Situational power moderates the influence of Self-Transcendence vs. Self-Enhancement values on behavior in ultimatum bargaining |
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| Authors: | Jan-Erik L nnqvist, Gari Walkowitz, Markku Verkasalo,Philipp C. Wichardt |
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| Affiliation: | a Institute of Behavioural Sciences, University of Helsinki, Finland;b Department of Management, University of Cologne, Germany;c Laboratory for Experimental Economics, University of Bonn, Germany;d Department of Economics, University of Bonn, Germany |
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| Abstract: | We examined the interactive effects of personal values and situational power on proposer and responder behavior in an ultimatum bargaining game. The current literature suggests that situational power could moderate the influence of personal values on behavior. For proposers (N = 107), high scores on the Self-Transcendence vs. Self-Enhancement value dimension predicted higher proposals, but only among participants told that they were in a powerful position. For responders (N = 95), high scores on the Self-Transcendence vs. Self-Enhancement value dimension predicted accepting smaller proposals, but again only among participants told that they were in a powerful position. Our results support the idea that high situational power elicits behavior more consistent with one’s standing on the Self-Transcendence vs. Self-Enhancement value dimension. |
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| Keywords: | Person × situation interaction Personal values Power Ultimatum bargaining Moral behavior Self-Transcendence Self-Enhancement |
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