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.
    Original languageEnglish
    Title of host publicationMotivating Cooperation and Compliance with Authority : The Role of Institutional Trust
    EditorsBrian H. Bornstein, Alan J. Tomkins
    Place of PublicationCham
    PublisherSpringer Science+Business Media
    Publication date2015
    ISBN (Print)9783319161501
    ISBN (Electronic)9783319161518
    Publication statusPublished - 2015
    EventThe 62nd Nebraska Symposium on Motivation. 2015 - University of Nebraska–Lincoln, Lincoln, NE, United States
    Duration: 24 Apr 201425 Apr 2014
    Conference number: 62


    ConferenceThe 62nd Nebraska Symposium on Motivation. 2015
    LocationUniversity of Nebraska–Lincoln
    Country/TerritoryUnited States
    CityLincoln, NE
    Internet address
    SeriesNebraska Symposium on Motivation

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