It's not you,it's them: Social influences on trust propensity and trust dynamics

Scholars agree that trust primarily has two bases: trustworthiness—the extent to which a trustee is competent, honest, and has goodwill toward the trustor—and trust propensity—a stable trait reflecting the trustor's generalized belief that others can be trusted. Due to this trait characterization, the literature has largely reached a consensus that trust propensity is only an important base of trust in the earliest stage of a relationship—before information on trustworthiness has been gathered. Additionally, the trait conceptualization of trust propensity inhibits it from being modeled as an explanatory mechanism. Drawing on accessibility theory, a theory of trait activation, we argue that trust propensity has state‐like characteristics that are “activated” by the daily treatment an employee receives from coworkers. Our model highlights that the social context—predominantly ignored in prior trust research because of its lack of relevance to dyadic perceptions of trustworthiness—can have a substantial impact on dyadic trust. Across two multisource experience sampling methodology studies, we provide evidence that state trust propensity transmits the effects of citizenship and deviance received to trust in a focal coworker, whether that focal coworker is a source of that treatment or not. We also address how general levels of workplace unfairness—a between‐person construct—influence these dynamics. We discuss the theoretical and practical implications of these within‐person dynamics for fostering trust within organizations.     

Illusory trust: Kanizsa shapes incidentally increase trust and willingness to invest

Previous research has shown that the completion of basic perceptual processes is intrinsically pleasant. In the absence of diagnostic and objective cues to trustworthiness, nondiagnostic factors such as positive affect can incidentally lead to reported and behavioral trust. On the basis of these two premises, it was tested whether positive affect from the completion of perceptual processes has implications for the formation of trust in first-time business-consumer interactions. We tested this hypothesis in four experiments, using the famous Kanizsa illusion as an exemplary perceptual process that has been shown to trigger positive affect. We found that participants trusted companies who featured a Kanizsa shape as their logo more than companies with closely matched logos that did not allow for the completion of a basic perceptual process. This was evident on self-reported (Experiment 1) as well as behavioral (Experiments 2–4) measures of trust. This effect even persisted under incentivized conditions (Experiment 4) and was partially mediated by the intrinsic pleasantness of perception (Experiment 3). These findings for the first time demonstrate that positive affect is not the only consequence of perception, but rather has further trickle-down consequences for social judgments and economic decision making. Perceptual illusions seem to elicit illusory trust. Therefore, these novel findings bear important implications not only for both logo design and marketing but also for consumer decision making.     

Perceived trustworthiness of faces drives trust behaviour in children

Facial appearances can powerfully influence adults' trust behaviour, despite limited evidence that these cues constitute honest signals of trustworthiness. It is not clear, however, whether the same is also true for children. The current study investigated whether, like adults, 5‐year‐olds and 10‐year‐olds are more likely to place their trust in partners that look trustworthy than those that look untrustworthy. A second, closely related question was whether children also explicitly value the information from face cues when making trust decisions. We investigated these questions using Token Quest: an economic trust game that gave participants the opportunity to make investments with a series of partners who might (or might not) repay their trust with large returns. These interactions occurred under different conditions, including one in which participants were shown the face of each partner and another in which they could ‘purchase’ access to faces with a portion of their investment capital. Results indicated that, like adults, 10‐year‐old children selectively placed their trust in those partners they perceived as looking trustworthy and many were willing to ‘pay’ to purchase access to these face cues during the trust game. We observed a similar profile of trust behaviour in 5‐year‐olds, with no significant group difference in the impact of face cues on behaviour across the three age groups. Together, these findings indicate that the influence of face cues on trust behaviour emerges early, and highlight a capacity for sophisticated social cognition in young children.     

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.     

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.     

