Social Psychology And Economics

by De Cremer, David; Zeelenberg, Marcel; Murnighan, J. Keith

• ISBN13: 9780805857542
• ISBN10: 0805857540
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-06-21
• Publisher: Lawrence Erlbau

Summary

This book combines chapters written by leading social psychologists and economists, illuminating the developing trends in explaining and understanding economic behavior in a social world. It provides insights from both fields, communicated by eloquent scholars, and demonstrates through recent research and theory how economic behaviors may be more effectively examined using a combination of both fields. Social Psychology and Economics comes at a particularly fitting time, as a psychological approach to economics has begun to flourish, and papers exploring the intersection of these two disciplines have appeared in peer-reviewed journals, opening a dynamic dialogue between previously separated fields. It addresses a variety of economic phenomena within a social context, such as scarcity and materialism, emphasizing the importance of integrating social psychology and economics. Social Psychology and Economics is arranged in seven parts that discuss: *an introduction to the topic; *preferences, utility, and choice; *emotions; *reciprocity, cooperation, and fairness; *social distance; *challenges to social psychology and economics; and *collaborative reflections and projections. The market for this book is students, researchers, and professionals in the disciplines of economics, psychology, business, and behavioral decision making. Graduate students and upper-level undergraduate students will consider it a useful supplemental text.

Author Biography

David De Cremer is Professor of Social Psychology at Tilburg University, affiliated researcher at New York University (Center for Experimental Social Sciences), International Affiliate of the Center for Self and Identity (University of Southampton), and Research Director of JuST (Center for Justice and Social Decision Making at Tilburg University). He earned his Ph.D. degree in social psychology from the University of Southampton in 1999 (summa cum laude). He was visiting professor at New York University and University of Arkansas and visiting graduate student at Ohio State University. From 2001-2006 he was a full-time research fellow of the Netherlands Association for Scientific Research (NWO). He is the recipient of the British Psychology Society award of “Outstanding Ph.D.-thesis in Social Psychology” and of the Jos Jaspers award for “Early-Career Scientific Achievement in Social Psychology” by the European Association of Experimental Social Psychology. His current research interests include social dilemmas and 2-person games, social justice, ethics and sanctions, charisma and leadership, and self and motivation. His work has appeared in the Journal of Personality and Social Psychology, Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, Journal of Experimental Social Psychology, Advances in Experimental Social Psychology, and elsewhere. He has edited special issues on “Fairness and Ethics”, “Justice and Feelings: An Emotional Revolution” (both Social Justice Research) and “Self, Identity, and Leadership” (The Leadership Quarterly) and serves on the editorial board of Journal of Management. 
Marcel Zeelenberg is Professor of Social and Economic Psychology at Tilburg University and currently holds part-time Guest Professorship (2004- 2008) in behavioral decision making at the Center for Research in Experimental Economics and political Decision making (CREED) of the University of Amsterdam. He earned his Ph.D. degree in social psychology from the University of Amsterdam in 1996. He held postdoctoral positions at the Faculty of Technology Management of Eindhoven University and at the School of Biological Sciences at Sussex University (via a European Community, Marie Curie Fellowship). From 1998-2000 he was assistant professor in Marketing at Tilburg University. His current research interests include behavioral decision-making, consumer psychology and the effects of emotions on behavior. In particular he studies the psychology of regret. His work appears in the Journal of Personality and Social Psychology, Journal of Consumer Research, Organizational Behavior and Human Decision Processes, Cognition and Emotion, and elsewhere. He is an associate editor of Theory and Decision, and he currently serves on the editorial boards of Journal of Consumer Research, Organizational Behavior and Human Decision Processes, Journal of Behavioral Decision Making, and Foundations and Trends® in Marketing. 
J. Keith Murnighan is the Harold H. Hines Jr. Distinguished Professor of Risk Management at the J. L. Kellogg Graduate School of Management at Northwestern University. He previously taught at the University of British Columbia in Vancouver and the University of Illinois at Urbana-Champaign. His Ph.D. is in social psychology from Purdue University. His research focuses on leadership, negotiation, teams, decision making, and interpersonal interaction, and currently addresses altruism, auctions, ethics, fairness, power, repentance, self-interest, trust, and cooperation. His papers have appeared in many journals in organizational behavior, social psychology, and economics. His previous books include The Dynamics of Bargaining Games (Prentice Hall, 1991), Bargaining Games: A New Approach to Strategic Thinking in Negotiations (William Morrow, 1992), Social Psychology in Organizations: Advances in Theory and Research (Prentice Hall, 1993), and The Art of High-Stakes Decision-Making: Tough Calls in a Speed-Driven World (with John Mowen; John Wiley & Sons, 2002). He has taught throughout Europe, the Middle East, and Southeast Asia and has received numerous teaching awards from MBA and executive programs at Illinois, UBC, and Northwestern. He is an active trainer and consultant. Some of his recent clients include the American Dental Association, Allscripts, Brunswick, Caterpillar, CDW, Ernst and Young, Kraft, Medtronic, M&I Data Services (now Metavante), Motorola, Metatec, Pfizer, PowerEx, USG, and Zurich Insurance, among others.

