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The value of vulnerability: the transformative capacity of risky trust

Bruni, Luigino; Tufano, Fabio


Luigino Bruni

Fabio Tufano


In an experimental gift-exchange game, we explore the# transformative capacity of vulnerable trust, which we define as trusting untrustworthy players when their untrustworthiness is common knowledge between co-players. In our experiment, there are two treatments: the “Information” treatment and the “No-Information” treatment in which we respectively disclose or not information about trustees’ trustworthiness. Our laboratory evidence consistently supports the transformative capacity of trustors’ vulnerable trust, which generates higher transfers, more trustworthiness and increased reciprocity by untrustworthy trustees.


Bruni, L., & Tufano, F. (in press). The value of vulnerability: the transformative capacity of risky trust. Judgment and Decision Making, 12(4),

Journal Article Type Article
Acceptance Date Jul 14, 2017
Online Publication Date Jul 31, 2017
Deposit Date Sep 5, 2017
Publicly Available Date Sep 5, 2017
Journal Judgment and Decision Making
Print ISSN 1930-2975
Electronic ISSN 1930-2975
Publisher Society for Judgment and Decision Making
Peer Reviewed Peer Reviewed
Volume 12
Issue 4
Keywords experiment, gift-exchange game, organization, trust, vulnerability
Public URL
Publisher URL


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