Trust, trustworthiness, and trust propensity: a meta-analytic test of their unique relationships with risk taking and job performance

The trust literature distinguishes trustworthiness (the ability, benevolence, and integrity of a trustee) and trust propensity (a dispositional willingness to rely on others) from trust (the intention to accept vulnerability to a trustee based on positive expectations of his or her actions). Although this distinction has clarified some confusion in the literature, it remains unclear (a) which trust antecedents have the strongest relationships with trust and (b) whether trust fully mediates the effects of trustworthiness and trust propensity on behavioral outcomes. Our meta-analysis of 132 independent samples summarized the relationships between the trust variables and both risk taking and job performance (task performance, citizenship behavior, counterproductive behavior). Meta-analytic structural equation modeling supported a partial mediation model wherein trustworthiness and trust propensity explained incremental variance in the behavioral outcomes when trust was controlled. Further analyses revealed that the trustworthiness dimensions also predicted affective commitment, which had unique relationships with the outcomes when controlling for trust. These results generalized across different types of trust measures (i.e., positive expectations measures, willingness-to-be-vulnerable measures, and direct measures) and different trust referents (i.e., leaders, coworkers).     

Automatic coping mechanisms in committed relationships: Increased interpersonal trust as a response to stress

In order to maintain a satisfying committed relationship, individuals have to cope successfully with stressors, especially those that concern both partners (i.e., dyadic stress). The aim of our study is to investigate automatic up-regulation of interpersonal trust as an adaptive response to relationship challenges. In three experiments, we manipulated relationship stress by instructing half of the participants to imagine a relationship threat (Experiments 1 and 2: a longer period of physical separation, Experiment 3: any possible stressor that could challenge their relationship). Participants subsequently played an anonymous, one-shot trust game (Experiments 1 and 2) or rated the trustworthiness of unknown faces (Experiment 3) to assess automatic up-regulation of interpersonal trust. Results revealed that participants in the relationship stress condition displayed higher trusting behavior in the trust game, and rated the trustworthiness of unknown faces as higher compared to participants in the control condition. These findings suggest that interpersonal trust is situationally and automatically attuned to relationship demands and challenges.     

A FOLLOW-UP STUDY OF THE RELATIONSHIPS AMONG TRUST,DISCLOSURE, AND INTERPERSONAL SOLIDARITY

This study conceptualized perceived trustworthiness of the individual, self-disclosure to the individual, perceived trustworthiness of people in general, and disclosive tendencies to other people in general to be indicants of a broader construct of trust. Self-disclosure and perceived trustworthiness of the individual were found to be related constructs assessing differential aspects of the trust construct. Likewise, self-disclosure and perceived trustworthiness of the individual were found to be criterial attributes of interpersonal solidarity. These communication-related phenomena indicated the solidarity of interpersonal relationships. In the progress of the research, a 20-item measure of perceived interpersonal solidarity was developed as a criterion for assessing the impact of communication-related variables on interpersonal relationships. Other exploratory research issues were investigated.     

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。     

Is the good life characterized by self-control? Perceived regulatory success and judgments of life quality

To what extent do people view self-control as central to achieving a healthy, high-quality life? While scientific evidence strongly supports the notion that self-control is associated with successful adaptation and optimal functioning, we examine whether individuals connect this trait with positive outcomes. In Study 1, participants rated the likelihood that an individual with high self-control (or self-esteem) would experience good health and a high-quality life. Studies 2–3 experimentally portrayed a target person as high or low in self-control (and self-esteem) before participants rated the target on an array of positive outcomes. Across studies, self-control was perceived as less strongly connected with a high-quality life than self-esteem. Mediation analyses suggest that people link self-esteem (but not self-control) with healthy behaviors that, in turn, lead to superior perceived physical and psychological health. While self-esteem is strongly associated with lay concepts of the good life, the importance of self-control may be comparatively under-recognized.     

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.     

Understanding the effects of substantive responses on trust following a transgression

Four experiments were conducted to investigate the implications of ‘substantive’ responses for the repair of trust following a violation and the cognitive processes that govern how and when they are effective. These studies examined two forms of substantive responses, penance and regulation, that represent different categories of trust repair attempts. The findings from Studies 1–3 suggest that both can be effective to the extent that they elicit the crucial mediating cognition of perceived repentance. Data from Study 2 revealed that trustors saw signals of repentance as more informative when the transgression was due to a lapse of competence than due to a lapse of integrity. Study 4 compared these substantive responses to apologies (a non-substantive response) and revealed that, despite their surface-level differences, they each repaired trust through ‘perceived repentance.’ The paper offers an integrative framework for understanding the relationships among a range of trustor responses.     

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.     

