Trump and the Trust Equation

As a positive psychology and servant leadership stalwart - the ascension and permanence of Donald Trump's leadership brand has simultaneously baffled and alarmed me. But as a general student of leadership his magnetism intrigues me. What does it mean for his supporters, American society, and the world? In this article, I examine this subject through the lens of The Trust Equation developed by Charles H. Green, co-author of "The Trusted Advisor ," along with David H. Maister and Robert M. Galford. Their equation helps dissect the elements that constitute trust.

For leaders, trust is a non-negotiable currency.

The Trust Equation: Trust = (Credibility + Reliability + Intimacy) / Self-Orientation—provides a robust framework for evaluating how trust is built and sustained. Donald Trump’s political trajectory challenges this equation in profound ways. Despite glaring issues with credibility, reliability, and professional intimacy, and very high degree of self-orientation, Trump continues to galvanize a fervent base of supporters.

Let's explore this phenomenon through the lens of trust and leadership dynamics.

Credibility

Credibility is the bedrock of trust. It hinges on truthfulness and expertise. It is usually measured by a leader's degree of competence, consistency, authenticity, respectfulness, and accountability. Donald Trump's political career, however, has been marred by a litany of false statements and debunked claims. From baseless assertions about election fraud to misinformation on the COVID-19 pandemic, Trump’s credibility has been repeatedly scrutinized and found wanting.

Yet, his supporters remain steadfast. They likely perceive these statements not as falsehoods, but as truths suppressed by a biased media and political establishment. For Trump’s base, credibility appears to be less about factual accuracy and more about a shared narrative that aligns with their worldview and values.

There also remains an element of subjectivity in what people deem as credible for a given position. Trump, while not the first U.S. president to achieve the position without previous political experience (Eisenhower, Grant, Taylor, Hoover, and Taft being the others), has managed to transfer credibility from being perceived as a successful business mogul into political capital. We will delve further into this question of transference later in this article.

Credibility can also be conferred by the perception of sameness as in someone appearing to reflect familiar values, beliefs, and behaviors as others. This is another area we must understand more fully as it relates to the question of White Christian male privilege in the fomenting of Trump's credibility with that base of constituents.

Reliability

Reliability is consistency in actions and words. We can measure reliability by a leader's ability to manage commitments, proactively communicate, start and finish, and respect for time, theirs, and others. A political figure's reliability is usually measured by their ability to keep their campaign promises. Trump as a neophyte president in 2016 lacked the expertise and infrastructure necessary to enact many of his projected policies from the campaign trail - such as barely starting his border wall project (nor getting Mexico to pay for it).

Trump’s record also reveals numerous instances of contradictory statements and shifting positions. However, his supporters appear to view him as a reliable force against the status quo. His unpredictability, rather than a liability, is seen as a strategic asset that keeps his opponents off balance and his supporters invigorated. This unconventional reliability, grounded in a consistent challenge to the establishment, fortifies his base’s loyalty.

In a second term, based on the recent Supreme Court Ruling giving a President king-like stature plus a reading of the so-called Project 2025 , voters in his base can expect a significant boost in Trump's reliability to deliver on what he is promising. And this increased reliability for an extremely dangerous agenda should be taken very seriously indeed.

Intimacy

Professional intimacy involves a sense of closeness and personal connection. When leaders can find common ground with others, keep things simple, make interactions enjoyable, be inspirational, and act with integrity, we are drawn to them. Each of these elements can also be considered highly subjective, especially when the leader in question possesses charisma and celebrity.

Trump’s brash, unfiltered communication style, especially on social media, creates an illusion of intimacy. He speaks directly to his supporters, bypassing traditional media filters, and resonates with their frustrations and aspirations. This direct engagement fosters a unique intimacy, even if it lacks the depth typically associated with this element of trust.

Shocking or not for a self-proclaimed billionaire with no record of caring about or supporting common folks before seeking political office, but Trump's supporters feel remarkably close to him as evident by the outcry after his New York conviction or even the recent attempted assassination . The phenomenon that may explain this is known as a parasocial relationship which is a one-sided connection with a celebrity or other public figure that someone doesn't know in real life. People can often develop feelings of affection, gratitude, longing, encouragement, and loyalty towards celebrities.

