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Nonverbal content and swift trust: An experiment on digital communication

Abstract : We experimentally study the effect of the mode of digital communication on the emergence of swift trust in a principal-agent relationship. We consider three modes of communication that differ in the capacity to transmit nonverbal content: plain text, audio, and video. Communication is pre-play, one-way, and unrestricted, but its verbal content is homogenized across treatments. Overall, both audio and video messages have a positive (and similar) effect on trust as compared to plain text; however, the magnitude of these effects depends on the verbal content of agent's message (promise to act trustworthily vs. no such promise). In all conditions, we observe a positive e ect of the agent's promise on the principal's trust. We also report that trust in female principals is sensitive to the availability of nonverbal cues about interaction partners.
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Submitted on : Tuesday, February 18, 2020 - 3:49:55 PM
Last modification on : Thursday, April 30, 2020 - 3:12:06 PM


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  • HAL Id : halshs-02483343, version 1


Zakaria Babutsidze, Nobuyuki Hanaki, Adam Zylbersztejn. Nonverbal content and swift trust: An experiment on digital communication. 2020. ⟨halshs-02483343⟩



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