Building trust to increase purchase intentions: The signaling impact of low pricing policies

We examine the differential signaling impact of two low pricing policies, Price Matching Guarantees and Everyday Low Prices, on consumers' trusting beliefs and purchase intentions. We demonstrate that both PMG and EDLP pricing policies signal stores' ability to offer lower prices. However, whether these sellers were perceived as benevolent, and—consequently—consumers' purchase intentions, varied critically depending upon price uncertainty. Perceived benevolence and purchase intentions were significantly higher [lower] for sellers offering PMG than EDLP when price dispersion was high [low]. Our findings offer insights into whether and under what conditions firms should adopt these low pricing policies.     

Self-presentation as a function of perceived closeness and trust with romantic partners,friends, and acquaintances

ABSTRACT

Self-presentation represents behaviors used in establishing an identity with others; such behaviors may differ across various interpersonal relationships. The current article presents two studies examining differences in self-presentation to acquaintances, friends, and romantic partners among college students in relationships. Study 1 was an experiment, and Study 2 utilized a within-subject design. Results showed that individuals engaged in more self-presentation in more established types of relationships. Additionally, both closeness and trust served as moderators, such that those lower in closeness/trust reported more self-presentation in more established types of relationships than in less established types of relationships. At higher levels of closeness/trust, the results were somewhat inconsistent, with Study 1 finding no differences between relationship types and Study 2 finding more self-presentation to romantic partners than to friends and acquaintances. These results are among the first to suggest that individuals engage in differing levels of self-presentation, depending on the type of relationship and the extent to which they feel close to and trust the person.     

TRUST: ON THE REAL BUT ALMOST ALWAYS UNNOTICED,EVER‐CHANGING FOUNDATION OF ETHICAL LIFE

Abstract: Following the lead of Annette Baier, this essay argues that trust relations provide the ethical substance of everyday living. When A trusts B, A unreflectively allows B to approach sufficiently close so as to be able to harm A. In order for this to be possible, A practically presupposes that B perceives A as a person and will hence act accordingly. Trust relations are relations of mutual recognition in which we acknowledge our mutual standing and vulnerability with respect to one another. A robust account of trust assumes: first, trust relations are primary and practical, and while monitored by reason, they are not rationally constituted; second, trust can sustain its practical primacy over moral reason because it is developmentally prior to reason; and third, trust relations can be the bearers of our worth and vulnerability because they are the developmental products of first love.     

The moral obligations of trust

Moral obligation, Darwall argues, is irreducibly second personal. So too, McMyler argues, is the reason for belief supplied by testimony and which supports trust. In this paper, I follow Darwall in arguing that the testimony is not second personal ‘all the way down’. However, I go on to argue, this shows that trust is not fully second personal, which in turn shows that moral obligation is equally not second personal ‘all the way down’.     

公众政治参与和地方政府信任的关系:一个有调节的中介模型

研究聚焦政府宣传教育,考察公众政治参与和地方政府信任的关系。对2061名有效被试进行问卷调查并分析。结果发现:(1)政治参与显著正向预测地方政府信任;(2)活动有用性评价在政治参与和地方政府信任间起部分中介作用;(3)宣传教育频率负向调节政治参与和有用性评价的关系以及有用性评价的中介效应。上述结果表明,多渠道提升公众政治参与意识,合理把握政府宣传教育频率是促进地方政府信任提高的可选策略。     

