Should You Trust Your Feelings in Ultimatum Games?
Five experiments show that, compared to lower trust in one’s feelings, (1) higher trust in one’s feelings results in less generous offers in ultimatum games, (2) especially in the dictator version of the game. Higher trust in one’s feelings also results in (3) greater rejection of unfair offers, but equivalent acceptance of fair offers. The findings do not appear to be driven by differences in perceptions of what players see as “fair” divisions under high versus low trust of feelings. Rather, players with high trust in their feelings appear play the game as if they interpreted it in a more literal fashion. Implications for the relation between emotion and rationality are discussed.
Andrew Stephen and Michel Tuan Pham (2008) ,"Should You Trust Your Feelings in Ultimatum Games?", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 59-62.
Andrew Stephen, Columbia University
Michel Tuan Pham, Columbia University
NA - Advances in Consumer Research Volume 35 | 2008
Predicting memory-based consumer choices from recall and preferences
Zhihao Zhang, University of California Berkeley, USA
Aniruddha Nrusimha, University of California Berkeley, USA
Andrew Kayser, University of California, San Francisco
Ming Hsu, University of California Berkeley, USA
Effects of Brand Knowledge, Motivations, and Trust on Consumption Experience among Millennial Consumers
Ananya Rajagopal, Tecnológico de Monterrey, MEXICO
L6. The Influence of Social Exclusion on Consumers’ Perceptions of and Responses to Consumer-Dense Retail Environments
Veronica Thomas, Towson University
Christina Saenger, Youngstown State University