E pluribus unum
Uncertainty enhances the preference for narcissistic leaders
Barbora Nevicka et al.
European Journal of Social Psychology, forthcoming
Abstract:
Narcissistic leaders present us with an interesting paradox, because they have positive as well as negative characteristics. As such, we argue that the nature of the context determines how suitable narcissists are perceived to be as leaders. Here we propose that a specific contextual factor, that is, uncertainty, increases the preference for narcissists as leaders. As an initial test of this prediction, the first study showed that narcissistic characteristics were evaluated as more desirable in a leader in an uncertain context rather than a certain context. In Studies 2 and 3, we further hypothesized and found that high narcissists are chosen as leaders more often than low narcissists, especially in uncertain (rather than certain) contexts. In all of the studies, individuals were shown to be aware of the negative features of narcissistic leaders, such as arrogance and exploitativeness, but chose them as leaders in times of uncertainty, regardless. Thus, a narcissistic leader is perceived as someone who can help reduce individual uncertainty. These results reveal the importance of contextual uncertainty in understanding the allure of narcissistic leaders.
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A Putative Human Pheromone, Androstadienone, Increases Cooperation between Men
Paavo Huoviala & Markus Rantala
PLoS ONE, May 2013
Abstract:
Androstadienone, a component of male sweat, has been suggested to function as a human pheromone, an airborne chemical signal causing specific responses in conspecifics. In earlier studies androstadienone has been reported to increase attraction, affect subjects' mood, cortisol levels and activate brain areas linked to social cognition, among other effects. However, the existing psychological evidence is still relatively scarce, especially regarding androstadienone's effects on male behaviour. The purpose of this study was to look for possible behavioural effects in male subjects by combining two previously distinct branches of research: human pheromone research and behavioural game theory of experimental economics. Forty male subjects participated in a mixed-model, double-blind, placebo-controlled experiment. The participants were exposed to either androstadienone or a control stimulus, and participated in ultimatum and dictator games, decision making tasks commonly used to measure cooperation and generosity quantitatively. Furthermore, we measured participants' salivary cortisol and testosterone levels during the experiment. Salivary testosterone levels were found to positively correlate with cooperative behaviour. After controlling for the effects of participants' baseline testosterone levels, androstadienone was found to increase cooperative behaviour in the decision making tasks. To our knowledge, this is the first study to show that androstadienone directly affects behaviour in human males.
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Creatures of the night: Chronotypes and the Dark Triad traits
Peter Jonason, Amy Jones & Minna Lyons
Personality and Individual Differences, forthcoming
Abstract:
In this study (N = 263) we provide a basic test of a niche-specialization hypothesis of the Dark Triad (i.e., narcissism, psychopathy, and Machiavellianism). We propose that in order to best enact a "cheater strategy" those high on the Dark Triad traits should have optimal cognitive performance and, thus, have a night-time chronotype. Such a disposition will take advantage of the low light, the limited monitoring, and the lessened cognitive processing of morning-type people. The Dark Triad composite was correlated with an eveningness disposition. This link worked through links with the "darker" aspects of the Dark Triad (i.e., Machiavellianism, secondary psychopathy, and exploitive narcissism); correlations that were invariant across the sexes. While we replicated sex differences in the Dark Triad, we failed to replicate sex differences in chronotype, suggesting eveningness may not be a sexually selected trait as some have argued but is a trait under natural selective pressures to enable effective exploitations of conspecifics by both sexes.
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The Economic Returns to Social Interaction: Experimental Evidence from Microfinance
Benjamin Feigenberg, Erica Field & Rohini Pande
Review of Economic Studies, forthcoming
Abstract:
Microfinance clients were randomly assigned to repayment groups that met either weekly or monthly during their first loan cycle, and then graduated to identical meeting frequency for their second loan. Long-run survey data and a follow-up public goods experiment reveal that clients initially assigned to weekly groups interact more often and exhibit a higher willingness to pool risk with group members from their first loan cycle nearly two years after the experiment. They were also three times less likely to default on their second loan. Evidence from an additional treatment arm shows that, holding meeting frequency fixed, the pattern is insensitive to repayment frequency during the first loan cycle. Taken together, these findings constitute the first experimental evidence on the economic returns to social interaction, and provide an alternative explanation for the success of the group lending model in reducing default risk.
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The Digital Evolution of Occupy Wall Street
Michael Conover et al.
