Abstract
Existing research has documented the social benefits (i.e., higher popularity and liking) of extraversion and agreeableness. Do these positive reputational consequences extend to social dilemma situations that require trust? We found that people do not trust extraverts more than introverts. Instead, people's trust decisions are guided by their partner's level of agreeableness. In a trust game (Studies 1 and 2), individuals were more likely to trust a partner who was described as agreeable (vs. disagreeable); and, in a laboratory study of work groups, participants trusted more (vs. less) agreeable group members (Study 3). Individuals anticipated others' preferences for agreeable partners and tried to come across as more agreeable, but not more extraverted, in social dilemmas (Study 4). These findings suggest that the social benefits of agreeableness (but not extraversion) extend to social interactions involving trust and highlight the importance of target personality traits in shaping trust decisions.
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