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Getting off on the wrong foot: the timing of breach and the restoration of trust

Journal

Personality and Social Psychology Bulletin

Subject

Organisational Behaviour

Publishing details

Personality and Social Psychology Bulletin 2008 Vol 34:12 p 1601-1612

Authors / Editors

Lount R B;Zhong C;Sivanathan N;Murnighan J K

Biographies

Niro Sivanathan

Publication Year

2008

Abstract

Few interpersonal relationships endure without one party violating the other's expectations. Thus, the ability to build trust and to restore cooperation after a breach can be critical for the preservation of positive relationships. Using an iterated prisoner's dilemma, this article presents two experiments that investigated the effects of the timing of a trust breach—at the start of an interaction, after 5 trials, after 10 trials, or not at all. The findings indicate that getting off on the wrong foot has devastating long-term consequences. Although later breaches seemed to limit cooperation for only a short time, they still planted a seed of distrust that surfaced in the end.

Keywords

Trust; Trust repair; Trust breach; Cooperation; Primacy effect

Available on ECCH

No


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