Culture-contingent signs of trust in emergent relationships

This study develops a culture-contingent model of trust formation in emergent relationships by comparing how trust-warranting signs shape attributions of trustworthiness to unfamiliar trustees in collectivist versus individualist cultures. We predict and find that the effectiveness of dispositional and contextual signs varies systematically depending on trustors’ national culture. Collectivists tend to rely less on dispositional signs and more on situational signs than individualists. This difference fosters distinct trust-building pathways. Individualists bestow trust based on a trustee’s perceived ability and integrity, collectivists’ trusting choices depend to a greater extent on predictable, benevolent interactions with a potential partner. These findings suggest that, in cross-cultural encounters, signs aligned with trustors’ cultural expectations hasten trust production. Mismatched signs are impotent, even off-putting.     

Effects of trustors' social identity complexity on interpersonal and intergroup trust

Although previous literature has revealed the effect of a single social identity on trust, only few studies have examined how multiple social identities affect trust in others. The present research examined the effects of trustors' social identity complexity on their level of trust toward another person (interpersonal trust), outgroup members (outgroup trust), and ingroup members (ingroup trust). Study 1, which was a correlational study, indicated that trustors' social identity complexity was positively related to their interpersonal and outgroup trust. Three experimental studies were performed to identify causal relationships. Study 2 found that activating trustors' high social identity complexity produced high levels of interpersonal trust, and Studies 3 and 4 found that this effect was more pronounced when the trustee was an outgroup member (outgroup trust) rather than an ingroup member (ingroup trust). The implications of these results for social harmony are discussed.     

Organizational trust among job seekers: The role of information‐seeking and reciprocation wariness

This study explores job seekers’ information‐seeking and pre‐hire trust, and the role of reciprocation wariness in the development of pre‐hire trust. Individuals seeking a job with a technology company (N = 192) reported their perceptions of the organization’s website usability and perceived similarity to their recruiter, organizational trustworthiness and trust, and intent to accept a job offer. Wariness moderated the relationship between website usability perceptions and trustworthiness. Unexpectedly, the interaction was in the opposite direction of what we predicted. In addition, job seekers’ perceived similarity to their recruiter related to trustworthiness, and trust related to intent to accept a job offer. Our findings suggest that to some extent, recruiting organizations can encourage trust perceptions in the pre‐hire context.     

The relationships among asymmetry in task dependence, perceived helping behavior, and trust

Social relations analyses involving 132 working relationships among 60 individuals from 29 teams revealed that an increase in a team member's task dependence on another team member was associated with higher levels of perceived help from and interpersonal trust in that specific team member, provided the other member was highly task dependent on the focal member. The degree to which an actor perceived a relationship with a partner to be helpful partially mediated the relationship between task dependence and trust. These findings highlight the importance of attending to asymmetries in task dependence and provide valuable insights into mechanisms that can explain the development of trust in organizational work teams.     

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.     

The dynamics of trust: comparing humans to automation

Complex industrial environments involve cooperation between operators and automation. The strategies used to allocate tasks to automation are a crucial component of that cooperation and are known to be affected by the operators' trust in the automation. In 2 simulated process control experiments, the authors compared trust in automation with trust in human partners in equivalent situations. Experiment 1 found the relationship between trust and task allocation to be qualitatively identical, but quantitatively attenuated, for human partners as compared with automation. Experiment 2 additionally identified the operators' trustworthiness, as they thought it would be perceived by a human partner, as crucial to task allocation under human collaboration but not under automation. The results imply that human collaboration benefits from calibration of people's assessment of how others perceive them.     

Perceived trustworthiness of knowledge sources: the moderating impact of relationship length

Prior meta-analytic evidence has indicated no association between relationship length and perceived trustworthiness. Viewing trustors as information processors, the authors propose a model in which relationship length, although having no direct effect on perceived trustworthiness, moderates the association between perceived trustworthiness and the basis on which people decide to trust each other. Specifically, as trustors learn about others, they base their trust on different kinds of information (demographic similarity, trustworthy behavior, and shared perspective). Hierarchical multiple regression analyses of a field survey of supervisors and subordinates from 3 companies (N = 88) provide evidence consistent with this prediction: Perceived trustworthiness is associated with demographic similarity in newer relationships, with trustworthy behavior in relationships that are neither brand new nor old but in-between, and with shared perspective in older relationships.