Spontaneity in Decision-Making: It Can Help and Hurt

Narayanan, J and Pillutla, M and Xue, Z (2009) Spontaneity in Decision-Making: It Can Help and Hurt. Working Paper. SSRN.

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Spontaneity characterized as unplanned action without premeditation is important to interpersonal relationships. However, not all ‘spontaneous’ decisions will lead to positive consequences. Our study attempts to clarify the role of spontaneity in decision making by taking the perspective of recipients of spontaneous actions to investigate how spontaneity in decision making can lead to positive reciprocity or negative reciprocity depending on the valence of the spontaneous. In study 1, we found that people were more likely to reciprocate quick (i.e. the manipulation of spontaneity) positive offers than delayed positive offers in the trust game. In study 2, we found that people were more inclined to punish quick small offers than delayed small offers in the ultimatum game.

Item Type: Monograph (Working Paper)
Additional Information: The research article was published by the author with the affiliation of London Business School
Subjects: Organizational Behaviour
Date Deposited: 12 Jan 2024 11:07
Last Modified: 12 Jan 2024 11:07
URI: https://eprints.exchange.isb.edu/id/eprint/2271

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