On-road trust and perceived risk in Level 2 automation

To encourage appropriate use of driving automation, we need to understand and monitor driver’s trust and risk perception. We examined (1) how trust and perceived risk are affected by automation, driving conditions and experience and (2) how well perceived risk can be inferred from behaviour and physiology at three levels: over traffic conditions, aggregated risk events, and individual risk events.30 users with and without automation experience drove a Toyota Corolla with driving support. Safety attitude, subjective ratings, behaviour and physiology were examined.Driving support encouraged a positive safety attitude and active driver involvement. It reduced latent hazards while maintaining saliently perceived risks. Drivers frequently overruled lane centring (3.1 times/minute) and kept their feet on or above the pedals using ACC (65.8% of time). They comfortably used support on curvy motorways and monotonic and congested highways but less in unstable traffic and on roundabouts. They trusted the automation 65.4%, perceived 36.0% risk, acknowledged the need to monitor and would not engage in more secondary tasks than during manual driving.Trust-in situation reduced 2.0% when using automation. It was 8.2% higher than trust-in-automation, presumably due to driver self-confidence. Driving conditions or conflicts between driver and automation did not affect trust-in-automation.At the traffic condition level, physiology showed weak and partially counter-intuitive effects. For aggregated risk events, skin conductance had the clearest response but was discernible from baseline in  < 50%. Pupil dilation and heart rate only increased with strong braking and active lane departure assist. For individual risk events, a CNN classifier could not identify risk events from physiology. We conclude that GSR, heart rate and pupil dilation respond to perceived risk, but lack specificity to monitor it on individual events.     

Face‐Off: Facial Features and Strategic Choice

I study experimentally a single‐shot trust game where players have the opportunity to choose an avatar—a computer‐generated face—to represent them. These avatars vary on several dimensions—trustworthiness, dominance, and threat—identified by previous work as influencing perceptions of those who view the faces (Todorov, Said, Engell, & Oosterhof, 2008). I take this previous work and ask whether subjects choose faces that are ex ante more trustworthy, whether selected avatars have an influence on strategy choices, and whether individuals who evaluate faces as more trustworthy are also more likely to trust others. Results indicate affirmative answers to all three questions. Additional experimental sessions used randomly assigned avatars. This design allows me to compare behavior when everyone knows avatars are self‐selected versus when everyone knows they are randomly assigned. Random assignment eliminated all three effects observed when subjects chose their avatars.     

幼儿基于信息判断的选择性信任——与亲社会行为及决策判断的关系

选择性信任指人们在面对不同信息传达者时,能依据信息的正误区分出他们的可信赖度,从而有选择地相信某些传达者。本研究探讨幼儿选择性信任与亲社会行为及决策判断的关系。研究一以75名3～4岁幼儿为研究对象,采用选择性信任任务与分配糖果任务相结合的模式,探讨亲社会行为与选择性信任的关系,发现3～4岁幼儿在选择性信任形成后,亲社会倾向更多地指向可信赖者。研究二关注选择性信任与幼儿的决策判断的关系,在对72名3～4岁幼儿的研究中发现,在众多颜色糖果的选择中,相对于对照组的均等偏好,实验组的3～4岁幼儿决策判断明显受到可信赖者的影响,即更倾向于选择可信赖者推荐的颜色糖果。     

幼儿基于信息判断的选择性信任的发展——其持续性及与人际信任的关系

采用物品命名任务的模式, 对60名2岁、3岁、4岁幼儿的选择性信任进行研究。结果表明:(1)幼儿更信赖那些正确率高的信息传达者, 形成选择性的信任。这种选择性信任的认知能力在3岁左右出现, 并随着年龄的增长而增强, 4岁达到稳定。(2)选择性信任一旦形成, 就具有一定的稳定性和持续性, 即3岁以上的幼儿在不同时间不同地点再见到先前的信息传达者时, 依然能区分出他们。(3)基于信息判断的选择性信任可以迁移到人际信任的其他方面。     

Tightness shifts in the U.S. and China: Implications of tightening or loosening norms during the coronavirus pandemic

Emergent research identifies cultural tightness-looseness as an important factor for understanding cross-national outcome differences during the coronavirus pandemic. Because perceived tightness-looseness can be measured as an individual-level difference rather than a nation-level difference, and because tightness-looseness may shift during large-scale crises, we investigated whether such shifts occurred early in the coronavirus pandemic in both China (a relatively tight nation, n = 3642) and the U.S. (a relatively loose nation, n = 3583) across three cohorts. Tightness increased across cohorts in China and reduced across cohorts in the U.S. These changes transmitted corresponding indirect effects whereby compliance and institutional trust (scientific and government) about the pandemic were increased in China across cohorts, but decreased in the U.S. across cohorts. These patterns extend advice that national governments can increase compliance and trust via “tightening” by cautioning against norm-setters signaling the reverse (that norms about compliance are loose) given the outcomes observed in the U.S. samples.