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Signaling emotion and reason in cooperation

Journal

Journal of Experimental Psychology: General

Subject

Marketing

Publishing details

Journal of Experimental Psychology: General 2018 Vol 147:5 p 702-719

Authors / Editors

Levine EE;Barasch A;Rand D;Berman JZ;Small DA

Biographies

Jonathan Berman

Publication Year

2018

Abstract

We explore the signal value of emotion and reason in human cooperation. Across four experiments utilizing dyadic prisoner dilemma games, we establish three central results. First, individuals infer prosocial feelings and motivations from signals of emotion. As a result, individuals believe that a reliance on emotion signals that one will cooperate more so than a reliance on reason. Second, these beliefs are generally accurate—those who act based on emotion are more likely to cooperate than those who act based on reason. Third, individuals’ behavioral responses towards signals of emotion and reason depends on their own decision mode: those who rely on emotion tend to conditionally cooperate (that is, cooperate only when they believe that their partner has cooperated), whereas those who rely on reason tend to defect regardless of their partner’s signal. These findings shed light on how different decision processes, and lay theories about decision processes, facilitate and impede cooperation.

Keywords

Cooperation; Emotion; Reason; Altruism; Signaling; Prisoner’s dilemma

Available on ECCH

No


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