Resisting the temptation to compete: Self-control promotes cooperation in mixed-motive interactions

Sheldon, Oliver; Fishbach, Ayelet

doi:10.1016/j.jesp.2010.11.003

Cited by 28 publications

(24 citation statements)

References 35 publications

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“…Our results help corroborate prior findings in the psychological literature, which, based on paradigms different from the public goods game (Pronin et al, 2008;Sheldon and Fishbach, 2011), are consistent with the idea that the decision to allocate between self and others may be understood as a problem of self-control, between the better judgment to act in the interest of others and the temptation to act in the interest of oneself. We advance the literature in at least three key respects.…”

Section: Discussionsupporting

confidence: 90%

“…We address the issue in our concluding section. 5 For consistent results in experimental psychology, see Pronin et al (2008) and Sheldon and Fishbach (2011). 5 depleted make lower offers, i.e., they become relatively more selfish. Responders with depleted self-control resources are more likely to reject unfair offers in their study, whereas Halali et al (2011) provide exactly the opposite result for responders.…”

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confidence: 84%

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Strong, bold, and kind: self-control and cooperation in social dilemmas

et al. 2016

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We develop a model relating self-control, risk preferences and conflict identification to cooperation patterns in social dilemmas. We subject our model to data from an experimental public goods game and a risk experiment, and we measure conflict identification and self-control.As predicted, we find a robust association between self-control and higher levels of cooperation, and the association is weaker for more risk-averse individuals. Free riders differ from other contributor types only in their tendency not to have identified a self-control conflict in the first place. Our model accounts for the data at least as well as do other models. JEL: C91, D03, H40

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Section: Discussionsupporting

confidence: 90%

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confidence: 84%

Strong, bold, and kind: self-control and cooperation in social dilemmas

et al. 2016

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“…Here we explore how to encourage people, including the self, to pursue longer-term goals by identifying and resolving self-control conflicts, thereby counteracting the allure of immediate temptation. In line with research on counteractive control, we suggest that successful longterm goal pursuit in the face of temptation depends first on identifying a conflict between indulging in immediate pleasure and pursuing higher-order goals, and second on resolving the conflict by increasing the tendency to act on the larger goal while decreasing the lure of short-term temptation (Fishbach & Converse, 2010;Sheldon & Fishbach, 2011.…”

Section: Immediate Versus Delayed Incentivessupporting

confidence: 75%

How to motivate yourself and others? Intended and unintended consequences

Schroeder

Fishbach

2015

Research in Organizational Behavior

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“…The study used a 2 (food: similar vs. dissimilar) × 2 (role: union vs. management) between-subjects design. Participants simultaneously took part in a wage negotiation (from Sheldon & Fishbach, 2011;modeled after Lax & Weeks, 1985) and a taste test.…”

Section: Similar Food Consumption Promotes Trust 14mentioning

confidence: 99%

A recipe for friendship: Similar food consumption promotes trust and cooperation

Woolley

Fishbach

2016

J Consum Psychol

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Highlights: We examine implications of food consumption for trust and cooperation. Incidental similar food consumption promotes trust and cooperation for strangers. Incidental similar food consumption increases trust in product information. Closeness mediates the effect of similar food consumption on trust and cooperation. AbstractThis research examines the consequences of incidental food consumption for trust and cooperation. We find that strangers who are assigned to eat similar (vs. dissimilar) foods are more trusting of each other in a trust game (Study 1). Food consumption further influences conflict resolution, with strangers who are assigned to eat similar foods cooperating more in a labor negotiation, and therefore earning more money (Study 2). The role of incidental food similarity on increased trust extends to the product domain. Consumers are more trusting of information about non-food products (e.g., a software product) when the advertiser in the product testimonial eats similar food to them (Study 3). Lastly, we find evidence that food serves as a particularly strong cue of trust compared with other incidental similarity. People perceive that pairs eating similar foods, but not pairs wearing similar colored shirts, are more trusting of one another (Study 4). We discuss theoretical and practical implications of this work for improving interactions between strangers, and for marketing products.

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Resisting the temptation to compete: Self-control promotes cooperation in mixed-motive interactions

Cited by 28 publications

References 35 publications

Strong, bold, and kind: self-control and cooperation in social dilemmas

Strong, bold, and kind: self-control and cooperation in social dilemmas

How to motivate yourself and others? Intended and unintended consequences

A recipe for friendship: Similar food consumption promotes trust and cooperation

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