Social Value Orientation Moderates the Effects of Intuition versus Reflection on Responses to Unfair Ultimatum Offers

Maik Bieleke, Peter M. Gollwitzer, Gabriele Oettingen, Urs Fischbacher

Research output: Contribution to journalArticle

Abstract

We investigated whether social value orientation (SVO) moderates the effects of intuitive versus reflective information processing on responses to unfair offers. We measured SVO one week prior to an ultimatum game experiment in which participants had to accept or reject a series of 10 ultimatum offers including very low (unfair) ones. Before making these decisions, participants mentally contrasted their individual goals with the obstacle of pondering at length or acting in a hasty way; then they made the plan to adopt an intuitive or a reflective mode of processing (intuitive and reflective condition, respectively), or made no such plans (control condition). Participants with rather high (prosocial) SVO scores were more likely to accept unfair offers in the reflective than the intuitive condition. This effect also evinced for a subset of selfish individuals; however, the majority with rather low (selfish) scores made similar decisions in both conditions. This pattern of results suggests that SVO moderates the effects of intuitive versus reflective modes of processing on responses to low ultimatum offers.

Original languageEnglish (US)
Pages (from-to)569-581
Number of pages13
JournalJournal of Behavioral Decision Making
Volume30
Issue number2
DOIs
StatePublished - Apr 1 2017

Keywords

  • dual-process models
  • fairness
  • intuition versus reflection
  • social value orientation (SVO)
  • ultimatum game

ASJC Scopus subject areas

  • Decision Sciences(all)
  • Arts and Humanities (miscellaneous)
  • Applied Psychology
  • Sociology and Political Science
  • Strategy and Management

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