无意识目标与社会态度、刻板印象和图式等一样, 是行为的满意状态或结果在个体头脑中的一种表征, 包含有目标设定、追求情境和追求手段等内容。这些内容能够被环境中的刺激自动激活, 在意识不到的情况下影响人的心理和行为。无意识目标启动的概念和其他心理表征的启动不同, 无意识目标启动能够促使带有动机性的行为出现, 启动线索的影响不会随着时间的推移而消失。无意识目标启动的自变量与自身心理状态和环境中他人的影响有关, 无意识目标启动的因变量与任务表现和社会关系的处理有关。“知觉-行为模型”、“无意识行为选择模型”、“评价准备模型”和“情感因素模型”能够分别从“无意识”和“目标”两个角度对无意识目标启动的心理机制进行解释。无意识目标启动原理在商业、教育、医疗等领域当中有着广泛的应用前景, 为了更好地完善理论研究和进行实际应用, 今后应该更加重视无意识目标启动的脑机制研究。

 在最后通牒博弈中, 自利动机与公平偏好的权衡决定着个体拒绝或者接受不公平分配。根据双系统理论, 对于个体拒绝不公平分配是系统1中的自动反应还是系统2中的控制加工这一争议, 从理论假说、影响因素和脑机制三个方面进行了探讨。自动消极互惠假说和社会启发假说支持公平偏好的自动加工假说, 公平偏好控制假说则认为公平偏好是抑制自利动机的控制加工的结果。系统1通过脑岛、杏仁核和腹内侧前额叶皮层识别和评估公平行为; 系统2通过扣带回皮层、腹外侧、背内侧和背外侧前额叶皮层, 对系统1进行重新评估和调节并做出相应的决策。个体差异因素和实验任务特征可能会影响个体在系统1中的自动反应。未来研究需要进一步完善实验范式, 深入探索其中的调节变量及其神经网络。

互惠是一种存在于各种社会文化中的人际交往规范。组织行为学中许多研究都是通过互惠理论来解释变量之间的内部作用机制。文章回顾并讨论了互惠的涵义, 不同互惠类型的特点及互惠的测量方式。此外, 还论述了不同类型互惠对社会交换方式产生的影响。依据现有的互惠研究成果, 分析了互惠发挥影响的内在作用机制是通过：互惠各方的价值观、互惠过程中各方感知到的风险、各方冲突的程度这三种途径来实现的。最后, 根据现有互惠理论的研究成果提出该领域的未来发展应从研究设计和研究内容两方面进行扩展。

This study tested the idea of habits as a form of goal-directed automatic behavior. Expanding on the idea that habits are mentally represented as associations between goals and actions, it was proposed that goals are capable of activating the habitual action. More specific, when habits are established (e.g., frequent cycling to the university), the very activation of the goal to act (e.g., having to attend lectures at the university) automatically evokes the habitual response (e.g., bicycle). Indeed, it was tested and confirmed that, when behavior is habitual, behavioral responses are activated automatically. In addition, the results of 3 experiments indicated that (a) the automaticity in habits is conditional on the presence of an active goal (cf. goal-dependent automaticity; J. A. Bargh, 1989), supporting the idea that habits are mentally represented as goal-action links, and (b) the formation of implementation intentions (i.e., the creation of a strong mental link between a goal and action) may simulate goal-directed automaticity in habits.

Six studies examined the goal contagion hypothesis, which claims that individuals may automatically adopt and pursue a goal that is implied by another person's behavior. Participants were briefly exposed to behavioral information implying a specific goal and were then given the opportunity to act on the goal in a different way and context. Studies 1-3 established the goal contagion phenomenon by showing that the behavioral consequences of goal contagion possess features of goal directedness: (a) They are affected by goal strength, (b) they have the quality of goal appropriateness, and (c) they are characterized by persistence. Studies 4-6 show that people do not automatically adopt goals when the observed goal pursuit is conducted in an unacceptable manner, because the goal will then be perceived as unattractive. The results are discussed in the context of recent research on automatic goal pursuits.Copyright 2004 American Psychological Association

Social interactions are characterized by distinct forms of interdependence, each of which has unique effects on how behavior unfolds within the interaction. Despite this, little is known about the psychological mechanisms that allow people to detect and respond to the nature of interdependence in any given interaction. We propose that interdependence theory provides clues regarding the structure of interdependence in the human ancestral past. In turn, evolutionary psychology offers a framework for understanding the types of information processing mechanisms that could have been shaped under these recurring conditions. We synthesize and extend these two perspectives to introduce a new theory: functional interdependence theory (FIT). FIT can generate testable hypotheses about the function and structure of the psychological mechanisms for inferring interdependence. This new perspective offers insight into how people initiate and maintain cooperative relationships, select social partners and allies, and identify opportunities to signal social motives.

Prosocial advertisers widely use assertive messages to encourage prosocial attitudes and behaviors, but ironically, assertive messages may cause reactance. By applying cultural theories and the reciprocity principle, this study aims to observe whether consumers’ responses to assertive messages hold across culturally different audiences (Americans vs South Koreans) and different consumption situations (price discount vs no discount).

