Organizational Behavior Seminar
Graduate School of Business, Stanford University, Palo Alto, CA,
April 2, 2014, 12 p.m. - 1:15 p.m.
Invited Symposium, Association for Psychological Science
Berkeley CA, May 23, 2014
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Habits of Virtue and Norms of Prosociality
UCF Behavioral Ethics Workshop, University of Central Florida
Orlando, FL, Feb 28, 2014
Economics Micro Theory Lunch
Yale University, New Haven, CT
March 4, 2014, 12 p.m. - 1 p.m.
Intuitive Cooperation and Habits of Virtue
NIH Intramural Research Program
Bethesda, MD, Jan 24, 2014
Spontaneous Giving and Calculated Greed: the Automatic Psychology of Cooperation
Psychology Colloquium, Smith College
Northampton, MA, Feb 6, 2014
Society for Personality and Social Psychology (Symposium E-9)
Austin, TX, Feb 15, 2014
Why do we often cooperate with strangers, and why do cooperation rates differ across cultures? An answer comes from the Social Heuristics Hypothesis: people automatize strategies that are successful in daily social interaction. If people primarily interact in environments where cooperation is advantageous (due to effective "rules of the game"), they adopt cooperation as their default behavior more generally. Here we experimentally demonstrate such spillovers. First, we immerse subjects in environments that do or do not support cooperation using repeated Prisoner's Dilemmas. Afterwards, we measure their intrinsic motivations to cooperate in one-shot games. Subjects from environments that support cooperation are more prosocial with strangers, more likely to punish selfishness, and more generally trusting. Furthermore, we show that this effect is driven by subjects who use heuristics. Our findings provide direct evidence that strategies from repeated interactions spill over into one-shot settings, and shed light on the origins of cooperative intuitions.