PLoS ONE, May 2013
Abstract:
We examine the temporal evolution of digital communication activity relating to the American anti-capitalist movement Occupy Wall Street. Using a high-volume sample from the microblogging site Twitter, we investigate changes in Occupy participant engagement, interests, and social connectivity over a fifteen month period starting three months prior to the movement's first protest action. The results of this analysis indicate that, on Twitter, the Occupy movement tended to elicit participation from a set of highly interconnected users with pre-existing interests in domestic politics and foreign social movements. These users, while highly vocal in the months immediately following the birth of the movement, appear to have lost interest in Occupy related communication over the remainder of the study period.
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A Different Perspective: The Multiple Effects of Deep Level Diversity on Group Creativity
Sarah Harvey
Journal of Experimental Social Psychology, forthcoming
Abstract:
Although generally accepted in the literature on group diversity, the view that groups can improve their creativity by drawing on the diverse perspectives of group members has received surprisingly limited examination or empirical support. This paper considers the role of deep level diversity in group creativity, highlighting that while deep diversity may improve divergent processes in groups, it may also hamper groups' ability to converge around creative ideas. Two experimental studies demonstrate that deep level diversity leads to less creatively elaborated and integrated ideas. In addition, the studies revealed that when groups must converge around a single output, the challenges of deep level diversity outweigh the benefits of divergent idea generation. A detailed analysis of the interactions of 27 groups finds that this effect occurs because deep diversity changes a group's creative process. This study contributes to our understanding of the creative process in groups with detailed analysis of video-taped group interactions. It challenges the assumed advantages of deep level diversity to group creativity, and suggests that the brainstorming process that groups are typically advised to use to promote creativity may not be the best way to develop creative final output.
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Good Things Come to Those Who Wait: Late First Offers Facilitate Creative Agreements in Negotiation
Marwan Sinaceur et al.
Personality and Social Psychology Bulletin, June 2013, Pages 814-825
Abstract:
Although previous research has shown that making the first offer leads to a distributive advantage in negotiations, the current research explored how the timing of first offers affects the creativity of negotiation agreements. We hypothesized that making the first offer later rather than earlier in the negotiation would facilitate the discovery of creative agreements that better meet the parties' underlying interests. Experiment 1 demonstrated that compared with early first offers, late first offers facilitated creative agreements that better met the parties' underlying interests. Experiments 2a and 2b controlled for the duration of the negotiation and conceptually replicated this effect. The last two studies also demonstrated that the beneficial effect of late first offers was mediated by greater information exchange. Thus, negotiators need to consider the timing of first offers to fully capitalize on the first offer advantage. Implications for our understanding of creativity, motivated information exchange, and timing in negotiations are discussed.
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To Conform or Not to Conform: Spontaneous Conformity Diminishes the Sensitivity to Monetary Outcomes
Rongjun Yu & Sai Sun
PLoS ONE, May 2013
Abstract:
When people have different opinions in a group, they often adjust their own attitudes and behaviors to match the group opinion, known as social conformity. The affiliation account of normative conformity states that people conform to norms in order to ‘fit in', whereas the accuracy account of informative conformity posits that the motive to learn from others produces herding. Here, we test another possibility that following the crowd reduces the experienced negative emotion when the group decision turns out to be a bad one. Using event related potential (ERP) combined with a novel group gambling task, we found that participants were more likely to choose the option that was predominately chosen by other players in previous trials, although there was little explicit normative pressure at the decision stage and group choices were not informative. When individuals' choices were different from others, the feedback related negativity (FRN), an ERP component sensitive to losses and errors, was enhanced, suggesting that being independent is aversive. At the outcome stage, the losses minus wins FRN effect was significantly reduced following conformity choices than following independent choices. Analyses of the P300 revealed similar patterns both in the response and outcome period. Our study suggests that social conformity serves as an emotional buffer that protects individuals from experiencing strong negative emotion when the outcomes are bad.
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Cooperation during cultural group formation promotes trust towards members of out-groups
Xiaofei Sophia Pan & Daniel Houser
Proceedings of the Royal Society: Biological Sciences, 7 July 2013
Abstract:
People often cooperate with members of their own group, and discriminate against members of other groups. Previous research establishes that cultural groups can form endogenously, and that these groups demonstrate in-group favouritism. Given the presence of cultural groups, the previous literature argues that cultural evolution selects for groups that exhibit parochial altruism. The source of initial variation in these traits, however, remains uninformed. We show here that a group's economic production environment may substantially influence parochial tendencies, with groups formed around more cooperative production (CP) displaying less parochialism than groups formed around more independent production (IP) processes. Participants randomized into CP and IP production tasks formed cultural groups, and subsequently played hidden-action trust games with in-group and out-group trustees. We found CP to be associated with significantly greater sharing and exchanging behaviours than IP. In trust games, significant parochial altruism (in-group favouritism combined with out-group discrimination) was displayed by members of IP groups. By contrast, members of CP groups did not engage in either in-group favouritism or out-group discrimination. Further, we found the absence of out-group discrimination in CP to persist even following ‘betrayal'. Finally, belief data suggest that members of CP are not more intrinsically generous than IP members, but rather more likely to believe that out-group trustees will positively reciprocate. Our results have important implications for anyone interested in building cooperative teams, and shed new light on connections between culture and cooperation.
