You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees

Cooperative motivation can be rooted in individual differences as well external factors, such instructions from superiors, incentive schemes, policy agendas, or social relationships. Whereas cooperative has generally been found to increase trust, five studies conducted across different contexts (scenario-based, online with monetary consequences that were contingent on participants' decisions, in-class and laboratory face-to face negotiations), convergent evidence was showing trustees trusted more when they externally motivated act cooperatively (vs. individualistically), though only already had a prosocial proself) value orientation – i.e., internally driven positive care for others' their own) well-being. This finding observed even trustors no explicit information about whether how by internal factors. The mediation analyses indicate this effect is trustors' perceptions of trustees' authenticity. Taken together, insight into personalities situations interact predicting the level trust granted them provided.