Abstract
Recent investigations emphasized the role of communication features on behavioral trust and reciprocity in economic decision making but no studies have been focused on the effect of communication on affective states in such a context. Thanks to advanced methods of computational psychometrics, in this study, affective states were deeply examined using simultaneous and synchronized recordings of gazes and psychophysiological signals in 28 female students during an investment game. Results showed that participants experienced different affective states according to the type of communication (personal versus impersonal). In particular, participants involved in personal communication felt more relaxed than participants involved in impersonal communication. Moreover, personal communication influenced reciprocity and participants' perceptions about trust and reciprocity. Findings were interpreted in the light of the Arousal/Valence Model and self-disclosure process.
Highlights
Attention has been focused on the study of the effects of different types of communication on behavioral trust and reciprocity
Recent investigations emphasized the role of communication features on behavioral trust and reciprocity in economic decision making but no studies have been focused on the effect of communication on affective states in such a context
The impact of communication type on psychophysiological measures of affective states was evaluated by running a series of independent samples t-tests in a betweenfactor design (PC versus IC) to compare the two groups
Summary
Attention has been focused on the study of the effects of different types of communication on behavioral trust and reciprocity. Oral communication led to the identification (humanization) of other agents. When another subject is perceived as being similar to ourselves— even if the similarity is vague and generic—we have the tendency to be kinder and more generous than we would be if the other part were completely anonymous. Bicchieri [3, 6] distinguished between “relevant” and “irrelevant” communication The former refers to the strategic discussion of the game and promise-making, usually producing more trust and cooperation than “irrelevant” communication [7]
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