Reciprocity versus Self-Interest in a Competitive Interaction Context: An Experimental Study

Abstract

In social interactions, the reciprocity norm implies to adjust one’s behavior to that of the other agents. Conversely, behaving according to self-interest involves taking into account the reciprocity principle only if it does not hinder the achievement of one’s goals. However, reciprocity and self-interest may conflict with each other, as when returning a kind action involves sacrificing the possibility to achieve a personal objective. The conflict could be exacerbated by some contextual factors, such as competitive pressures. This study investigated, in a competitive interaction context, which principle prevails when the two conflict. To this end, 276 unpaid participants (M = 138) took part in a two-stage experiment entailing a simulated interaction with a fictitious opponent, which behaved selfishly, fairly or altruistically toward them during the first stage. Participants had to decide whether or not to reciprocate the opponent’s previous behavior, which in the critical experimental conditions conflicted with the goal to successfully complete the experiment. So, they were faced with a moral dilemma. Competition degree was manipulated to make the conflict between reciprocity and self-interest more or less harsh. Moreover, we tested whether the putative effect of experimental manipulation was mediated by changes in context-related affective states and personal beliefs about morality. Results showed that decision-making was principally influenced by reciprocity. Regardless of the competition degree, participants preferred to engage in reciprocal behavior even when this compromised their personal interest. Affective states and beliefs changed in response to the experimental manipulation, but they did not mediate the effect of the independent variable on decision-making.