Trust, fraud and deception - University of Portsmouth

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The research problem • Deception and fraud are common problems in social and business life • Opportunities arise whenever one person places trust in another � vulnerability • Prior research into trust has focused on the behaviour of the trustor; not much on how the trustee induces trust to be given.
The qualities of trust • A psychological state comprising the intention to accept vulnerability based upon positive expectations of the intentions or behaviour of another. (Rousseau, 1998) • The trustor only gets a positive outcome if the trustee refrains from behaving opportunistically • The trustee always gets a positive pay‐off, as he will either gain the cooperation of the trustor or he will be able to gain from his deception. (Beckert. 2005)
Page 1: Trust, fraud and deception: Using v
Page 5 and 6: Example:Belfast Taxi Drivers in the
Page 7 and 8: Four performative strategies • A)
Page 9 and 10: Indicative results from the analysi
Page 11 and 12: Use of commitment strategy (doing f
Page 13 and 14: Use of congruence strategy • Defr
Page 15 and 16: Some findings and conclusions • T
Page 17: Key references • Hoecht (2009), I

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