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Identifying personality traits to enhance trust between organisations: an experimental approach

  • René Fahr

    (Department of Business Administration, University of Cologne and IZA, Albertus-Magnus-Platz, Cologne, Germany)

  • Bernd Irlenbusch

    (Department of Management, London School of Economics and IZA, London, UK)

We investigate an experimental representatives' trust game which resembles trust relationships between representatives of organisations. Personality traits of subjects are elicited by a personality questionnaire (Cattell's 16 PF-R) which is well established in personnel psychology. For the first time, personality traits are linked to actually observed behaviour in a trust game. Detailed personality profiles are derived and it is shown that they differ significantly between behavioural types. Individuals with low scores in anxiety turn out to be particularly qualified for enhancing trust between organisations. Copyright © 2008 John Wiley & Sons, Ltd.

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Article provided by John Wiley & Sons, Ltd. in its journal Managerial and Decision Economics.

Volume (Year): 29 (2008)
Issue (Month): 6 ()
Pages: 469-487

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Handle: RePEc:wly:mgtdec:v:29:y:2008:i:6:p:469-487
Contact details of provider: Web page: http://www3.interscience.wiley.com/cgi-bin/jhome/7976

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