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What’s in a frame? Goal framing, trust and reciprocity

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  • Chaudhuri, Ananish
  • Li, Yaxiong
  • Paichayontvijit, Tirnud

Abstract

Economists often rely on the Berg et al. (1995) trust game, or variants thereof, to identify levels of trust and reciprocity, which are fundamental to discussions of social capital. But to what extent is behavior in this game sensitive to the way the instructions are framed? We use the Berg et al. trust game played for ten rounds with random re-matching to study this. We implement a number of variations in the way the game is presented to subjects. We show that levels of trust, reciprocity and returns to trust are significantly higher under “goal framing”, which highlights the conflict inherent in the game, between self-interest and maximizing social surplus. Furthermore, with such framing, trust measured via the experimental game exhibits significant positive correlation with trust measured via the Social Values Orientation questionnaire.

Suggested Citation

  • Chaudhuri, Ananish & Li, Yaxiong & Paichayontvijit, Tirnud, 2016. "What’s in a frame? Goal framing, trust and reciprocity," Journal of Economic Psychology, Elsevier, vol. 57(C), pages 117-135.
    • Handle: RePEc:eee:joepsy:v:57:y:2016:i:c:p:117-135
    DOI: 10.1016/j.joep.2016.09.005
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    2. Naveh Eskinazi & Miki Malul & Mosi Rosenboim & Tal Shavit, 2023. "Do you still trust me? An experimental study on the effect of uncertainty, complexity and anchors in a trust game," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 44(2), pages 892-905, March.
    3. Tsikas, Stefanos A. & Wagener, Andreas, 2018. "Bringing Tax Avoiders to Light: Moral Framing and Shaming in a Public Goods Experiment," Hannover Economic Papers (HEP) dp-633, Leibniz Universität Hannover, Wirtschaftswissenschaftliche Fakultät.
    4. Angerer, Silvia & Glätzle-Rützler, Daniela & Waibel, Christian, 2023. "Framing and subject pool effects in healthcare credence goods," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 103(C).

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    More about this item

    Keywords

    Trust; Reciprocity; Experiments; Context; Social value orientation;
    All these keywords.

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness

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