Think and act globally, think and act locally: Cooperation depends on matching construal to action levels in social dilemmas |
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| Authors: | Lawrence J Sanna Kristjen B Lundberg Craig D Parks Edward C Chang |
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| Institution: | aDepartment of Psychology, University of North Carolina at Chapel Hill, USA;bFuqua School of Business, Duke University, USA;cDepartment of Psychology, Washington State University, USA;dDepartment of Psychology, University of Michigan, USA |
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| Abstract: | The authors proposed and tested hypotheses that cooperation in social dilemmas depends on matching construal to action levels. Using a computerized resource dilemma that modeled fishing the oceans, when motives were framed at abstract levels, in terms of values (e.g., cooperation vs. competition), high construal levels produced more cooperativeness and competitiveness, respectively. Conversely, when motives were framed at concrete levels, in terms of actions (e.g., returning vs. taking), low construal levels produced more cooperativeness and competitiveness, respectively. Implications for integrating and extending research on construal levels in social dilemmas and increasing cooperation are discussed. |
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| Keywords: | Social dilemmas Cooperation Construal level Construal Level Theory (CLT) |
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