Trust as a Leap of Hope for Transaction Value: A Two-Way Street Above and Beyond Trust Propensity and Expected Trustworthiness

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    There are two divergent views concerning the status of trust research, one being optimistic and the other being pessimistic. I partially agree with both views, but asymmetrically more toward the pessimistic view. The primary purpose of this chapter is twofold. First, I explore the underlying reasons for the current problems in trust research. Second, I explore the potential solutions to the current problems. The central theme of my argument is that trust should be defined as trustor’s deliberate decision to voluntarily increase trustor’s specific vulnerability toward trustee above and beyond trustor’s propensity to trust as well as above and beyond trustor confident expectation of trustee’s trustworthiness (either due to trustee’s trait-like characters or due to institutional assurance). In this sense, trust should be reframed as a leap of hope to enhance transaction value by taking advantage of vulnerability. This is because the most laudable potential contribution from trust research to other domains of social research may lie in the reframing of high vulnerability from a risk to be avoided to an opportunity to be created and captured. The critical implications of this reframing to advance future trust research are discussed.
    TitelMotivating Cooperation and Compliance with Authority : The Role of Institutional Trust
    RedaktørerBrian H. Bornstein, Alan J. Tomkins
    Udgivelses stedCham
    ForlagSpringer Science+Business Media
    ISBN (Trykt)9783319161501
    ISBN (Elektronisk)9783319161518
    StatusUdgivet - 2015
    BegivenhedThe 62nd Nebraska Symposium on Motivation. 2015 - University of Nebraska–Lincoln, Lincoln, NE, USA
    Varighed: 24 apr. 201425 apr. 2014
    Konferencens nummer: 62


    KonferenceThe 62nd Nebraska Symposium on Motivation. 2015
    LokationUniversity of Nebraska–Lincoln
    ByLincoln, NE
    NavnNebraska Symposium on Motivation


    • Vulnerability
    • Trust-as-attitude
    • Trust-as-choice
    • Reciprocity
    • Benefit
    • Dual-processing model


    Li, P. P. (2015). Trust as a Leap of Hope for Transaction Value: A Two-Way Street Above and Beyond Trust Propensity and Expected Trustworthiness . I B. H. Bornstein, & A. J. Tomkins (red.), Motivating Cooperation and Compliance with Authority: The Role of Institutional Trust (Bind 62, s. 37-53). Cham: Springer Science+Business Media. Nebraska Symposium on Motivation, Bind. 62