Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments

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This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making and ethics which was so important to Dave.

The book offers a unique and valuable contribution to the fields of social psychology and organizational behavior. Ethical decision making, a central focus of this volume, is highly relevant to current scholarship and research in both disciplines. The volume will be suitable for graduate level courses in organizational behavior, social psychology, business ethics, and sociology.

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Product Details

  • ISBN-13: 9781841698991
  • Publisher: Taylor & Francis
  • Publication date: 6/24/2009
  • Series: Series in Organization and Management Series
  • Edition description: New Edition
  • Pages: 435
  • Product dimensions: 6.50 (w) x 9.20 (h) x 1.10 (d)

Meet the Author

Roderick Kramer is the William R. Kimball Professor of Organizational Behavior at the Stanford Business School. Kramer is the author or co-author of more than one-hundred scholarly articles. His work has appeared in leading academic journals, such as Journal of Personality and Social Psychology, Administrative Science Quarterly, and the Academy of Management Journal, as well as popular magazines such as the Harvard Business Review. He is the author or co-author of numerous books, including Negotiation in Social Contexts, The Psychology of the Social Self, Trust in Organizations: Frontiers of Theory and Research, Power and Influence in Organizations, Psychology of Leadership, Trust and Distrust Within Organizations and Trust and Distrust: Progress and promise in theory and research.

Ann E. Tenbrunsel (Ph.D., Northwestern University; M.B.A. Northwestern University; B.S.I.O.E. University of Michigan) is a professor in the College of Business Administration at the University of Notre Dame and the Arthur F. and Mary J. O’Neil Codirector of the Institute for Ethical Business Worldwide. Her research interests focus on decision making and negotiations, with a specific emphasis on ethics. Ann has published in these areas in refereed journals such as Administrative Science Quarterly, Academy of Management Review, Academy of Management Journal, Journal of Personality and Social Psychology and Organization Behavior and Human Decision Processes. She is also the author of coauthor of several books on these topics: Codes of Conduct: Behavioral Research, into Business Ethics, Environment, Ethics, and Behavior and Research on Managing Groups and Teams:Ethics. Prior to entering academics, Ann worked as a sales force and marketing consultant for ZS Associates and as a sales support analyst and engineer for S.C. Johnson and Son.

Max Bazerman is the Jesse Isidor Straus Professor at the Harvard Business School, and is formally affiliated with the Harvard Kennedy School, the Psychology Department, and the Program on Negotiation at Harvard. He is the co-author of Negotiation Genius (2007, with Deepak Malhotra) and Judgment in Managerial Decision Making (7th edition, 2008, with Don A. Moore). From 2002-2008, Max was consistently named one of the top 40 authors, speakers, and teachers of management by Executive Excellence. While at Kellogg, he was 'Teacher of the Year' by the Executive Masters Program of the Kellogg School. In 2003, Max received the Everett Mendelsohn Excellence in Mentoring Award from Harvard University’s Graduate School of Arts and Sciences. In 2006, Max received an honorary doctorate from the University of London (London Business School), the Kulp-Wright Book Award from the American Risk and Insurance Association for Predictable Surprises (with Michael Watkins), and the Life Achievement Award from the Aspen Institute’s Business and Society Program. In 2008, Max received the Distinguished Educator Award from the Academy of Management.

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Table of Contents

Series Foreword xv

Acknowledgments xvii

Editors xix

Contributors xxi

Chapter 1 Social Dilemmas, Social Values, and Ethical Judgments: Touchpoints and Touchdowns in a Distinguished Scholarly Career Roderick M. Kramer Ann E. Tenbrunsel Max H. Bazerman 1

Overview of the Present Volume 6

References 7

Section I Social Dilemmas

Chapter 2 Group Discussion and Cooperation in Social Dilemmas: Does the Medium Matter? Charles D. Samuelson Kristen M. Watrous-Rodriguez 13

Review of Existing Social Dilemma Literature 14

Computer-Mediated Communication in Mixed-Motive Tasks 18

Computer-Mediated Communication in the Commons: Study 1 23

Replication: Study 2 33

Replication and Extension: Study 3 34

Conclusions 34

Final Thoughts 38

Notes 39

Acknowledgments 40

References 41

Chapter 3 On the Importance of Equality in Social Dilemmas Eric Van Dijk Arjaan P. Wit Henk A. M. Wilke Erik W. de Kwaadsteniet 47

The Complexity of Social Dilemmas 48

The Simplicity of Equality 49

Equality and Tacit Coordination 50

Equal to What? 51

Equality and Uncertainty 55

What if Equality Cannot Be Applied? 57

So Why Do People Use Equality? 59

Equality and Justifiability 62

The Prerequisites for Tacit Coordination on Equality: Having a Common Understanding 63

Concluding Remarks 66

References 66

Chapter 4 Social and Temporal Orientations in Social Dilemmas Paul A. M. Van Lange Jeff A. Joireman 71

Social Dilemmas 73

Basic Principles of Social and Temporal Orientations 74

Slot Machine Metaphor of Social and Temporal Orientations 75

Social Orientations (Logical Effects) 77

Temporal Orientations (Logical Effects) 81

Social Orientations (Paradoxical Effects) 82

Temporal Orientations (Paradoxical Effects) 87

Concluding Comments 88

Notes 90

References 91

Chapter 5 In the Eye of the Beholder: Payoff Structures and Decision Frames in Social Dilemmas Ann E. Tenbrunsel Gregory Northcraft 95

