Perceptions of self and other in the prisoner's dilemma: outcome bias and evidential reasoning

In the prisoner's dilemma, self-interest clashes with collective interest. The way players resolve this conflict affects how others view them. Cooperators are seen as more moral than defectors, and, when there is no information about the other player's choice, cooperators and defectors are seen as equally competent. However, players who are defected against are seen as less competent, especially if they themselves cooperated (Experiments 1 and 2). Similarly, cooperators see themselves as more moral, but not as less competent, than defectors do (Experiments 3). Independent of concerns about reputation and self-image maintenance, evidential reasoning contributes to cooperative behavior. Players who project their own attitudes onto others are more likely to cooperate (Experiments 3). Compared with classic game theory, a theory of reputational concerns and evidential reasoning is better equipped to explain empirical patterns of choice behavior in social dilemmas.     

On the predictive validity of indirect attitude measures: Prediction of consumer choice behavior on the basis of affective priming in the picture-picture naming task

Recent studies have revealed that robust and replicable affective priming of naming responses can be obtained when pictures are used as primes and targets. The aim of the present research was to examine the predictive validity of affective priming effects that are obtained with the picture-picture naming task. In two studies that were modeled after [Karpinski, A., & Hilton, J. L. (2001). Attitudes and the Implicit Association Test. Journal of Personality and Social Psychology, 81, 774-778], we observed that individual difference scores that are obtained with the naming task exhibit good predictive validity. Both practical and theoretical implications of this finding are discussed.     

Unconscious priming according to multiple S-R rules

The present study investigated if unconscious primes can be processed according to different stimulus-response (S-R) rules simultaneously. Participants performed two different S-R rules, such as judging a digit as smaller or larger than five and judging a letter as vowel or consonant. These S-R rules were administered in random order and announced by a previously presented cue. Each target stimulus was preceded by subliminal primes which afforded a different or an identical response according to either the currently irrelevant or currently relevant S-R rule. In three experiments, we consistently found priming effects according to currently irrelevant S-R rules, even when primes for the relevant and irrelevant S-R rules were presented simultaneously. Thus, unconscious stimuli have the power to activate responses according to currently required and currently not required S-R rules concurrently. The results are in line with response activation accounts of subliminal priming and suggest that at least two routes may gain access on response processes simultaneously.     

Liking persons versus liking groups: a dual-process hypothesis

Most research on liking of persons and groups has been conducted within separate paradigms, but the implicit assumption has been that the same processes govern judgments of liking or disliking regardless of the nature of the target. Departing from this assumption, we suggest a dual-process hypothesis according to which people base their liking of a target person primarily on the desirability of the person's characteristics, whereas they base their liking of a group primarily on the degree of similarity between the group and themselves. To test this hypothesis, participants were presented with either positively or negatively valenced sketches that either described an individual person or a group of people. Path analyses revealed that liking of a person was best predicted by desirability ratings, whereas liking of a group was best predicted by similarity ratings. Implications of these findings for stereotype maintenance are discussed. © 1998 John Wiley & Sons, Ltd.     

Strategies Aimed at Reducing Gender Differences in Negotiation Are Perceived by Women as Ineffective

Sex Roles - Women often fare worse in negotiations than men. Negotiation researchers, trainers, and policymakers thus aim to find solutions—such as specific strategies for female...