Information seeking and reciprocity: a transformational analysis

The motivation to reciprocate is analyzed within the framework of interdependence theory, with focus on the process of transformation of situations. A model of transformation is presented for the motivation to reciprocate and hypotheses regarding allocation behavior and information seeking are derived. The hypotheses are tested in two experiments implementing a game where participants allocate payoff to self and other in a sequential way, with one participant able to gather costly information regarding the other's previous behavior. Individual differences in the motivation to reciprocate are assessed with the Personal Norm of Reciprocity questionnaire. Results show that participants with high motivation to reciprocate seek information regarding other's past behavior, and react to this information as the norm of reciprocity prescribes. Participants with low motivation to reciprocate prefer information regarding the future of the interaction (Study 1), or no information (Study 2), and behave in a more selfish way. Results are discussed with respect of (1) the transformation of situation process, (2) the role of reciprocity as an interpersonal motive, and (3) the validity of the individual differences measure. Copyright © 2003 John Wiley & Sons, Ltd.     

Beyond the aggregate score: Using multilevel modeling to examine trajectories of laboratory-measured aggression

Aggression is often measured in the laboratory as an iterative “tit-for-tat” sequence, in which two aggressors repeatedly inflict retaliatory harm upon each other. Aggression researchers typically quantify aggression by aggregating across participants’ aggressive behavior on such iterative encounters. However, this “aggregate approach” cannot capture trajectories of aggression across the iterative encounters and needlessly eliminates rich information in the form of within-participant variability. As an alternative approach, I used multilevel modeling (MLM) to examine the slope of aggression across the 25-trial Taylor Aggression Paradigm as a function of trait physical aggression and experimental provocation. Across two preregistered studies (combined N = 392), participants exhibited a modest decline in aggression. This decline reflected a reciprocal strategy, in which participants responded to an initially-provocative opponent with greater aggression that then decreased over time to match their opponent's declining levels of aggression. Against predictions, trait physical aggression and experimental provocation did not affect participants’ overall trajectories of aggression. Yet, exploratory analyses suggested that the participants’ tendency to reciprocate their opponent's aggression with more aggression was greater at higher levels of trait physical aggression and attenuated among participants who had already been experimentally provoked by their opponent. These findings (a) illustrate several advantages of an MLM approach as compared with an aggregate approach to iterative laboratory aggression paradigms; (b) demonstrate that the magnifying effects of trait aggression and experimental provocation on laboratory aggression are stable over brief time-frames; and (c) suggest that modeling the opponent's behavior on such tasks reveals important information.     

Effects of opportunity to reciprocate and self-esteem on help-seeking behavior

The present investigation explored the link between an individual's self-esteem and willingness to seek help under conditions in which future reciprocity is, or is not, expected Based on past research on (a) the effects of perceived opportunity to reciprocate on help seeking, and (b) the effects of self-esteem on help-seeking and receiving, it was expected that relative to low self-esteem individuals, high self-esteem individuals would be more committed to the norm of reciprocity in interpersonal helping, and be more reluctant to seek help which cannot be reciprocated Two studies were conducted In the first it was observed that the higher the level of self-esteem the more the expressed commitment to the norm of reciprocity as measured by scores on an especially designed scale The second study assessed actual help-seeking behavior, and found that least help was sought by high self-esteem individuals who did not foresee an opportunity for future reciprocity The conceptual and applied implications of these findings are discussed     

Promising reciprocity: When proposing a favor for a request increases compliance even if the favor is not accepted

ABSTRACT

Research has reported that reciprocity is an important social norm in relationships. In previous studies on reciprocity, participants’ behavior was examined after receiving a favor from someone. In a series of field studies, we examined the effect of a statement that proved that a solicitor was someone who respected this principle. Confederates solicited participants for money or a cigarette in exchange for stamps or money, respectively. It was found that the participants complied more readily with the request in the promised favor condition, but most of them refused to take the promised favor. We conclude that individuals were led to help those who respected the putative norm of reciprocity in their social interaction.     

