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Motivating trust: Can mood and incentives increase interpersonal trust?

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  • Mislin, Alexandra
  • Williams, Lisa V.
  • Shaughnessy, Brooke A.

Abstract

This paper examines the decision to trust anonymous others in the two-person trust-game. Our experiment tests predictions that the decision to trust an unknown other can be motivated by exogenous factors. We consider the effects of changes to incentives as well as psychological state by manipulating the trustors’ possible gains from trusting and their mood. Results indicate that a happy mood, as well as higher possible gains from trusting, increase the likelihood of trust behavior. The motivating power of these incentives, however, depends on the mood of the trustor. We also find that a happy mood motivates a higher degree of trust, while higher potential gains from trusting do not. Implications for trustworthiness behaviors are also discussed.

Suggested Citation

  • Mislin, Alexandra & Williams, Lisa V. & Shaughnessy, Brooke A., 2015. "Motivating trust: Can mood and incentives increase interpersonal trust?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 58(C), pages 11-19.
    • Handle: RePEc:eee:soceco:v:58:y:2015:i:c:p:11-19
    DOI: 10.1016/j.socec.2015.06.001
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    8. van den Akker, Olmo R. & van Assen, Marcel A.L.M. & van Vugt, Mark & Wicherts, Jelte M., 2020. "Sex differences in trust and trustworthiness: A meta-analysis of the trust game and the gift-exchange game," Journal of Economic Psychology, Elsevier, vol. 81(C).

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