Lack of trust is a key barrier to collaboration in organizations and is exacerbated in contexts when employees subscribe to different ideological beliefs. Across five preregistered experiments, we find that people judge ideological opponents as more trustworthy when opposing opinions are expressed through a self-revealing personal narrative than through either data or stories about third parties-even when the content of the messages is carefully controlled to be consistent. Trust does not suffer when explanations grounded in self-revealing personal narratives are augmented with data, suggesting that our results are not driven by quantitative aversion. Perceptions of trustworthiness are mediated by the speaker's apparent vulnerability and are greater when the self-revelation is of a more sensitive nature. Consequently, people are more willing to collaborate with ideological opponents who support their views by embedding data in a self-revealing personal narrative, rather than relying on data-only explanations. We discuss the implications of these results for future research on trust as well as for organizational practice. (PsycInfo Database Record (c) 2024 APA, all rights reserved).

中文翻译：

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个人叙述跨越意识形态鸿沟建立信任。


缺乏信任是组织协作的主要障碍，当员工认同不同的意识形态信仰时，这种障碍会加剧。在五个预先注册的实验中，我们发现，当反对意见通过自我揭示的个人叙述表达时，人们认为意识形态对手比通过有关第三方的数据或故事更值得信赖——即使消息的内容被仔细控制以保持一致。当基于自我揭示的个人叙述的解释用数据增强时，信任就不会受到影响，这表明我们的结果不是由定量厌恶驱动的。对可信度的感知是由说话者明显的脆弱性所中介的，当自我揭示的性质更加敏感时，可信度的感知会更大。因此，人们更愿意与支持他们观点的意识形态反对者合作，将数据嵌入到自我揭示的个人叙述中，而不是依赖仅靠数据的解释。我们讨论了这些结果对未来信任研究和组织实践的影响。（PsycInfo 数据库记录 （c） 2024 APA，保留所有权利）。