Felt obligations to reciprocate to an employer,preferences for mobility across employers,and gender: Three-way interaction effects on subsequent voice behavior

Previous research suggests that employees engage in voice behavior to reciprocate for the positive treatment they receive from employers, but less is known about individual differences in employees' willingness to engage in voice behavior to that end. The present study proposes that felt obligations to the organization relate more strongly to voice behavior when employees also have stronger preferences for job stability (rather than job mobility). We also propose that this two-way interaction will be further moderated by gender; specifically, males who feel strong obligations to reciprocate and have strong preferences for job stability are especially likely to engage in voice behavior. Data collected from 209 employees over an 8-month period support both the proposed two-way and three-way interaction effects. Thus, while the norm of reciprocity is widely held, the effects of felt obligations to employers on voice behavior also depend upon both gender differences and individual differences in preferences for job stability.     

Evidential reasoning in the prisoner's dilemma

Classic game theory considers defection to be the rational choice in the Prisoner's Dilemma. Although defection maximizes a player's gain regardless of the opponent's choice, many players cooperate. We suggest that cooperation can be explained in part by expectations of reciprocal behavior, that is, by the belief that players facing the same situation probably will come to the same decision. In Experiment 1, expectations of reciprocity were experimentally manipulated. As predicted, cooperation increased monotonically with these expectations. In Experiment 2, experimentally manipulated expectations of opponent cooperation were not associated with higher rates of cooperation. These findings are interpreted in light of a general model of payoff maximization, and implications for other models (e.g., social value orientation) are discussed.     

Reactions toward an unexpected or counternormative favor-giver: Does it matter if we think we can reciprocate?

People may experience two opposing motivations after receiving unexpected or counternormative favors: an obligation to reciprocate and psychological reactance. We investigated whether awareness of a future opportunity to reciprocate might affect which reaction would ultimately guide reciprocity behavior. Participants received a generous payment from a “supervisor.” This favor was either expected or unexpected and either normative or counternormative. Recipients were either aware or unaware of a future chance to reciprocate. As predicted, unaware participants demonstrated reactance by reciprocating less when the favor was unexpected or counternormative, whereas aware participants demonstrated obligation by reciprocating more under those circumstances. Participants’ evaluations of the supervisor suggested that people have mixed impressions of someone whose favors violate expectancies or norms.     

Revisiting Reciprocity: How Accountability,Proactivity, and Interpersonal Skills Shape Obligations to Reciprocate Citizenship Behavior

Across two studies, we directly test the widely held tenet in the scholarship of organizational citizenship behavior (OCB) that individuals choose to engage in OCB as a result of felt obligations to reciprocate. We further examine how obligations to reciprocate operate against a backdrop of relevant contextual factors (accountability) and individual differences (proactive personality and interpersonal skill). Using an experimental method, we find evidence supporting the proposition that reciprocity obligations increase OCB engagement and that these effects are amplified by contexts high in accountability and when individuals possess high levels of proactive personality. In a subsequent field study, we find further corroborating evidence for the effects of reciprocity obligations on OCB and reaffirm the moderating influences of proactive personality and accountability. Overall, the convergent evidence supports the causal relationship between reciprocity obligations and OCB, as well as explicates the conditions under which this foundational effect operates across individuals and varying contexts.

     

Trust and reciprocity decisions: The differing perspectives of trustors and trusted parties

This paper examines trusting actions and reciprocity responses in the two-person Trust Game. Two experiments test a model that suggests that individuals in social and economic interactions are likely to view the situation from their own unique perspective. The results demonstrate that trustors focus primarily on the risk associated with trusting, while trusted parties—those who are in a position to reciprocate—base their decisions on the level of benefits they have received. Specifically, trusting is more likely when risk is low, but the likelihood of trust does not depend on the level of benefit that trust provides to trusted parties. Meanwhile, reciprocity is more likely when the benefit provided is high, but does not depend on the level of risk the trustor faced. Neither party is particularly sensitive to the factors that affect their counterpart's decision. Furthermore, trustors underestimate the extent to which the level of benefits they provide might affect the trusted party' decision to reciprocate. Responses to a post-experimental questionnaire provide additional support for the proposition that the parties view the interaction from markedly different perspectives. Implications of this are discussed.     

This is your brain on violent video games: Neural desensitization to violence predicts increased aggression following violent video game exposure

Previous research has shown that media violence exposure can cause desensitization to violence, which in theory can increase aggression. However, no study to date has demonstrated this association. In the present experiment, participants played a violent or nonviolent video game, viewed violent and nonviolent photos while their brain activity was measured, and then gave an ostensible opponent unpleasant noise blasts. Participants low in previous exposure to video game violence who played a violent (relative to a nonviolent) game showed a reduction in the P3 component of the event-related brain potential (ERP) to violent images (indicating physiological desensitization), and this brain response mediated the effect of video game content on subsequent aggressive behavior. These data provide the first experimental evidence linking violence desensitization with increased aggression, and show that a neural marker of this process can at least partially account for the causal link between violent game exposure and aggression.     

