Revisiting the classic ABI model of trustworthiness: interactive effects of trustworthiness components on trust in mixed-motive social exchange contexts

Sondern, Dominik; Hertel, Guido

Abstract

Trust is a core precondition for positive outcomes in multiple types of social exchange interactions, and has been successfully predicted by the perceived ability, benevolence, and integrity of a counterpart (i.e. the ABI model; Mayer et al. 1995. However, the specific interplay of these ABI components remains largely unclear, especially in mixed-motive social exchange settings. We propose there is an interplay of the ABI components, expecting a main effect of benevolence moderated by ability and integrity perceptions. In doing so, we refer to basic rationales for interaction effects from existing motivational and social psychological theories such as Expectancy Theory (e.g. Vroom, 1964) or the Stereotype Content Model (Fiske et al., 2002). We tested our predictions in two preregistered experimental studies (N = 1.058) using negotiation vignettes (Study 1) and a multi-round decision game (Study 2). As expected, counterpart benevolence consistently predicted trust and this main effect was moderated by counterpart integrity in Study 1 and by ability in Study 2. Our findings challenge the common main effect assumption for the trustworthiness – trust relationship, provide insights into the mechanisms of trust formation, and are relevant for trust building as well as long-term business relationships.