WHO SHALL I TRUST? TRUST AS A MEDIATOR BETWEEN IDENTITY SALIENCE AND COOPERATIVE BEHAVIOR

We explore the role of trust as a mediating process in the relationship between group identity salience and cooperative behavior. Participants from two academic disciplines, psychology and economics, make decisions in two cooperation games with an unknown partner. Their decisions reflect conditions...

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Bibliographic Details
Published in:Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung 2014-10, Vol.66, p.50-64
Main Authors: Opitz, Lena K, Kosfeld, Michael, Van Dick, Rolf
Format: Article
Language:English
Subjects:
Academic disciplines
Behavior
Bias
Cooperation
Decision making
Depersonalization
Games
Group identity
Hypotheses
Identification
Psychology
Social identity
Stereotypes
Trust
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Summary:We explore the role of trust as a mediating process in the relationship between group identity salience and cooperative behavior. Participants from two academic disciplines, psychology and economics, make decisions in two cooperation games with an unknown partner. Their decisions reflect conditions of shared or unshared identity. Our results confirm earlier findings that participants cooperate more when they share an identity with their partner. We find that even when we control for generalized trust, depersonalized trust mediates the effect, that shared identity thus increases depersonalized trust, which leads to increased cooperative behavior. We link our research to the neuroscience approach and provide directions for future research in (social) neuroeconomics.
ISSN:1439-2917
2194-072X