Universität zu Köln

Rüssmann, Janna Katrin and Topolinski, Sascha ORCID: 0000-0001-9295-3463 (2020). Economic Decisions for Others Are More Favorable for Close Than Distant Clients. Pers. Soc. Psychol. Bull., 46 (3). S. 393 - 408. THOUSAND OAKS: SAGE PUBLICATIONS INC. ISSN 1552-7433

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Abstract

This research investigates the role of social distance between decision makers and their clients. In 11 experiments (total N = 1,653), participants decided about unfair and hyper-fair offers in an advisor game for themselves or for a client who varied in social distance (e.g., for a close friend vs. a stranger). Participants were strongly influenced by client identity. They systematically accepted more hyper-fair offers for themselves and close clients than for distant clients, while client identity played no role in unfair offers. We show that the driving mechanism of this client privileging effect is joy (happy-for-ness) participants experience particularly for close clients, while envy did not explain this effect. Across all types of clients and experiments, hyper-fair offers were accepted at only 86% which can only be explained by participants being not exclusively motivated by absolute monetary payoffs but also, to some extent, factoring in nonmonetary concerns.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Rüssmann, Janna Katrin UNSPECIFIED UNSPECIFIED UNSPECIFIED Topolinski, Sascha UNSPECIFIED orcid.org/0000-0001-9295-3463 UNSPECIFIED
URN:	urn:nbn:de:hbz:38-134849
DOI:	10.1177/0146167219858640
Journal or Publication Title:	Pers. Soc. Psychol. Bull.
Volume:	46
Number:	3
Page Range:	S. 393 - 408
Date:	2020
Publisher:	SAGE PUBLICATIONS INC
Place of Publication:	THOUSAND OAKS
ISSN:	1552-7433
Language:	English
Faculty:	Faculty of Human Sciences Faculty of Management, Economy and Social Sciences
Divisions:	Center of Excellence C-SEB Faculty of Human Sciences > Department Psychologie
Subjects:	Psychology
Uncontrolled Keywords:	Keywords Language SOCIAL VALUES ANALYSIS; REGULATORY FOCUS; SELF; CHOICES; EXPERIENCES; EMPATHY; SEARCH; MATTER; WOULD; RISK Multiple languages Psychology, Social Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/13484