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The dynamics of contracts and generalized trustworthiness
Stockholm University, Faculty of Humanities, Centre for the Study of Cultural Evolution.
Stockholm University, Faculty of Humanities, Centre for the Study of Cultural Evolution.
2009 (English)In: Rationality and Society, ISSN 1043-4631, E-ISSN 1461-7358, Vol. 21, no 1, 59-80 p.Article in journal (Refereed) Published
Abstract [en]

Generalized trust, or trust in strangers, has been traced to a wide range of societal benefits. But generalized trust is not sustainable in the absence of widespread generalized trustworthiness, that is, the tendency for strangers to honor trust extended to them. While there has been much work on the origins and consequences of generalized trust, surprisingly little research has addressed the antecedents of generalized trustworthiness. We argue that generalized trustworthiness is negatively affected by prior exposure to a ubiquitous extrinsic motivator of trustworthy behavior, contracts. Specifically, drawing on classic social psychological research on the overjustification effect, we argue that actors previously constrained by contracts will attribute their own ‘trustworthy’ behavior in those interactions to the contract itself. According to overjustification arguments, this misattribution should lead to a decrease in intrinsic motivations to act trustworthily in interactions where the actor is not constrained by the contract. Results of a new experiment support this argument.

Place, publisher, year, edition, pages
2009. Vol. 21, no 1, 59-80 p.
Keyword [en]
contracts, exchange, overjustification, trust, trustworthiness
National Category
Mathematics
Identifiers
URN: urn:nbn:se:su:diva-31560DOI: 10.1177/1043463108099348OAI: oai:DiVA.org:su-31560DiVA: diva2:277613
Available from: 2009-11-19 Created: 2009-11-19 Last updated: 2017-12-12Bibliographically approved

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