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Trust decisions are influenced by social categorization. People individuate ingroup members but rely on stereotypes for outgroup members, impacting cooperation in trust games.

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Area of Science:

  • Social Psychology
  • Behavioral Economics
  • Decision Science

Background:

  • Trust decisions are fundamental in social interactions.
  • Social categorization (ingroup vs. outgroup) influences intergroup behavior.
  • Previous research suggests both individuation and categorization impact trust.

Purpose of the Study:

  • To investigate how individuation and categorization processes affect trust decisions towards strangers.
  • To examine these processes in initial and repeated interactions within a trust game.
  • To replicate and extend findings by Cañadas et al. (2015) on trust and social categories.

Main Methods:

  • Participants engaged in a multi-round trust game, deciding on cooperation with unknown partners.
  • Social categories were manipulated using gender (Study 1a) and ethnicity (Studies 1b, 2, 3).
  • Reciprocation rates were manipulated at both group (ingroup/outgroup) and individual levels.

Main Results:

  • Contrary to prior findings, ingroup partners were individuated based on individual behavior, not group rates.
  • Outgroup partners (men, Black individuals) were subject to category-based thinking (stereotyping).
  • Greater cooperation occurred with ethnic outgroups compared to ingroup, but not with gender outgroups.

Conclusions:

  • Social categorization and individuation processes significantly guide trust decision-making.
  • Individuation is more prominent for ingroup members.
  • Categorization processes dominate trust decisions for outgroup members, especially in repeated interactions.