The effect of incidental experiences of regulatory fit on trust
Two experiments provide support for the hypothesis that when people assess how much they trust another person, feelings of rightness from an initial, brief experience of regulatory fit (consistency between prevention or promotion regulatory focus of goals and strategic means) can suggest the other person is trustworthy, relative to feelings of wrongness from regulatory nonfit. This regulatory-fit effect on trust was stronger for acquaintances than for individuals participants knew well (Experiment 1) and was eliminated by drawing participants' attention to how right the earlier, trust judgment-irrelevant event made them feel (Experiment 2). Implications are discussed for regulatory-fit theory, possible applications to applied settings and to other populations, and possible effects of other types of regulatory fit. Copyright © 2010 IARR.
Vaughn, Leigh Ann; Harkness, Audrey R.; and Clark, Emily K., "The effect of incidental experiences of regulatory fit on trust" (2010). Faculty Articles Indexed in Scopus. 1492.