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Is Trust Self-Fulfilling? An Experimental StudyGerardo A. GuerraUniversity of Oxford - Department of Economics Michael BacharachUniversity of Oxford - Department of Economics Daniel John ZizzoUniversity of East Anglia - School of Economics and CBESS October 2001 U of Oxford, Economics Discussion Paper No. 76 Abstract: A person is said to be 'trust responsive' if she fulfils trust because she believes the truster trusts her. The experiment we report was designed to test for trust responsiveness and its robustness across payoff structures, and to disentangle it from other possible factors making for trustworthiness, including perceived kindness, perceived need, and inequality aversion. We elicit the truster's confidence that the trustee will fulfil, and the trustee's belief about the trusteer's confidence after the trustee receives evidence relevant to this. We find evidence of strong trust responsiveness. We also find that perceptions of kindness and of need increase trust responsiveness, and that perceptions of kindness and need raise fulfilling rates only in conjunction with trust responsiveness.
Number of Pages in PDF File: 55 Keywords: trust game, experiment, trust responsiveness, kindness, need to trust, belief elicitation JEL Classification: C79, C92, D84 working papers seriesDate posted: November 1, 2002Suggested CitationContact Information
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