Mortality salience increases personal relevance of the norm of reciprocity

Psychological Reports

Volumn 111, Issue 2, 2012, Pages 565-574

  Schindler, Simon ^a   Reinhard, Marc André ^a   Stahlberg, Dagmar ^a  

^a UNIVERSITY OF MANNHEIM   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

ADOLESCENT; ADULT; AFFECT; ARTICLE; ETHICS; FEMALE; HUMAN; HUMAN RELATION; MALE; MIDDLE AGED; PSYCHOLOGIC TEST; SOCIAL BEHAVIOR; SOCIAL PSYCHOLOGY;

ADOLESCENT; ADULT; AFFECT; FEMALE; HUMANS; INTERPERSONAL RELATIONS; MALE; MIDDLE AGED; PSYCHOLOGICAL TESTS; SOCIAL BEHAVIOR; SOCIAL VALUES; YOUNG ADULT;

EID: 84867787651     PISSN: 00332941     EISSN: 1558691X     Source Type: Journal    
DOI: 10.2466/20.02.21.PR0.111.5.565-574     Document Type: Article

References (39)

1. Arndt, J., Greenberg, J., & Cook, A. (2002) Mortality salience and the spreading activation of worldview-relevant constructs: exploring the cognitive architecture of terror management. Journal of Experimental Psychology: General, 131, 307-324. DOI:10.1037//0096-3445.131.3.307.
2. Axelrod, R. (1984) The evolution of cooperation. New York: Basic Books.
3. Burke, B. L., Martens, A., & Faucher, E. H. (2010) Two decades of terror management theory: a meta-analysis of mortality salience research. Personality and Social Psychology Review, 14, 155-195. DOI:10.1177/1088868309352321.
4. Castano, E., Yzerbyt, V., Paladino, M-P., & Sacchi, S. (2002) Ibelong, therefore, I exist: ingroup identification, ingroup entitativity, and ingroup bias. Personality and Social Psychology Bulletin, 28, 135-143. DOI:10.1177/0146167202282001.
5. Cialdini, R. B., & Goldstein, N. J. (2004) Social influence: compliance and conformity. Annual Review of Psychology, 55, 591-621. DOI:10.1146/annurev.psych. 55.090902.142015.
6. Cialdini, R. B., Green, B. L., & Rusch, A. J. (1992) When tactical pronouncements of change become real change: the case of reciprocal persuasion. Persuasion Journal of Personality and Social Psychology, 63, 30-40. DOI:10.1037/0022-3514.63.1.30.
7. Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991) A focus theory of normative conduct: a theoretical refinement and reevaluation of the role of norms in human behavior. In L. Berkowitz (Ed.), Advances in experimental social psychology. Vol. 24. San Diego, CA: Academic Press. Pp. 201-234. DOI:10.1016/S0065-2601(08)60330-5.
8. Dechesne, M., Pyszczynski, T., Arndt, J., Ransom, S., Sheldon, K. M., van Knippenberg, A., & Janssen, J. (2003) Literal and symbolic immortality: the effect of evidence of literal immortality on self-esteem striving in response to mortality salience. Journal of Personality and Social Psychology, 84, 722-737.
9. Edlund, J. E., Sagarin, B. J., & Johnson, B. S. (2007) Reciprocity and the belief in a just world. Personality and Individual Differences, 43, 589-596. DOI:10.1016/j.paid. 2007.01.007.
10. Eisenberger, R., Lynch, P., Aselage, J., & Rohdieck, S. (2004) Who takes the most revenge? Individual differences in negative reciprocity norm endorsement. Personality and Social Psychology Bulletin, 30, 787-799. DOI:10.1177/0146167204264047.
11. Fennis, B. M., Janssen, L., & Vohs, K. D. (2009) Acts of benevolence: a limited-resource account of compliance with charitable requests. Journal of Consumer Research, 35, 906-924. DOI:10.1086/593291.
12. Field, A. J. (2004) Altruistically inclined? The behavioural sciences, evolutionary theory, and the origins of reciprocity. Ann Arbor, MI: Univer. of Michigan Press.
13. Fritsche, I., Jonas, E., Kayser, D. N., & Koranyi, N. (2010) Existential threat and compliance with pro-environmental norms. Journal of Environmental Psychology, 30, 67-79. DOI:10.1016/j.jenvp.2009.08.007.
14. Gailliot, M. T., Stillman, T. F., Schmeichel, B. J., Maner, J. K., & Plant, E. A. (2008) Mortality salience increases adherence to salient norms and values. Personality and Social Psychology Bulletin, 34, 993-1003. DOI:10.1177/0146167208316791.
15. Gallucci, M., & Perugini, M. (2000) An experimental test of a game-theoretical model of reciprocity. Journal of Behavioral Decision Making, 13, 367-389. DOI:10.1002/1099-0771(200010/12)13:4 < 367::AID-BDM357 > 3.0.CO;2-9.
16. Goren, H., & Bornstein, G. (1999) Reciprocation and learning in the Intergroup Prisoner's Dilemma Game. In D. V. Budescu, I. Erev, & R. Zwick (Eds.), Games and human behavior: essays in honor of Amnon Rapoport. Mahwah, NJ: Erlbaum. Pp. 299-314.
17. Gouldner, A. (1960) The norm of reciprocity: a preliminary statement. Journal of Social and Personal Relationships, 2, 351-375. DOI:10.2307/2092623.
18. Greenberg, J., Pyszczynski, T., & Solomon, S. (1986) The cause and consequences of a need for self-esteem: a terror management theory. In R. F. Baumeister (Ed.), Public self and private self. New York: Springer-Verlag. Pp. 189-212.
