When do people cooperate? The neuroeconomics of prosocial decision making

Understanding the roots of prosocial behavior is an interdisciplinary research endeavor that has generated an abundance of empirical data across many disciplines. This review integrates research findings from different fields into a novel theoretical framework that can account for when prosocial behavior is likely to occur. Specifically, we propose that the motivation to cooperate (or not), generated by the reward system in the brain (extending from the striatum to the ventromedial prefrontal cortex), is modulated by two neural networks: a cognitive control system (centered on the lateral prefrontal cortex) that processes extrinsic cooperative incentives, and/or a social cognition system (including the temporo-parietal junction, the medial prefrontal cortex and the amygdala) that processes trust and/or threat signals. The independent modulatory influence of incentives and trust on the decision to cooperate is substantiated by a growing body of neuroimaging data and reconciles the apparent paradox between economic versus social rationality in the literature, suggesting that we are in fact wired for both. Furthermore, the theoretical framework can account for substantial behavioral heterogeneity in prosocial behavior. Based on the existing data, we postulate that self-regarding individuals (who are more likely to adopt an economically rational strategy) are more responsive to extrinsic cooperative incentives and therefore rely relatively more on cognitive control to make (un)cooperative decisions, whereas other-regarding individuals (who are more likely to adopt a socially rational strategy) are more sensitive to trust signals to avoid betrayal and recruit relatively more brain activity in the social cognition system. Several additional hypotheses with respect to the neural roots of social preferences are derived from the model and suggested for future research.     

合作动机与信任:基于不确定性简化机制的研究

信任是对他人合作行为的预期。Luhmann认为信任是简化不确定性的重要机制。合作动机高的个体有着更高的简化不确定性的需求,从而可能产生更高的信任水平。文章研究了不同合作动机下不确定性对信任的不同影响。实验在社会两难范式下采用不确定性(高、低)和合作动机(高、低)为自变量、信任为因变量的混合设计。结果显示:1.合作动机高的个体更倾向于信任对方;2.合作动机较高时,不确定性增高时个体对他人的信任也增高;合作动机较低时,不确定性增高时个体对他人的信任降低。对此的解释是:不确定性的增高造成个体简化不确定性的需求增高;合作动机高的个体会用信任来简化不确定性,而合作动机低的个体会用不信任来简化不确定性;因此在不确定性增高的情况下,前者对他人的信任程度增强,后者对他人的不信任程度增强。     

中小学生人际信任、成就动机及其与合作倾向的关系研究

目的：旨在揭示中小学儿童的人际信任、成就动机水平及其与合作倾向之间的关系。方法：运用马基量表、人际信任量表、成就动机量表和合作倾向评价表对553名3-8年级学生进行测查。结果：1,初中男女生在人际信任水平上出现明显分化。2,男生追求成功的动机和避免失败的动机随年龄增长出现下降趋势,女生追求成功的动机下降,避免失败的动机上升。3,追求成功的动机与合作倾向有显著正相关。结论：与人际信任水平相比,成就动机在儿童合作倾向的评价中发挥了更大的作用。     

社会价值取向与损失情境对不同时间压力下双人社会困境中合作行为的影响

为揭示双人社会困境中合作行为的影响因素,选取四种不同类型的双人社会困境,采用实验法考察社会价值取向与损失情境对不同时间压力下合作行为的影响。结果显示,亲社会个体的合作率显著高于亲自我个体的合作率,收益情境下的合作率显著高于损失情境下的合作率,在社会困境中双方冲突程度越大合作率越低;此外,高时间压力提升了亲自我个体在囚徒困境以及收益情境下信任困境中的合作率,同时降低了亲自我个体在损失情境下最大差异困境中的合作率。结果表明,社会价值取向、收益损失情境以及困境冲突程度均对合作行为的发生具有影响作用,而时间压力对合作行为的作用也同样受到三者的影响。这些发现能够为合作行为自动性的理论分歧提供新的证据。     

社会困境中合作行为的阶层差异：自我与他人的双重视角

为了探究个体自身与他人的社会阶层对个体在社会困境中合作行为的影响及其作用机制,本研究通过问卷和实验研究来考察自身阶层的行为效应、互动对象阶层的调节效应以及信任有中介的调节作用。研究发现：（1）低阶层者倾向于比高阶层者表现出更多的合作行为;（2）感知到的互动对象阶层对不同阶层个体的合作行为存在显著的调节效应;（3）个体对互动对象的信任水平（即对他人合作行为的预期）对此调节效应起到中介作用。     

