirement for changing the direction of problem allocation. Only the subject who had been allocated a problem could change that allocation, by pulling a lever 45 or more times. On the other hand, no separate responses were required to allow the person who worked the last problem to also work the next one (passive trust). Hence, giving a problem was the only way to increase the distribution of problems to the other person and hence prevent oneself from receiving all of the reinforcers. All eight pairs of subjects cooperated from the outset. Trusting behavior developed for all four pairs exposed to the contingency to trust and expanded to maximal levels by the second session for three of the four pairs.     

企业员工对团队领导的信任结构研究——基于IT企业团队的研究

基于IT企业任务复杂度和合作需求较高的现状,加强团队内信任成为管理中的一个重点。本研究在Mayer和Mcknight的信任模型基础上对IT企业员工的组织信任结构进行分析。对四家IT公司239人进行问卷调查,并用Amos5．0进行分析后得到拟合度良好的模型结构,结果显示：①个体信任倾向对员工信任意向的影响不显著;②个体信任倾向影响员工对领导的可信任性感知和基于企业制度的信任;③基于制度的信任显著影响对领导的可信任性感知,但是对信任意向的影响不显著;④对领导的可信任性感知显著影响个体的信任意向;⑤卷入度在基于制度的信任和对领导的可信任性感知之间起缓冲作用。     

网络购物中的信任

信任是委托方基于积极期望自愿接受受托方行为的意向。网络购物中的信任可分为信任倾向、制度信任、信任信念(商家信任)和信任意向。个体经验、个性倾向和认知影响信任倾向; 网络安全机制建设和独立的第三方服务影响制度信任; 网站使用体验、商家信誉和商家规模影响信任信念; 信任倾向、制度信任、信任信念三者共同作用于信任意向, 进而影响信任行为。未来的研究应关注网络购物信任随时间的变化规律, 文化对网络购物信任的影响, 消极事件后信任重建等问题。     

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。     

Impact of Jin‐Shang teachings on Chinese people's trust

Three studies are reported that explore the impact of Jin‐Shang teachings (a specialized Confucius teaching of trust on business practices) on mainland Chinese people's trust. In Study 1 , we primed Confucius and Jin‐Shang teachings on trust, and compared their effects on trusting tendency to a control prime. We found that these teachings made mainland Chinese participants score higher on three different trusting scales. In Study 2 , we found that the Jin‐Shang prime made mainland Chinese participants invest more money in a trust game than those in the control prime. In Study 3 , we compared the Jin‐Shang prime to Protestant teachings and contemporary writings on reciprocity, and found that only the Jin‐Shang prime induced a significantly higher trusting tendency from Chinese participants than the control condition.     

Contrast, induction, facilitation, suppression, and conservation

Ten rats received all of their water in daily 1-hr sessions. Following a baseline phase in which lever and water spout were freely available throughout each session, subjects were trained to press the lever for water on mixed schedules composed of two alternating components. Each component gave access to water for a fixed cumulation of drinking time every time the rat cumulated a fixed amount of lever-pressing time. Changes in one component produced contrast and induction effects, both positive and negative, with respect to both lever pressing and drinking in the unchanged component. All schedules facilitated lever pressing relative to baseline. All schedules suppressed drinking relative to baseline, even though contingency sessions allowed ample time to perform the baseline amount of drinking. The entire pattern of results was predicted in quantitative detail by assuming that the total amount of a dimension apportioned to lever pressing and drinking is conserved between baseline and contingency sessions. Conservation theory was shown to predict several effects produced by simple fixed-ratio schedules, and was compared favorably with probability-differential (Premack, 1971) and response-deprivation (Timberlake and Allison, 1974) theory.     

On the Emotional Character of Trust

Trustful interaction serves the interests of those involved. Thus, one could reason that trust itself may be analyzed as part of rational, goaloriented action. In contrast, common sense tells us that trust is an emotion and is, therefore, independent of rational deliberation to some extent. I will argue that we are right in trusting our common sense. My argument is conceptual in nature, referring to the common distinction between trust and pure reliance. An emotional attitude may be understood as some general pattern in the way the world or some part of the world is perceived by an individual. Trust may be characterized by such a pattern. I shall focus on two central features of a trusting attitude. First, trust involves a participant attitude (Strawson) toward the person being trusted. Second, a situation of trust is perceived by a trusting person as one in which shared values or norms motivate both his own actions as well as those of the person being trusted. As an emotional attitude, trust is, to some extent, independent of objective information. It determines what a trusting person will believe and how various outcomes are evaluated. Hence, trust is quite different from rational belief and the problem with trust is not adequately met in minimizing risk by supplying extensive information or some mechanism of sanctioning. Trust is an attitude that enables us to cope with risk in a certain way. If we want to promote trustful interaction, we must form our institutions in ways that allow individuals to experience their interest and values as shared and, thus, to develop a trusting attitude.     

