Trust, fraud and deception - University of Portsmouth

Four performative strategies
• A) Commitment strategy: uses a limited
advance investment by the trustee to create an
expectation of reciprocity in a social situation
that raises the barrier for the trustor to
terminate the interaction.
• B) Congruence of expectations strategy:
communicates apparent common qualities such
a similar social status, background and values to
create a perceived common ground with the
trustor