同伴特点如何影响人们的合作与冲突行为?

人类的生存繁衍依赖于人们之间的相互合作,合作与冲突行为的研究近年来成为心理学的研究热点。本研究通过实验程序操纵Chicken Game中博弈同伴的特点,考察个体在社会困境中面对不同特点同伴时的合作行为。结果发现：(1)同伴道义论组和功利论组总和解率没有显著差异,同伴竞争组和合作组的总和解率也没有显著差异。(2)在与道义论以及合作型的同伴互动时,个体的行为没有明显受到上次博弈反馈的影响。(3)当同伴为功利论时,相比于上次博弈个体选择和解而同伴选择进攻,双方都选择和解时个体在当前博弈中更倾向于和解;(4)在同伴竞争组中,相比于上次博弈个体选择进攻而同伴选择和解,双方都选择和解时被试在当前博弈中会更倾向于和解。实验结果表明个体在博弈任务中会受到同伴特点的影响,并且同伴在博弈中的行为特点的影响更为显著。本研究从同伴特点来考察个体的合作行为,揭示了影响个体博弈行为的一种因素。     

The personal norm of reciprocity

Reciprocity is here considered as an internalized social norm, and a questionnaire to measure individual differences in the internalized norm of reciprocity is presented. The questionnaire, Personal Norm of Reciprocity (PNR), measures three aspects of reciprocity: positive reciprocity, negative reciprocity, and beliefs in reciprocity. The PNR has been developed and tested in two cultures, British and Italian, for a total of 951 participants. A cross‐cultural study provides evidence of good psychometric properties and generalizability of the PNR. Data provide evidence for criterion validity and show that positive and negative reciprocators behave in different ways as a function of the valence (positive or negative) of the other's past behaviour, the type of feasible reaction (reward versus punishment), and the fairness of their reaction. Copyright © 2002 John Wiley & Sons, Ltd.     

第三方惩罚与社会规范激活——社会责任感与情绪的作用

社会规范需要被激活才能显著影响个体行为,第三方惩罚（TP）正是这样一个激活的过程。本研究将TP引入独裁者博弈（DG）,社会规范被激活的被试参与了TP与DG,未激活的被试只参与了DG。结果表明,前者在TP之后显著提升了DG中的亲社会行为。进一步的分析发现,在社会规范激活过程中,社会责任感越高的个体被激活的程度越高,对违背社会规范的行为产生的愤怒情绪也越高,从而产生了更高水平的亲社会行为。在排除了实验中其他因素和相关理论的解释后,这一基本的实验结果表明社会规范激活受到社会责任感的影响并伴随着特定情绪的激发。     

“投桃报李”——互惠理论的组织行为学研究述评

互惠是一种存在于各种社会文化中的人际交往规范.组织行为学中许多研究都是通过互惠理论来解释变量之间的内部作用机制.文章回顾并讨论了互惠的涵义,不同互惠类型的特点及互惠的测量方式.此外.还论述了不同类型互惠对社会交换方式产生的影响.依据现有的互惠研究成果,分析了互惠发挥影响的内在作用机制是通过:互惠各方的价值观、互惠过程中各方感知到的风险、各方冲突的程度这三种途径来实现的.最后,根据现有互惠理论的研究成果提出该领域的未来发展应从研究设计和研究内容两方面进行扩展.     

The spiral of distrust: (Non‐)cooperation in a repeated trust game is predicted by anger and individual differences in negative reciprocity orientation

This study investigated state anger and individual differences in negative reciprocity orientation as predictors of individuals' willingness to cooperate with strangers. In order to observe real behaviour, we used a trust game that was played over six periods. In the trust game, a first player (sender) determines how much of a certain endowment she/he wants to share with a second player (trustee), who then can give something back. We varied whether participants received feedback [feedback (yes, no)] about the trustee's behavioural decision (amount sent back). Supporting our hypotheses, the results suggest that feedback compared with no feedback about the trustee's behaviour increased anger. Specifically, information about low back transfers triggered anger and non‐cooperation in return. Importantly, participants with a strong negative reciprocity orientation reported higher levels of anger and were less willing to cooperate with the trustee compared with those with low negative reciprocity orientation. Moreover, even when anger was low, individuals with a strong negative reciprocity orientation were less willing to cooperate compared with those with a low negative reciprocity orientation. Thus, negative reciprocity orientation seems to arouse a spiral of distrust. Theoretical and practical implications of these findings are discussed.     

