scholarly journals The Influence of Similarity and Mimicry on Decisions to Trust

2021 ◽  
Vol 7 (1) ◽  
Author(s):  
Alexa S. Clerke ◽  
Erin A. Heerey

Research on trust development has generally focused on how similarities between people influence trust allocation. However, similarity in interests and beliefs, which underpins trust development and may be critical to relationship success, is seldom apparent upon initial interaction and thus may not be a primary predictor of initial trust decisions. Here we ask how mimicry, a visible social cue, affects trust decisions alongside similarity. We used a “chat-room” style task to independently manipulate the degree to which participants were similar to a set of avatars and the degree to which those avatars displayed mimicry. We then assessed trust decisions in both financial and social domains. Our results show that together with similarity, mimicry is an important independent predictor of trust decisions. This work has implications for understanding how and when trust is allocated, as well how to facilitate successful interactions.

2013 ◽  
Vol 9 (2) ◽  
pp. 319-343
Author(s):  
Oana Branzei ◽  
Ronald D. Camp ◽  
Ilan Vertinsky

AbstractThis study contributes to an emic understanding of how different types of social obligations may help or hinder the formation of initial organizational trust within collectivist cultures. We extend prior social categorization insights by challenging the expectation that in-group favouritism automatically facilitates higher levels of initial trust among collectivists. We theorize and test the asymmetric effects of two different types of social obligations toward members of distinct social categories (kinship and friendship in-groups) on the formation of initial organizational trust. Using a quasi-experimental research design in a collectivist culture (Japan), we hypothesize and show that in ambivalent situations, voluntary social obligations toward members of friendship in-groups encourage early trust in trustees' organizations; however, involuntary social obligations toward members of kinship in-groups discourage early trust development toward the organization these trustees represent. The effects of (in)voluntary social obligations on initial organizational trust are contingent on how collectivists perceive each encounter: voluntary social obligations are more conducive to trust-building at lower levels of perceived opportunity; involuntary social obligations have stronger effects on initial organizational trust at higher levels of perceived risk.


Author(s):  
Chi-Ping Hsiung ◽  
Erin Chiou

Reading partners’ actions correctly is essential for successful coordination, but interpretation does not always reflect reality. Attribution biases, such as self-serving and correspondence biases, lead people to misinterpret their partners’ actions and falsely assign blame after a surprise, or unexpected event. These biases further influence people’s trust in their partners, including machine partners (Muir, 1987; Madhavan & Wiegmann, 2004). Advances in robotics have allowed for robots to partner with people at work and be treated socially (Young, Hawkins, Sharlin & Igarashi, 2009). However, these advances may interfere with a person’s appropriate calibration of trust in robots (Parasuraman & Miller, 2004). A better understanding of attribution biases in the wake of an unexpected event may shed light on how trust develops in a robot partner. This study was built on a human coordination example to serve as a reference for future human-robot interactions. We posit that attribution biases lead people to blame their partner after experiencing a negative performance outcome, thus lowering their trust in the partner. Sixty participants (30 pairs) were tasked to coordinate with an unfamiliar human partner, to lift a 17.5 lb. box containing a 200ml cup of water filled to the brim, from the floor to a table, as quickly as possible without spilling water. Before the task, participants were told that the pair with the best performance would be rewarded; however, all pairs were told they did not achieve this. Participant pairs were randomly assigned to a surprise condition during which they heard a 250 Hz warning tone, or a baseline condition with no warning tone. Participants in both conditions were told to pause the task as quickly as possible if the warning tone was present. It was unknown to participants when or if a warning tone would occur. To assess participants’ trust in their partner, Muir’s (1987) trust questionnaire was administered twice, once after introducing the task to participants, and again after the coordination task was completed. To capture blame assignment, a scale based on Kim and Hinds (2006) was administered after participants were told they did not achieve the best performance. Results indicate participants were less likely to blame their partners for the negative outcome, compared to blaming themselves or the warning tone itself (in the surprise condition). Next, surprisingly, in the surprise condition, instead of experiencing a decrease of trust in a partner after the negative outcome, there was a significant increase in trust in their partners. No significant difference in trust was found in the baseline condition. Finally, results also indicate that initial trust in a partner is a significant predictor for how people assign blame. In general, the effects of attribution biases were not observed in the present study. Friendliness may be a factor in people’s assignment of blame; although participants were unfamiliar with one another, all participants were students at the same university. Second, shared experience during the surprise condition, including the chance to assess their partner’s behaviors in response to the warning tone, may have been a catalyst for increased trust in a partner. It is important to note that although physical differences between participants were not evaluated in this study, height may be a potential confounding factor in this task. These findings enlighten our understanding of physical human-robot coordination scenarios and trust in a partner.


