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Article Dans Une Revue Economic Inquiry Année : 2021

Nonverbal content and trust: An experiment on digital communication

Zakaria Babutsidze
Nobuyuki Hanaki

Résumé

We experimentally study the eect of the mode of digital communication on the emergence of trust in a principal-agent relationship. We consider three modes of communication that dier in the capacity to transmit nonverbal content: plain text, audio, and video. Communication is pre-play, one-way, and unrestricted, but its verbal content is homogenized across treatments. Overall, both audio and video messages have a positive (and similar) eect on trust as compared to plain text; however, the magnitude of these eects depends on the verbal content of agent's message (promise to act trustworthily vs. no such promise). In all conditions, we observe a positive eect of the agent's promise on the principal's trust. We also report that trust in female principals is sensitive to the availability of nonverbal cues about their partners.
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Dates et versions

hal-03432605 , version 1 (17-11-2021)

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Zakaria Babutsidze, Nobuyuki Hanaki, Adam Zylbersztejn. Nonverbal content and trust: An experiment on digital communication. Economic Inquiry, 2021, 59 (4), pp.1517-1532. ⟨10.1111/ecin.12998⟩. ⟨hal-03432605⟩
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