The effect of incidental experiences of regulatory fit on trust

Leigh Ann Vaughn, Audrey R. Harkness, Emily K. Clark

Research output: Contribution to journalArticlepeer-review

10 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)57-69
Number of pages13
JournalPersonal Relationships
Volume17
Issue number1
DOIs
StatePublished - Mar 2010
Externally publishedYes

ASJC Scopus subject areas

  • Social Psychology
  • Developmental and Educational Psychology
  • Anthropology
  • Life-span and Life-course Studies

Fingerprint

Dive into the research topics of 'The effect of incidental experiences of regulatory fit on trust'. Together they form a unique fingerprint.

Cite this