Does Pulling Together Lead to Falling Apart? the Self-Regulatory Consequences of Cooperative Orientations For the Self-Reliant

Three different studies reveal that individuals prompted with self-reliance lose significant self-regulatory capacity after cooperating as opposed to competing individually, leading them to act dishonestly and quit a task early. Findings highlight that cooperation, despite the performance advantages it offers teams, can also contribute to unforeseen costs for self-reliant individuals.



Citation:

Ainslie Schultz, Cait Lamberton, and Jesper Nielsen (2017) ,"Does Pulling Together Lead to Falling Apart? the Self-Regulatory Consequences of Cooperative Orientations For the Self-Reliant", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 872-873.

Authors

Ainslie Schultz, Providence College, USA
Cait Lamberton, University of Pittsburgh, USA
Jesper Nielsen, University of Arizona, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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