Paper #1028

Title:

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

Authors:

Gert Cornelissen, Siegfried Dewitte and Luk Warlop

Date:

April 2007

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.

Keywords:

Dictator game; social dilemma; decision-making; two stage model; social value orientation, interpersonal closeness

JEL codes:

C91, D81

Area of Research:

Behavioral and Experimental Economics

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