Feeling and believing: the influence of emotion on trust.
The authors report results from 5 experiments that describe the influence of emotional states on trust. They found that incidental emotions significantly influence trust in unrelated settings. Happiness and gratitude--emotions with positive valence--increase trust, and anger--an emotion with negative valence--decreases trust. Specifically, they found that emotions characterized by other-person control (anger and gratitude) and weak control appraisals (happiness) influence trust significantly more than emotions characterized by personal control (pride and guilt) or situational control (sadness). These findings suggest that emotions are more likely to be misattributed when the appraisals of the emotion are consistent with the judgment task than when the appraisals of the emotion are inconsistent with the judgment task. Emotions do not influence trust when individuals are aware of the source of their emotions or when individuals are very familiar with the trustee.
Dunn
Jennifer R
JR
Department of Operations and Information Management, The Wharton School, University of Pennsylvania, Philadelphia, PA 19104, USA. jrdunn@wharton.upenn.edu
Schweitzer
Maurice E
ME
D000328:Adult; D000339:Affect; D000786:Anger; D003469:Culture; D005260:Female; D006240:Happiness; D006801:Humans; D007600:Judgment; D008297:Male; D011795:Surveys and Questionnaires; D035502:Trust