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The Syntax of Defection and Cooperation: The Effects of the Implicit Sentences Nice Act Versus Act Nice on Behavior Change.

ABSTRACT: The syntactic organization of incidentally presented word pairs may affect behavior by providing actors with implicit propositions about how to behave. In Experiment 1, participants who had already played turns of a mixed-motive game were less cooperative after an explicit propositional suggestion that they had been nice in prior turns but were more cooperative after the suggestion that they should be nice in upcoming turns. In three subsequent experiments, implicit priming with the phrase nice act produced greater levels of defection, implying that actors responded to the implicit suggestion that they had been sufficiently nice already. In contrast, act nice produced greater levels of cooperation, implying that actors responded to the implicit suggestion that they should try to be nicer in upcoming turns. These effects occurred outside of awareness and disappeared when the interval between the words was long and when behavior was measured after a delay.

SUBMITTER: Albarracin D

PROVIDER: S-EPMC4829379 | biostudies-literature | 2011 May

REPOSITORIES: biostudies-literature

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The Syntax of Defection and Cooperation: The Effects of the Implicit Sentences Nice Act Versus Act Nice on Behavior Change.

Albarracín Dolores D Noguchi Kenji K Fischler Ira I

Social psychological and personality science 20101104 3

The syntactic organization of incidentally presented word pairs may affect behavior by providing actors with implicit propositions about how to behave. In Experiment 1, participants who had already played turns of a mixed-motive game were less cooperative after an explicit propositional suggestion that they had been nice in prior turns but were more cooperative after the suggestion that they should be nice in upcoming turns. In three subsequent experiments, implicit priming with th ...[more]

PMID: 27081436

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Project description:Evolutionary models of dyadic cooperation demonstrate that selection favors different strategies for reciprocity depending on opportunities to choose alternative partners. We propose that selection has favored mechanisms that estimate the extent to which others can switch partners and calibrate motivations to reciprocate and punish accordingly. These estimates should reflect default assumptions about relational mobility: the probability that individuals in one's social world will have the opportunity to form relationships with new partners. This prior probability can be updated by cues present in the immediate situation one is facing. The resulting estimate of a partner's outside options should serve as input to motivational systems regulating reciprocity: Higher estimates should down-regulate the use of sanctions to prevent defection by a current partner, and up-regulate efforts to attract better cooperative partners by curating one's own reputation and monitoring that of others. We tested this hypothesis using a Trust Game with Punishment (TGP), which provides continuous measures of reciprocity, defection, and punishment in response to defection. We measured each participant's perception of relational mobility in their real-world social ecology and experimentally varied a cue to partner switching. Moreover, the study was conducted in the US (n = 519) and Japan (n = 520): societies that are high versus low in relational mobility. Across conditions and societies, higher perceptions of relational mobility were associated with increased reciprocity and decreased punishment: i.e., those who thought that others have many opportunities to find new partners reciprocated more and punished less. The situational cue to partner switching was detected, but relational mobility in one's real social world regulated motivations to reciprocate and punish, even in the experimental setting. The current research provides evidence that motivational systems are designed to estimate varying degrees of partner choice in one's social ecology and regulate reciprocal behaviors accordingly.

Dataset Information

The Syntax of Defection and Cooperation: The Effects of the Implicit Sentences Nice Act Versus Act Nice on Behavior Change.

Publications

The Syntax of Defection and Cooperation: The Effects of the Implicit Sentences <i>Nice Act</i> Versus <i>Act Nice</i> on Behavior Change.

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