Theorizing about trust has focused predominantly on cognitive trust cues such as trustworthiness, portraying the trustor as a relatively passive observer reacting to the attributes of the other party. Using self-determination and control theories of motivation, we propose a model of trust motivation that explores the intraindividual processes involved in the volitional aspects of trust decision-making implied by the definition of trust as a willingness to be vulnerable. We distinguish between intrinsic and extrinsic drivers of trust and propose a two-phase model of trust goal setting and trust regulation. Our model offers a dynamic view of the trusting process and a framework for understanding how trust cognition, affect and behavior interact over time. Furthermore, we discuss how trust goals may be altered or abandoned via a feedback loop during the trust regulation process. We conclude with a discussion of potential implications for existing theory and future research.

中文翻译：

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信任动机：基于信任决策的自我调节过程

关于信任的理论主要集中于认知信任线索，例如信任度，将信任者描绘为对另一方的属性做出反应的相对被动的观察者。使用自我决定和动机控制理论，我们提出了一种信任动机模型，该模型探讨了将信任定义为脆弱者的意愿所隐含的，在信任决策的自愿方面所涉及的个体内过程。我们区分了信任的内在驱动因素和外在驱动因素，并提出了信任目标设定和信任规制的两阶段模型。我们的模型提供了信任过程的动态视图以及一个框架，用于理解信任认知，影响和行为如何随着时间而相互作用。此外，我们讨论了在信任监管过程中如何通过反馈循环更改或放弃信任目标。最后，我们讨论了对现有理论和未来研究的潜在影响。