Reciprocation of generosity and knowledge of game termination in the decomposed Prisoner's Dilemma Game

Sahlins proposed a model of reciprocity for social interaction citing three forms drawn from observations of kinship systems. The model describes an altruistic form of reciprocity, a balanced or economic form and a negative form in which individuals try to outdo each other. This model was applied to a two-person variation of the Prisoner's Dilemma Game where Ss were presented with a confederate who responded over trials entirely generously, contingently generously or non-generously. Half of the Ss were informed that there would be ten trials while the other half were uninformed. Basically, Ss tended to match the generosity level of the confederate and were less generous when trial number was known. Evidence for Sahlins' model is provided by Ss reports of reasons for their choices in the game. Those in the generous condition gave reasons for reciprocating based on a general feeling of obligation, trust and desire to cooperate. Those in the contingently generous condition gave reasons for reciprocating based on economic exchange and a desire to maintain a balance of resources. Ss in the non-generous condition gave reasons based on a desire to take what profits one could before the other got them. In addition, Ss indicated a significant tendency to exploit the other on the final trial under the informed condition for the contingently generous but not for the generous condition.     

领导-成员交换与情绪枯竭:互惠信念和权力距离导向的作用

结合社会交换理论和角色理论,领导-成员交换关系中下属的回报不仅受到互惠规范的约束,还受到上下级关系权力不对称的影响。因此,将探索互惠信念和权力距离导向单独及交互项对领导-成员交换与情绪枯竭关系的调节作用。采用两个时间点172名员工的匹配数据,运用层级回归对假设进行了检验。结果表明,领导-成员交换(T1)与情绪枯竭(T2)总体上呈显著负向关系。互惠信念(T1)和权力距离导向(T1)单独对领导-成员交换与情绪枯竭关系的调节作用并不显著,但是二者的交互项的调节作用显著。即,领导-成员交换、互惠信念和权力距离导向对情绪枯竭有显著三维交互作用。具体的,高互惠信念和低权力距离导向的员工,领导-成员交换与情绪枯竭呈显著正向关系;高互惠信念和高权力距离导向的员工,领导-成员交换与情绪枯竭呈显著负向关系。研究验证了领导-成员交换过程中互惠规范的作用,表明互惠规范的适用性受到上下级关系特征的影响。     

Cross-cultural differences in the refusal to accept a small gift: the differential influence of reciprocity norms on Asians and North Americans

Asians are more likely than North Americans to refuse a small gift that is offered to them by a casual acquaintance. Five experiments confirmed this difference and explored the reasons for its occurrence. Asians, who are inclined to think of themselves in relation to others, are more likely than North Americans to invoke a reciprocity norm in exchanging gifts with casual acquaintances, and they refuse a gift in order to avoid the feeling of indebtedness they would experience if they cannot reciprocate. North Americans, however, who are inclined to think of themselves independently of others, are more likely to base their acceptance of the gift on its attractiveness without considering their obligation to reciprocate. These cultural differences are not evident when the gift is offered by a close friend with whom individuals have a communal relationship. Implications of our findings for miscommunication between members of different cultures are discussed.     

Justifying Optimistic Predictions With Minimally Diagnostic Information Under Conditions of Outcome Dependency

Participants in 2 studies received information varying in diagnosticity about another person whom they were motivated to view positively or negatively. In Study 1, participants' chances of winning a prize depended on whether another player won or lost an 11-trial game. Although estimates of this player's chances of winning were identical prior to the game, participants who wanted him to win were more optimistic than those who wanted him to lose after he was said to have won the first trial. Predictions following later trials also showed evidence of motivation, but only when participants had not made pregame predictions. Ratings after individual trials were also sensitive to whether the yoked player won or lost. In Study 2, participants received information that did or did not relate to the probable performance of their partner, opponent, or a control target in an upcoming creativity game. After receiving the information, participants rated their opponent more negatively than they did the control target, regardless of information diagnosticity, and despite the fact that participants acknowledged the difference in diagnosticity. Evidently, when seeking evidence for optimistic predictions, people may apply different standards to minimally diagnostic information depending on its favorability, despite understanding the information's low utility.