Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation

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• 作者：Mauro Giacomantonio ; Carsten K.W. De Dreu ; Shaul Shalvi ; Daniel Sligte ; Susanne Leder
• 关键词：Construal level ; Value-behavior correspondence ; Integrative negotiation
• 刊名：Journal of Experimental Social Psychology
• 出版年：2010
• 出版时间：September 2010
• 年：2010
• 卷：46
• 期：5
• 页码：824-829
• 全文大小：218 K

文摘

The present research examined how construal level and social motivation interact in influencing individuals’ behavior in social decision making settings. Consistent with recent work on psychological distance and value-behavior correspondence (Eyal, Sagristano, Trope, Liberman, & Chaiken, 2009), it was predicted that under high construal level individuals’ behavior is based on the social motivation they endorsed, no matter whether pro-social or pro-self. Two experiments involving ultimatum game (Experiment 1) and face to face negotiation (Experiment 2) supported the “increased value-behavior correspondence” hypothesis by showing that pro-socials were more cooperative and pro-selves were more competitive under high rather than low construal level. Implications for research on social decision making and psychological distance are discussed.