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Expect the Worst! Expectations and Social Interactive Decision Making.

Cinzia Giorgetta1, Alessandro Grecucci1,2, Michele Graffeo1

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Summary
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Expectations significantly influence social decisions. Participants rejected unfair offers more when expecting fairness and allocated more resources to those perceived as fair, demonstrating expectations shape social interactions.

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Area of Science:

  • Social Psychology
  • Behavioral Economics
  • Decision Making

Background:

  • Psychological studies confirm expectations impact choice behavior.
  • The specific role of expectations in social decision-making remains underexplored.
  • Understanding how expectations shape interactions with others is crucial.

Purpose of the Study:

  • To investigate the influence of expectations on decision-making in social interactions.
  • To examine how expectations affect initial interactions and subsequent ones with the same partners.
  • To determine if expectations serve as a reference point for social behavior.

Main Methods:

  • 38 participants played the Ultimatum Game (UG) as responders.
  • Participants were primed with expectations of interacting with either fair or unfair proposers.
  • Following the UG, participants played the Dictator Game (DG) as allocators with the same partners.

Main Results:

  • Expectations significantly affected UG decisions; unfair offers were rejected more often in the high expectation condition.
  • Expectation effects persisted into the DG, with participants allocating more resources to those from the high expectation group.
  • Participants rewarded positive violations (equal offers from expected unfair partners) and forgave negative violations.

Conclusions:

  • Expectations act as a behavioral reference point in social decision-making.
  • Expectation effects are evident within subjects and carry over to subsequent interactions.
  • Both anticipated behavior and experienced violations influence future allocation decisions.