权力感与亲社会倾向：自我获益的中介和情境的调节作用

本研究基于情境聚焦理论探讨权力感与亲社会倾向的关系,以及自我获益和情境所起的作用。两项研究通过测量一般权力感（研究一, N= 271）和启动权力感（研究二, N=139名）,考察权力感在不同情境（合作vs.竞争）中的亲社会倾向。结果发现：自我获益在权力感与亲社会倾向之间存在中介作用,竞争合作情境能够调节权力感与自我获益的关系从而影响亲社会倾向,在竞争下,高权者感知到更少获益,表现出更少的亲社会倾向,在合作情境下则相反。     

Four experiments on the relational dynamics and prosocial consequences of gratitude

Abstract

Four experiments utilized experimental inductions of gratitude and behavioral measures of prosociality to explore the effects of 4 variables on gratitude and grateful prosocial outcomes: benefactor similarity (Study 1), intention (Study 2), future benefits (Study 3), and anonymity (Study 4). We consistently found that the receipt of a favor increased prosocial behavior, and this effect was mediated by gratitude. Benefactor similarity did not meaningfully influence either prosocial behavior or gratitude. Although benefactor intention did meaningfully affect gratitude, the effect was too small to influence the mediational effect of gratitude on prosocial behavior. Neither anonymity nor the possibility of future procurement decreased the role of gratitude in distribution; instead, both of these variables may have enhanced the role of gratitude. These data support gratitude as an important component of prosocial behavior and suggest that gratitude may contain an altruistic component, consistent with its relational function.     

When does self-reported prosocial motivation predict helping? The moderating role of implicit prosocial motivation

In three studies, we tested a motivational model to predict different types of helping from an interactionist, dual-system perspective. We argued that helping behavior is determined by the interplay of two distinct motivational systems: the explicit (i.e., conscious) and the implicit (i.e., unconscious). In line with previous research we expected that explicit prosocial motivation relates to helping, and additionally proposed that depending on the type of helping this relationship is moderated by implicit prosocial motivation: For planned helping, explicit prosocial motivation is a sufficient predictor, regardless of implicit prosocial motivation. For spontaneous helping, on the other hand, the effect of explicit prosocial motivation is moderated by implicit prosocial motivation, and only predictive when also implicit prosocial motivation is high. Study 1 (207 Dutch participants, M _age  = 51.7 years; 51.7 % female) with self-reported willingness to help as dependent variable confirmed that planned helping was determined by explicit prosocial motivation, whereas its effect on spontaneous helping was moderated by implicit prosocial motivation. Study 2 (193 U.S. participants, M _age  = 35.2 years; 64.2 % female) with real-life measures of planned help confirmed the hypothesized main effect of explicit prosocial motivation. Study 3 (73 Dutch participants, M _age  = 20.8 years; 68.5 % female) with a real-life measure of spontaneous helping confirmed the moderating role of implicit prosocial motivation, as the effect of explicit prosocial motivation on helping was only significant for individuals with high implicit prosocial motivation. We argue that considering implicit prosocial motivation provides an overlooked avenue for a more systematic investigation of helping.     

信任还是设防？互动博弈中社会善念对合作行为的促进效应

社会善念是个体在人际互动中充满善意地关注、尊重并保护他人选择的需要和权利的行为,通过实施社会善念有助于提升他人的合作行为。为检验这一假设,本实验设置了“施—受”双方的互动博弈情境,采用“物品选择游戏”操纵实施者的社会善念水平,分别利用信任博弈和公共物品游戏测查接受者在互动过程中的信任水平和合作行为。结果发现：相比于低社会善念组,被试在高社会善念组中表现出更高的信任水平和合作行为。进一步路径分析也发现,信任在感知社会善念与合作行为间发挥着部分中介作用。由此可见,社会善念行为的实施为互动双方建立信任关系提供了重要线索,降低了人们时时“设防”的监控动机,使合作带来的利益双赢成为可能。     

儿童同伴信任和同伴接纳的关系:社会行为的中介效应及其性别差异

在金华市和杭州市两所市区普通小学, 选取366名3~6年级儿童为被试, 采用同伴互评、同伴提名法和班级戏剧问卷, 考察了社会行为在小学儿童同伴信任和同伴接纳间的中介效应及其性别差异。结果表明:(1)总体而言, 亲社会行为、退缩行为在儿童同伴信任和同伴接纳间存在显著的中介效应, 而攻击行为的中介效应不显著;(2)社会行为的中介效应存在性别差异。女生的同伴信任对亲社会行为的预测、亲社会行为对同伴接纳的预测作用都显著高于男生, 使得女生亲社会行为的中介效应大于男生。男女生的同伴信任对退缩行为的预测作用没有性别差异, 但是男生的退缩行为对同伴接纳的预测作用显著高于女生, 使得男生退缩行为的中介效应大于女生。     

