Motivated dissimilarity construal and self-serving behavior: How we distance ourselves from those we harm
File(s)OBHDP Accepted Version 10.08.2018.docx (137.8 KB)
Accepted version
Author(s)
Noval, LJ
Molinsky, Andrew
Stahl, Guenter
Type
Journal Article
Abstract
It is well established that people are more likely to act in a self-serving manner towards those dissimilar to themselves. Less well understood is how people actively shape perceptions of dissimilarity towards victims in order to minimize their own discomfort. In this paper, we introduce the concept of Motivated Dissimilarity Construal (MDC) – the act of purposely and proactively distancing oneself psychologically from the victim of one’s own self-serving behavior. In doing so, we challenge the notion that potential victims of self-serving acts are perceived objectively and independently of a decision maker’s motivation, as traditional rationalist models of decision making might suggest. Across three experiments, we demonstrate how, why and when MDC is likely to occur, and discuss implications of these findings for theory and research on behavioral ethics and interpersonal similarity.
Date Issued
2018-09
Date Acceptance
2018-08-10
Citation
Organizational Behavior and Human Decision Processes, 2018, 148, pp.145-158
ISSN
0749-5978
Publisher
Elsevier
Start Page
145
End Page
158
Journal / Book Title
Organizational Behavior and Human Decision Processes
Volume
148
Copyright Statement
© 2018 Elsevier Inc. All rights reserved. This manuscript is available under a CC-BY-NC-ND Attribution Licence (https://creativecommons.org/licenses/by-nc-nd/4.0/)
Subjects
Social Sciences
Psychology, Applied
Management
Psychology, Social
Psychology
Business & Economics
Anticipated discomfort
Behavioral ethics
Interpersonal (dis)similarity
Motivated reasoning
Moral disengagement
Psychological distance
Self-serving behavior
ETHICAL DECISION-MAKING
MORAL DISENGAGEMENT
INTERPERSONAL-ATTRACTION
ELASTIC JUSTIFICATION
COGNITIVE-DISSONANCE
SOCIAL DISTANCE
EMPATHY
GUILT
ATTRIBUTION
SIMILARITY
Social Psychology
15 Commerce, Management, Tourism and Services
17 Psychology and Cognitive Sciences
Publication Status
Published
Date Publish Online
2018-08-24