Ignorance can be trustworthy: The effect of social self-awareness on trust.

Abstract

Much research has found self-awareness to be associated with positive qualities, but we explore cases in which self-awareness sends a negative signal to others. Specifically, we propose that when a target person appears to be high in social self-awareness-that is, the person seems to accurately know what others think of them-observers infer that the target's actions are more intentional because the target is acting while seeming to know what others think of their actions. Because perceived intent is the key input to trust judgments, perceived self-awareness impacts observers' trust toward the target but does so differently depending on whether the target behaves in ways that positively or negatively impact others. When the target behaves in positive ways, exhibiting high (relative to low) self-awareness should increase trust as the positive behaviors will be interpreted as conveying stronger positive intentions toward others. However, for negative behaviors, exhibiting self-awareness should decrease trust, as it should convey stronger negative intent toward others. Across six studies (N = 4,707) using online experiments, a recall study paradigm, and live interactions in a laboratory setting, we find support for this framework. We also show that when we constrain the extent to which people can infer a target's intentions toward others from their behaviors-by reducing the target's control over their own behavior or by reducing the impact of the target's actions on others-the effect of self-awareness on trust attenuates. Our findings suggest that self-awareness, though often considered a desirable quality, does not universally increase others' trust. (PsycInfo Database Record (c) 2024 APA, all rights reserved).