Gaze towards my choice: Noneconomic social interaction changes interpersonal trust only with positive feedback.

Abstract

Trust is a crucial foundation of human society, dynamically changing along with interpersonal interactions. Previous research suggested that both gaze behaviors and affective states might influence our trust evaluation. Here, we created an uncertain decision-making environment to investigate how these two aspects change interpersonal trust during social interactions. Specifically, participants made a forced choice between two price-matched goods to determine which one was more expensive. After participants made a choice, the face in the center of the screen would gaze towards or away from the participants' choice, and then participants would receive timely feedback informing whether their choice was correct or not. In Experiment 1 (N = 34), we found people increased their trust ratings for gaze-followers but reduced them for gaze-unfollowers when they received positive feedback, but stayed with their initial judgments when receiving negative feedback. Experiment 2 (N = 20) and Experiment S1 (N = 20) further revealed the same change patterns on participants' trust investments in different conditions. These results suggest that gaze-following behavior can change people's trust evaluations as well as trust behaviors, while affective states induced by different feedback modulate this process in a flexible manner.