Emotions as potential drivers of trust and reciprocity

Abstract

This study proposes that the effect of positive or negative emotions signalled by the partner in subjects with different intrinsic characteristics, can affect decision-making in terms of the level of trust and reciprocity in a trust game context. The empirical evidence found by other authors shows that, depending on how emotions are affected, the level at which s/he will trust his/her partner will be determined, making decisions that may even be rationally detrimental to their utility. By conducting the trust game twice (with and without emotional signalling), it is shown that signalling negative emotions causes that the amount given by trustors and trustees decrease significantly between treatments. In addition, being female trustor significantly reduces the probability of increasing the amount given, after emotional signalling. No significant effects are found for other intrinsic characteristics of the trustors. Regarding trustees, signalling emotions such as compassion, culpability and rage versus happiness increase the probability of increasing the amount returned.