Small Wins: Perceptual Focus,Efficacy, and Cooperation in a Stage-Conjunctive Social Dilemma1

A multi-stage social dilemma was used to explore the notion that focusing on part rather than all of a complex problem would affect self-efficacy and action. In two experiments subjects considered a multi-stage game asking them to invest an initial sum of money in hopes of earning a larger bonus to be paid if provision points were met at all stages (a “stage-conjunctive” task). Results indicated that under most conditions considered, presentation of the whole problem encouraged cooperation. The opposite pattern occurred when group members were asked to complete very demanding stages first. We suggest that these results depend strongly on the stage-conjunctive nature of our task.