Social utility and decision making in interpersonal contexts
Bibliographic Data
| ID | 6201153 |
|---|---|
| Authors | G Loewenstein (0000-0003-2790-0474, University of Chicago), George F Loewenstein, Leigh Thompson (0000-0001-6593-550X, University of Washington), Max H Bazerman (0000-0002-7009-3340, Northwestern University) |
| Year | 1989 |
| Volume | 57 |
| Issue | 3 |
| Pages | 426-441 |
| Publication date | 1989-09-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.57.3.426 |
| OpenAlex | W2109954531 |
| Language | EN |
| Citations received | 221 |
| References cited | 14 |
Three studies examined preferences for outcomes to self and a codisputant. Studies I and 2 estimated social utility functions from judgments of with alternative outcomes. Comparing functional forms, we found that a utility function, including terms for own payoff and for positive and negative discrepancies between the parties' payoffs (advantageous and disadvantageous inequality), provides a close fit to the data. The typical utility function is steeply increasing and convex for disadvantageous inequality and weakly declining and convex for advantageous inequality. We manipulated dispute type (personal, business) and disputant relationship (positive, neutral, or negative) and found that both strongly influence preferences for advantageous but not disadvantageous inequality. A third study contrasted implications of the social utility functions with predictions of individual utility theories. People care about the outcomes of others. We sacrifice our own interests to help loved ones or harm adversaries. Participants withdraw from profitable participation in a laboratory experiment if they perceive inequity in remuneration (Schmitt & Marweli, 1972). Players in two-person ultimatum games (in which one player proposes a distribution of a fixed amount of money that the other has the option of either accepting or rejecting) frequently reject a positive but inequitable offer even though the alternative is no gain at all (Guth, Schmittberger, & Schwarze, 1982). Negotiations between parties often collapse when one party becomes incensed with the other and attempts to maximize his opponent's displeasure rather than his own satisfaction (scigel & Fouraker, 1960, p. 100). In general, disputants are concerned not only with the outcomes they receive, but also with the outcomes of their opponents (Pruitt & Rubin, 1986)
Interpersonal communication · Interpersonal interaction · Interpersonal relationship · Perception · Social approval · Social decision making · Social perception · Decision-Making and Behavioral Economics · Experimental Behavioral Economics Studies · Psychology · Social and Intergroup Psychology · Social Psychology
Too good to be true
Assessment of Community-based Natural Resource Management in the Savannas Using the Capacity Continuum - Multiple Drivers Model
Explaining Bargaining Impasse
Social norm modulates the enhancement effect of behavioral visibility on altruistic preference
The Language of Coalition Formation in Online Multiparty Negotiations
Social status and personality traits
Outpacing Others
Are integrative or distributive outcomes more satisfactory? The effects of interest‐based versus value‐based issues on negotiator satisfaction
A Theory of Fairness, Competition, and Cooperation
Motivational factors in decision theories
The preference for distributed helping
Costly fairness in children is influenced by who is watching
An experimental test of a game-theoretical model of reciprocity
“Economic man” in cross-cultural perspective
Social Justice
Social Conflict
Negotiation
Parallel and Divergent Predictors of Objective and Subjective Value in Negotiation
Projection Bias in Predicting Future Utility
The four elementary forms of sociality
Public goods experiments without confidentiality
Why prosocials exhibit greater cooperation than proselfs
What you don’t know won’t hurt me
Self-serving altruism? The lure of unethical actions that benefit others
A theory of reciprocity
Neuronal Reward and Decision Signals
Fair Market Ideology
Goals as Reference Points
Building a More Mobile America—One Income Quintile at a Time
Social identity and preferences over redistribution
More than thirty years of ultimatum bargaining experiments
Social Discounting
Social Value Orientation
Justice sensitivity and distributive decisions in experimental games
“I had so much it didn’t seem fair”
Moral Outrage Mediates the Dampening Effect of System Justification on Support for Redistributive Social Policies
The ontogeny of fairness in seven societies
Erc
Which Beliefs Matter for Redistributive Politics? Target-Specific versus General Beliefs About the Causes of Income
Empirical social choice
The Friendly Taking Effect
Multiple reference points in satisfaction and fairness assessment
Anticipated Regret and Time Perspective
The effect of negative energy news on social trust and helping behavior
Inequity aversion, mandates, and the provision of threshold public goods
Neuroeconomics
How social context modulates the roles of fairness, reciprocity, and empathy on advantageous inequity aversion
Group Formation and the Evolution of Human Social Organization
The influence of friendship on children's fairness concerns in three societies
Negotiating in Distributive Bargaining Scenarios
Decision frames and the social utility of negotiation outcomes
Children’s distributive justice behavior probably not matching their understanding
Social rejection influences prosocial sharing decision-making in inequality contexts
How, when and why do negotiators use reference points? A qualitative interview study with negotiation practitioners
Agents at the Table
The Meaning of Intuition for the Negotiation Process and Outcome
Abstract concepts and simulated competition
Preferences, goals and implications for paternalism
Natural interviewing equilibria in matching settings
Hold-up induced by demand for fairness
Children in the United States and Peru Pay to Correct Gender-Based Inequality
What Does Deliberate Ignorance Reveal to Us About Human Psychology
Self‐interest or joint welfare? Person and situation factors in interpersonal decisions about time
When the Going Gets Tough
Nonhuman Species’ Reactions to Inequity and their Implications for Fairness
Being Perceived as a Vital Force or a Burden
Disentangling the factors behind shifting voting intentions
Expectations and social decision-making
Social Media Goes to the Movies
Conditional Contributions and Public Good Provision
Individuals' social preferences in joint activity location choice
Group over need
When Getting Something Good is Bad
Consumer inequality aversion and risk preferences in community supported agriculture
Identifying Utility-Maximizing and Equilibrium Coalitions of Political Parties in Government Formation Processes Using a Visualization Approach
Effort and Fairness in Bargaining Games
Subjective relative income and lottery ticket purchases
Grade expectations
Arbitrary social comparison, malicious envy, and generosity
When the means justify the ends
Subjective randomization in one‐and two‐person games
Double Reference Points
Profit maximization versus disadvantageous inequality
On Sharing Benefits Created by Costly Help
Choosing for others increases the value of comparative utility
The Hidden Cost of Insurance on Cooperation
Leaving with something
Initial perceptions in negotiations
Changes in Negative Reciprocity as a Function of Age
Competition for Power and Altruism
Group size and agency level as predictors of social preference in organizations
Lost in Translation
Chapter 23 Strong reciprocity and the welfare state
Attitudes to Income Inequality
Negotiation behavior and outcomes
The Importance of Others' Welfare in Evaluating Bargaining Outcomes
Rational and Empirical Play in the Simple Hot Potato Game
Evaluating outcomes by means of the fair process effect
Too much experience
Egocentric empathy gaps between owners and buyers
The art and science of negotiation
Bargaining and group decision making
A model of egoistical relative deprivation.
An experimental analysis of ultimatum bargaining
The Social Psychology of Groups
The psychology of interpersonal relations.
Inequity In Social Exchange
Estimating social and nonsocial utility functions from ordinal data
Regret Theory
Withdrawal and reward reallocation as responses to inequity
The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation
A Theory of Social Comparison Processes
Interpersonal attraction in exchange and communal relationships
Towards an understanding of inequity
| Unique citing works | 221 |
|---|---|
| Citations per year | 6,14 |
| Citation span | 1990 - 2026 (37) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 209 |