Identifying Personality Traits to Enhance Trust between Organisations – An Experimental Approach

We investigate an experimental representatives’ trust game which resembles trust relation-ships between representatives of organisations. Personality traits of subjects are elicited by a personality questionnaire (Cattell’s 16 PF-R) which is well established in personnel psychology. For the first time personality traits are linked to actually observed behaviour in a trust game. Detailed personality profiles are derived and it is shown that they differ significantly between behavioural types.[...]

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Year of publication:	2006-08-15
Authors:	Fahr, René ; Irlenbusch, Bernd
Institutions:	Universität <Köln> / Seminar für Allgemeine Betriebswirtschaftslehre und Personalwirtschaftslehre
Published in:	Universität Köln - Seminar für Personalwirtschaftslehre - Prof. Dr. René Fahr: Aufsätze in referierten Zeitschriften / Articles in Refereed Journals Erscheint in: Managerial and Decision Economics
Subject:	Experiment \| Experiments \| Modell \| Vertrauen \| trust \| Auslese

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1. Introduction
2. The Big Five – Eliciting personality traits
3. Classification of senders and responders
4. Experimental design and procedure
5. Hypotheses
6. Results
6.1 Behaviour observed in the representatives’ trust game
6.2 Personality factors and trust behaviour
6.3 Multiple Regression Analysis
6.4 Personality profiles and trust behaviour
7. Discussion
References

Persistent link: https://www.econbiz.de/10005868023