19. Greenberg, J., Pyszczynski, T., Solomon, S., Rosenblatt, A., Veeder, M., Kirkland, S., & Lyon, D. (1990) Evidence for terror management theory: II. The effects of mortality salience reactions to those who threaten or bolster the cultural worldview. Journal of Personality and Social Psychology, 58, 308-318.
20. Hair, J. F., Jr., Anderson, R. E., Tatham, R. L., & Black, W. C. (1995) Multivariate data analysis with readings. (4th ed.) Upper Saddle River, NJ: Prentice Hall.
21. Harmon-Jones, E., Greenberg, J., Solomon, S., & Simon, L. (1996) The effects of mortality salience on intergroup bias between minimal groups. European Journal of Social Psychology, 26, 677-681.
22. Higgins, E.T., & Bargh, J. E. (1987) Social cognition and social perception. Annual Review of Psychology, 38, 369-425. DOI:10.1146/annurev.psych.38.1.369.
23. Hu, L., & Bentler, P. M. (1999) Cutoff criteria for fit indices in covariance structure analysis: conventional criteria versus new alternatives. Structural Equation Modeling, 6, 1-55. DOI:10.1080/10705519909540118.
24. Jonas, E., Martens, A., Niesta, D., Fritsche, I., Sullivan, D., & Greenberg, J. (2008) Focus theory of normative conduct and terror management theory: the interactive impact of mortality salience and norm salience on social judgment. Journal of Personality and Social Psychology, 95, 1239-1251. DOI:10.1037/a0013593.
25. Jonas, E., Schimel, J., Greenberg, J., & Pyszczynski, T. (2002) The Scrooge effect: evidence that mortality salience increases prosocial attitudes and behavior. Personality and Social Psychology Bulletin, 28, 1342-1353. DOI:10.1177/014616702236834.
26. Kasser, T., & Sheldon, K. M. (2000) Of wealth and death: materialism, mortality salience, and consumption behavior. Psychological Science, 11, 348-351. DOI: 10.1111/1467-9280.00269.
27. Keller, J., Hurst, M., & Uskul, A. (2008) Prevention-focused self-regulation and aggressiveness. Journal of Research in Personality, 42, 800-820.
28. Kerr, N. L., Garst, J., Lewandowski, D. A., & Harris, S. E. (1997) That still, small voice: commitment to cooperate as an internalized versus a social norm. Personality and Social Psychology Bulletin, 23, 1300-1311. DOI:10.1177/01461672972312007.
29. Krohne, H. W., Egloff, B., Kohlmann, C.-W., & Tausch, A. (1996) Untersuchungen mit einer deutschen Version der "Positive and Negative Affect Schedule" (PANAS) [Investigations with a German version of the Positive and Negative Affect Schedule (PANAS)]. Diagnostica, 42, 139-156.
30. McGregor, H. A., Lieberman, J. D., Greenberg, J., Solomon, S., Arndt, J., Simon, L., & Pyszczynski, T. (1998) Terror management and aggression: evidence that mortality salience motivates aggression against worldview-threatening others. Journal of Personality and Social Psychology, 74, 590-605. DOI:10.1037//0022-3514.74.3.590.
31. Perugini, M., & Gallucci, M. (2001) Individual differences and social norms: the distinction between reciprocators and prosocials. European Journal of Personality, 15, 19-35. DOI:10.1002/per.419.
32. Perugini, M., Gallucci, M., Presaghi, F., & Ercolani, A. P. (2003) The personal norm of reciprocity. European Journal of Personality, 17, 251-283. DOI:10.1002/per.474.
33. Regan, D. (1971) Effects of a favor and liking on compliance. Journal of Experimental Social Psychology, 7, 627-639. DOI:10.1016/0022-1031(71)90025-4.
34. Rind, B., & Strohmetz, D. (1999) Effect on restaurant tipping of a helpful message written on the back of customers' checks. Journal of Applied Social Psychology, 29, 139-144. DOI:10.1111/j.1559-1816.1999.tb01378.x.
35. Rosenblatt, A., Greenberg, J., Solomon, S., Pyszczynski, T., & Lyon, D. (1989) Evidence for terror management theory: I. The effects of mortality salience on reactions to those who violate or uphold cultural values. Journal of Personality and Social Psychology, 57, 681-690. DOI:10.1037/0022-3514.57.4.681.
36. Schlenker, B. R. (1980) Impression management. Monterey, CA: Brooks Cole.
37. Uehara, E. S. (1995) Reciprocity reconsidered: Gouldner's "moral norm of reciprocity" and social support. Journal of Social and Personal Relationships, 12, 483-502. DOI:10.1177/0265407595124001.
38. Watson, D., Clark, L. A., & Tellegen, A. (1988) Development and validation of brief measures of positive and negative affect: the PANAS scales. Journal of Personality and Social Psychology, 53, 1063-1070. DOI:10.1037//0022-3514.54.6.1063.
39. Whatley, M. A., Webster, J. M., Smith, R. H., & Rhodes, A. (1999) The effect of a favor on public and private compliance: how internalized is the norm of reciprocity. Basic and Applied Social Psychology, 21, 251-259. DOI:10.1207/S15324834BASP2103_8.