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Bart de Vos et al.
Personality and Social Psychology Bulletin, forthcoming
Abstract:
The communication of group-based anger in intergroup conflict is often associated with destructive conflict behavior. However, we show that communicating group-based anger toward the out-group can evoke empathy and thus reduce intergroup conflict. This is because it stresses the value of maintaining a positive long-term intergroup relationship, thereby increasing understanding for the situation (in contrast to the communication of the closely related emotion of contempt). Three experiments demonstrate that the communication of group-based anger indeed reduces destructive conflict intentions compared with (a) a control condition (Experiments 1-2), (b) the communication of group-based contempt (Experiment 2), and (c) the communication of a combination of group-based anger and contempt (Experiments 2-3). Moreover, results from all three experiments reveal that empathy mediated the positive effect of communicating "pure" group-based anger. We discuss the implications of these findings for the theory and practice of communicating emotions in intergroup conflicts.
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No trust on the left side: Hemifacial asymmetries for trustworthiness and emotional expressions
Matia Okubo, Kenta Ishikawa & Akihiro Kobayashi
Brain and Cognition, July 2013, Pages 181-186
Abstract:
People can discriminate cheaters from cooperators by their appearance. However, successful cheater detection can be thwarted by a posed smile, which cheaters display with greater emotional intensity than cooperators. The present study investigated the underlying neural and cognitive mechanisms of a posed smile, which cheaters use to conceal their anti-social attitude, in terms of hemifacial asymmetries of emotional expressions. Raters (50 women and 50 men) performed trustworthiness judgments on composite faces of cheaters and cooperators, operationally defined by the number of deceptions in an economic game. The left-left composites of cheaters were judged to be more trustworthy than the right-right composites when the models posed a happy expression. This left-hemiface advantage for the happy expression was not observed for cooperators. In addition, the left-hemiface advantage of cheaters disappeared for the angry expression. These results suggest that cheaters used the left hemiface, which is connected to the emotional side of the brain (i.e., the right hemisphere), more effectively than the right hemiface to conceal their anti-social attitude.
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Low-ball and compliance: Commitment even if the request is a deviant one
Nicolas Guéguen & Alexandre Pascual
Social Influence, forthcoming
Abstract:
Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly. However, the effect of this technique on more problematic and costly requests remained in question. In two experimental field studies, a request was made to participants and, after agreeing, they were informed that the request referred to deviant behaviors. Results showed that the low-ball technique remained effective with both men and women. The theoretical power of commitment is discussed to explain these results.
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The value of a smile: Facial expression affects ultimatum-game responses
Patrick Mussel, Anja Göritz & Johannes Hewig
Judgment and Decision Making, May 2013, Pages 381-385
Abstract:
In social interaction, the facial expression of an opponent contains information that may influence the interaction. We asked whether facial expression affects decision-making in the ultimatum game. In this two-person game, the proposer divides a sum of money into two parts, one for each player, and then the responder decides whether to accept the or reject it. Rejection means that neither player gets any money. Results of a large-sample study support our hypothesis that offers from proposers with a smiling facial expression are more often accepted, compared to a neutral facial expression. Moreover, we found lower acceptance rates for offers from proposers with an angry facial expression.
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Sidestepping awkward encounters: Avoidance as a response to outperformance-related discomfort
Julie Juola Exline, Anne Zell & Marci Lobel
Journal of Applied Social Psychology, April 2013, Pages 706-720
Abstract:
When people believe that their higher performance poses a threat to another person, they may experience discomfort or concern that has been termed Sensitivity to being the Target of a Threatening Upward Comparison (STTUC). One way to reduce STTUC discomfort might be to avoid contact with the outperformed person, a possibility examined in three studies of undergraduates. In laboratory contexts, STTUC discomfort predicted reluctance to meet an outperformed peer (Study 1) and preference for a different partner in future competitions (Study 2). In Study 3, which focused on naturalistic outperformance situations, STTUC distress again predicted avoidance. Additionally, avoidance of contact predicted less satisfaction with outcomes, especially in relationships where people knew each other well.
