کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
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948660 | 926476 | 2010 | 6 صفحه PDF | دانلود رایگان |
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.
Journal: Journal of Experimental Social Psychology - Volume 46, Issue 5, September 2010, Pages 824–829