Egocentric Perceptions of Relationships,Competence, and Trustworthiness in Salary Allocation Choices |
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| Authors: | Oesch John M Murnighan J Keith |
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| Institution: | (1) J.L. Rotman School of Management, University of Toronto, Toronto, Ontario, Canada;(2) Kellogg School of Management, Northwestern University, Evanston, Illinois |
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| Abstract: | This paper presents three experiments that investigate the effects of interpersonal perceptions on simulated monetary and salary allocations. Experiment 1 examined the effects of relationships on choices between interdependent monetary distributions for a sample of students. Experiment 2 examined the effects of relationships and competence on choices between interdependent salary allocations and on discretionary salary allocations in scenarios presented to a sample of working managers. Experiment 3 used a novel measurement of the social motives revealed by interdependent salary allocations and added a manipulation of trustworthiness for a sample of experienced MBA students. Egocentrism and judgments of incompetence or untrustworthiness had strong effects on participants' choices. Allocations also increased for liked others, even though allocators denied any effects for liking. |
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| Keywords: | allocations justice relationships competence trustworthiness egocentrism |
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