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Nonverbal content and trust: An experiment on digital communication

Author

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  • Zakaria Babutsidze
  • Nobuyuki Hanaki
  • Adam Zylbersztejn
Abstract
We experimentally study the effect of the mode of digital communication on the emergence of trust in a principal‐agent relationship. We consider three modes of communication that differ 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) effect on trust as compared to plain text; however, the magnitude of these effects depends on the verbal content of agent's message (promise to act trustworthily vs. no such promise). In all conditions, we observe a positive effect 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.

Suggested Citation

  • Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2021. "Nonverbal content and trust: An experiment on digital communication," Economic Inquiry, Western Economic Association International, vol. 59(4), pages 1517-1532, October.
    • Handle: RePEc:bla:ecinqu:v:59:y:2021:i:4:p:1517-1532
    DOI: 10.1111/ecin.12998
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    Cited by:

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    3. Petra Nieken & Sven Walther, 2024. "Honesty in Virtual Communication," CESifo Working Paper Series 11094, CESifo.
    4. Zylbersztejn, Adam & Babutsidze, Zakaria & Hanaki, Nobuyuki & Hopfensitz, Astrid, 2024. "How beautiful people see the world: Cooperativeness judgments of and by beautiful people," Journal of Economic Behavior & Organization, Elsevier, vol. 218(C), pages 296-308.
    5. Adam Zylbersztejn & Zakaria Babutsidze & Nobuyuki Hanaki & Marie-Sophie Roul, 2024. "Anonymity, nonverbal communication and prosociality in digitized interactions: An experiment on charitable giving," Working Papers 2402, Groupe d'Analyse et de Théorie Economique Lyon St-Étienne (GATE Lyon St-Étienne), Université de Lyon.
    6. Palmisano, Flaviana & Sacchi, Agnese, 2024. "Trust in public institutions, inequality, and digital interaction: Empirical evidence from European Union countries," Journal of Macroeconomics, Elsevier, vol. 79(C).
    7. Nobuyuki Hanaki & Ali I. Ozkes, 2023. "Strategic environment effect and communication," Experimental Economics, Springer;Economic Science Association, vol. 26(3), pages 588-621, July.

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