Abstract: Trust decision is studied in different research logic, and affected by various variables. In purpose of taking trust decision into a systematic thinking, this study took it into the appropriate frame. Identifying situation makes people behave appropriately because of normative goal activation. In this paper, we focus on relational signals in the initial of interactivities, and the expectation for enduring relationship as a goal activator. Based on the theoretical background, the writer gave three assumptions. First, when there is no normative goal activated, people do trust decisions on their trust propensity. Second, when there is a strong expectation for enduring relationship, people would behave at a higher trust level. Third, at the end of repeated game, the level of trust would decline dramatically. To test these assumptions, this study takes trust game as the experimental situation. Four subjects do experiment together and two of them get the investor-agent relationship randomly. All these four subjects do the experiment in separated cube. By doing this, we can reduce the effect of Chinese mianzi which is out of our research. In repeated trust game, subjects’ role would change randomly, to make the investor and agent have equal power. We manipulate three section of duration of investor-agent relation to change the expectation of enduring relationship. In one shot game, the investor-agent relation only last one round, and we take this as week situation. In repeated game, the investor-agent relationship last five rounds. At the first round of five, people have strong expectation of enduring relationship, while at the last round, people’s expectation decline. These two rounds would activate two different appropriate logic frames. In infinite repeated game, the investor-agent relation would last at 80% probability, or the relationship would be ended. To test the validity of operation, we make people answer a seven point scale “how important for you to maintain the relationship?” Lots of studies indicate trust propensity is important to trust decision. How people make trust decision in specific situation? To answer this question, subjects do a survey of trust propensity before trust game, and then measure their trust decision in specific trust game to clarify the effect of trust propensity and situational goal. After carefully analyses, we have several results. First, trust propensity and trust decision was significantly related when situation was not clearly identified, especially when the subjects play the role of investor. This indicates that individual characters has weaker influence then situational goal. Subjects who play the role of agent don’t make decision only depend on their trust propensity, but much more on the behavior of investor. The correlation of trust and trust decision isn’t significant in repeated games. Second, the importance of relationship maintaining and trust decision was significantly related. This indicates the validity of experiment operation, also shows the relation of relationship enduring expectation and the normative goal to maintain the relationship. Third, the level of trust declined significantly when the subjects found relationship would be over. The trust level in the last round of repeated game is even lower than the one shot game. It is an interesting result, which indicates social situation and economic situation may have the same effect as reward and punishment. This paper did research to set the questions “Do we make trust decision based on personal trait or situational trait?” “Whether does the expectation of enduring relationship affect the normative goal that influences the trust decision?” Based on the appropriate logic, this paper answered these questions. Maybe it is a good perspective to solve the bounded rationality in social situation.

Key words: trust, appropriate frame, goal activation, relationship expectation

摘要： 人际互动过程中，信任作为决策过程受到诸多因素的影响，信任的决策逻辑在不同的研究背景中存在冲突。本研究以合适性为信任决策框架，互动关系为激活规范目标的变量，分析了存在互动关系持续预期和不存在互动关系持续预期对信任行为的影响及其影响机制。结果表明：（1）被试间存在关系持续时，信任水平较高；关系持续预期消失时，信任水平显著下降。（2）被试对关系持续的重要性感知与其信任决策显著相关。（3）情境中的目标未被激活时，个体的信任倾向与信任决策显著相关；而当情境目标被激活时，信任倾向与信任决策相关不显著。

关键词: 信任, 合适性框架, 目标激活, 关系预期