How activating cognitive content shapes trust: A subliminal priming study |
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| Affiliation: | 1. Department of Psychology, University of Cologne, Richard-Strauss-Str. 2, D-50931 Cologne, Germany;2. Department of Economics, University of Cologne, Albertus-Magnus-Platz, D-50923 Cologne, Germany;1. Division of Pediatric Cardiology, Children’s Hospital of Michigan, Detroit, Michigan;2. Division of Hospitalist Medicine, Children’s Hospital of Michigan, Detroit, Michigan;3. Division of Cardiothoracic Surgery, Children’s Hospital of Michigan, Detroit, Michigan;1. University of Haifa, Israel;2. The Open University of Israel, Israel;3. University of Amsterdam, Netherlands;1. Indiana University, USA;2. University of California, Santa Barbara, USA;1. Department of Psychology, University of Muenster, Germany;2. Department of Psychology, University of South Alabama, United States;3. Department of Developmental Psychology, Utrecht University, Netherlands;4. Department of Educational Psychology, University of Georgia, United States;5. Department of Psychology, University of Georgia, United States;6. Department of Psychology, San Diego State University, United States |
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| 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. |
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| Keywords: | Trust Distrust Priming Belief formation |
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