Responsibility as the door opener toward trust: How powerholders construe and express their power impacts others' willingness to trust them

Abstract

AbstractPowerholders make decisions that impact others' lives. To be effective, powerholders need those with lower power to trust them—often without the chance to establish a good interpersonal relationship beforehand. Yet, societal developments in many countries suggest that willingness to trust powerholders is eroding; this makes the (re)establishment of trust a pressing though potentially difficult endeavour. What makes it likely, then, that people are willing to spontaneously trust a powerholder they barely know? We examined the role of powerholders' expression that they see (i.e., cognitively construe) power as a responsibility (vs. an opportunity). Doing so, the present work examines the consequences of unknown powerholders' construal of power from observers' perspective for the first time and connects it with research on trust. We reasoned that people would be more willing to trust an unknown powerholder who recognizes and expresses their responsibility (vs. opportunity) as a powerholder. Five preregistered studies (N = 1196) support this prediction for willingness to trust and a downstream effect on powerholder choice in a trust‐relevant context. The findings highlight how powerholders' construal of power affects observers and show that powerholders can promote others' willingness to trust them by expressing a sense of responsibility (vs. opportunity). Implications for powerholders' communication in times of distrust and populism are discussed.