Consistency Versus Licensing Effects of Past Moral Behavior

Mullen, Elizabeth; Monin, Benoît

doi:10.1146/annurev-psych-010213-115120

Cited by 323 publications

(340 citation statements)

References 71 publications

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“…Individuals generally aspire to maintain a certain level of moral behavior (Nisan, ) to maintain a positive self‐image, but when they engage in actions that might be perceived as unethical or immoral, they experience emotional distress in the form of guilt (Higgins, ; Klass, ) and are motivated to compensate for their behavior (Cornelissen, Bashshur, Rode, & Le Menestrel, ). That is, as a general strategy, individuals compensate for their low moral behavior by becoming more cooperative as a way of enhancing their self‐image (Mullen & Monin, ).…”

Section: Introductionmentioning

confidence: 99%

Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Campagna

Mislin

Bottom

2019

Behavioral Decision Making

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Prior research has identified benefits from certain emotion tactics in negotiation, particularly expressing anger to achieve short‐term gains. We demonstrate that such tactics can be strategically problematic due to their impact on an actor's emotions and felt trust. Through five studies, we find that negotiators' use of anger tactics during a negotiation increased their feelings of guilt and reduced the extent to which they felt trusted by their counterpart following the negotiation. We found this guilt to be the result of their aggressive tone and how they treated their counterpart. The guilt and diminished felt trust in turn motivated negotiators to engage in greater cooperative behaviors during the deal implementation process that benefited their counterpart, even if doing so was costly to the negotiator. Our results demonstrate that negotiator guilt and felt trust resulting from anger tactics influence the dynamic relationship between negotiators and their counterparts. This in turn has strategic implications for negotiators, who attempt to mitigate these negative feelings during the crucial implementation phase of a negotiated agreement.

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Section: Introductionmentioning

confidence: 99%

Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Campagna

Mislin

Bottom

2019

Behavioral Decision Making

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“…In the same way, employees who are informed about a successful equal opportunities policy may experience a heightened level of moral self‐image. This elevated feeling of being moral may provide a lens through which the neutral or even moral interpretation of less moral behavior in an ambiguous context becomes more likely (Mullen & Monin, ).…”

Section: The Role Of An Increased Moral Self‐imagementioning

confidence: 99%

Decreasing overt discrimination increases covert discrimination: Adverse effects of equal opportunities policies

Lennartz

Proost

Brebels

2019

Int J Selection Assessment

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Building on the moral licensing literature, this paper examines whether highlighting the successful implementation of an equal opportunities policy in a company leads to covert forms of discrimination in hiring decisions (i.e., expressing a preference for a white candidate over an equally qualified black/Moroccan candidate in an ambiguous context). Furthermore, moral self‐image is indirectly tested as a possible underlying mechanism. Two scenario studies first revealed that covert discrimination is more likely after highlighting a successful implementation of an equal opportunities policy in the company (study 1) and that elevated levels of moral self‐image are related to covert discrimination (study 2). Subsequently, a field study revealed that the presence of successful equal opportunities policies positively related to employees’ moral self‐image (study 3).

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“…Indeed, when evaluating competing theories, researchers sometimes deliberately design experimental manipulations that are expected to induce opposing effects under each candidate theory. Returning to moral credentialing, the theory under investigation predicts that credentialing opportunities would increase subsequent attitudes consistent with prejudice; however, other theories suggest that credentialing opportunities might sometimes decrease such attitudes by prompting self-consistency or by priming personal values that discourage prejudice (Mullen & Monin, 2016). Using P<q * to explicitly characterize effects in the opposite direction (rather than simply allowing them to dilute the pooled estimate without additional consideration) may help identify situations, possibly supported by alternative theories, in which such competing effects occur.…”

Section: Proportion Of True Effects Agreeing In Direction With the Ormentioning

confidence: 99%

New statistical metrics for multisite replication projects

Mathur¹,

VanderWeele²

2017

Preprint

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Increasing interest in replicability in the social sciences has engendered novel designs for replication projects in which multiple sites replicate an original study. At least 134 such "many-to-one" replications have been completed since 2014 or are currently ongoing. These designs have unique potential to help estimate whether the original study is statistically consistent with the replications and to re-assess the strength of evidence for the scientific effect of interest. However, existing statistical analyses generally focus on single replications; when applied to many-to-one designs, they provide an incomplete view of aggregate evidence and can lead to unduly pessimistic conclusions about replication success. We therefore propose new statistical metrics representing: (1) the probability that the original study's estimated effect size would be as extreme or more extreme than it actually was, if in fact the original study is statistically consistent with the replications; (2) the proportion of true effects agreeing in direction with the original study. Generalized versions of the second metric allow consideration only of true effects of non-negligible size; they estimate the proportion of true effects of scientifically meaningful size in the same direction as the estimate of the original study and, secondly, the proportion of effects of meaningful size in the direction opposite the original study's estimate. These metrics apply under the assumptions that the true effects are normally distributed and that the replication point estimates are normally distributed around their corresponding true effects. We provide an R package ("Replicate").

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Consistency Versus Licensing Effects of Past Moral Behavior

Cited by 323 publications

References 71 publications

Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Decreasing overt discrimination increases covert discrimination: Adverse effects of equal opportunities policies

New statistical metrics for multisite replication projects

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