期刊
JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY
卷 46, 期 5, 页码 824-829出版社
ACADEMIC PRESS INC ELSEVIER SCIENCE
DOI: 10.1016/j.jesp.2010.05.001
关键词
Construal level; Value-behavior correspondence; Integrative negotiation
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. (C) 2010 Elsevier Inc. All rights reserved.
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