A Social Dilemma Analysis of Commuting Preferences: The Roles of Social Value Orientation and Trust1

The current research advances a social dilemma analysis of commuting, examining the roles of preexisting personality differences in social value orientation (i.e., prosocial vs. proself orientation) and trust (i.e., a general belief in the honesty and cooperative intentions of others) in determining preferences for collectively desirable commuting options: preferences for commuting by public transportation (Study 1) and carpooling (Study 2). Consistent with predictions, both studies revealed that, relative to p of prosocials, preferences of proselfs were more strongly associated with beliefs about the relative efficiency of cars (i.e., an outcome affecting personal well-being). Also, greater preferences for collectively desirable actions were observed among prosocials with high trust—relative to prosocials with low trust and proselfs with high or low trust—providing support for the claim that 2 conditions (i.e., prosocial goals and trust in others) must be met to obtain collectively desirable commuting preferences.     

Be Fair,Your Employees Are Watching: A Relational Response Model of External Third‐Party Justice

There is growing theoretical recognition in the organizational justice literature that an organization's treatment of external parties (such as patients, community members, customers, and the general public) shapes its own employees’ attitudes and behavior toward it. However, the emerging third‐party justice literature has an inward focus, emphasizing perceptions of the treatment of other insiders (e.g., coworkers or team members). This inward focus overlooks meaningful “outward” employee concerns relating to how organizations treat external parties. We propose a relational response model to advance the third‐party justice literature asserting that the organization's fair treatment of external parties sends important relational signals to employees that shape their social exchange perceptions toward their employer. Supporting this proposition, in two multisource studies in separate healthcare organizations we found that patient‐directed justice had indirect effects on supervisory cooperative behavior ratings through organizational trust and organizational identification.     

"I help because I want to, not because you tell me to": empathy increases autonomously motivated helping

Empathetic arousal has been found to be a strong predictor of helping behavior. However, research has neglected the motivational mechanisms whereby empathetic concern elicits help giving. Three studies examined the extent to which autonomous and controlled motives for helping mediated the relationship between empathy and helping. Study 1 found that state empathy predicted willingness to offer time and money to help a person in need, with this relationship mediated by autonomous motivation for helping. Study 2 demonstrated that dispositional, empathetic concern predicted prosocial intentions and behavior via the mediation of autonomous motivation. Study 3 revealed that participants who focused on the emotions of another person in distress reported greater willingness to help than did participants who remained emotionally detached, with this effect mediated by autonomous motivation to help. Controlled motivation had no positive effects on helping in any of the studies. The results suggest that empathy encourages prosocial behavior by increasing autonomous motivation to help.     

Direct and indirect effects of third-party relationships on interpersonal trust

Past studies of the determinants of interpersonal trust have focused primarily on how trust forms in isolated dyads. Yet within organizations, trust typically develops between individuals who are embedded in a complex web of existing and potential relationships. In this article, the authors identify 3 alternative ways in which a trustor and trustee may be linked to each other via third parties: network closure (linked via social interactions with third parties), trust transferability (linked via trusted third parties), and structural equivalence (linked via the similarity of their relationships with all potential third parties within the organization). Each of these is argued to influence interpersonal trust via a distinct social mechanism. The authors hypothesized that network closure and structural equivalence would predict interpersonal trust indirectly via their impact on interpersonal organizational citizenship behaviors performed within the interpersonal relationship, whereas trust transferability would predict trust directly. Social network analyses of data gathered from a medium-sized work organization provide substantial support for the hypotheses and also suggest important directions for future research.     

