Hypocrites or Maligned Cooperative Participants? Experimenter Induced Normative Conflict in Zero-Sum Situations

FERNANDEZ-DOLS, JOSE-MIGUEL; AGUILAR,PILAR; CAMPO,SILVIA; VALLACHER,ROBIN; JANOWSKY,ALISHA; BRUSSINO, SILVINA; RABBIA, HUGO; LERNER, MELVIN

Journal of Experimental Social Psychology

Elsevier Inc.

Lugar: Amsterdam; Año: 2010 vol. 46 p. 525 - 530

0022-1031

Previous research has found that performing norm-violating behaviors based on a nonconsciously-activated goal elicits negative affect (Oettingen, Grant, Smith, Skinner, & Gollwitzer, 2006). In the present research we explored whether this negative affect is eliminated when an earlier conscious goal with congruent behavioral effects can be used to explain the norm-violating behavior. Our findings suggest that applicable conscious goals are indeed used to interpret nonconsciously-activated goal striving (Study 1), and that this interpretation occurs reflexively rather than reflectively (Study 2), with implications for interpersonal behavior (Study 3). The role of social norms, applicable conscious goals, and negative affect in the interpretation of nonconscious goal pursuit is discussed.