Motivating trust: Can mood and incentives increase interpersonal trust?

Mislin, Alexandra; Williams, Lisa V.; Shaughnessy, Brooke A.

doi:10.1016/j.socec.2015.06.001

Cited by 46 publications

(31 citation statements)

References 58 publications

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“…Therefore, we infer that teams with stronger positive affective tone are more likely to be sociable and hence experience stronger team cohesion and identification. Research has also shown that people under a positive mood are more likely to trust others (Mislin, Williams, & Shaughnessy, ). Because team positive affective tone is associated with the occurrence of positive mood among team members, we expect that positive affective tone is likely to raise trust among team members, which in turn can enhance members’ interpersonal attraction and overall team identification.…”

Section: Conceptual Framework and Hypothesis Developmentmentioning

confidence: 99%

“…Conversely, negative affect can signal unconventional circumstances (Clore et al, ), and lead to more laborious attributional and mood‐regulatory processing (Lazarus, ; Sullivan & Conway, ). When employees experience strong negative affect, they tend to interpret and understand the information from an adverse aspect (Liu, Wang, & Chua, ; Mislin et al, ). Research on emotional regulation has confirmed that people engage in a variety of regulatory strategies to resolve their negative emotions (Gross, , ).…”

Section: Conceptual Framework and Hypothesis Developmentmentioning

confidence: 99%

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The Effect of Team Affective Tone on Team Performance: The Roles of Team Identification and Team Cooperation

Lin

Baruch

et al. 2016

Human Resource Management

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3Affective tones abound in work teams. Drawing on the affect infusion model and social 4 identity theory, this study proposes that team affective tone is related to team performance 5 indirectly through team identification and team cooperation. Data from 141 hybrid-virtual 6 teams drawn from high-tech companies in Taiwan generally supported our model. 7Specifically, positive affective tone is positively associated -while negative affective tone is 8 negatively associated -with both team identification and team cooperation, team 9 identification is positively associated with team cooperation, and team cooperation is 10 positively associated with team performance. Managerial implications and limitations are 11 discussed. 12

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Section: Conceptual Framework and Hypothesis Developmentmentioning

confidence: 99%

Section: Conceptual Framework and Hypothesis Developmentmentioning

confidence: 99%

The Effect of Team Affective Tone on Team Performance: The Roles of Team Identification and Team Cooperation

Lin

Baruch

et al. 2016

Human Resource Management

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“…Research in behavioral economics and neuroeconomics has begun to elucidate the determinants and neural correlates of trust [1][2][3] . However, despite recent progress in understanding the determinants of trust 4 and its distortions in psychiatric disorders 5 , there are still large gaps in our knowledge about the impact of our emotions on trust 6,7 , and particularly the underlying neural circuitry.…”

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confidence: 99%

The neural circuitry of emotion-induced distortions of trust

Engelmann

Meyer

Ruff

et al. 2017

Preprint

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Aversive emotions are likely to be a key source of irrational human decision-making but still little is known about the neural circuitry underlying emotion-cognition interactions during social behavior. Here, we show that incidental aversive emotions distort trust decisions and cause significant changes in the associated neural circuitry. Experimentally-induced negative affect reduced trust, suppressed trust-specific activity in left temporoparietal junction (TPJ), and reduced functional connectivity between TPJ and emotion-related regions such as the amygdala. The posterior superior temporal sulcus (pSTS) seems to play a key role in mediating the impact of emotion on behavior: Functional connectivity of this brain area with left TPJ was associated with trust in the absence of negative emotions, but aversive emotions disrupted this association between TPJ-pSTS connectivity and behavioral trust. Our findings may be useful for a better understanding of the neural circuitry of affective distortions and may help identify the neural bases of psychiatric diseases that are associated with emotion-related psychological and behavioral dysfunctions.

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“…First, we include a dummy variable on optimism which takes the value of 1 if the individual considers himself/herself optimistic and zero otherwise. Optimism is expected to have a positive influence on trust since more optimistic individuals tend to be happier and happiness has been shown to promote trust (Mislin et al, 2015).…”

Section: Traits Of Charactermentioning

confidence: 99%

Who Trusts Insurance? Empirical Evidence from Seven Industrialised Countries

Courbage

Nicolas

2019

SSRN Journal

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While the importance of trust in insurance is widely recognised, surprisingly, existing literature on the determinants of trust in insurance remains scarce. This paper investigates the determinants of trust in insurance in seven industrialised countries in Europe, North America and Asia using data from a recent insurance industry survey. We find that trust in insurance is higher among females, younger individuals, and less educated people. On the contrary, people who are more insurance literate have higher trust in insurance. Our findings also show that experiences with insurance are one of the most important determinants of trust in insurance, with the negative effect of a bad experience being more pronounced than the positive effect of a good experience. Finally, access to information related to insurance through the internet deters trust in insurance, while access to information through newspapers and magazines promotes it. JEL Classification: D12, G22

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Motivating trust: Can mood and incentives increase interpersonal trust?

Cited by 46 publications

References 58 publications

The Effect of Team Affective Tone on Team Performance: The Roles of Team Identification and Team Cooperation

The Effect of Team Affective Tone on Team Performance: The Roles of Team Identification and Team Cooperation

The neural circuitry of emotion-induced distortions of trust

Who Trusts Insurance? Empirical Evidence from Seven Industrialised Countries

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