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Table 6.1 Performances of the trustee and the environment in combination with the
success or failure of the global task
Success of the
performance
Failure of the
performance
A
More Int-trust;
More ext-trust
(int-trust) > 0
(ext-trust) > 0
A
More Int-trust;
More ext-trust
B
More Int-trust;
Less ext-trust
(int-trust) > 0
(ext-trust) < 0
B
More Int-trust;
Less ext-trust
C
Less Int-trust;
More ext-trust
(int-trust) < 0
(ext-trust) > 0
C
Less Int-trust;
More ext-trust
D
Less Int-trust;
Less ext-trust
(int-trust) < 0
(ext-trust) < 0
D
Less Int-trust;
Less ext-trust
Cases of particular interest are:
( B in Table 6.1 ) in which even if the environment is less trustworthy than expected, the
better performance of the trustee produces a global success performance.
In fact, three factors have to be considered: the trustor over-evaluated the environmental's
trustworthiness; she under-evaluated the trustee's trustworthiness; the composition of internal
and external factors produced a successful performance.
( C in Table 6.1 ) in which even if the trustee is less trustworthy than expected, the better
performance of the environment produces a global success performance.
Also in this case, three factors have to be considered: the trustor under-evaluated the envi-
ronmental's trustworthiness; she over-evaluated the trustee's trustworthiness; the composition
of internal and external factors produced a successful performance. Tom actually made a mess,
was really a disater, but was also incredibly 'lucky': accidentally and by circumstantial factors
eventually the desired result was there. But not thanks to his ability or willingness!
This is a very interesting case in which the right causal attributions make it possible
the trust in the trustee to decrease even in presence of his success . Of course, two main
possible consequences follow: the new attributed trustworthiness of the trustee is again (in the
trustor's view) sufficiently high (over a certain threshold) for trusting him later; vice versa,
the new attributed trustee's trustworthiness is now unsufficient for trusting him later (under
the threshold).
( D and A' in Table 6.1 ) In which expectations do not correspond with the real trustworthiness
necessary for the task: too high (both in the trustor and in the environment) in D and too low
(both in the trustor and in the environment) in A'. These cases are not possible if the trustor
has a good perception of the necessary levels of trustworthiness for that task (as we suppose
in the other cases in Table 6.1).
( B' in Table 6.1 ) in which even if the trustee is more trustworthy than expected (so in-
creases the trust in him), the unexpected (at least for the trustor) difficulties introduced by the
environment produce a failure of the global performance. This is another interesting case in
 
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