Self-Orientation

High self-orientation, the tendency to prioritize one’s own interests, usually erodes trust. Ego is the root cause driving high self-orientation. As a stand-alone issue, a person with a big ego might be annoying but harmless - unless the person in question is in a position of leadership and/or authority over others.

Leadership is most powerful when it is leveraged to manifest things bigger than any single individual's desires and at its most dangerous when it is applied to inflate the ego of one person at the expense of the collective good, perpetuating a cycle of manipulation, division, and self-serving actions.

Those with overinflated senses of self are often referred to as narcissists. But this is not always the case. For the narcissist, their ego is their entire world, and they may resort to emotional abuse or manipulation to defend it. When a narcissist perceives a threat to their superior status or feels they are not receiving enough recognition, they may use negative reinforcement as a form of punishment. To restore their inflated self-image, a narcissist often needs to diminish others. This can involve devaluing others (Mexican rapists and African s%#thole countries), speaking condescendingly (she's not my type), giving backhanded compliments, or harshly judging others to elevate their own status (Sleepy Joe/Crooked Hillary).

Trump’s actions often appear self-serving, from business dealings to political maneuvers. Despite this, his supporters seem to interpret his self-orientation as a necessary trait for someone battling a corrupt system. They likely see his self-interest as aligned with their broader cause, allowing him to maintain their trust even as he demonstrates high self-orientation.

This phenomenon will be familiar to anyone who has read John C. Maxwell and his five levels of leadership . Based on this rubric, it would be hard to place Donald Trump above Level 2: Permission - where people follow because they choose to. To his followers, however, Trump seems to have cleared the pinnacle of level 5 leadership where others follow because of who a leader is and what they represent. In this case, a disruptive political outsider who represents the end of government as we know it.

Transference

Another crucial factor in understanding Trump's appeal is the concept of transference. Trump has long been perceived as a successful businessman, billionaire, PR guru, and celebrity. These attributes have created a reservoir of trust among his supporters, who transfer their admiration of his perceived success in these areas to his political persona. This transference means that his followers see him as an effective leader capable of navigating complex situations and achieving success, reinforcing their trust in him despite the traditional trust equation indicators.

Authoritarian Leaders and Their Bases

Trump’s approach is also not unique among authoritarian leaders. Figures like Vladimir Putin, Recep Tayyip Erdo?an, and Jair Bolsonaro exhibit similar dynamics. Putin sustains support through nationalism and media control, presenting himself as Russia's defender. Erdo?an emphasizes religious and nationalistic values, consolidating power by portraying himself as Turkey's protector. Bolsonaro leverages inflammatory rhetoric and social media to position himself as an anti-establishment figure. These leaders, like Trump, harness emotional and psychological drivers, such as fear and identity politics, to cement their support.

The Paradox of Transparency

In an age demanding greater transparency, Trump and similar leaders present a paradox. Their supporters, who often call for transparency from traditional institutions, seem to accept and justify their leaders' opacity. This paradox is driven by selective perception, distrust of traditional institutions, and cognitive dissonance. Supporters may overlook the lack of transparency, believing their leader is fighting a greater battle aligned with their values, or dismiss calls for transparency as tactics from opponents.

White Christian Male Privilege

A final but crucial aspect of Trump's support base is the demographic influence of white Christian male privilege. This privilege plays a significant role in shaping political allegiance and perception. For many of Trump’s supporters, his identity as a white, Christian male resonates deeply with their own, reinforcing a sense of shared identity and values. This demographic alignment amplifies his appeal and trustworthiness among his base, who may feel that their cultural and societal norms are being upheld and defended by Trump. This phenomenon underscores how demographic factors and identity politics intertwine with emotional and psychological drivers to sustain loyalty.

The perceived erosion of this privilege has led to the war on "wokeness", anti-feminism (abortion bans) and anti-DEI backlash, and significant pushback on gains in the LGBTQ+ community. This constituency clamors for a return to a moment where their reign over the power structures of the country and world was unchecked by so-called progressive movements manifesting more freedoms and positive outcomes for a more diverse society.

