Getting Off on the Wrong Foot: The Timing of a Breach and the Restoration of Trust  

Oleh:

Lount, Robert B. (Jr.) ; Chen, Bo Zhong ; Sivanathan, Niro ; Murnighan, J. Keith

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 34 no. 12 (Dec. 2008), page 1601.
Topik: Trust; Trust Repair; Trust Breach; Cooperation; Primacy Effect

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.36 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Few interpersonal relationships endure without one party violating the other's expectations. Thus, the ability to build trust and to restore cooperation after a breach can be critical for the preservation of positive relationships. Using an iterated prisoner's dilemma, this article presents two experiments that investigated the effects of the timing of a trust breach—at the start of an interaction, after 5 trials, after 10 trials, or not at all. The findings indicate that getting off on the wrong foot has devastating long-term consequences. Although later breaches seemed to limit cooperation for only a short time, they still planted a seed of distrust that surfaced in the end.

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