The perceptual push: The interplay of implicit cues and explicit situational construals on behavioral intentions in the Prisoner's Dilemma

By Aaron C. Kay, L. Ross. 2003

151 citations recorded by the source corpus.

Subfields: Experimental and Cognitive Psychology, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/d8245ed83ac21686de603eab87432f45a2fc7332

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Experimental and Cognitive Psychology

In Social Psychology

In Sociology and Political Science

Citations in the corpus

Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice (2004, background): “For example, Kay and Ross (2003) demonstrated that priming participants with words related to the construct of competition led participants to rate the ‘‘Wall Street Game’’ as a significantly more appropriate name than the ‘‘Community Game’’ for the relevant mixed-motive dilemma (also see Liberman…”
Behavioral cues to others’ motivation and goal pursuits: The perception of effort facilitates goal inference and contagion (2007, background): “For instance, the situational construal explanation (Kay & Ross, 2003) would argue that the inference of the goal of helping causes participants to view that it would be appropriate in the current situation to apply to our request to Wll out an additional questionnaire.”
Motivated Reasoning about Public Performance: An Experimental Study of How Citizens Judge the Affordable Care Act (2017, background): “Priming selectively activates and increases the cognitive accessibility of some concepts above others (see Higgins, 1996, Kay and Ross 2003) and, in so doing, changes in the standards that people use to make political evaluations (Iyengar and Kinder, 1987).”
The desire to win: The effects of competitive arousal on motivation and behavior (2010, background): “…limited to studying exogenous triggers of the desire to win, as when decision frames (e.g., De Dreu & McCusker, 1997) or implicit primes (e.g., Kay & Ross, 2003; Kay, Wheeler, Bargh, & Ross, 2004) are experimentally manipulated, or when individuals are asked to imagine a positive or negative…”
A business frame perspective on why perceptions of top management's bottom‐line mentality result in employees’ good and bad behaviors (2019, background): “People rely on their perceptions of the environment to develop decision frames, or conceptions of how people typically think and behave with respect to particular circumstances (Kay & Ross, 2003; Pillutla & Chen, 1999; Tversky & Kahneman, 1981).”
Economics Language and Assumptions: How Theories can Become Self-Fulfilling (2003, unknown): “Kay and Ross (2003) have demonstrated, again using the prisoner’s dilemma situation, that even more subtle cooperative or competitive priming could produce effects on both perceptions of the norms for the game and subjects’ own willingness to cooperate or defect.”
Multiple Mechanisms of Prime‐to‐Behavior Effects (2009, background): “In one study showing evidence for this pathway (Kay & Ross, 2003), participants were primed with competition or cooperation before playing a prisoner's dilemma game.”
Beyond priming effects: The role of positive affect and discrepancies in implicit processes of motivation and goal pursuit (2005, background): “Asking participants to consciously reflect on their goals before they act may increase the correspondence between their conscious goals and behaviour resulting from priming (cf. Kay & Ross, 2003; Wheeler & Petty, 2001).”
The Name of the Game: Predictive Power of Reputations versus Situational Labels in Determining Prisoner’s Dilemma Game Moves (2004, background): “A study coauthored by the third author of this article (Kay & Ross, 2003)—one directly inspired by the first of the three studies we reported here—illustrates this point.”
Do people care about social context? Framing effects in dictator games (2012, unknown): “Consistent with previous results in the physical lab (Liberman et al. 2004; Kay and Ross 2003), we find that in a one-shot Prisoners’ dilemma on MTurk, calling the game the ‘Community Game’ results in significantly more cooperation than when the game is called the ‘Profit Game.”
Valuing thoughts, ignoring behavior: The introspection illusion as a source of the bias blind spot (2007, background): “These included the eVects of nonconscious cues on bystander intervention (Darley & Latane, 1968; Darley, Teger, & Lewis, 1973), interpersonal rudeness (Bargh, Chen, & Burrows, 1996), achievement at a verbal task (Bargh, Gollwitzer, Lee-Chai, Barndollar, & Troetschel, 2001), cooperation vs. competiti”
The Legacy Motive: A Catalyst for Sustainable Decision Making in Organizations (2010, background): “Kay and Ross (2003) found that referring to a prisoner’s dilemma as the “Wall Street Game” led to less cooperation than when it was called the “Community Game,” especially when participants were encouraged to think in advance about whether others would cooperate.”
Seeing green: Mere exposure to money triggers a business decision frame and unethical outcomes (2013, methodology): “A decision frame is similar to the notion of situational construals, which represent ‘‘perceptions of how a typical individual, or most actors generally, might behave in (a given target) situation’’ (Kay & Ross, 2003, p. 635).”