Why People Trust: Solved Puzzles and Open Mysteries

Abstract

Interpersonal trust is essential for a productive and rewarding social life, yet it presents many theoretical puzzles, particularly among strangers, because its existence violates the rational-actor model. Here, we focus on two mysteries. One is cognitive, focusing on why people cynically underestimate how trustworthy their peers are. The second is behavioral, focusing on why so many people trust others, including complete strangers, given their social cynicism and aversion to taking risks. Regarding the behavioral mystery, we adopt a normative approach, proposing that people trust at unexpectedly high rates because they feel a social obligation to do so. This approach implies that trust may be more about the behavior itself than about downstream consequences, that people are not “giving” so much as “giving in” to social pressures, and that their choices may have more to do with emotion than calculation.