Motivational bases of choice in experimental games

Messick, David M.; McClintock, Charles G.

doi:10.1016/0022-1031(68)90046-2

Cited by 970 publications

(799 citation statements)

References 11 publications

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“…Social value orientation refers to the degree of concern that negotiators have for their own outcomes and the outcomes of their negotiating partner (Messick & McClintock, 1968). However, the measurement of social value orientations is simpler than the conflict handling styles described above.…”

Section: Conflict Handling Style and Social Value Orientationmentioning

confidence: 99%

Implicit negotiation beliefs and performance: Experimental and longitudinal evidence.

Kray

Haselhuhn

2007

Journal of Personality and Social Psychology

179

185

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The authors argue that implicit negotiation beliefs, which speak to the expected malleability of negotiating ability, affect performance in dyadic negotiations. They expected negotiators who believe negotiating attributes are malleable (incremental theorists) to outperform negotiators who believe negotiating attributes are fixed (entity theorists). In Study 1, they gathered evidence of convergent and discriminant validity for the implicit negotiation belief construct. In Study 2, they examined the impact of implicit beliefs on the achievement goals that negotiators pursue. In Study 3, they explored the causal role of implicit beliefs on negotiation performance by manipulating negotiators' implicit beliefs within dyads. They also identified perceived ability as a moderator of the link between implicit negotiation beliefs and performance. In Study 4, they measured negotiators' beliefs in a classroom setting and examined how these beliefs affected negotiation performance and overall performance in the course 15 weeks later. Across all performance measures, incremental theorists outperformed entity theorists. Consistent with the authors' hypotheses, incremental theorists captured more of the bargaining surplus and were more integrative than their entity theorist counterparts, suggesting implicit theories are important determinants of how negotiators perform. Implications and future directions are discussed.

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Section: Conflict Handling Style and Social Value Orientationmentioning

confidence: 99%

Implicit negotiation beliefs and performance: Experimental and longitudinal evidence.

Kray

Haselhuhn

2007

Journal of Personality and Social Psychology

179

185

View full text Add to dashboard Cite

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“…The social orientation task, task 1, is implemented to measure the distributional preferences of each of our subjects. We used the decomposed games approach as developed by Messick and McClintock (1968), and the data suggest that if there are any differences in behavior across the two rewards treatments, they are not due to differences in our subject pools. 6 In tasks 2 and 3, subjects were matched into groups of five.…”

Section: Experiments Designmentioning

confidence: 99%

On the (in)effectiveness of rewards in sustaining cooperation

Vyrastekova

Soest

2007

Exp Econ

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We study the effectiveness of costly rewards in mitigating excess extraction in a standard Common Pool Resource (CPR) game experiment. We implement two treatments. In the first, rewards are a pure transfer from one player to the other. In the second, the benefits of receiving a reward are higher than the cost of providing it. Referring to the latter as "net positive" rewards, we observe that these are used more frequently than transfer rewards, and that, unlike transfer rewards, they are effective in sustaining cooperation in the CPR game.

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“…Generally, the other person's choices remain unknown to the chooser, so that considerations of strategy can be avoided (Messick & McClintock, 1968).…”

mentioning

confidence: 99%

The effects of social motives on behavior in social dilemmas in two cultures

Liebrand

Run

1985

Journal of Experimental Social Psychology

142

108

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Subjects in Santa Barbara, California, and Groningen, The Netherlands, participated in a seven-person social dilemma game, presented in terms of a conservation of resources problem. Prior to their decision making in the social dilemma game, subject's social motive (altruistic, cooperative, individualistic, competitive) was assessed by means of two different classification procedures. On the basis of previous research findings American subjects were expected to display relatively more competitive social motives, and Dutch subjects relatively more cooperative ones. However, no indications of crosscultural differences were found neither with regard to the distribution of social motives nor with regard to the amount of resources taken for self in the social dilemma game. In both locations, competitive subjects took most resources for self, individualistic subjects took next most, cooperative subjects took less than individualists, and altruistic subjects took the least. In addition to predictive validity, indices of the convergent validity of two social motive assessment procedures were described.

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Motivational bases of choice in experimental games

Cited by 970 publications

References 11 publications

Implicit negotiation beliefs and performance: Experimental and longitudinal evidence.

Implicit negotiation beliefs and performance: Experimental and longitudinal evidence.

On the (in)effectiveness of rewards in sustaining cooperation

The effects of social motives on behavior in social dilemmas in two cultures

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