Attributions of trust and the calculus of reciprocity

Pillutla, M and Malhotra, D and Murnighan, K J (2003) Attributions of trust and the calculus of reciprocity. Journal of Experimental Social Psychology, 39 (5). pp. 448-455. ISSN 00221031

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Abstract

This research investigated trust and reciprocity in two experiments using the Trust Game. In the Trust Game, Player 1 can “trust” an unknown Player 2 by sending some portion of a monetary endowment. The amount sent triples on its way to Player 2, who can then “reciprocate” by returning as much as he or she wishes to Player 1. Initial endowments were either $10 or $20 and were known to recipients; amounts sent were experimentally manipulated and varied from $2 to the entire endowment. Although many trusted parties returned enough money to equalize outcomes, trustors only benefited, on average, when they sent all or almost all of their endowments. Results suggested that recipients viewed sending less than everything as a lack of trust and that felt obligations mediated choices to reciprocate. These and other results contrast markedly with traditional, incremental models of the trust process, which suggest that initial trustors should take small risks and build trust gradually

Affiliation: Indian School of Business
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ORCiD
Pillutla, M
https://orcid.org/ 0000-0001-5529-5094
Item Type: Article
Additional Information: The research article was published by the author with the affiliation of London Business School
Uncontrolled Keywords: Attributions, Trust, Reciprocity
Subjects: Organization Behavior
Depositing User: Gurusrinivasan K
Date Deposited: 26 Sep 2021 16:47
Last Modified: 26 Sep 2021 16:47
URI: https://eprints.exchange.isb.edu/id/eprint/1571
Publisher URL: https://doi.org/10.1016/S0022-1031%2803%2900015-5
Publisher OA policy: https://v2.sherpa.ac.uk/id/publication/13924
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