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Influencing Intergroup Behavior with Cultural Mindsets INFLUENCING INTERGROUP BEHAVIOR WITH CULTURAL MINDSETS: THE ROLE OF DISTRUST, GREED, AND THE NORM OF GROUP INTEREST Thesis Submitted to The College of Arts and Sciences of the UNIVERSITY OF DAYTON In Partial Fulfillment of the Requirements for The Degree of Master of Arts in General Psychology By Christine Kershaw UNIVERSITY OF DAYTON Dayton, Ohio August, 2016 INFLUENCING INTERGROUP BEHAVIOR WITH CULTURAL MINDSETS: THE ROLE OF DISTRUST, GREED, AND THE NORM OF GROUP INTEREST Name: Kershaw, Christine APPROVED BY: R. Matthew Montoya, Ph.D. Faculty Advisor Associate Professor, Department of Psychology Erin O'Mara, Ph.D. Committee Member Assistant Professor, Department of Psychology Ronald Katsuyama, Ph.D. Committee Member Associate Professor, Department of Psychology Keri B. Kirschman, Ph.D. Associate Professor, Chair of Department of Psychology ii © Copyright by Christine Kershaw All rights reserved 2016 iii ABSTRACT INFLUENCING INTERGROUP BEHAVIOR WITH CULTURAL MINDSETS: THE ROLE OF DISTRUST, GREED, AND THE NORM OF GROUP INTEREST Name: Kershaw, Christine University of Dayton Advisor: Dr. R. Matthew Montoya Various motives, including distrust, greed, and the norm of group interest, have a stronger impact on behavior in an intergroup interaction, compared to an interindividual interaction. This study investigated the strength of those motives within intergroup interactions with either an individualistic or collectivistic mindset. 127 participants reported the strength of their adherence to the norm of group interest and completed a cultural mindset manipulation to focus on either individualistic or collectivistic goals. Participants then took part in a mixed-motive task within a competitive or withdraw group norm context. Results revealed that participants were less likely to match the competitive, compared to the withdraw, group norm. Participants who strongly adhered to the norm of group interest matched the competitive group norm. Participants with either mindset reported being more strongly influenced by greed in the intergroup interaction. The results partially supported theories regarding flexible cultural mindsets and the norm of group interest and demonstrated that a 'true partner' effect may influence choice in an intergroup interaction. iv ACKNOWLEDGEMENTS I would like to thank Matt and Jack for guiding me through the Slopes of Knowledge on the Mountain of Truth. Thank you for constantly challenging me and putting up with all my questions. v TABLE OF CONTENTS ABSTRACT ................................................................................................................. iv ACKNOWLEDGEMENTS ......................................................................................... v LIST OF TABLES ........................................................................................................ vii LIST OF FIGURES ..................................................................................................... viii CHAPTER I INTRODUCTION ............................................................................... 1 CHAPTER II METHOD............................................................................................18 CHAPTER III RESULTS ...........................................................................................22 CHAPTER IV DISCUSSION.....................................................................................34 REFERENCES ............................................................................................................39 APPENDICES A. Norm of Group Interest Scale ..........................................................................46 B. Information Sheet .............................................................................................47 C. Individualism/Collectivism Manipulation .......................................................48 D. Decision Motivation Assessment .....................................................................49 E. Self-Construal Scale .........................................................................................53 F. Demographic Information ................................................................................56 vi LIST OF TABLES 1. Intercorrelations for Motivation, Perceived Motivation and Choice of the Other Group, Self-Construal Scores, and Adherence to the Norm of Group Interest .. 24 2. Crosstabulation of Decision by Group Norm and Cultural Mindset ................... 25 3. Crosstabulation of Matching by Group Norm and Cultural Mindset .................. 26 4. Means, Standard Deviations, and One-Way Analyses of Variance for the Effects of Group Norm and Cultural Mindset Interaction on Allocation Strategy Ratings an Perceived Choice of the Other Group.................................. 