As Robin DiAngelo states in her book White Fragility :

White identity is inherently tied to the very existence of racism, and the protection of white identity relies on the maintenance of the racist status quo.

I would extend this concept to other known isms like racism, sexism, ageism, ableism, classism, homophobia, transphobia, xenophobia, Islamophobia, colonialism, nationalism, colorism, heterosexism, ethnocentrism, and nativism. This is why we see a proposed second term agenda from Trump which aims at eliminating women's rights to choose, destroying the division of church and state, "deleting the terms sexual orientation and gender identity (“SOGI”), diversity, equity, and inclusion (“DEI”), gender, gender equality, gender equity, gender awareness, gender-sensitive, abortion, reproductive health, reproductive rights, and any other term used to deprive Americans of their First Amendment rights out of every federal rule, agency regulation, contract, grant, regulation, and piece of legislation that exists" (a direct quote from Mandate for Leadership - The project 2025 Primer), and "dismantling the administrative state" which provides the social safety net from Medicare and social security to immigrant protections to welfare and other public assistance efforts.

Conclusions

The continued support for Trump, despite deficiencies in the trust equation, highlights a complex interplay of emotional and psychological factors. For many supporters, Trump embodies their values, frustrations, and hopes. This deep emotional connection surpasses traditional measures of trust and loyalty, rooted in shared identity and emotional resonance.

Assessing whether trust gained through the trust equation is more real or sustainable than support derived from emotional and psychological drivers is intricate. Traditional trust, based on credibility, reliability, and intimacy, is generally more stable and enduring, built on consistent, measurable attributes. However, emotionally and psychologically driven support can be exceptionally powerful and resilient, often impervious to external criticism and factual challenges.

The sustainability of this support depends on the political and social context. In environments that continuously reinforce emotional and identity-based appeals, such support can endure. Conversely, in contexts where transparency, accountability, and factual integrity gain prominence, traditional trust may prove more enduring.

This raises a critical question:

If a leader's words, deeds, and actions don’t break trust, then what will?

The answer lies in the dynamic interplay of belief systems, identity, and the context within which trust is evaluated. For Trump’s supporters, trust is not solely built on traditional metrics but on a complex web of emotional, psychological, and identity-based factors that transcend conventional understanding.

Donald Trump’s ability to energize his supporters despite low credibility, reliability, and professional intimacy (as measured by the trust equation), and high self-orientation (based on direct observation), redefines conventional understandings of trust in leadership. His style highlights the critical role of emotional resonance and identity in sustaining support. As political landscapes evolve, Trump and other authoritarian leaders offer profound insights into the future dynamics of trust and leadership. The comparison between traditional trust and emotionally driven support underscores the multifaceted nature of political loyalty and its implications for sustainable leadership.

Understanding Trump's appeal is crucial to bridging the growing divide in this country. Name calling and hand wringing are poor strategies. Sun Tzu stated it best in the Art of War:

"If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle."

Neither Republicans nor Democrats are the enemy in this instance. Our enemies are weaponized ignorance, willful deceit, propagandized theatre, and power mongering by a few scared men worried to death that their tenuous grip on the authority of this great nation will finally slip beyond their grasp. We must see the enemy, recognize his tactics, and respond in kind. We deserve better than Donald Trump and in November we must prove this once again or face the consequences of a fundamentally untrustworthy leader possessed with terrible powers.

For more on this topic, check out my blog post: https://www.intentconsultants.co/post/why-do-we-expect-so-little-of-our-leaders

Omar L. Harris is the managing partner at Intent Consulting , a firm dedicated to improving employee experience and organizational performance and author of Leader Board: The DNA of High-Performance Teams; The Servant Leader's Manifesto; Be a J.E.D.I. Leader, Not a Boss: Leadership in the Era of Corporate Social Justice, Equity, Diversity, and Inclusion; Leading Change: The 4 Keys; Hire the Right W.H.O.M.: Sourcing the Right Team DNA Every Time; and The J.E.D.I. Leader's Playbook: The Insider's Guide to Eradicating Injustices, Eliminating Inequities, Expanding Diversity, and Enhancing Inclusion available for purchase in ebook, print, and audio on Amazon.com . Please follow him Instagram , Twitter , and/or his website for more information and engagement.