INCREASED PEER-TEACHING WITH GROUP-ORIENTED CONTINGENCIES FOR ARITHMETIC PERFORMANCE IN BEHAVIOR-DISORDERED ADOLESCENTS1

Group-oriented contingencies were applied to increase the arithmetic problem-solving rates of four behavior-disordered adolescent residents in a psychiatric hospital. The experiment followed an ABAC reversal design consisting of baseline conditions (A₁ and A₂), and cumulative (B) and mixed (C) interdependent group-oriented contingency conditions. Under the cumulative arrangement, the subjects earned five cents for every correctly solved multiplication problem. The same conditions were in effect with the mixed contingency, except that each subject was required to work at least three problems before any subject could earn money. The results indicated consistent increases in the subjects' arithmetic computation rates as a function of the group-oriented contingencies. Concurrent observations were made across the four conditions of the experiment on four categories of the subjects' verbalizations: antecedent peer-teaching, consequent peer-teaching, positive statements, and negative statements. The subjects' rates of antecedent peer-teaching verbalizations covaried with the group-contingency-induced increases in their levels of computation behavior. The majority of the verbalization involved answers to number fact questions or redirecting peers to engage in on-task activities. The three other categories of the subjects' verbalizations that were observed—consequent peer-teaching, positive statements, and negative statements—were not found to covary with the subjects' altered rates of computation behavior.     

Self-punitive behavior in humans: Effects of a self-fulfilling prophecy

Human subjects were exposed to contingencies which programmed aversive tones (100 db). Two types of contingencies were employed: self-confirming (i.e., self-fulfilling prophecies), in which the aversive tone was occasioned by the prediction it was about to occur; and self-disconfirming, in which the tone was probable when subjects predicted it would not occur. Experiments 1 and 2 used a modified classical conditioning paradigm, and demonstrated that a self-confirming contingency maintained reliable self-punitive responding, i.e., subjects consistently predicted and therefore obtained tones on every trial. Subjects in Experiment 3 were instructed to express predictions continuously throughout four sessions to ensure adequate sampling of the various predictions. Subjects exposed to a self-disconfirming contnngency reliably evidenced awareness of the contingency in effect (judged by answers on a postexperimental questionnaire), whereas subjects exposed to a self-confirming contingency failed to show effective avoidance behavior or contingency awareness. Experiment 4 investigated free-operant self-punitive behavior, utilizing a single prediction response button, which subjects depressed repeatedly. Subjects were exposed to either periodic or aperiodic punishment schedules over as many as four sessions. In general, more persistent self-punitive responding was found in the groups receiving periodic punishment. The results from the four experiments show that self-confirming contingencies can effectively prolong self-punitive responding in human subjects. The findings are consistent with a blocking interpretation of self-punitive behavior, which asserts that when an aversive event is already predicted by stimuli in the situation (including temporal cues), the association between a response and punishment is impaired, and self-punitive responding is likely to be maintained. An integration of human and animal self-punitive research is proposed.     

Duration-reduction of avoidance sessions as negative reinforcement

Five rats were exposed to a shock-postponement procedure in which responses on each of two levers initially had equivalent effects. After an initial training sequence that ensured at least some responding on each lever, an additional consequence was made conjointly operative on the previously less-preferred lever for each animal. Each response on this lever continued to postpone shock, but also reduced the session duration by one minute. The conjoint contingencies were operative until, through session-shortening responses and the passage of time, the session was scheduled to end in two minutes; during the final two minutes the session-shortening contingency was disabled while the shock-postponement contingency continued to be operative on both levers. When responding shifted to a predominance on the session-shortening lever, the conjoint contingency was shifted to the other lever; for four of the five rats this reversal was followed by two additional reversals. Two of the rats' responding showed clear, strong, and unambiguous sensitivity to the session-shortening contingency. The responding of two others was also systematically controlled by that contingency, but the effects were less clearcut. The fifth animal showed an initial shift when session-shortening was introduced, but its subsequent behavior proved insensitive to reversals of procedure. The results clearly indicate a sensitivity of behavior to events on a time scale quite distinct from that of immediate consequences. They also support an interpretation of avoidance sessions, considered in their entirety, as events whose contingent relationship to behavior can affect that behavior—even in the absence of stimuli that delineate those relationships. Finally, these results support an interpretation of aversively based conditioning within a broader context, analogous to the “open versus closed economy” interpretation of appetitively controlled behavior.     