Intuition suggests that a salesperson should not refer consumers to a competitor for products that they both sell. However, myriad examples reveal salespeople doing just that. The authors study specialist competitor referrals, a sales strategy by which one increases consumers’ purchase likelihood of a focal product (e.g., a painting at an art gallery) by (1) referring consumers to a competitor (e.g., a frame warehouse store) that offers a nonfocal product (e.g., a frame) at a lower price, while (2) stating that the stores differ in their specializations (i.e., the stores concentrate their efforts on different goods). Using a study and survey with salespeople, experimental studies, an incentivized negotiation experiment, and a field study, the authors show that specialist competitor referrals can indeed benefit sellers. Specifically, they build on equity theory to show that specialist competitor referrals increase focal product sales by reducing consumers’ perceived overpayment risk for the focal product via increasing perceived equity in the exchange. The authors also show that competitor referrals for nonfocal products that do not justify the price difference on the nonfocal product are ineffective.

Research shows that optimism can positively impact health, but when and why people feel optimistic when confronting health challenges is less clear. Findings from six studies show that the frames people adopt when thinking about health challenges influence their optimism about overcoming those challenges, and that their culture moderates this effect. In cultures where the independent self is highly accessible, individuals adopting an initiator frame (how will I act, regardless of the situations I encounter?) were more optimistic than those adopting a responder frame (how will I react to the situations I encounter?); the converse occurred for individuals from cultures where the interdependent self is highly accessible. Moreover, mediation and moderation evidence revealed that this interactive effect of culture and frame on optimism was driven by people’s ability to easily imagine the recovery process. These effects held for distinct health challenges (cancer, diabetes, flood-related illness, traumatic injury) and across single-country and cross-country samples, and they impacted positive health outcomes and decisions ranging from anticipated energy, physical endurance, and willingness to take on more challenging physical therapy to intentions to get vaccinated, stick to a doctor-recommended diet, and undertake a physically strenuous vacation.

According to the moral licensing literature, moral self-perceptions induce compensatory behavior: People who feel moral act less prosocially than those who feel immoral. Conversely, work on moral identity indicates that moral self-perceptions motivate behavioral consistency: People who feel moral act more prosocially than those who feel less so. In three studies, the authors reconcile these propositions by demonstrating the moderating role of conceptual abstraction. In Study 1, participants who recalled performing recent (concrete) moral or immoral behavior demonstrated compensatory behavior, whereas participants who considered temporally distant (abstract) moral behavior demonstrated behavioral consistency. Study 2 confirmed that this effect was unique to moral self-perceptions. Study 3 manipulated whether participants recalled moral or immoral actions concretely or abstractly, and replicated the moderation pattern with willingness to donate real money to charity. Together, these findings suggest that concrete moral self-perceptions activate self-regulatory behavior, and abstract moral self-perceptions activate identity concerns.

Social exchange theory (SET) is one the most influential conceptual paradigms in organizational behavior. Despite its usefulness, theoretical ambiguities within SET remain. As a consequence, tests of the model, as well as its applications, tend to rely on an incompletely specified set of ideas. The authors address conceptual difficulties and highlight areas in need of additional research. In so doing, they pay special attention to four issues: (a) the roots of the conceptual ambiguities, (b) norms and rules of exchange, (c) nature of the resources being exchanged, and (d) social exchange relationships.

Reciprocity is a fundamental mechanism for sustained social relationships. Escalation-based theories suggest that reciprocity intensifies over time. In contrast, equity-based theories propose that people reciprocate behaviors in kind. We reconcile these conflicting perspectives by examining social exchanges across different cultural contexts. Using three complementary experiments, we investigate when, how, and why individuals in East Asian settings and those in North American settings differentially reciprocate positive versus negative behaviors over time. Study 1 demonstrated that in positively framed exchanges (i.e., giving) Americans escalated their reciprocity, but Singaporeans reciprocated in kind. However, in negatively framed exchanges (i.e., taking), Singaporeans escalated their reciprocity, but Americans reciprocated in kind. Study 2 replicated the results using Hong Kongers and showed that cultural differences in regulatory focus were associated with specific emotions (i.e., anxiety and happiness), which then escalated reciprocity. To establish causality, Study 3 manipulated regulatory focus within one culture and replicated the pattern of results.

In small-service settings, how do owner satisfaction, front-line employee satisfaction, and customer satisfaction relate to one another? The authors use generalized exchange theory (GET) to examine how satisfaction levels of these three constituents are reciprocated. The authors examine a European franchise system comprising 50 outlets, 933 employees, and 20,742 customers. Their results show two important findings. First, the effect of owner-franchisee’s satisfaction on customer satisfaction is fully mediated by front-line employee satisfaction. Thus, managers of a service outlet can strongly impact the satisfaction and behavioral intentions of their customer base, even without direct contact with them. Second, the link between customer satisfaction and purchase intention is moderated by employee satisfaction at an outlet. The link between customer satisfaction and customer purchase intentions is almost twice as strong when employees are satisfied than when they are not. Thus, there is a ‘‘doublepositive effect:’’ not only does higher employee satisfaction at an outlet directly lead to higher customer satisfaction but it also indirectly strengthens the association between customer satisfaction and their repurchase intentions.

