Willing and able to reciprocate: Cognitive and motivational processes underlying positive and negative reciprocity
Abstract
Reciprocal exchange is a universal social phenomenon (Gouldner, 1960), but the psychological processes underlying reciprocity remain relatively untested. I hypothesized that a distinct pattern of cognition and motivation drives the return of positive (positive reciprocity) and negative (negative reciprocity) behaviors. Specifically, I predicted that positive reciprocity would be most likely to occur when individuals have both the cognitive resources to engage in effortful processing and the motivation to behave prosocially, and that negative reciprocity would be most likely when individuals respond automatically and lack prosocial motivation (specifically, agreeableness and empathy). Three studies were employed to test these hypotheses. Study 1 employed a cognitive load manipulation, and Studies 2 and 3 measured and manipulate, respectively, elaborative thought. There was some support for the role of prosocial motivation in reciprocity, but hypotheses concerning effortful cognition were not supported. Alternative explanations are discussed.
Degree
Ph.D.
Advisors
Graziano, Purdue University.
Subject Area
Social psychology|Personality psychology
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