How communication increases interpersonal cooperation in mixed-motive situations
Cohen, Taya R., Wildschut, Tim and Insko, Chester A. (2010) How communication increases interpersonal cooperation in mixed-motive situations. Journal of Experimental Social Psychology, 46, (1), 39-50. (doi:10.1016/j.jesp.2009.09.009).
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Description/Abstract
Evidence from two experiments indicates that task-related communication promotes cooperation in mixed-motive situations by activating interpersonal norms related to fairness and trust. In Experiment 1, task-related communication increased cooperation between individuals in a three-choice prisoner’s dilemma game (PDG-Alt) but task-unrelated communication did not. In Experiment 2, cooperation was increased both by sending a task-related message to one’s counterpart and receiving a cooperative task-related message from one’s counterpart. Mediation analyses revealed that task-related communication increased cooperation by activating fairness and trust norms (Experiments 1 and 2). Specifically, whereas sending (relative to receiving) a task-related message increased cooperation by activating fairness norms, receiving (relative to sending) a task-related message increased cooperation by activating trust norms (Experiment 2).
| Item Type: | Article |
|---|---|
| ISSNs: | 0022-1031 (print) |
| Related URLs: | |
| Keywords: | communication, cooperation, competition, pdg-alt, interpersonal norms, trust, fairness |
| Subjects: | B Philosophy. Psychology. Religion > BF Psychology |
| Divisions: | University Structure - Pre August 2011 > School of Psychology > Division of Human Wellbeing |
| Item ID: | 79901 |
| Date Deposited: | 22 Mar 2010 |
| Last Modified: | 01 Jun 2011 10:03 |
| Contributors: | Cohen, Taya R. (Author) Wildschut, Tim (Author) Insko, Chester A. (Author) |
| Date: | January 2010 |
| Status: | Published |
| URI: | http://eprints.soton.ac.uk/id/eprint/79901 |
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