Table of Contents

Preface	xi
I INTRODUCTION
1 Social Animals and Economic Beings: On Unifying Social Psychology and Economics	3	(14)
David De Cremer, Marcel Zeelenberg, and J. Keith Mumighan
II PREFERENCES, UTILITY, AND CHOICE
2 Utility and the Psychology of Preference	17	(14)
David M. Messick
3 Conventional Behavior	31	(24)
Andrew Schotter
4 Social Decision Making in Fuzzy Situations: Motivated Information Processing and Strategic Choice	55	(24)
Carsten K.W. De Dreu and Wolfgang Steinel
5 How Regulatory Fit Creates Value	79	(18)
E. Tory Higgins
III EMOTIONS
6 The Role of Moral Sentiments in Economic Decision Making	97	(20)
Timothy Ketelaar
7 Feeling Is for Doing: A Pragmatic Approach to the Study of Emotions in Economic Behavior	117	(24)
Marcel Zeelenberg and Rik Pieters
IV RECIPROCITY, COOPERATION, AND FAIRNESS
8 Tacit Coordination and Social Dilemmas: On the Importance of Self-Interest and Fairness	141	(14)
Eric van Dijk and David De Cremer
9 Cooperation in Groups	155	(16)
Tom R. Tyler and David De Cremer
10 The Neuroeconomics of Personal and Interpersonal Decision Making	171	(22)
Kevin McCabe
V SOCIAL DISTANCE
11 The Role of Mental Construal in Self-Control	193	(20)
Kentaro Fujita, Yaacov Trope, and Nira Liberman
12 How Institutions Affect Behavior: Insights From Economics and Psychology	213	(26)
Iris Bohnet
13 Gender Differences in the Propensity to Initiate Negotiations	239	(24)
Linda Babcock, Michele Gelfand, Deborah Small, and Heidi Stayn
VI CHALLENGES TO SOCIAL PSYCHOLOGY AND ECONOMICS
14 Economics Wins, Psychology Loses, and Society Pays	263	(18)
Max H. Bazerman and Deepak Malhotra
15 "Not All Self-Interest After All": Economics of Empathy-Induced Altruism	281	(20)
C. Daniel Batson
16 Contrasting Methods and Comparative Findings in Psychology and Economics	301	(20)
Rachel Croson
VII COLLABORATIVE REFLECTIONS AND PROJECTIONS
17 Some of the Ancient History of Experimental Economics and Social Psychology: Reminiscences and Analysis of a Fruitful Collaboration	321	(14)
J. Keith Murnighan and Alvin E. Roth
Author Index	335	(12)
Subject Index	347