殊化信任与泛化信任在人际信任行为路径模型中的作用

该研究探讨不同社会情景下,泛化信任、殊化信任以及可信任性知觉等对信任行为起作用的理论模型。223名工人被试平均年龄24岁。用结构方程模型中的路径分析验证该模型,结果表明,各种拟合指标十分理想。三种交往情景下的人际信任路径模型之间的异同主要表现在：（1）殊化信任在所有情景下对信任行为都有直接而显著的作用;（2）泛化信任则只在与熟人和陌生人交往时才起作用;（3）与目标人物的关系越疏远,对他们作出信任行为时所需要的心理资源也越多。     

Switching from competition to sharing or cooperation at large response requirements: competition requires more responding

Two pairs of high-school students matched-to-sample for money. On each trial, a subject could either respond on one lever to take the matching-to-sample problem himself (taking response) or respond on a second lever to give the problem to his coactor (giving response). The first subject to complete the response requirement determined the distribution of the problem. Competition maximizes the amount of responding over trials, i.e., both subjects make taking responses on each trial. Sharing and cooperation minimize responding: only one subject makes a taking response (sharing) or a giving response (cooperation) on each trial, and the subjects alternate responding such that there is an equitable distribution of responses and reinforcers over trials. Large increases in the fixed-ratio response requirement to distribute problems produced: (1) a switch from competition to sharing or cooperation, (2) the expected concomitant change from inequitable to equitable distributions of reinforcers, and (3) a reduction in the amount of responding for three of the four subjects. Previous animal research has shown that large response requirements may have aversive properties. Switching from competition to sharing or cooperation at large response requirements allows a reduction in responding and, at the same time, a moderate number of reinforcers for each subject.     

Trust and trustworthiness in a sequential bargaining game

We use a two‐person extensive form bargaining game to explore individuals' trusting and reciprocal behavior and how those relate to their scores on a trust survey. In keeping with prior research, we find that the ‘self‐interested’ outcome is rejected by a majority of individuals. People who score high on the trust survey are both trusting and are also trustworthy, in that they reciprocate others' trust. But people with low‐trust scores often exhibit trust but are not trustworthy. These ‘inconsistent trusters’ seem to be interested in exploiting the trust and trustworthiness of others in increasing their own payoff. Copyright © 2003 John Wiley & Sons, Ltd.     

Strategy changes in human contingency judgments as a function of contingency tables.

Judgment strategies of 169 undergraduate students on problems to judge the contingency between two binary events were identified by the method of rule-based analysis to clarify whether or not the strategies the subjects used would be affected by the concrete nature of the contingency table. Problems were constructed along two factors: total cell frequency and width of range of objective contingencies. Although the factor of total cell frequency had no effect on subjects' strategies, the number of subjects who changed strategies corresponding with problem instances increased when the objective contingencies were set closer to zero or when problems became more difficult. These results are discussed in the context of previous studies of this issue in the literature.     

员工被上司信任感的形成机制

现有文献显示员工感知到被上司信任在工作场所中非常重要,因为这种感知会带来许多与工作相关的积极产出。虽然我们已经知道被上司信任感是如何发挥作用的,但是对它的形成机制却知之甚少。忽视这一感知的产生机制将会限制其在管理实践中的有效应用,因为被上司信任感只有被成功地激发才能使信任关系得到建立,并由此对员工的行为产生影响。作为一种由个体对信任相关信息加工而得的感知,员工被上司信任感未必等同于上司实际的信任水平。因此,要想通过让员工感知到被信任来进行有效的管理,作为授信方的上司不仅要主动做出信任的行为,更需要考虑如何让员工准确地感受到自己的信任。 基于符号互动理论和社会信息加工理论,本文构建了一个关于员工被上司信任感形成机制的理论模型。根据该模型,上司的授权与培养这两种管理行为被识别为影响员工被上司信任感产生的重要因素;授权与培养对员工被上司信任感影响的有效性依赖于员工的目标导向、上司的可信度以及团队焦虑水平;员工被上司信任感的产生会影响员工的忠诚与敬业奉献,其影响程度受制于上司所面临的管理风险。 通过揭示上司的信任行为如何以及何时能激发员工被上司信任感并由此对员工的工作行为产生影响,本研究在理论和实践上做出了三个主要的贡献。首先,被信任感不是由授信方或被信任方单独一方决定的,而是在二者的互动中形成。虽然过往研究曾检验过领导风格对被上司信任感的影响,但却未从信任互动的角度进行解释。本文识别出了授权和培养这两种可以传达典型信任信息的管理行为,从而在理论上拓展了关于被上司信任感前因的文献,在实践上为上司如何做可以让员工感受到被信任提供了新的思路。其次,尽管被上司信任感的形成有赖于社会信息加工,却鲜有研究对该过程进行过探索。根据信息加工理论,本研究对被上司信任感产生的机理及边界条件发起了新的对话。我们不仅关注信任信息加工的正反效应,还探索了信息相关度（员工目标导向）与可信度（上司可信度）对这一过程的影响。关注员工目标导向有助于识别基于信任的管理行为的有效目标人群,而关注上司可信度进一步明确了上司在相关信息传达中可能产生的积极或消极的两种不同的影响。实践上,这一探究为管理者提供了重要的指导,帮助他们有针对性地、有效地让员工感知到被信任。最后,通过探讨团队焦虑和管理风险这两个团队层面上的消极因素的调节作用,本文丰富了对上下级信任互动情境的理解。实践上,我们为管理者如何在高不确定和充满挑战性的环境中采用信任管理策略提供了启发。     

