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Personality and Social Psychology Bulletin
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Getting Off on the Wrong Foot: The Timing of a Breach and the Restoration of Trust

Robert B. Lount, Jr

The Ohio State University, Lount{at}fisher.osu.edu

Chen-Bo Zhong

University of Toronto

Niro Sivanathan

London Business School

J. Keith Murnighan

Northwestern University

Few interpersonal relationships endure without one party violating the other's expectations. Thus, the ability to build trust and to restore cooperation after a breach can be critical for the preservation of positive relationships. Using an iterated prisoner's dilemma, this article presents two experiments that investigated the effects of the timing of a trust breach—at the start of an interaction, after 5 trials, after 10 trials, or not at all. The findings indicate that getting off on the wrong foot has devastating long-term consequences. Although later breaches seemed to limit cooperation for only a short time, they still planted a seed of distrust that surfaced in the end.

Key Words: trust • trust repair • trust breach • cooperation • primacy effect

Personality and Social Psychology Bulletin, Vol. 34, No. 12, 1601-1612 (2008)
DOI: 10.1177/0146167208324512
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