Social Dilemmas 97

Logic of Appropriateness Framework and Decision Frames 99

Unintended Defection 103

Implications for Social Dilemma Research 110

Conclusions 113

Note 113

References 114

Chapter 6 Dilemmas and Doubts: How Decision-Makers Cope With Interdependence and Uncertainty Roderick M. Kramer 117

Setting the Stage: The "Simple" Anatomy of Interdependence Dilemmas 119

Studying Interdependence and Uncertainty in Experimental Settings 121

Getting Inside the Heads of the Experts: Insights From a Computer-Based Tournament 123

Using Surveys to Probe Decision-Makers' Intuitions Regarding the Comparative Efficacy of Different Decision Rules for Managing Interdependence and Uncertainty 129

Adapting to Social Uncertainty in Real-World Interdependence Dilemmas: A Field Study of Patient-Physician Relationships 131

Implications and Conclusions 136

References 141

Section II Social Values, Social Control, and Cooperation

Chapter 7 Nonverbal Communication and Detection of Individual Differences in Social Value Orientation Gregory P. Shelley Madeleine Page Peter Rives Erin Yeagley D. Michael Kuhlman 147

Overview of Studies 1 and 2 153

Overview of Studies 3, 4, and 5 154

Study 1: Method 155

Study 2: Method 158

Studies 3, 4, and 5: Method 163

Discussion 166

Note 168

References 169

Chapter 8 Persons, Organizations, and Societies: The Effects of Collectivism and Individualism on Cooperation Terry L. Boles Huy Le Hannah-Hanh D. Nguyen 171

Levels of Collectivism-Individualism and Cooperation 173

Cross-Level Collectivism-Individualism Interactions 176

The Study 180

The Replenishable Resource Game 181

Manipulation of Organizational Collectivism-Individualism Cultures 182

Measures 183

Analysis 185

Results 186

Discussion and Conclusions 194

There and Back Again 199

Note 200

References 200

Chapter 9 Attraction to Prospective Dyadic Relationships: Effects of Fate Control, Reflexive Control, and Partner's Trustworthiness Janusz L. Grzelak D. Michael Kuhlman Erin Yeagley Jeff A. Joireman 205

Messick and McClintock's Theory of Social Value Orientation 206

Kelley and Thibaut's Interdependence Theory 207

Attractiveness as a Function of One's Own Control 213

Attractiveness as a Function of Partner's Control and Trustworthiness 214

Attractiveness of Control and SVO 217

Method 218

Results for Hypothesis 1: Own Control 222

Results for Hypothesis 2: Partner's Trustworthiness 223

Main Effects for Partner's Control 224

Results for Hypotheses 3a and 3b: Partner's Control and Partner's Trustworthiness Interaction 225

Results for Hypothesis 4: Interaction Between Own and Partner's Control 226

The Trust by Own Control by Partner's Control Interaction 227

Results for Social Value Orientation 229

Discussion 230

Social Value Orientation 233

General Conclusion and Comments 235

Notes 236

Acknowledgments 237

References 237

Section III Ethical Judgments, Fairness, and Equality

Chapter 10 See No Evil: When We Overlook Other People's Unethical Behavior Francesca Gino Don A. Moore Max H. Bazerman 241

Motivated Blindness 245

Unethical Behavior on a Slippery Slope 248

Failure to See Through Indirectness 249

Thinking There's No Problem - Until Something Bad Happens 253

Conclusions 258

Summary and Research Agenda 259

References 260

Chapter 11 From Theory to Practice: Messick and Morality Kevin W. Gibson J. Keith Murnighan 265

Principled Reasoning 267

Utilitarianism 270

Internal and External Benefits 274

Business and the Environment 275

Case #1: Gettysburg 276

Case #2: Indian Shrimp Fishing 278

Social Psychology and the Utilitarian Debate 280

Conclusion - The Moral Manager 286

References 288

Chapter 12 Fairness and Preference for Underdogs and Top Dogs Scott T. Allison Jeni L. Burnette 291

Pleasure and Displeasure With Others' Outcomes 291

Sympathy and Liking: Our Affinity for Underdogs 294

Judgments of Consequences 298

Judgments of Deservingness 299

Judgments of Efficacy 300

Judgments Skewed by Framing Effects 300

Judgments Skewed by Self-Serving Motives 302

Judgments of Performance Quality 302

Summary 303

Judgments Affected by Actor/Observer Effects 307

Summary and Future Directions 308

References 312

Chapter 13 Meaner Managers: A Consequence of Income Inequality Sreedhari D. Desai Arthur P. Brief Jennifer M. George 315

CEO Wealth - Power 317

CEO Power - Meanness 320

A Preliminary Study 323

Conclusions 326

Notes 328

References 328

Section IV Commentary and Reflections

Chapter 14 Appreciation for Professor David M. Messick: Peanuts, Ping-Pong, and Naïveté Robyn M. Dawes 335

Note 340

Chapter 15 Retrospection on a Career in Social Psychology David M. Messick 341

A Short, Bowdlerized Autobiography 341

Retrospection 344

References 366

Scholarly Bibliography for David M. Messick 369

Subject Index 379

Author Index 399

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