메모:// The Name of the Game: Predictive Power of Reputations versus Situational Labels in Determining Prisoner's Dilemma Game Moves

─ 자료 1: 

지은이: Varda Liberman, Steven M. Samuels, Lee Ross
출처: "The Name of the Game: Predictive Power of Reputations versus Situational Labels in Determining Prisoner's Dilemma Game Moves," Personality and Social Psychology Bulletin, vol. 30, no. 9, pp. 1175-1185.
URL: https://journals.sagepub.com/doi/10.1177/0146167204264004 (유료 정보)


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ABSTRACT: Two experiments, one conducted with American college students and one with Isaeli pilots and their instructors, explored the predictive power of reputation-based assessments versus stated "name of the game" (Wall Street Game vs. Community Game) in determining players' responses in an N-move Prisoner's Dilemma. The results of these studies showed that the relevant labeling manipulations exerted far greater impact on the players' choice to cooperate versus defectㅡboth in the first round and overallㅡthan anticipated by the individuals who had predicted their behavior. Reputation-based prediction, by contrast, failed to discriminate cooperators from defectors. A supplementary questionnarie study showed the generality of the relevant short-coming in naive psychology. The implications of these findings, and the potential contribution of the present methodology to the classic pedagogical strategy of the demonstration experiment, are discussed.

Keywords: Prisoner's Dilemma, lay psychology, name of the game, construal, demonstration experiments

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─ 자료 2: Matthew O'brien, "These 2 Words Will Make You More Selfish," The Atlantic, October 29, 2013
URL: https://www.theatlantic.com/business/archive/2013/10/these-2-words-will-make-you-more-selfish/280943/

발췌:

( ... ) If you've ever watched ^Law and Order^, you're well-acquainted with the Prisoner's Dilemma. Many episode end with the detective questioning two suspected partners-in-crime in two separate rooms. The cops tell each that the other is about to give them up, and that the first one to talk gets a deal. The other gets a full prison sentence.

This is the dilemma. Each suspect would (1) get off if they both cooperate, (2) get some time if he betrays without getting betrayed, or (3) get more time if he gets betrayed or they both betray.

Well, it depends on what you call it. At least that's what a 2004 paper by Varda Liberman, Steven Samuels, and Lee Ross found when they tested Stanford undergraduates. These researchers set up a simple Prisoner's Dilemma with money prizes, but added a wrinkle. They told half the students it was called "Community Game" and the other half that it was called "Wall Street Game." And that was all it took to turn these undergrads from team players into Gordon Gekkos. Fully 67 percent of the students cooperated when they were told they were playing "Community Game," but only 33 percent cooperated when they were told they were playing "Wall Street Game."

In other words, just hearing the words "Wall Street" made students twice as selfish.

But it was a weird kind of selfishness. The students knew they'd get less money if they betrayed their partner. The researchers made sure they understood that. But some students didn't seem to care about maximizing absolute returns. They cared about maximizing relative returns. Sure, they could get more money overall if they didn't betrayed their partner, but they could get more money that their partner if they betrayed them. The question is whether hearing the words "Wall Street Game" or not hearing the words "Community Game" mattered more here. It's hard to say for sure, but it's probably the former. Paper after paper has found that taking economics, or even just thinking about it, tends to make people more selfish and less caring.  It turns out teaching people that everyone is a rational self-maximizer primes them to act that way.

There's a limit, of course, to priming. It's not like we could make the financial system safer just by renaming Wall Street. ... But priming does still matter, because how we think of ourselves matters. It changes how we act. Banker who think of themselves as kind-of-vanilla lenders, and not as traders, will do their jobs differently. ....

In other words, cultrue matters.