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首页> 外文期刊>Social influence >Quid pro quo: The effect of individuals' exchange orientation on prosocial behavior and the moderating role of mortality salience
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Quid pro quo: The effect of individuals' exchange orientation on prosocial behavior and the moderating role of mortality salience

机译：Quid pro quo：个人交流取向对亲社会行为的影响以及死亡率显着性的调节作用

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Individuals high in exchange orientation expect immediate and comparable rewards in order to establish exchange equality after they have provided rewards for others. Therefore, such individuals should be less likely than individuals low in exchange orientation to behave prosocially because doing such usually leads to exchange inequality (i.e., postponement of reciprocal expectations). However, research on terror management theory has indicated that an adherence to prosocial norms increases after mortality salience, especially in situations where those norms are prescribed and cognitively focused. Based on this, we predicted and found evidence that when participants who were high (vs. low) in exchange orientation were directly asked in a face-to-face interaction to donate their participation payment to a charity, they were less likely to donate unless they had first been reminded of their own death.
机译：交流取向高的个人在为他人提供奖励后，期望立即获得可比的奖励，以建立交流平等。因此，与交流取向低下的人相比，此类人应该不太可能表现出亲切的行为，因为这样做通常会导致交换不平等（即，相互期望的推迟）。但是，对恐怖管理理论的研究表明，死亡率显着增加了对亲社会规范的遵守，特别是在那些规范被规定并以认知为重点的情况下。基于此，我们预测并发现证据表明，当面对面交流中直接要求交流取向高（而非低）的参与者将其参会费捐赠给慈善机构时，除非他们捐赠，否则他们捐赠的可能性较小他们首先被提醒自己已死。

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