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Nonverbal content and trust: An experiment on digital communication

Author

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  • Zakaria Babutsidze

    (SKEMA Business School, GREDEG - Groupe de Recherche en Droit, Economie et Gestion - UNS - Université Nice Sophia Antipolis (1965 - 2019) - CNRS - Centre National de la Recherche Scientifique - UniCA - Université Côte d'Azur, OFCE - Observatoire français des conjonctures économiques (Sciences Po) - Sciences Po - Sciences Po)

  • Nobuyuki Hanaki
  • Adam Zylbersztejn

Abstract

We experimentally study the effect of the mode of digital communication on the emergence of 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 effect 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 their partners.
(This abstract was borrowed from another version of this item.)

Suggested Citation

  • Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2021. "Nonverbal content and trust: An experiment on digital communication," Post-Print halshs-03896292, HAL.
    • Handle: RePEc:hal:journl:halshs-03896292
    DOI: 10.1111/ecin.12998
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    Cited by:

    1. Adam Zylbersztejn & Zakaria Babutsidze & Nobuyuki Hanaki, 2021. "Predicting trustworthiness across cultures: An experiment," Post-Print hal-03432600, HAL.
    2. Petra Nieken, 2022. "Digital leadership: Motivating online workers," IZA World of Labor, Institute of Labor Economics (IZA), pages 498-498, September.
    3. Petra Nieken & Sven Walther, 2024. "Honesty in Virtual Communication," CESifo Working Paper Series 11094, CESifo.
    4. Walther, Sven, 2025. "The Effect of Virtual Communication Channels on Human Behavior: A Literature Review," MPRA Paper 125223, University Library of Munich, Germany.
    5. Zylbersztejn, Adam & Babutsidze, Zakaria & Hanaki, Nobuyuki & Hopfensitz, Astrid, 2024. "How beautiful people see the world: Cooperativeness judgments of and by beautiful people," Journal of Economic Behavior & Organization, Elsevier, vol. 218(C), pages 296-308.
    6. Palmisano, Flaviana & Sacchi, Agnese, 2024. "Trust in public institutions, inequality, and digital interaction: Empirical evidence from European Union countries," Journal of Macroeconomics, Elsevier, vol. 79(C).
    7. Zylbersztejn, Adam & Babutsidze, Zakaria & Hanaki, Nobuyuki & Roul, Marie-Sophie, 2024. "Anonymity, nonverbal communication and prosociality in digitized interactions: An experiment on charitable giving," Journal of Economic Psychology, Elsevier, vol. 105(C).
    8. Nobuyuki Hanaki & Ali I. Ozkes, 2023. "Strategic environment effect and communication," Experimental Economics, Springer;Economic Science Association, vol. 26(3), pages 588-621, July.

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