Influenced by others: Trusting behaviour and social influence

Tobias Schütze, Kyle Nash, Britta Gehrke and Philipp C. Wichardt

Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), 2025, vol. 116, issue C

Abstract: This paper reports results from a trust game in which trustors, before deciding on their transfer, are shown a statement about the perception of the situation by another person. Statements expressed either suspicion, insecurity, worry of disappointment or curiosity. Trustors first had to indicate their identification with the statement before making trust game decisions. Compared to a standard trust game, all treatments negatively affect trusting behaviour, regardless of the message being framed negatively or mildly positively. The effect of the manipulations is moderated by neuroticism and the individual’s identification with the respective statement.

Keywords: Trust; Social influence; Personality (search for similar items in EconPapers)
JEL-codes: C90 D91 (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:eee:soceco:v:116:y:2025:i:c:s2214804325000370

DOI: 10.1016/j.socec.2025.102370

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