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Please use this identifier to cite or link to this item: http://hdl.handle.net/10481/44763

Title: Heterogeneous Motives in the Trust Game: A Tale of Two Roles
Authors: Espín, Antonio M.
Exadaktylos, Filippos
Neyse, Levent
Issue Date: 2016
Abstract: Trustful and trustworthy behaviors have important externalities for the society. But what exactly drives people to behave in a trustful and trustworthy manner? Building on research suggesting that individuals’ social preferences might be a common factor informing both behaviors, we study the impact of a set of different motives on individuals’ choices in a dual-role Trust Game (TG). We employ data from a large-scale representative experiment (N = 774), where all subjects played both roles of a binary TG with real monetary incentives. Subjects’ social motives were inferred using their decisions in a Dictator Game and a dual-role Ultimatum Game. Next to self-interest and strategic motives we consider preferences for altruism, spitefulness, egalitarianism, and efficiency. We demonstrate that there exists considerable heterogeneity in motives in the TG. Most importantly, among individuals who choose to trust as trustors, social motives can differ dramatically as there is a non-negligible proportion of them who seem to act out of (strategic) self-interest whereas others are driven more by efficiency considerations. Subjects’ elicited trustworthiness, however, can be used to infer such motivations: while the former are not trustworthy as trustees, the latter are. We discuss that research on trust can benefit from adding the second player’s choice in TG designs.
Sponsorship: Financial support comes from the Spanish Ministry of Science and Innovation (ECO2010-17049), the Government of Andalusia Project for Excellence in Research (P07.SEJ.02547) and the Fundacion Ramón Areces R+D 2011. The publication of this article was funded by the Open Access Fund of the Leibniz Association.
Publisher: Frontiers Media
Description: The Supplementary Material for this article can be found online at: http://journal.frontiersin.org/article/10.3389/fpsyg.2016.00728
Keywords: Trust game
Dictator game
Ultimatum game
Social preferences
Self-interest
URI: http://hdl.handle.net/10481/44763
ISSN: 1664-1078
Citation: Espín, A.M.; Exadaktylos, F.; Neyse, L. Heterogeneous Motives in the Trust Game: A Tale of Two Roles. Frontiers in Psychology, 7: 728 (2016). [http://hdl.handle.net/10481/44763]
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