Universität zu Köln

Posten, Ann-Christin, Ockenfels, Axel and Mussweiler, Thomas (2014). How activating cognitive content shapes trust: A subliminal priming study. J. Econ. Psychol., 41. S. 12 - 20. AMSTERDAM: ELSEVIER SCIENCE BV. ISSN 1872-7719

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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. (C) 2013 Elsevier B.V. All rights reserved.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Posten, Ann-Christin UNSPECIFIED UNSPECIFIED UNSPECIFIED Ockenfels, Axel UNSPECIFIED UNSPECIFIED UNSPECIFIED Mussweiler, Thomas UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-441251
DOI:	10.1016/j.joep.2013.04.002
Journal or Publication Title:	J. Econ. Psychol.
Volume:	41
Page Range:	S. 12 - 20
Date:	2014
Publisher:	ELSEVIER SCIENCE BV
Place of Publication:	AMSTERDAM
ISSN:	1872-7719
Language:	English
Faculty:	Faculty of Management, Economy and Social Sciences
Divisions:	Faculty of Management, Economics and Social Sciences > Economics > Macroeconomic, Financial and Economic Policy > Professur für Economics, Design and Behavior
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language IMPRESSION-FORMATION; UNITED-STATES; BETRAYAL AVERSION; PRISONERS-DILEMMA; SOCIAL COGNITION; BEHAVIOR; TRUSTWORTHINESS; ASSIMILATION; RECIPROCITY; DISTRUST Multiple languages Economics; Psychology, Multidisciplinary Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/44125