Trust Promotes Unethical Behavior: Excessive Trust, Opportunistic Exploitation, and Strategic Exploitation

Current Opinion in Psychology, Volume 6, December 2015, Pages 216-220

15 Pages Posted: 6 Jun 2015 Last revised: 4 Dec 2016

See all articles by Jeremy Yip

Jeremy Yip

University of Pennsylvania - Operations & Information Management Department

Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department

Date Written: June 4, 2015

Abstract

Trust is critical for our cooperation and effective working relationships, but trust also enables exploitation and unethical behavior. Prior trust research has disproportionately focused on the benefits of trust, even though some of the most egregious unethical behaviors occur because of misplaced trust. Targets of exploitation often overweight the wrong trust cues and are exploited by people who either opportunistically or strategically take advantage of trusting targets. We call for future work to explore the critical link between trust and unethical behavior.

Keywords: Trust, Ethics, Exploitation, Morality, Negotiations

Suggested Citation

Yip, Jeremy and Schweitzer, Maurice E., Trust Promotes Unethical Behavior: Excessive Trust, Opportunistic Exploitation, and Strategic Exploitation (June 4, 2015). Current Opinion in Psychology, Volume 6, December 2015, Pages 216-220. Available at SSRN: https://ssrn.com/abstract=2614633 or http://dx.doi.org/10.2139/ssrn.2614633

Jeremy Yip

University of Pennsylvania - Operations & Information Management Department ( email )

Philadelphia, PA 19104
United States
215-573-0501 (Phone)

Maurice E. Schweitzer (Contact Author)

University of Pennsylvania - Operations & Information Management Department ( email )

Philadelphia, PA 19104
United States
215-898-4776 (Phone)
215-898-3664 (Fax)

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