Social Norms and Cooperation in Social Dilemmas: The Effects of Context and Feedback

Pillutla, M and Chen, X P (1999) Social Norms and Cooperation in Social Dilemmas: The Effects of Context and Feedback. Organizational Behavior and Human Decision Processes, 78 (2). pp. 81-103. ISSN 0749-5978

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Abstract

Drawing from research on social norms, we proposed and tested the hypothesis that people behave more competitively in social dilemmas involving economic decisions compared to those involving noneconomic decisions. We also proposed that people would compete more if they see that others have unexpectedly competed in a prior situation and cooperate more when others have unexpectedly cooperated in a previous situation. Further, we hypothesized that if others behave consistently with expectations, such behaviors (either cooperative or competitive) would not affect subsequent behavior. One hundred ninety-five under graduate students participated in an experiment in which they made choices in two different social dilemma games. Results support the hypotheses, and the discussion addresses the implications of the study for research on social norms and decision making.

Affiliation: Indian School of Business
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ORCiD
Pillutla, M
https://orcid.org/ 0000-0001-5529-5094
Item Type: Article
Additional Information: The research article was published by the author with the affiliation of London Business School
Uncontrolled Keywords: Social Norms , Social Dilemmas, Context, Feedback
Subjects: Organization Behavior
Depositing User: Gurusrinivasan K
Date Deposited: 26 Sep 2021 17:17
Last Modified: 26 Sep 2021 17:17
URI: https://eprints.exchange.isb.edu/id/eprint/1576
Publisher URL: https://www.sciencedirect.com/science/article/pii/...
Publisher OA policy: https://v2.sherpa.ac.uk/id/publication/16073
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