 Motivating trust: Can mood and incentives increase interpersonal trust?Alexandra Mislin, Lisa V. Williams and Brooke A. Shaughnessy Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), 2015, vol. 58, issue C, 11-19 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. Keywords: Trust; Experiment; Trust game; Incentives; Emotions (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:soceco:v:58:y:2015:i:c:p:11-19 DOI: 10.1016/j.socec.2015.06.001 Access Statistics for this article Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics) is currently edited by Pablo Brañas Garza More articles in Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics) from Elsevier |
Is your work missing from RePEc? Here is how to contribute.
Questions or problems? Check the EconPapers FAQ or send mail to .
EconPapers is hosted by the
School of Business at Örebro University.