Tilburg University, The Netherlands.
Pers Soc Psychol Bull. 2023 Jul;49(7):1028-1042. doi: 10.1177/01461672221086768. Epub 2022 Apr 28.
Existing research has documented the social benefits (i.e., higher popularity and liking) of extraversion and agreeableness. Do these positive reputational consequences extend to social dilemma situations that require trust? We found that people do not trust extraverts more than introverts. Instead, people's trust decisions are guided by their partner's level of agreeableness. In a trust game (Studies 1 and 2), individuals were more likely to trust a partner who was described as agreeable (vs. disagreeable); and, in a laboratory study of work groups, participants trusted more (vs. less) agreeable group members (Study 3). Individuals anticipated others' preferences for agreeable partners and tried to come across as more agreeable, but not more extraverted, in social dilemmas (Study 4). These findings suggest that the social benefits of agreeableness (but not extraversion) extend to social interactions involving trust and highlight the importance of target personality traits in shaping trust decisions.
现有研究记录了外向性和宜人性的社交益处（即更高的人气和喜爱度）。这些积极的声誉后果是否会延伸到需要信任的社交困境情境中？我们发现，人们不会比内向者更信任外向者。相反，人们的信任决策取决于他们伴侣的宜人性水平。在信任游戏（研究 1 和 2）中，个体更有可能信任被描述为宜人性（而非不友好）的伴侣；在一项关于工作群体的实验室研究中，参与者更信任（而非更少信任）宜人性更高的群体成员（研究 3）。个体预期他人会喜欢宜人性的伴侣，并试图在社交困境中表现得更加宜人性（而非更加外向），但不是更加外向（研究 4）。这些发现表明，宜人性（而非外向性）的社交益处会延伸到涉及信任的社交互动中，并强调目标人格特质在塑造信任决策中的重要性。