应激环境下亲社会性的增加：来自不同类型的亲社会偏好的研究证据

人们面临对生理或者心理产生威胁的应激事件时并不一定表现出敌意和攻击, 也可能表现出更强的亲社会性。研究发现, 基于利他动机、规则动机、策略性动机的或者基于自我报告的亲社会偏好在应激环境下都可能增强, 这可能和应激环境下直觉增强、共情提升和亲社会行为有助于改善负面情绪方面的机制有关。未来研究可以从应激的性质、诱发方式、影响机制、个体差异和发展特征等方面去理解应激增加亲社会性的条件, 从而提高群体韧性。     

Does intrinsic motivation fuel the prosocial fire? Motivational synergy in predicting persistence, performance, and productivity

Researchers have obtained conflicting results about the role of prosocial motivation in persistence, performance, and productivity. To resolve this discrepancy, I draw on self-determination theory, proposing that prosocial motivation is most likely to predict these outcomes when it is accompanied by intrinsic motivation. Two field studies support the hypothesis that intrinsic motivation moderates the association between prosocial motivation and persistence, performance, and productivity. In Study 1, intrinsic motivation strengthened the relationship between prosocial motivation and the overtime hour persistence of 58 firefighters. In Study 2, intrinsic motivation strengthened the relationship between prosocial motivation and the performance and productivity of 140 fundraising callers. Callers who reported high levels of both prosocial and intrinsic motivations raised more money 1 month later, and this moderated association was mediated by a larger number of calls made. I discuss implications for theory and research on work motivation.     

道德与关系惩罚对初中生公共物品困境中合作行为的影响

本研究模拟公共物品两难困境范式,以初中生为被试,通过两个实验分别考察道德惩罚和关系惩罚对不同性别和社会价值取向个体合作行为的影响。结果发现:(1)两种惩罚条件下初中生的合作水平均显著高于无惩罚条件,但当惩罚撤除后只有关系惩罚条件下的效应还存在;(2)初中女生在两种惩罚条件下的合作水平均显著高于无惩罚条件,而男生只在关系惩罚条件下出现该情况;(3)亲社会取向与亲自我取向初中生在两种惩罚阶段均表现出更高的合作水平,但在惩罚撤除后,只有亲社会取向者保持了高合作水平。这些结果表明,关系惩罚的作用较为持久,且对男生的影响更为突出,不过两种惩罚在亲社会取向者身上均显现出延后效应。     

How to cope with "noise" in social dilemmas: the benefits of communication

Interactions in social life may be seriously affected by negative noise, whereby actual or perceived behavior is less cooperative than was intended (e.g., arriving late due to an unforeseen traffic jam). The present research examines whether negative noise exerts detrimental effects on impressions and cooperation and whether such effects could be reduced by communication. Consistent with hypotheses, Study 1 revealed that negative noise exerts detrimental effects on both impressions of partners' benign intent and cooperation and that these detrimental effects could be effectively reduced by communication about noise. Study 2 replicated both findings but only for individuals with low trust. Mediation analysis revealed that impressions of benign intent and prosocial interaction goals underlie the positive effects of communication on cooperation.     

亲社会名声与亲社会行为

亲社会名声是行动者获得的亲社会特质声誉, 它有益于行动者的社会适应。行动者首先通过亲社会行为建立亲社会名声, 亲社会名声又通过间接互惠和同伴选择过程对行动者产生外在激励作用, 通过自我概念对行动者产生内在激励作用, 进而促进其亲社会行为。行动者的贫富水平、亲社会行为的公开性、自我获益和宣传方式影响其亲社会名声的获得。未来研究应关注亲社会行为与亲社会名声之间的相互促进过程, 探索行动者亲社会行为的代价与获益如何交互影响其亲社会名声; 行动者的社会阶层如何通过对人们预期的影响而调节行动者的亲社会名声; 亲社会名声促进亲社会行为的内在机制与边界条件。     

Consequences of prosocial and antisocial behavior for the recipient

Statement of problemAlthough studies have examined antecedents of prosocial and antisocial behaviors in sport, little is known about the potential consequences of these behaviors for the recipient. In this research, we examined: (a) whether teammate prosocial and antisocial behaviors are related to athletes’ effort, performance, enjoyment and anger during a match and the mediating role of enjoyment and anger (Studies 1 and 2); and (b) whether prosocial and antisocial behaviors are related to commitment to play for one’s team and whether enjoyment and performance mediate these relationships (Study 2).MethodRight after a game, football/soccer (N = 203; Study 1) and basketball (N = 281; Study 2) players completed a multi-section questionnaire measuring the aforementioned variables.ResultsProsocial teammate behavior was positively related to effort, performance, and enjoyment, and enjoyment mediated the relationship between prosocial teammate behavior and effort and performance; prosocial teammate behavior was also positively related to commitment directly and indirectly through enjoyment and performance. Antisocial teammate behavior was positively related to anger and negatively related to effort and performance. Anger and performance mediated the effects of antisocial teammate behavior on effort and commitment, respectively.ConclusionsOur findings demonstrate the importance of acting prosocially and not acting antisocially toward one’s teammates and have implications for enjoyment, effort, performance, and commitment in sport.