Two Sides of the Same Coin: Money Can Promote and Hinder Interpersonal Processes

Mead, Nicole L.; Stuppy, Anika

doi:10.1007/978-1-4939-0959-9_11

Cited by 26 publications

(27 citation statements)

References 50 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Specifically, people in monetary markets tend to apply an economic mindset, thereby focusing on themselves and showing reduced other-oriented behavior (e.g. Mead & Stuppy, 2014;Zaleskiewicz et al, 2017). As a result, money dampens mind perception and perspective-taking (Van Laer et al, 2013;Wang & Krumhuber, 2017;Wang & Krumhuber, 2018), making people less empathetic and compassionate (Ma-Kellams & Blascovich, 2013;Molinsky et al, 2012).…”

Section: Discussionmentioning

confidence: 99%

“…via economic trade, are beneficial for securing goods and services, market pricing has emerged with the advent of money. As a result, relationships in which money acts as the medium of exchange or salient cue are guided by measurable metrics which allow for direct cost-benefit calculations (Mead & Stuppy, 2014).…”

Section: The Moderating Role Of Moneymentioning

confidence: 99%

“…If money encourages people to focus on self-gain (e.g. Mead & Stuppy, 2014;Zaleskiewicz et al, 2017), contribution rates should be lower in the money than candy condition. This should be the case in particular when facing happy and sad targets, given the reduced intention for social closeness.…”

Section: The Present Researchmentioning

confidence: 99%

“…pricing mode (Fiske, 1992;Mead & Stuppy, 2014). As a result, it facilitates self-serving but impairs other-oriented behaviors (e.g.…”

mentioning

confidence: 99%

See 3 more Smart Citations

The interpersonal effects of emotions in money versus candy games

Wang

Krumhuber

Gratch

2018

Journal of Experimental Social Psychology

View full text Add to dashboard Cite

Emotional expressions significantly influence perceivers' behavior in economic games and negotiations. The current research examined the interpersonal effects of emotions when such information cannot be used to guide behavior for increasing personal gain and when monetary rewards are made salient. For this, a one-shot Public Goods Game (Studies 1, 2, and 3) and Dictator Game (Studies 4 and 5) were employed, in which the dominant strategy to maximize personal payoff is independent from the counterplayers' intention signaled through their facial expressions (happiness, sadness, and anger). To elicit a monetary mindset, we used money (vs. candy) as the mode of exchange in the games with (Studies 1 and 2) or without (Studies 3, 4, and 5) additional contextual framing (i.e. Wall Street Game vs. Community Game). Across five studies (N = 1211), participants were found to be more generous towards happy and sad targets compared to angry ones. Such behavioral response based on emotional information was accounted for by the trait impressions (i.e. likability, trustworthiness) formed of the counterplayer. This effect was significantly reduced when money acted as the mode of exchange, thereby making participants focus more on their selfgain. Together, the findings extend previous work by highlighting the social functional role of emotions in human exchange and its moderation by money as a transaction medium.

show abstract

Section: Discussionmentioning

confidence: 99%

Section: The Moderating Role Of Moneymentioning

confidence: 99%

Section: The Present Researchmentioning

confidence: 99%

“…pricing mode (Fiske, 1992;Mead & Stuppy, 2014). As a result, it facilitates self-serving but impairs other-oriented behaviors (e.g.…”

mentioning

confidence: 99%

See 2 more Smart Citations

The interpersonal effects of emotions in money versus candy games

Wang

Krumhuber

Gratch

2018

Journal of Experimental Social Psychology

View full text Add to dashboard Cite

show abstract

“…Studies showed that after participants were exposured to images of banknote, people were inclined to focus on the personal costs and benefits and people moved the social system to confer benefits ( Vohs et al, 2008 ; Zhou et al, 2009 ; Gasiorowska and Hełka, 2012 ; Sarial-Abi and Vohs, 2012 ; Trzcińska and Sekścińska, 2016 ). Together, these studies showed that by priming the money cues, the person would interact with others through calculating the ratio between what one’s costs and what one is likely to benefit (i.e., market mode) ( Caruso et al, 2013 ; Mead and Stuppy, 2014 ; Savani et al, 2016 ). Alternatively, eye cues, especially eye-gaze cues, are the important cues of communal mode ( Emery, 2000 ).…”

Section: Introductionmentioning

confidence: 99%

Sociality Mental Modes Modulate the Processing of Advice-Giving: An Event-Related Potentials Study

et al. 2018

View full text Add to dashboard Cite

People have different motivations to get along with others in different sociality mental modes (i.e., communal mode and market mode), which might affect social decision-making. The present study examined how these two types of sociality mental modes affect the processing of advice-giving using the event-related potentials (ERPs). After primed with the communal mode and market mode, participants were instructed to decide whether or not give an advice (profitable or damnous) to a stranger without any feedback. The behavioral results showed that participants preferred to give the profitable advice to the stranger more slowly compared with the damnous advice, but this difference was only observed in the market mode condition. The ERP results indicated that participants demonstrated more negative N1 amplitude for the damnous advice compared with the profitable advice, and larger P300 was elicited in the market mode relative to both the communal mode and the control group. More importantly, participants in the market mode demonstrated larger P300 for the profitable advice than the damnous advice, whereas this difference was not observed at the communal mode and the control group. These findings are consistent with the dual-process system during decision-making and suggest that market mode may lead to deliberate calculation for costs and benefits when giving the profitable advice to others.

show abstract