Universität zu Köln

Zuern, Michael and Strack, Fritz (2017). When More Is Better - Consumption Priming Decreases Responders' Rejections in the Ultimatum Game. Front. Psychol., 8. LAUSANNE: FRONTIERS MEDIA SA. ISSN 1664-1078

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Abstract

During the past decades, economic theories of rational choice have been exposed to outcomes that were severe challenges to their claim of universal validity. For example, traditional theories cannot account for refusals to cooperate if cooperation would result in higher payoffs. A prominent illustration are responders' rejections of positive but unequal payoffs in the Ultimatum Game. To accommodate this anomaly in a rational framework one needs to assume both a preference for higher payoffs and a preference for equal payoffs. The current set of studies shows that the relative weight of these preference components depends on external conditions and that consumption priming may decrease responders' rejections of unequal payoffs. Specifically, we demonstrate that increasing the accessibility of consumption-related information accentuates the preference for higher payoffs. Furthermore, consumption priming increased responders' reaction times for unequal payoffs which suggests an increased conflict between both preference components. While these results may also be integrated into existing social preference models, we try to identify some basic psychological processes underlying economic decision making. Going beyond the Ultimatum Game, we propose that a distinction between comparative and deductive evaluations may provide a more general framework to account for various anomalies in behavioral economics.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Zuern, Michael UNSPECIFIED UNSPECIFIED UNSPECIFIED Strack, Fritz UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-207736
DOI:	10.3389/fpsyg.2017.02226
Journal or Publication Title:	Front. Psychol.
Volume:	8
Date:	2017
Publisher:	FRONTIERS MEDIA SA
Place of Publication:	LAUSANNE
ISSN:	1664-1078
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language FAIRNESS; INFORMATION; PERSPECTIVE; RECIPROCITY; CHOICES; TRUST; TIMES; SLOW Multiple languages Psychology, Multidisciplinary Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/20773