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Is mistrust self-fulfilling?

Reuben, Ernesto and Sapienza, Paola and Zingales, Luigi (2008): Is mistrust self-fulfilling?

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Abstract

We study experimentally the effect of expectations on trustworthiness. Most subjects respond with untrustworthy behavior if they find out that little is expected from them. This suggests that guilt aversion plays an important role in inducing trustworthiness.

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