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Cooperation creates selection for tactical deception
Luke McNally & Andrew Jackson
Proceedings of the Royal Society: Biological Sciences, 7 July 2013
Abstract:
Conditional social behaviours such as partner choice and reciprocity are held to be key mechanisms facilitating the evolution of cooperation, particularly in humans. Although how these mechanisms select for cooperation has been explored extensively, their potential to select simultaneously for complex cheating strategies has been largely overlooked. Tactical deception, the misrepresentation of the state of the world to another individual, may allow cheaters to exploit conditional cooperation by tactically misrepresenting their past actions and/or current intentions. Here we first use a simple game-theoretic model to show that the evolution of cooperation can create selection pressures favouring the evolution of tactical deception. This effect is driven by deception weakening cheater detection in conditional cooperators, allowing tactical deceivers to elicit cooperation at lower costs, while simple cheats are recognized and discriminated against. We then provide support for our theoretical predictions using a comparative analysis of deception across primate species. Our results suggest that the evolution of conditional strategies may, in addition to promoting cooperation, select for astute cheating and associated psychological abilities. Ultimately, our ability to convincingly lie to each other may have evolved as a direct result of our cooperative nature.
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Cognitive load causes people to react ineffectively to others' norm transgressions
Anabel Fonseca et al.
Journal of Applied Social Psychology, forthcoming
Abstract:
We examined whether cognitive resources are necessary to react effectively to norm transgressions of others. In Study 1, we showed that a polite verbal expression of disapproval was the most effective form of social control because perpetrators were least likely to engage in the same norm transgression again in the future. In Study 2, we manipulated cognitive load and asked participants how they would react when witnessing different uncivil behaviors. Compared to participants in the cognitive load condition, participants in the control condition were more likely to use effective forms of social control and less likely to use ineffective forms of social control. The findings are integrated with recent theorizing about normative pressures and people's reactions to deviance.
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Do humans really punish altruistically? A closer look
Eric Pedersen, Robert Kurzban & Michael McCullough
Proceedings of the Royal Society: Biological Sciences, 7 May 2013
Abstract:
Some researchers have proposed that natural selection has given rise in humans to one or more adaptations for altruistically punishing on behalf of other individuals who have been treated unfairly, even when the punisher has no chance of benefiting via reciprocity or benefits to kin. However, empirical support for the altruistic punishment hypothesis depends on results from experiments that are vulnerable to potentially important experimental artefacts. Here, we searched for evidence of altruistic punishment in an experiment that precluded these artefacts. In so doing, we found that victims of unfairness punished transgressors, whereas witnesses of unfairness did not. Furthermore, witnesses' emotional reactions to unfairness were characterized by envy of the unfair individual's selfish gains rather than by moralistic anger towards the unfair behaviour. In a second experiment run independently in two separate samples, we found that previous evidence for altruistic punishment plausibly resulted from affective forecasting error - that is, limitations on humans' abilities to accurately simulate how they would feel in hypothetical situations. Together, these findings suggest that the case for altruistic punishment in humans - a view that has gained increasing attention in the biological and social sciences - has been overstated.
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Collective action and the detrimental side of punishment
Shade Shutters
Evolutionary Psychology, April 2013, Pages 327-346
Abstract:
Cooperative behavior is the subject of intense study in a wide range of scientific fields, yet its evolutionary origins remain largely unexplained. A leading explanation of cooperation is the mechanism of altruistic punishment, where individuals pay to punish others but receive no material benefit in return. Experiments have shown such punishment can induce cooperative outcomes in social dilemmas, though sometimes at the cost of reduced social welfare. However, experiments typically examine the effects of punishing low contributors without allowing others in the environment to respond. Thus, the full ramifications of punishment may not be well understood. Here, I use evolutionary simulations of agents playing a continuous prisoners dilemma to study behavior subsequent to an act of punishment, and how that subsequent behavior affects the efficiency of payoffs. Different network configurations are used to better understand the relative effects of social structure and individual strategies. Results show that when agents can either retaliate against their punisher, or punish those who ignore cheaters, the cooperative effects of punishment are reduced or eliminated. The magnitude of this effect is dependent on the density of the network in which the population is embedded. Overall, results suggest that a better understanding of the aftereffects of punishment is needed to assess the relationship between punishment and cooperative outcomes.