Martin Reimann

External Affiliate, Stanford Institute for Research in the Social Sciences
Associate Professor of Marketing, University of Arizona
Trust Studies affiliate

In collaboration with Karen Cook and Oliver Schilke.

It is often assumed that competent actors are trusted, but is this always true? In this project, we investigate the position that impression management decreases the amount of trust competent actors receive. Employing a variety of experimental paradigms and measures and confirming predictions based on attribution theory, we demonstrate that impression management can substantially backfire, at least for competent actors, and that this effect can be explained by decreases in perceived benevolence and integrity


More Information