title: Community trust reduces myopic decisions of low-income individuals.
abstract: Why do the poor make shortsighted choices in decisions that involve delayed payoffs? Foregoing immediate rewards for larger, later rewards requires that decision makers (i) believe future payoffs will occur and (ii) are not forced to take the immediate reward out of financial need. Low-income individuals may be both less likely to believe future payoffs will occur and less able to forego immediate rewards due to higher financial need; they may thus appear to discount the future more heavily. We propose that trust in one's community-which, unlike generalized trust, we find does not covary with levels of income-can partially offset the effects of low income on myopic decisions. Specifically, we hypothesize that low-income individuals with higher community trust make less myopic intertemporal decisions because they believe their community will buffer, or cushion, against their financial need. In archival data and laboratory studies, we find that higher levels of community trust among low-income individuals lead to less myopic decisions. We also test our predictions with a 2-y community trust intervention in rural Bangladesh involving 121 union councils (the smallest rural administrative and local government unit) and find that residents in treated union councils show higher levels of community trust and make less myopic intertemporal choices than residents in control union councils. We discuss the implications of these results for the design of domestic and global policy interventions to help the poor make decisions that could alleviate poverty.
authors.affiliation: Columbia Business School, Center for Decision Sciences, Columbia University, New York, NY 10025; jmj2183@columbia.edu.
authors.forename: Jon M
authors.initials: JM
authors.lastname: Jachimowicz
authors.affiliation: Columbia Business School, Center for Decision Sciences, Columbia University, New York, NY 10025.
authors.forename: Salah
authors.initials: S
authors.lastname: Chafik
authors.affiliation: Research and Evaluation Division, BRAC, Dhaka 1212, Bangladesh.
authors.forename: Sabeth
authors.initials: S
authors.lastname: Munrat
authors.affiliation: Judge Business School, University of Cambridge, Cambridge CB2 1AG, United Kingdom.
authors.forename: Jaideep C
authors.initials: JC
authors.lastname: Prabhu
authors.affiliation: Woodrow Wilson School, Andlinger Center for Energy & Environment, and Department of Psychology, Princeton University, Princeton, NJ 08544.
authors.forename: Elke U
authors.initials: EU
authors.lastname: Weber
mesh_terms: D000328:Adult; D001459:Bangladesh; D065786:Delay Discounting; D005260:Female; D006801:Humans; D008297:Male; D008875:Middle Aged; D011203:Poverty / Q000523:psychology*; D012931:Social Environment; D055815:Young Adult
keywords: community; decision making; poverty alleviation; temporal discounting; trust