Impression formation and cooperative behavior

✍ Scribed by Ellen N. M. De Bruin; Paul A. M. Van Lange

• Book ID: 101276831
• Publisher: John Wiley and Sons
• Year: 1999
• Tongue: English
• Weight: 189 KB
• Volume: 29
• Category: Article
• ISSN: 0046-2772
• DOI: 10.1002/(sici)1099-0992(199903/05)29:2/3<305::aid-ejsp929>3.0.co;2-r

✦ Synopsis

Two studies investigated how behavioral information about the morality or intelligence of another person in¯uences impressions, expectations of cooperative behavior, and own cooperation in a mixed-motive interdependence situation. Consistent with the moralityimportance hypothesis, results revealed that morality information in¯uenced impressions, expectations of other's cooperative behavior, as well as own cooperation more strongly than intelligence information, and led to greater con®dence in expectations and better recall. Consistent with the negativity eect hypothesis, negative information about morality and intelligence had more impact on impressions and interactionrelevant measures than positive information. An additional ®nding was that people overall expected more cooperation from others than they were willing to display themselves, and that this dierence was especially pronounced for unintelligent and moral targets. Explanations and implications are discussed from a behavioral-adaptive perspective on impression formation.