How activating cognitive content shapes trust : a subliminal priming study
Journal
Journal of Economic Psychology
Subject
Organisational Behaviour
Publishing details
Authors / Editors
Posten A.-C;Ockenfels A.;Mussweiler T
Biographies
Publication Year
2014
Abstract
The activation of cognitive contents plays a prominent role in social psychological research. Yet, so far this has received little attention in economics. In our research we connect a standard social psychological manipulation to activate cognitive content (a trust vs. distrust priming manipulation) to a classic paradigm from economics (a trust game). Our findings demonstrate that subliminally activating the concept of trust (vs. distrust) leads participants to judge a series of strangers as more (vs. less) trustworthy. Moreover, our research shows for the first time that such a subliminal priming manipulation shapes the subsequent sending behavior in a fictitious version of a standard economic trust game. This suggests that psychological priming techniques allow new insights into what determines beliefs in economic games.
Publication Notes
Trust; Distrust; Priming; Belief formation
Available on ECCH
No