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Trust motivation: the self-regulatory processes underlying trust decisions

van der Werff, Lisa ORCID: 0000-0003-4529-4690, Legood, Alison and Buckley, Finian ORCID: 0000-0003-2651-6868 (2019) Trust motivation: the self-regulatory processes underlying trust decisions. Organizational Psychology Review . ISSN 2041-3866

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Abstract

Theorizing about trust has focused predominantly on cognitive trust cues such as trustworthiness, portraying the trustor as a relatively passive observer reacting to the attributes of the other party. Using self-determination and control theories of motivation, we propose a model of trust motivation that explores the intraindividual processes involved in the volitional aspects of trust decision-making implied by the definition of trust as a willingness to be vulnerable. We distinguish between intrinsic and extrinsic drivers of trust and propose a two-phase model of trust goal setting and trust regulation. Our model offers a dynamic view of the trusting process and a framework for understanding how trust cognition, affect and behavior interact over time. Furthermore, we discuss how trust goals may be altered or abandoned via a feedback loop during the trust regulation process. We conclude with a discussion of potential implications for existing theory and future research.

Item Type:Article (Published)
Refereed:Yes
Uncontrolled Keywords:Trust; Motivation; Self-regulation; Self-determination theory; Goal setting
Subjects:Business > Organizational learning
DCU Faculties and Centres:DCU Faculties and Schools > DCU Business School
Publisher:Sage Publications
Official URL:http://dx.doi.org/10.1177/2041386619873616
Copyright Information:© 2019 The Authors
Use License:This item is licensed under a Creative Commons Attribution-NonCommercial-Share Alike 3.0 License. View License
ID Code:23762
Deposited On:19 Sep 2019 08:33 by Fran Callaghan . Last Modified 18 Nov 2020 12:45

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