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dc.contributor.authorAcar-Burkay, Sinem
dc.contributor.authorSchei, Vidar
dc.contributor.authorBeersma, Bianca
dc.contributor.authorWarlop, Luk
dc.date.accessioned2021-06-21T08:56:51Z
dc.date.available2021-06-21T08:56:51Z
dc.date.created2021-02-12T12:43:36Z
dc.date.issued2020
dc.identifier.citationAcar-Burkay, S., Schei, V., Beersma, B., & Warlop, L. (2021). You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees. Journal of Experimental Social Psychology, 92, 104078.en_US
dc.identifier.issn0022-1031
dc.identifier.urihttps://hdl.handle.net/11250/2760334
dc.description.abstractCooperative motivation can be rooted in individual differences as well as in external factors, such as instructions from superiors, incentive schemes, policy agendas, or social relationships. Whereas cooperative motivation has generally been found to increase trust, in five studies conducted across different contexts (scenario-based, online with monetary consequences that were contingent on participants' decisions, in-class and laboratory face-to face negotiations), convergent evidence was found showing that trustees were trusted more when they were externally motivated to act cooperatively (vs. individualistically), though only when they already had a prosocial (vs. proself) social value orientation – i.e., internally driven positive care for others' (vs. their own) well-being. This finding was observed even when trustors had no explicit information about whether or how trustees were motivated by internal or external factors. The mediation analyses indicate that this effect is driven by trustors' perceptions of trustees' authenticity. Taken together, insight into how trustees' personalities and situations interact in predicting the level of trust granted to them is provided.en_US
dc.language.isoengen_US
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 Internasjonal*
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/deed.no*
dc.titleYou can't ‘fake it till you make it’: Cooperative motivation does not help proself trusteesen_US
dc.typePeer revieweden_US
dc.typeJournal articleen_US
dc.description.versionacceptedVersionen_US
dc.rights.holder© 2020 Published by Elsevier Inc.en_US
dc.source.volume92en_US
dc.source.journalJournal of Experimental Social Psychologyen_US
dc.identifier.doihttps://doi.org/10.1016/j.jesp.2020.104078
dc.identifier.cristin1889166
dc.source.articlenumber104078en_US
cristin.ispublishedtrue
cristin.fulltextoriginal
cristin.qualitycode1


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Attribution-NonCommercial-NoDerivatives 4.0 Internasjonal
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