Details

Autor(en) / Beteiligte

• Müller, Patrick A.
• Greifeneder, Rainer
• Stahlberg, Dagmar
• van den Bos, Kees
• Bless, Herbert

Titel

Shaping cooperation behavior: The role of accessibility experiences and uncertainty

Ist Teil von

• European journal of social psychology, 2010-02, Vol.40 (1), p.178-187

Ort / Verlag

Chichester, UK: John Wiley & Sons, Ltd

Erscheinungsjahr

2010

Quelle

Psychology & Behavioral Sciences Collection

Beschreibungen/Notizen

• The present research investigates the influence on cooperative behavior of accessibility experiences associated with the retrieval of fairness‐relevant information from memory. We argue that the decision whether to cooperate in negotiations depends not only on information about the appropriateness of the negotiation procedure, but also on the experience of how difficult or easy it is to come up with this information. Supporting this hypothesis, it is shown that in the context of a bargaining experiment, participants' experiences of ease or difficulty in retrieving unfair aspects of the respective negotiation procedure strongly influence their cooperation behavior. In addition, we hypothesize and empirically substantiate that the influence of accessibility experiences on cooperation behavior occurs particularly in situations of certainty salience. Implications for future research on cooperation and on accessibility experiences are discussed. Copyright © 2009 John Wiley & Sons, Ltd.