Green M A: Trust as effected by representational system predicates.
Dissertation Abstracts International 41(8), 3159-B Ball State University (Pub = AAC8104651): 130, 1979.
Abstract: The purpose of this study was to test experimentally a method based on Grinder and Bandler's theory of establishing trust through matching experimenter language to the various representational systems of subjects. Briefly, the representational system technique of establishing trust is that individuals organize their experiences into internal representational systems (which may be auditory, kinesthetic, or visual); that individuals specialize and one of the systems becomes the primary representational system (PRS); that by listening to the predicates used in an individual's natural language one may determine the representational system necessary to speak another individual's language; and that trust is built by one individual matching predicate representational systems and thereby speaking the other's language. Trust was operationally defined as self-disclosure, which was measured by Jourard's Questionnaire for measuring trust between subjects and experimenters. If the proposition regarding trust as postulated by Grinder and Bandler (1976) had been correct, then matching facilitator-subject predicates would have resulted in a significant increase in self-disclosure or trust. The specific hypothesis that was investigated was: Trust, as measured by Jourard's Questionnaire for measuring trust between subjects and experimenter, and matched facilitator-subject predicates are positively related. The subjects used to test this hypothesis were 63 undergraduate students drawn from classes at Ball State University. Each subject was randomly assigned to an experimental or control group. The subjects in each group were interviewed by a facilitator. The purpose of the structured interview was to build trust. Experimental facilitators received training in matching predicates of whatever representational systems the subjects used in their natural language. Predicates are words that indicate in which sensory modality an experience has been internally recorded in the brain. Thus, experimental facilitators were trained to listen for predicates, identify which representational system was indicated by the various predicates, and match their predicates to subject predicates. The training consisted of practice in identifying predicates visually and then auditorily, and orally matching various representational systems. Experimental facilitators demonstrated the matching of predicates, with interrater reliability found to be .94. Control facilitators, screened for their absence of knowledge of the Bandler and Grinder model, used the same interview questionnaire and whatever other method they chose in order to establish trust. Following the interview both groups completed the Questionnaire for measuring trust between subjects and experimenter. The data were subjected to a five-way analysis of variance. The major hypothesis failed to be rejected at the .05 level of confidence. Experimental subjects did not disclose differentially from control subjects. Several recommendations for further study were made.