Personality and Behavior in Social Dilemmas: Testing the Situational Strength Hypothesis and the Role of Hypothetical Versus Real Incentives

Previous research aimed at testing the situational strength hypothesis suffers from serious limitations regarding the conceptualization of strength. In order to overcome these limitations, the present study attempts to test the situational strength hypothesis based on the operationalization of strength as reinforcement contingencies. One dispositional factor of proven effect on cooperative behavior, social value orientation (SVO), was used as a predictor of behavior in four social dilemmas with varying degree of situational strength. The moderating role of incentive condition (hypothetical vs. real) on the relationship between SVO and behavior was also tested. One hundred undergraduates were presented with the four social dilemmas and the Social Value Orientation Scale. One‐half of the sample played the social dilemmas using real incentives, whereas the other half used hypothetical incentives. Results supported the situational strength hypothesis in that no behavioral variability and no effect of SVO on behavior were found in the strongest situation. However, situational strength did not moderate the effect of SVO on behavior in situations where behavior showed variability. No moderating effect was found for incentive condition either. The implications of these results for personality theory and assessment are discussed.