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Acquisition and maintenance of trusting behavior.

D F Hake, T L Schmid

Journal of the Experimental Analysis of Behavior

|January 1, 1981

Summary

External contingencies are necessary for developing trusting behavior in two-person exchanges. Minimal trust emerged without them, but significant trust developed when specific contingencies were introduced.

Area of Science:

Psychology
Behavioral Economics
Social Psychology

Background:

Understanding trust development in interpersonal exchanges is crucial.
Previous research has explored factors influencing cooperation and trust.
The role of external contingencies in fostering trusting behavior remains an area of investigation.

Purpose of the Study:

To determine if natural contingencies within a two-person exchange promote trusting behavior.
To investigate whether external contingencies are required for the development of trust.
To examine the conditions under which trusting behavior emerges and is maintained.

Main Methods:

Pairs of college students engaged in a matching-to-sample task for monetary rewards.
Trusting behavior was operationalized as a temporary deviation from equitable distribution of tasks.

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Different external contingency requirements (lever pulls) were manipulated to influence task distribution.

Main Results:

Without external contingencies, only minimal trust (strict alternation) was observed.
Introducing external contingencies (30 or 60 lever pulls) led to the development and expansion of trusting behavior.
Once established, trust could be maintained with weaker contingencies, suggesting reduced aversiveness of temporary inequity.

Conclusions:

External contingencies are necessary for the acquisition of significant trusting behavior in this experimental paradigm.
The aversiveness of inequity in trusting necessitates a contingency for its initial development.
As trust develops, the perceived importance of the direction of inequity diminishes, facilitating its maintenance.