Social value orientation as a moral intuition: Decision-making in the dictator game

Cornelissen, Gert; Dewitte, Siegfried; Warlop, Luk

Social value orientation as a moral intuition: Decision-making in the dictator game

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Cornelissen, G, Dewitte, S, Warlop, L. Social value orientation as a moral intuition: Decision-making in the dictator game. 2007. handle: http://hdl.handle.net/10230/416

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Abstract

We studied the decision making process in the Dictator Game and showed that decisions are the result of a two-step process. In a first step, decision makers generate an automatic, intuitive proposal. Given sufficient motivation and cognitive resources, they adjust this in a second, more deliberated phase. In line with the social intuitionist model, we show that one s Social Value Orientation determines intuitive choice tendencies in the first step, and that this effect is mediated by the dictator s perceived interpersonal closeness with the receiver. Self-interested concerns subsequently lead to a reduction of donation size in step 2. Finally, we show that increasing interpersonal closeness can promote pro-social decision-making.