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The value of vulnerability: the transformative capacity of risky trust

Bruni, Luigino; Tufano, Fabio

Authors

Luigino Bruni



Abstract

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.

Journal Article Type Article
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
APA6 Citation Bruni, L., & Tufano, F. (in press). The value of vulnerability: the transformative capacity of risky trust. Judgment and Decision Making, 12(4),
Keywords experiment, gift-exchange game, organization, trust, vulnerability
Publisher URL http://journal.sjdm.org/17/17101/jdm17101.pdf
Copyright Statement Copyright information regarding this work can be found at the following address: http://eprints.nottingh.../end_user_agreement.pdf

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Copyright Statement
Copyright information regarding this work can be found at the following address: http://eprints.nottingham.ac.uk/end_user_agreement.pdf





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