We explore the signal value of emotion and reason in human cooperation. Across four experiments utilizing dyadic prisoner dilemma games, we establish three central results. First, individuals infer prosocial feelings and motivations from signals of emotion. As a result, individuals believe that a reliance on emotion signals that one will cooperate more so than a reliance on reason. Second, these beliefs are generally accurate—those who act based on emotion are more likely to cooperate than those who act based on reason. Third, individuals’ behavioral responses towards signals of emotion and reason depends on their own decision mode: those who rely on emotion tend to conditionally cooperate (that is, cooperate only when they believe that their partner has cooperated), whereas those who rely on reason tend to defect regardless of their partner’s signal. These findings shed light on how different decision processes, and lay theories about decision processes, facilitate and impede cooperation.
How does cognitive sophistication impact cooperation? We explore this question using a model of the co-evolution of cooperation and cognition. In our model, agents confront social dilemmas and coordination games, and make decisions using intuition or deliberation. Intuition is automatic and effortless, but relatively (although not necessarily completely) insensitive to context. Deliberation, conversely, is costly but relatively (although not necessarily perfectly) sensitive to context. We find t...
The present research investigates how people use observed decision time to form expectations of others' behavior in social dilemmas. In four studies, participants received information about others' decision times (fast or slow) and were asked to estimate how much they contributed to a common pool. People believe fast decisions are more extreme than slow decisions; in other words, they assume that fast decisions are either extremely selfish or extremely cooperative. People also believe that fast ...
Numerous experiments have shown that people often engage in third-party punishment (3PP) of selfish behavior. This evidence has been used to argue that people respond to selfishness with anger, and get utility from punishing those who mistreat others. Elements of the standard 3PP experimental design, however, allow alternative explanations: it has been argued that 3PP could be motivated by envy (as selfish dictators earn high payoffs), or could be influenced by the use of the strategy method (wh...
Humans frequently cooperate without carefully weighing the costs and benefits. As a result, people may wind up cooperating when it is not worthwhile to do so. Why risk making costly mistakes? Here, we present experimental evidence that reputation concerns provide an answer: people cooperate in an uncalculating way to signal their trustworthiness to observers. We present two economic game experiments in which uncalculating versus calculating decision-making is operationalized by either a subject’...
Does cooperating require the inhibition of selfish urges? Or does "rational" self-interest constrain cooperative impulses? I investigated the role of intuition and deliberation in cooperation by meta-analyzing 67 studies in which cognitive-processing manipulations were applied to economic cooperation games (total N = 17,647; no indication of publication bias using Egger's test, Begg's test, or p-curve). My meta-analysis was guided by the social heuristics hypothesis, which proposes that intuitio...
Generosity is contagious: People imitate others’ prosocial behaviors. However, research on such prosocial conformity focuses on cases in which people merely reproduce others’ positive actions. Hence, we know little about the breadth of prosocial conformity. Can prosocial conformity cross behavior types or even jump from behavior to affect? Five studies address these questions. In Studies 1 to 3, participants decided how much to donate to charities before learning that others donated generously o...
Moral judgments play a critical role in motivating and enforcing human cooperation, and research on the proximate mechanisms of moral judgments highlights the importance of intuitive, automatic processes in forming such judgments. Intuitive moral judgments often share characteristics with deontological theories in normative ethics, which argue that certain acts (such as killing) are absolutely wrong, regardless of their consequences. Why do moral intuitions typically follow deontological prescri...
In human societies, individuals who violate social norms may be punished by third-party observers who have not been harmed by the violator; this study suggests that a reason why the observers are willing to punish is to be seen as more trustworthy by the community.
Humans often cooperate with strangers, despite the costs involved. A long tradition of theoretical modeling has sought ultimate evolutionary explanations for this seemingly altruistic behavior. More recently, an entirely separate body of experimental work has begun to investigate cooperation’s proximate cognitive underpinnings using a dual-process framework: Is deliberative self-control necessary to reign in selfish impulses, or does self-interested deliberation restrain an intuitive desire to c...
How do people understand the minds of others? Existing psychological theories have suggested a number of dimensions that perceivers could use to make sense of others’ internal mental states. However, it remains unclear which of these dimensions, if any, the brain spontaneously uses when we think about others. The present study used multivoxel pattern analysis (MVPA) of neuroimaging data to identify the primary organizing principles of social cognition. We derived four unique dimensions of mental...
Abstract null null Prosocial acts typically take the form of time- or money-donations. Do third-parties differ in how they evaluate these different kinds of donations? Here, we show that people view time-donations as more morally praiseworthy and more diagnostic of moral character than money-donations, even when the resource investment is comparable. This moral preference occurs because people perceive time-donations as signaling greater emotional investment in the cause and therefore better mor...
Abstract Although third-party punishment helps sustain group cooperation, might victim compensation provide third parties with superior reputational benefits? Across 24 studies (N = 21,296), we provide a comprehensive examination of the consequences of the choice between punishment and compensation. What do people infer from, and how do they respond to, the choice of punishment versus compensation? Across various contexts ranging from economic games, to workplace injustice, to people’s own perso...
Abstract Finding messaging to promote the use of face masks is fundamental during a pandemic Study 1 (N=399) shows that telling people to ?rely on their reasoning? increases intentions to wear a face mask, compared with telling them to ?rely on their emotions? In Study 2 (N=591) we add a baseline However, the results show only a non-significant trend Study 3 reports a well-powered replication of Study 2 (N=930) In line with Study 1, this study shows that telling people to ?rely on their reasonin...
Upholding cooperative norms via punishment is of central importance in organizations. But what effect does punishing have on the reputation of the punisher? Although previous research shows third parties can garner reputational benefits for punishing transgressors who violate social norms, we proposed that such reputational benefits can vary based on the perceived motive for the punishment. In Studies 1 and 2, we found that individuals who endorsed a consequentialist (versus deontological) motiv...
What is the role of emotion in susceptibility to believing fake news? Prior work on the psychology of misinformation has focused primarily on the extent to which reason and deliberation hinder versus help the formation of accurate beliefs. Several studies have suggested that people who engage in more reasoning are less likely to fall for fake news. However, the role of reliance on emotion in belief in fake news remains unclear. To shed light on this issue, we explored the relationship between ex...
#2Antonio A. Arechar(MIT: Massachusetts Institute of Technology)H-Index: 8
Last. David G. Rand(MIT: Massachusetts Institute of Technology)H-Index: 68
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ABSTRACTWhether those who believe in God are more prosocial has been a long debated topic. Here we shed new light on this question by examining giving in incentivized Dictator Games where no mentio...
Last. Marina Butovskaya(RAS: Russian Academy of Sciences)H-Index: 21
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We report on an experimental study that was set up to reveal differences in the tendencies of men and women to cooperate in same-sex interactions. Former studies on this subject were mostly conducted in industrialized modern societies. In contrast, we tested the cooperation tendency among Buryats, a people from Southern Siberia of Mongolian origin. All subjects participated in (1) one iterated Public Goods Game in a group of four individuals of the same sex and (2) four one-shot Prisoner’s Dilem...