The present research examined how construal level and social motivation interact in influencing individuals' behavior in social decision making settings. Consistent with recent work on psychological distance and value-behavior correspondence (Eyal, Sagristano, Trope, Liberman, & Chaiken, 2009), it was predicted that under high construal level individuals' behavior is based on the social motivation they endorsed, no matter whether pro-social or pro-self. Two experiments involving ultimatum game (Experiment 1) and face to face negotiation (Experiment 2) supported the " increased value-behavior correspondence" hypothesis by showing that pro-socials were more cooperative and pro-selves were more competitive under high rather than low construal level. Implications for research on social decision making and psychological distance are discussed.
- Construal level
- Integrative negotiation
- Value-behavior correspondence
ASJC Scopus subject areas
- Social Psychology
- Sociology and Political Science