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The Social Exchange Heuristic: Managing Errors in Social Exchange

Author

Listed:
  • Toshio Yamagishi

    (Center for Experimental Research in Social Sciences and professor of social psychology at Hokkaido University, Japan, toshio@let.hokudai.ac.jp)

  • Shigeru Terai

    (Department of Behavioral Science, Hokkaido University)

  • Toko Kiyonari

    (Department of Management, University of Antwerp, Belgium)

  • Nobuhiro Mifune

    (Department of Behavioral Science, Hokkaido University)

  • Satoshi Kanazawa

    (Management and Research Methodology at the London School of Economics and Political Science)

Abstract

We extend the logic of Haselton and Buss's (2000) error management theory to the domain of social exchange and propose that a psychological mechanism, referred to as the social exchange heuristic (SEH), produces certain cognitive biases that affect how individuals manage these errors. We predicted that the SEH would remain dormant in individuals who failed to realize that they were in a situation that involved social exchange. In the first experiment ( n = 78), PD players who had a chance, before they played the game, to think both about the nature of the game they were playing and about their partner's choice were less cooperative compared to players of the standard one-shot PDG. In the second experiment ( n = 105), PD players were again less cooperative when they made their decision before they were matched with a particular partner than after they had been matched with a partner. Results strongly suggest the operation of a SEH.

Suggested Citation

  • Toshio Yamagishi & Shigeru Terai & Toko Kiyonari & Nobuhiro Mifune & Satoshi Kanazawa, 2007. "The Social Exchange Heuristic: Managing Errors in Social Exchange," Rationality and Society, , vol. 19(3), pages 259-291, August.
    • Handle: RePEc:sae:ratsoc:v:19:y:2007:i:3:p:259-291
    DOI: 10.1177/1043463107080449
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    References listed on IDEAS

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    Citations

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    Cited by:

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    2. Karbowski, Adam, 2015. "Problemy dzielenia się wiedzą w poziomej współpracy badawczo-rozwojowej [Problems of knowledge sharing in horizontal R&D cooperation]," MPRA Paper 69602, University Library of Munich, Germany.
    3. Hiromi Yamaguchi & Gary L. Brase & Hiroshi Yama, 2014. "Two Methods to Measure the Level of Trust of Americans and Japanese," SAGE Open, , vol. 4(4), pages 21582440145, November.
    4. Vincent Mak & Rami Zwick, 2024. "Fairness and Transparency in One-to-Many Bargaining with Complementarity: An Experimental Study," Games, MDPI, vol. 15(4), pages 1-29, June.
    5. Jacob Dijkstra, 2012. "Explaining contributions to public goods: Formalizing the social exchange heuristic," Rationality and Society, , vol. 24(3), pages 324-342, August.
    6. Kim Mannemar Sønderskov, 2011. "Explaining large-N cooperation: Generalized social trust and the social exchange heuristic," Rationality and Society, , vol. 23(1), pages 51-74, February.
    7. Rompf, Stephan Alexander, 2014. "System Trust and Cooperation: The Case of Recycling Behavior," MPRA Paper 60279, University Library of Munich, Germany.
    8. Toshio Yamagishi & Nobuhiro Mifune, 2008. "Does Shared Group Membership Promote Altruism?," Rationality and Society, , vol. 20(1), pages 5-30, February.
    9. Stephan Rompf & Clemens Kroneberg & Thomas Schlösser, 2017. "Institutional trust and the provision of public goods: When do individual costs matter? The case of recycling," Rationality and Society, , vol. 29(2), pages 160-178, May.
    10. Declerck, Carolyn H. & Kiyonari, Toko & Boone, Christophe, 2009. "Why do responders reject unequal offers in the Ultimatum Game? An experimental study on the role of perceiving interdependence," Journal of Economic Psychology, Elsevier, vol. 30(3), pages 335-343, June.
    11. Valdes Salvador & Gonzalo ValdesEdwards, 2023. "Microfoundations of Expected Utility and Response Times," Papers 2302.09421, arXiv.org.
    12. Yoshie Matsumoto & Toshio Yamagishi & Yang Li & Toko Kiyonari, 2016. "Prosocial Behavior Increases with Age across Five Economic Games," PLOS ONE, Public Library of Science, vol. 11(7), pages 1-16, July.
    13. Horak, Sven, 2013. "Cross-cultural experimental economics and indigenous management research: Issues and contributions," Working Papers on East Asian Studies 92/2013, University of Duisburg-Essen, Institute of East Asian Studies IN-EAST.
    14. Christophe Boone & Carolyn Declerck & Toko Kiyonari, 2010. "Inducing Cooperative Behavior among Proselfs versus Prosocials: The Moderating Role of Incentives and Trust," Journal of Conflict Resolution, Peace Science Society (International), vol. 54(5), pages 799-824, October.
    15. Clark H. Warner & Marion Fortin & Tessa Melkonian, 2024. "When Are We More Ethical? A Review and Categorization of the Factors Influencing Dual-Process Ethical Decision-Making," Journal of Business Ethics, Springer, vol. 189(4), pages 843-882, February.
    16. Dunning, David & Fetchenhauer, Detlef & Schlösser, Thomas M., 2012. "Trust as a social and emotional act: Noneconomic considerations in trust behavior," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 686-694.
    17. Fetchenhauer, Detlef & Dunning, David, 2012. "Betrayal aversion versus principled trustfulness—How to explain risk avoidance and risky choices in trust games," Journal of Economic Behavior & Organization, Elsevier, vol. 81(2), pages 534-541.

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