The value of vulnerability : the transformative capacity of risky trust

The "grammar of trust" is one the most explored loci in game theory and behavioural economics. However, still much needs to be understood about the nature of trust in non-enforceable, personalised interactions, in markets and within organizations. This experimental study aims at contributing to the understanding of new dimensions of trust by exploring how risky and vulnerable trust may foster a trusteeś behavioural change. It investigates trusteeś positive reciprocity when the intentional vulnerability of the trustor is both manifestly salient and dependent upon the trusteeś revealed type. The results support the transformative nature of risky trust by showing the capacity of vulnerable trust to generate more fairness and reciprocity in untrustworthy people.