28 5. Logistic Regression Assessing Interaction of Adherence to Norm of Group Interest, Group Norm, and Cultural Mindset on Matching .................................. 29 vii LIST OF FIGURES 1. A PDG matrix. The 'X' options represent cooperation and 'Y' represents competition ................................................................................................... 6 2. A PDG-Alt matrix. The 'X' options represent cooperation, 'Z' represents withdraw, and 'Y' represents competition ..................................................... 8 viii CHAPTER I INTRODUCTION Does the influence of motivational factors change with different cultural mindsets during intergroup interactions? Researchers have investigated the varying influence of the motivations within groups and why intergroup behavior is different than interindividual behavior. The phenomena in which intergroup interactions involve fewer cooperative choices than interindividual interactions is labeled the discontinuity effect (Insko et al., 1988). There has been speculation as to whether the discontinuity effect would manifest within collectivistic cultures (Takemura & Yuki, 2007; Yuki, 2003) since most research investigating intergroup interactions has been conducted within individualistic cultures (Wildschut, Pinter, Vevea, Insko, & Schopler, 2003). There is no evidence, however, that those from individualistic and collectivistic cultures differ in the magnitude of the discontinuity effect (Takemura & Yuki, 2007). The discontinuity effect, however, may be driven by different motivations within each culture because individualistic and collectivistic cultures have different values (Osyerman, Koon, & Kemmelmeier, 2002; Yamagishi, 1988; Yuki, 2003). This study explored the contributing influences of three proposed causes of the discontinuity effect (self-interest, distrust, and the norm of group interest) on group members with either an individualistic or collectivistic mindset. 1 The Discontinuity Effect There are several hypotheses regarding the motivation that drives the discontinuity effect (Insko et al., 1988), namely: the social support of self-interest hypothesis, the identifiability hypothesis, schema-based distrust hypothesis, and the norm of group interest. Although these hypotheses represent distinct motivations that lead to the discontinuity effect, the discontinuity effect is not influenced by one motivation alone (Insko, Schopler, Hoyle, Dardis, & Graetz, 1990). In the following section, each hypothesis is defined and its contribution to less cooperation between groups is explained. The social support of self-interest hypothesis. The social support for self-interest hypothesis indicates that there is less cooperative behavior between groups because group members provide social support for the satisfaction of immediate self-interest (Schopler et al., 1993). Social support occurs when group members endorse another group member's behavior to encourage that behavior. Self-interest is defined as either maximizing absolute or relative outcomes in an interaction. Maximizing absolute outcomes means group members are motivated to obtain the highest outcome for their group (this motivation is called max own; Bornstein et al., 1983), whereas maximizing relative outcomes means that group members are motivated to obtain the highest outcome for their group relative to the outgroup's outcome (this motivation is called max rel; Bornstein et al., 1983). Ingroup members encourage self-interested, or greedy, behavior in an intergroup context by creating a support system for the group member. Such a support system is unavailable to an individual in an interindividual interaction (Insko, Schopler, Hoyle, Dardis, & Graetz, 1990). Acting in a self-interested manner is more 2 dependent on explicit social support, in comparison other motives needing social support, because the self-interested behavior infringes on equity principles (Schopler et al., 1993). For example, an indication of cooperation from the outgroup begets reciprocity and therefore cooperation. Indication that the outgroup will cooperate, however, encourages self-interest within the group by reducing the ingroup's feeling of distrust and encouraging the group members to capitalize on maximizing the ingroup's outcome (Schopler et al., 1993). To not reciprocate the outgroup's cooperation needs social support from the ingroup (Schopler et al., 1993). Groups are less cooperative in intergroup interactions than individuals are in interindividual interactions, according to this hypothesis, because group members provide support for self-interest to motivate a group member during an intergroup interaction (Insko et al., 1990). The identifiability hypothesis. The identifiability hypothesis indicates
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