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Shaping Cooperation Behavior: The Role of Accessibility Experiences

Müller, Patrick A. and Greifeneder, Rainer and Stahlberg, Dagmar and Van den Bos, Kees and Bless, Herbert. (2010) Shaping Cooperation Behavior: The Role of Accessibility Experiences. European Journal of Social Psychology, 40 (1). pp. 178-187.

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Official URL: http://edoc.unibas.ch/48792/

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Abstract

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.
Faculties and Departments:07 Faculty of Psychology > Departement Psychologie > Forschungsbereich Sozial-, Wirtschafts- und Entscheidungspsychologie > Sozialpsychologie (Greifeneder)
UniBasel Contributors:Greifeneder, Rainer
Item Type:Article, refereed
Article Subtype:Research Article
Publisher:Wiley
ISSN:0046-2772
e-ISSN:1099-0992
Note:Publication type according to Uni Basel Research Database: Journal article -- This is the peer reviewed version of the following article: Müller, Patrick A. and Greifeneder, Rainer and Stahlberg, Dagmar and Van den Bos, Kees and Bless, Herbert. (2010) Shaping Cooperation Behavior: The Role of Accessibility Experiences. European Journal of Social Psychology, 40 (1). pp, which has been published in final form at [see DOI]. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Self-Archiving.
Language:English
Identification Number:
Last Modified:06 Apr 2018 09:29
Deposited On:20 Apr 2017 06:54

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