Vigilant Self–Regulation, Cues of being Watched and Cooperativeness

Abstract

The present research examined the interplay of individual differences in self–regulatory mechanisms as outlined in regulatory focus theory (promotion– and prevention–focus) and a cue of being watched in the context of cooperative behaviour. Study 1 revealed that the more individuals’ habitual self–regulatory orientation is dominated by a vigilant prevention focus, the more likely they are to act cooperatively (i.e. to donate money to natural conservation organizations) when a subtle cue of being watched renders reputational concerns salient. In contrast, when no such cue is provided individuals’ habitual vigilant self–regulatory orientation is negatively related to cooperative behaviour. Study 2 replicated the results of the initial study and examined interpersonal sensitivity (empathic concern) as a potential mediator of the observed effects. Copyright © 2010 John Wiley & Sons, Ltd.