TY - JOUR
T1 - The good, the bad and the ugly thing to do when sharing information: Revealing, concealing and lying depend on social motivation, distribution and importance of information
AU - Steinel, W.
AU - Utz, S.
AU - Koning, L.
PY - 2010
Y1 - 2010
N2 - Research on information sharing in group decision-making has widely assumed a cooperative context and focused on the exchange of shared or unshared information in the hidden profile paradigm (Stasser & Titus, 1985, 1987), neglecting the role of information importance. We argue that information sharing is a mixed-motive conflict setting that gives rise to motivated strategic behavior. We introduce a research paradigm that combines aspects of the traditional information sampling paradigm with aspects of a public good dilemma: the information pooling game. In three experiments, we show that information sharing is strategic behavior that depends on people's pro-social or pro-self motivation, and that people consider information sharedness and information importance when deciding whether to reveal, withhold, or falsify their private or public information. Pro-social individuals were consistently found to honestly reveal their private and important information, while selfish individuals strategically concealed or even lied about their private and important information. © 2010 Elsevier Inc.
AB - Research on information sharing in group decision-making has widely assumed a cooperative context and focused on the exchange of shared or unshared information in the hidden profile paradigm (Stasser & Titus, 1985, 1987), neglecting the role of information importance. We argue that information sharing is a mixed-motive conflict setting that gives rise to motivated strategic behavior. We introduce a research paradigm that combines aspects of the traditional information sampling paradigm with aspects of a public good dilemma: the information pooling game. In three experiments, we show that information sharing is strategic behavior that depends on people's pro-social or pro-self motivation, and that people consider information sharedness and information importance when deciding whether to reveal, withhold, or falsify their private or public information. Pro-social individuals were consistently found to honestly reveal their private and important information, while selfish individuals strategically concealed or even lied about their private and important information. © 2010 Elsevier Inc.
U2 - 10.1016/j.obhdp.2010.07.001
DO - 10.1016/j.obhdp.2010.07.001
M3 - Article
SN - 0749-5978
VL - 113
SP - 85
EP - 96
JO - Organizational Behavior and Human Decision Processes
JF - Organizational Behavior and Human Decision Processes
ER -