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Models for Intercultural Collaboration and Negotiation pp 97–131Cite as

How Do I Trust Thee? Dynamic Trust Patterns and Their Individual and Social Contextual Determinants

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Part of the book series: Advances in Group Decision and Negotiation ((AGDN,volume 6))

Abstract

Levels of trust in a social relationship can fluctuate over time. However, few studies have directly examined the different trust decisions involved as the relationship progresses and delineated the various trust patterns that arise from these decisions. Our analysis examined the key processes in trust decisions during the phases of trust formation, dissolution, and restoration. These trust decisions across phases give rise to trust profiles. In this chapter, we discuss six unique trust profiles: High Trust, High Distrust, Tit-for-Tat, Seizing and Freezing, Assessment, and Grim Trigger, based on divergent trust patterns across trust phases. We focus on how individual and social contextual factors affect these patterns of trust. Our model highlights the need to consider multiple trust phases both theoretically and empirically to offer a more holistic understanding of how trust unfolds overtime in social relationships.

Author Note

This research is based upon work supported by research funded by the U. S. Army Research Laboratory and the U. S. Army Research Office under grant number W911NF-08-1-0144.

We give special thanks to the members of the MURI (Multidisciplinary University Research Initiative) Culture Group at the University of Maryland for their helpful comments on previous versions of this manuscript. We also thank Stephanie Van Numer, Meshaunia Vaughn, Enesia Wilson, Ethan Wieselthier, Nicholas Jimenez, Farrah Al-Mansoor, and Eric Barley for their assistance on the preparation of this chapter.

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Notes

  1. 1.

    There are two additional possible trust profiles: (1) slow formation, fast dissolution, and fast restoration and (2) slow formation, slow dissolution, fast restoration. However, because not all trust profiles occur with equal frequency, we focused on the six commonly occurred trust profiles in this chapter.

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  1. Department of Psychology, National University of Singapore, Singapore, Singapore

    C. Ashley Fulmer

  2. Department of Psychology, University of Maryland, College Park, MD, USA

    Michele J. Gelfand

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  1. School of Computer Science, Carnegie Mellon University School of Computer Science, Pittsburgh, Pennsylvania, USA

    Katia Sycara

  2. Dept. Psychology, University of Maryland Dept. Psychology, College Park, Maryland, USA

    Michele Gelfand

  3. Behavioral & Social Sciences, U.S. Army Research Institute for the Behavioral & Social Sciences, Arlington, Virgin Islands, USA

    Allison Abbe

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Fulmer, C.A., Gelfand, M.J. (2013). How Do I Trust Thee? Dynamic Trust Patterns and Their Individual and Social Contextual Determinants. In: Sycara, K., Gelfand, M., Abbe, A. (eds) Models for Intercultural Collaboration and Negotiation. Advances in Group Decision and Negotiation, vol 6. Springer, Dordrecht. https://doi.org/10.1007/978-94-007-5574-1_5

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