Effects of ratio contingencies on responding maintained by schedules of electric-shock presentation (response-produced shock)

Squirrel monkeys' lever pressing was established under fixed-interval schedules of electric-shock presentation (response-produced shock). After appropriate temporal patterns of lever pressing were engendered, either fixed-ratio schedules of shock presentation were added to the fixed interval, or yoked variable-ratio schedules were substituted for the fixed-interval schedules. When fixed-ratio schedules were added, there was an initial rise in response rate and schedule-appropriate patterns of responding developed. After many sessions, however, responding ceased abruptly, in some cases with remarkable quickness. When variable-ratio schedules were substituted, responded declined gradually and eventually was poorly maintained. Ratio contingencies may not support responding as well as interval contingencies when electric shock is the maintaining event.     

Contiception: A program to study the effects of contingency parameters on judgments of control

Little is known about the heuristics people use in evaluating the degree to which they control events. The DOS-basedContiception program allows users to independently set the extent to which subjects’ actions are necessary and sufficient (the two components of contingency) to cause a change in an animated display. Up to four subject actions (keypresses) can each cause up to four dimensions of the display to change according to independently set contingencies. The task within which subjects judge their control involves interacting with the display in real time. To facilitate modeling of the possible algorithms used by different groups of subjects or under different conditions, the program provides several calculations of contingency magnitude and algebraic rules upon which the literature suggests subjects might base their control judgments. The program also allows sessions (trial sequences) to be saved and provides raw and summarized data output.     

An analysis of coordinated responding of pigeons

Experimental analyses of coordinated responding (i.e., cooperation) have been derived from a procedure described by Skinner (1962) in which reinforcers were delivered to a pair of subjects (a dyad) if both responded within a short interval, thus satisfying a coordination contingency. Although it has been suggested that this contingency enhances rates of temporally coordinated responding, limitations of past experiments have raised questions concerning this conclusion. The present experiments addressed some of these limitations by holding the schedule of reinforcement (Experiment 1: fixed ratio 1; Experiment 2; variable interval 20 s) constant across phases and between dyad members and by varying, in different conditions, the number of response keys (one to three) across which coordination could occur. Greater percentages of coordinated responding occurred under the coordinated-reinforcement phases than under independent-reinforcement phases in most conditions. The one exception during the one-key condition of Experiment 1 appeared to be a consequence of variability introduced by the independent-reinforcement phase procedure. Furthermore, coordination percentages decreased with increasing response options under both schedules. These results confirm and extend the finding that coordination contingencies control higher rates of temporally coordinated responding than independent-reinforcement contingencies do.     

Conservation, choice, and the concurrent fixed-ratio schedule

Five rats got all of their water in daily 60-minute sessions. Two levers and a water spout were freely available throughout baseline sessions. Contingency sessions offered a choice between two alternative fixed-ratio components, in the form of a choice between the two levers. Each component required a specified number of lever presses for access to the spout, and then a specified number of licks for another choice between components. Given the observed relative frequency, the absolute frequency of selecting each component was predicted accurately by assuming that the subject conserved between baseline and contingency the total amount of a dimension attributable to lever pressing and licking. Several quantitative models for predicting relative frequency were examined. The best of these assumed that the subject would show a nonexclusive preference for the component requiring fewer lever presses.