Universität zu Köln

Schloesser, Thomas, Mensching, Ole, Dunning, David and Fetchenhauer, Detlef (2015). TRUST AND RATIONALITY: SHIFTING NORMATIVE ANALYSES OF RISKS INVOLVING OTHER PEOPLE VERSUS NATURE. Soc. Cogn., 33 (5). S. 459 - 483. NEW YORK: GUILFORD PUBLICATIONS INC. ISSN 0278-016X

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Abstract

Trust is both essential for social interactions to succeed yet is also demonstrably irrational. We address this theoretical paradox by examining the meaning of rationality surrounding trust. Emerging research shows that people are willing to accept more risk when trusting other people, including strangers, than they are in bets against nature, such as a lottery. We ask why people display this difference in risk taking. In a review of ongoing research, and specific descriptions of two studies, we explore how poorly normative analyses based on individual or consequentialistic definitions of rationality anticipate rates of trust. Instead, trust is better predicted by a normative analysis also including concerns more social in nature, a sense of how people believe they should act, regardless of consequence, when dealing with others. Indeed, the very meaning people assign to the word should changes between non-social gambles and trust decisions. For non-social gambles, what one should do is based on beliefs of what is intelligent, objective, and logical to do. In trust, what people should do blends in a more social definition also emphasizing social appropriateness, politeness, and respect. These added meanings explain a greater willingness to take risks on other people.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Schloesser, Thomas UNSPECIFIED UNSPECIFIED UNSPECIFIED Mensching, Ole UNSPECIFIED UNSPECIFIED UNSPECIFIED Dunning, David UNSPECIFIED UNSPECIFIED UNSPECIFIED Fetchenhauer, Detlef UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-391005
DOI:	10.1521/soco.2015.33.5.459
Journal or Publication Title:	Soc. Cogn.
Volume:	33
Number:	5
Page Range:	S. 459 - 483
Date:	2015
Publisher:	GUILFORD PUBLICATIONS INC
Place of Publication:	NEW YORK
ISSN:	0278-016X
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language THEORY RELATING SELF; SOCIAL-EXCHANGE; TRUSTWORTHINESS; PSYCHOLOGY; AMBIGUITY; ECONOMICS; FAIRNESS; AVERSION; CHOICES; MONEY Multiple languages Psychology, Social Multiple languages
URI:	http://kups.ub.uni-koeln.de/id/eprint/39100