Judging a Book by its Cover: Beauty and Expectations in a Trust Game

Political Research Quarterly, Vol. 59, No. 2, pp. 189-202, June 2006

15 Pages Posted: 17 May 2011

See all articles by Catherine C. Eckel

Catherine C. Eckel

Texas A&M University

Rick K. Wilson

Rice University - Department of Political Science

Date Written: June 1, 2006

Abstract

This research examines one mechanism by which people decide whether to trust strangers. Using a laboratory setting that provides subjects with controlled information about their counterparts, we test whether attractive subjects gain a “beauty premium” in a game involving trust and reciprocity. Attractive trustees are viewed as more trustworthy; they are trusted at higher rates and as a consequence earn more in the first stage of the game. Attractiveness does not guarantee higher earnings, as we find a “beauty penalty” attached to attractive trusters in the second stage of the game. This penalty arises because attractive trusters do not live up to expectations of them on the part of the trustees. Trustees withhold repayment when their expectations are dashed. This punishment is larger when the disappointing truster is attractive.

Suggested Citation

Eckel, Catherine C. and Wilson, Rick K., Judging a Book by its Cover: Beauty and Expectations in a Trust Game (June 1, 2006). Political Research Quarterly, Vol. 59, No. 2, pp. 189-202, June 2006, Available at SSRN: https://ssrn.com/abstract=1843410

Catherine C. Eckel (Contact Author)

Texas A&M University ( email )

5201 University Blvd.
College Station, TX 77843-4228
United States

Rick K. Wilson

Rice University - Department of Political Science ( email )

Houston, TX 77005-1892
United States

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