Motivated dissimilarity construal and self-serving behavior: How we distance ourselves from those we harm

Laura J. Noval, Andrew Molinsky and Günter K. Stahl

Organizational Behavior and Human Decision Processes, 2018, vol. 148, issue C, 145-158

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.

Keywords: Anticipated discomfort; Behavioral ethics; Interpersonal (dis)similarity; Motivated reasoning; Moral disengagement; Psychological distance; Self-serving behavior (search for similar items in EconPapers)
Date: 2018
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Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:148:y:2018:i:c:p:145-158

DOI: 10.1016/j.obhdp.2018.08.003

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