We investigate how control shapes trust in different interpersonal relationship
contexts, particularly in communal sharing (CS) and market pricing (MP)
relations. Drawing on Fiske's (1992) relational modes theory, we propose that
trust plays different roles in different types of relationships. In CS relationships,
which are characterized by interdependence and long-term cooperation, trust is
essential and irreplaceable. In MP relationships, which are transactional and
contractual, trust is useful but not essential, as formal control mechanisms can
partially replace it. We hypothesize that control mechanisms are more
acceptable in market relationships, where they enhance rather than undermine
interactions. Conversely, imposed control in communal relationships may
damage rather than strengthen trust, as it contradicts the fundamental nature of
these relationships, which are based on mutual vulnerability and informal
reciprocity.
We conducted six preregistered experiments with over 4,000 participants in
three countries (USA, South Africa and Australia). In E1, participants
considered control as more appropriate in MP situations than in CS situations.
In E2a-2b, the introduction of control made CS situations appear less communal
and more market-like, while it had minimal impact on the perception of MP
situations. E3 showed that the introduction of control affected trust in CS
relationships more than in MP relationships, especially from the perspective of
the controlled party. E4 confirmed that participants in low trust situations were
more willing to accept control in market relationships than in communal
relationships. E5 replicated the results of E1 using a modified "cheap talk"
game.
The results suggest that in CS relationships, formal attempts at control
undermine trust and lack social acceptance, whereas in MP relationships,
control can partially replace trust without significantly affecting the relationship
itself. These findings shed light on how control acts as a "regulator" in social
relationships and shapes both the boundaries and stability of trust across different interaction types.