2016 ◽  
Vol 26 (1) ◽  
pp. 91-108 ◽  
Author(s):  
Ying-Hueih Chen ◽  
Jyh-Jeng Wu ◽  
Shu-Hua Chien

Purpose – The purpose of this paper is to incorporate social exchange theory to elaborate on the antecedents that underlie consumers’ trust of innovative financial product providers. In particular, this study investigates the mediating role of positive moods in stimulating customer trust. Design/methodology/approach – The research model was tested using data collected from 440 elite customers from top-ten financial holding companies in Taiwan. Structure equation modeling was employed to verify and validate the research model. Findings – The findings suggest that initial trust and customer involvement significantly and positively impact customer moods. In addition, customer initial trust, involvement, and positive moods significantly influence customers’ trusting belief of service providers. Research limitations/implications – This study focussed on the financial services industry only. While this industry represents an ideal new product development context, future research is needed to test the theory in different industries. Practical implications – The research findings advance the understanding of how to successfully build customer trust for innovative products. Originality/value – Current research unfolds the impact of customer involvement on trust development and supplements existing trust study findings by examining the mediating effect of positive mood on trust development through quantitative research. The research findings increase the understanding of how customers develop trust with service provider.


Author(s):  
Jieun Lee ◽  
Yusuke Yamani ◽  
Makoto Itoh

Automated technologies have brought a number of benefits to professional domains, expanding the area in which humans can perform optimally in complex work environments. Human–automation trust has become an important aspect when designing acceptable automated systems considering general users who have no comprehensive knowledge of the systems. Muir and Moray (1996) proposed a model of human–machine trust incorporating predictability, dependability, and faith as predictors of overall trust in machines. Though Muir and Moray (1996) predicted that trust in machines grows from predictability, then dependability, and finally faith, their results suggested the opposite. This study will reexamine their theoretical framework and test which of the three dimensions governs initial trust in automation. Participants will be trained to operate a simulated pasteurization plant, as in Muir and Moray (1996), and they will be asked to maximize system performance in the pasteurizing task. We hypothesized that faith governs overall trust early in the interaction with the automated system, then dependability, and finally predictability as lay automation users become more familiar with the system. We attempt to replicate the results of Muir and Moray (1996) and argue that their model should be revised for trust development for general automation users.


2013 ◽  
Vol 711 ◽  
pp. 779-783
Author(s):  
Xiao Hong Zhao ◽  
Li Wen Chen

This paper aims to discuss the relational risks in supply chain and its governance mechanism, including formal and informal control mechanisms and trust development mechanisms, to provide a new idea of relational risks management in supply chain domains and then enhance the interests of all involved parties. The governance efficiency of relational risks in supply chain can be improved by control mechanisms associated with trust development mechanisms, and both of which are dynamic complementary. Initial trust among partners impacts the inter-organizational relational performance and the choice of control mechanisms, at the same time, the outcomes of relationship and the development or destruction of trust mechanisms are affected by control modes.


2020 ◽  
Vol 63 (7) ◽  
pp. 2281-2292
Author(s):  
Ying Zhao ◽  
Xinchun Wu ◽  
Hongjun Chen ◽  
Peng Sun ◽  
Ruibo Xie ◽  
...  

Purpose This exploratory study aimed to investigate the potential impact of sentence-level comprehension and sentence-level fluency on passage comprehension of deaf students in elementary school. Method A total of 159 deaf students, 65 students ( M age = 13.46 years) in Grades 3 and 4 and 94 students ( M age = 14.95 years) in Grades 5 and 6, were assessed for nonverbal intelligence, vocabulary knowledge, sentence-level comprehension, sentence-level fluency, and passage comprehension. Group differences were examined using t tests, whereas the predictive and mediating mechanisms were examined using regression modeling. Results The regression analyses showed that the effect of sentence-level comprehension on passage comprehension was not significant, whereas sentence-level fluency was an independent predictor in Grades 3–4. Sentence-level comprehension and fluency contributed significant variance to passage comprehension in Grades 5–6. Sentence-level fluency fully mediated the influence of sentence-level comprehension on passage comprehension in Grades 3–4, playing a partial mediating role in Grades 5–6. Conclusions The relative contributions of sentence-level comprehension and fluency to deaf students' passage comprehension varied, and sentence-level fluency mediated the relationship between sentence-level comprehension and passage comprehension.


2007 ◽  
Vol 177 (4S) ◽  
pp. 156-156
Author(s):  
Andrea Salonia ◽  
Pierre I. Karakiewicz ◽  
Andrea Gallina ◽  
Alberto Briganti ◽  
Tommaso C. Camerata ◽  
...  

2005 ◽  
Vol 173 (4S) ◽  
pp. 182-182
Author(s):  
Rein J. Palisaar ◽  
Joachim Noldus ◽  
Alexander Haese ◽  
Markus Graefen ◽  
Hartwig Huland

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