合作动机与信任:基于不确定性简化机制的研究

信任是对他人合作行为的预期。Luhmann认为信任是简化不确定性的重要机制。合作动机高的个体有着更高的简化不确定性的需求,从而可能产生更高的信任水平。文章研究了不同合作动机下不确定性对信任的不同影响。实验在社会两难范式下采用不确定性(高、低)和合作动机(高、低)为自变量、信任为因变量的混合设计。结果显示:1.合作动机高的个体更倾向于信任对方;2.合作动机较高时,不确定性增高时个体对他人的信任也增高;合作动机较低时,不确定性增高时个体对他人的信任降低。对此的解释是:不确定性的增高造成个体简化不确定性的需求增高;合作动机高的个体会用信任来简化不确定性,而合作动机低的个体会用不信任来简化不确定性;因此在不确定性增高的情况下,前者对他人的信任程度增强,后者对他人的不信任程度增强。

Trust as a Simplification Mechanism in Uncertain Situations: A Motivational Explanation

Trust is of great value as a kind of ＂social capital＂ to reduce the level of uncertainty.This paper applied the framework of social dilemma to investigate the relationship between trust and uncertainty under different conditions（competitive cooperative）.It is indicated that under the competitive condition,uncertainty is a negative predictor of trust;under the cooperative condition,uncertainty is a positive predictor of trust.The explanation offered in this paper is that the increase of uncertainty raises the need to reduce the level of uncertainty.Under the competitive condition,the partner has a weak cooperative motivation,so the individual inclines to use the distrust as a means to simplify uncertainty;while under the cooperative condition,the partner has a strong cooperative motivation,so the individual inclines to use the trust as a means to simplify uncertainty,which results in the increase of trust.