The Manipulation: Socio-economic decision making

Gregory Gurevich; Doron Kliger

doi:10.1016/j.joep.2013.08.002

The Manipulation: Socio-economic decision making

Gregory Gurevich, Doron Kliger

Department of Economics

Research output: Contribution to journal › Article › peer-review

Abstract

We analyze one-shot Prisoner's Dilemma decisions made by participants of the high-stakes TV game show The Manipulation, and document the influence of social life factors on economic decisions, alongside the participants' rational considerations. In particular, we employ a social psychology approach to provide a new perspective on the determinants of financial assistance. Our insights from the TV game are corroborated by a controlled laboratory experiment. We find that helping and sharing behavior in strategic situations is explained by Attribution Theory (AT) and beliefs about expected cooperativeness. Specifically, participants' decisions are influenced by perceived controllability of opponents' conditions (an attributional characteristic influencing perception of responsibility and related emotions) and social-relations-based beliefs regarding the opponents' expected cooperativeness.

Original language	English
Pages (from-to)	171-184
Number of pages	14
Journal	Journal of Economic Psychology
Volume	39
DOIs	https://doi.org/10.1016/j.joep.2013.08.002
State	Published - Dec 2013

Keywords

Attribution
Cooperation
Emotions
Field experiment
Prisoners dilemma game

ASJC Scopus subject areas

Applied Psychology
Sociology and Political Science
Economics and Econometrics

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10.1016/j.joep.2013.08.002

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AB - We analyze one-shot Prisoner's Dilemma decisions made by participants of the high-stakes TV game show The Manipulation, and document the influence of social life factors on economic decisions, alongside the participants' rational considerations. In particular, we employ a social psychology approach to provide a new perspective on the determinants of financial assistance. Our insights from the TV game are corroborated by a controlled laboratory experiment. We find that helping and sharing behavior in strategic situations is explained by Attribution Theory (AT) and beliefs about expected cooperativeness. Specifically, participants' decisions are influenced by perceived controllability of opponents' conditions (an attributional characteristic influencing perception of responsibility and related emotions) and social-relations-based beliefs regarding the opponents' expected cooperativeness.

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KW - Cooperation

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The Manipulation: Socio-economic decision making

Abstract

Keywords

ASJC Scopus subject areas

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