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Developing Trusting Relationships Through Communication

Izumi Yokoyama () and Takuya Obara

No 2015-03, Discussion Papers from Graduate School of Economics, Hitotsubashi University

Abstract: In this paper, we analyze the formation of trusting relationships between people through communication. To foster trusting relationships, individuals should disclose private and personal information. However, disclosing such information has both costs and benefits; therefore, both parties must decide on the optimal level of self-disclosure based on a variety of factors, such as the existing level of relationship and the benefits of deepening the trust level. We construct an economics model that explains the optimal way of self-disclosure. Our model is also consistent with the existing findings in the field of psychology; ``Reciprocal self-disclosure'' increases during the initial stages of relationship, and then declines after a certain level of relationship has been established, while non-intimate topics decrease as the relationship grows. Although the theoretical models of economics and those in psychology are very different in their methodology, both models reach the same conclusions. This implies not only the versatility of economics but also the possibility of more future collaborations between psychology and economics.

Keywords: Communication model; Stackelberg game; Self-disclosure (search for similar items in EconPapers)
JEL-codes: Z13 D03 (search for similar items in EconPapers)
Pages: 29 p.
Date: 2015-02
New Economics Papers: this item is included in nep-soc
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Handle: RePEc:hit:econdp:2015-03