The Psychology of Trust from Relational Messages

Abstract

A fundamental underpinning of all social relationships is trust. Trust can be established through implicit forms of communication called relational messages. A multidisciplinary, multi-university, cross-cultural investigation addressed how these message themes are expressed and whether they are moderated by culture and veracity. A multi-round decision-making game with 695 international participants assessed the nonverbal and verbal behaviors that express such meanings as affection, dominance, and composure, from which people ultimately determine who can be trusted and who not. Analysis of subjective judgments showed that trust was most predicted by dominance, then affection, and lastly, composure. Behaviorally, several nonverbal and verbal behaviors associated with these message themes were combined to predict trust. Results were similar across cultures but moderated by veracity. Methodologically, automated software extracted facial features, vocal features, and linguistic metrics associated with these message themes. A new attentional computer vision method retrospectively identified specific meaningful segments where relational messages were expressed. The new software tools and attentional model hold promise for identifying nuanced, implicit meanings that together predict trust and that can, in combination, serve as proxies for trust.