Influenced by others: Trusting behaviour and social influence

This paper reports results from a trust game in which trustors, before deciding on their transfer, are shown a statement about the perception of the situation by another person. Statements expressed either suspicion, insecurity, worry of disappointment or curiosity. Trustors first had to indicate their identification with the statement before making trust game decisions. Compared to a standard trust game, all treatments negatively affect trusting behaviour, regardless of the message being framed negatively or mildly positively. The effect of the manipulations is moderated by neuroticism and the individual’s identification with the respective statement. • Ex ante presenting trustors with the assessment by unrelated others reduces trust. • Identification with the assessment as well as neuroticism moderate the effect. • Neurotic people are found to be particularly susceptible to this manipulation.