TY - JOUR

T1 - Quid pro quo

T2 - The effect of individuals' exchange orientation on prosocial behavior and the moderating role of mortality salience

AU - Schindler, Simon

AU - Reinhard, Marc André

AU - Stahlberg, Dagmar

AU - Len, Andrea

PY - 2014/10

Y1 - 2014/10

N2 - Individuals high in exchange orientation expect immediate and comparable rewards in order to establish exchange equality after they have provided rewards for others. Therefore, such individuals should be less likely than individuals low in exchange orientation to behave prosocially because doing such usually leads to exchange inequality (i.e., postponement of reciprocal expectations). However, research on terror management theory has indicated that an adherence to prosocial norms increases after mortality salience, especially in situations where those norms are prescribed and cognitively focused. Based on this, we predicted and found evidence that when participants who were high (vs. low) in exchange orientation were directly asked in a face-to-face interaction to donate their participation payment to a charity, they were less likely to donate unless they had first been reminded of their own death.

AB - Individuals high in exchange orientation expect immediate and comparable rewards in order to establish exchange equality after they have provided rewards for others. Therefore, such individuals should be less likely than individuals low in exchange orientation to behave prosocially because doing such usually leads to exchange inequality (i.e., postponement of reciprocal expectations). However, research on terror management theory has indicated that an adherence to prosocial norms increases after mortality salience, especially in situations where those norms are prescribed and cognitively focused. Based on this, we predicted and found evidence that when participants who were high (vs. low) in exchange orientation were directly asked in a face-to-face interaction to donate their participation payment to a charity, they were less likely to donate unless they had first been reminded of their own death.

KW - Exchange orientation

KW - Mortality salience

KW - Prosocial behavior

KW - Terror management theory

KW - Psychology

UR - http://www.scopus.com/inward/record.url?scp=84903312499&partnerID=8YFLogxK

U2 - 10.1080/15534510.2013.815132

DO - 10.1080/15534510.2013.815132

M3 - Journal articles

AN - SCOPUS:84903312499

VL - 9

SP - 242

EP - 254

JO - Social Influence

JF - Social Influence

SN - 1553-4510

IS - 4

ER -