Entrepreneurs are increasingly relying on online crowdfunding—the use of online platforms to raise money from a large number of people—to finance their ventures. This research explores the proposition that the amounts contributed by the majority of funders in the early stages of a crowdfunding campaign may have a counterintuitive influence on follow-up contributions and on the campaign’s fundraising success. Findings from an analysis of real-world large-scale crowdfunding data and five experiments show that potential funders are more (vs. less) likely to contribute to a newly launched project when early contributions consist mainly of relatively small (vs. large) amounts. The results further show that this Small Predicts Large effect is driven by people’s relationship inferences: when contributions made at the early stages of a crowdfunding campaign mainly comprise relatively large amounts, consumers tend to infer that those large contributions were made by the entrepreneur’s friends or relatives. Because of this relationship inference, prospective funders perceive larger contributions as being less diagnostic of others’ true opinions of the project and this perception negatively affects their willingness to contribute. However, if a crowdfunding campaign provides sufficient justification for the early-stage large contributions, this Small Predicts Large effect will be eliminated.

Reciprocity implies equality in the giving and receiving of benefits. However, we find that reciprocity does not generate equal benefits, in terms of social status. Instead, across 7 studies (N = 3,426), observers conferred more status to individuals who initiated (i.e., initiators) than individuals who reciprocated (i.e., reciprocators) identical prosocial acts. Further, choosing not to reciprocate a prosocial act led to a more severe status penalty than choosing not to initiate a prosocial act. We find this discounting of reciprocity is driven by perceived obligation-observers view reciprocators as acting under constraint. When reciprocation appears less obligatory (e.g., given indirectly, or privately), the status discount is mitigated. Finally, we show that the discounting of a reciprocal act can be enduring-reciprocators still received less status after 2 successive, counterbalanced rounds of exchange. (PsycInfo Database Record (c) 2021 APA, all rights reserved).

With data from 33 nations, we illustrate the differences between cultures that are tight (have many strong norms and a low tolerance of deviant behavior) versus loose (have weak social norms and a high tolerance of deviant behavior). Tightness-looseness is part of a complex, loosely integrated multilevel system that comprises distal ecological and historical threats (e.g., high population density, resource scarcity, a history of territorial conflict, and disease and environmental threats), broad versus narrow socialization in societal institutions (e.g., autocracy, media regulations), the strength of everyday recurring situations, and micro-level psychological affordances (e.g., prevention self-guides, high regulatory strength, need for structure). This research advances knowledge that can foster cross-cultural understanding in a world of increasing global interdependence and has implications for modeling cultural change.

We explored a novel reciprocity-based influence strategy to stimulate cooperation called the reciprocity-by-proxy strategy. Unlike in traditional reciprocity, in which benefactors provide direct benefits to target individuals to elicit reciprocity, the reciprocity-by-proxy strategy elicits in the target a sense of indebtedness to benefactors by providing benefits to a valued third party on behalf of the target (e.g., first making a donation to a charity on behalf of one’s employees and then later asking employees to comply with a request). We hypothesize that this strategy should be more effective than the widely used incentive-by-proxy strategy, in which one makes a request of a target, promising to provide aid to a valued third party if the target first complies with the request (e.g., offering to make a donation to charity for every employee who complies with a request). We found that hotel guests were more likely to reuse their towels when the hotel’s environmental conservation program used a reciprocity-by-proxy strategy than when it used an incentive-by-proxy or standard environmental strategy. Four additional experiments replicate this finding, rule out alternative explanations, and reveal that the reciprocity-by-proxy approach can backfire when the target audience does not support the beneficiary of the aid.

Service interactions run a gamut from an instrumental self-focus to full social appreciation. Observing another customer’s incivility toward a frontline employee can emphasize social concerns as guiding principles for the observer’s own service interaction. Five studies test these dynamics; the results reveal that an incivility incident leads observers to prioritize social over market concerns. This reprioritization becomes manifest in a subsequent service interaction through increased feelings of warmth toward the employee who experienced incivility. In turn, feelings of warmth prompt observers to provide emotional support to the affected employee. Yet such prosocial inclinations are less likely when an employee is held responsible for or reciprocates incivility. Finally, this article also examines the effects of different employee reaction strategies on observers’ inferences about the employee and the service firm, showing that observers are most positively disposed toward the employee and the firm when the former reacts to incivility with a polite reprimand. Together, the results suggest that, contrary to past theorizing, observing customers may contribute to employee well-being, contingent on appropriate employee responses. Notably, the commonly prescribed polite, submissive employee reaction that requires emotional labor may not be the most desirable reaction—neither for the employee nor for the firm.

The authors theorize that the inconsistencies in prior research regarding the relational behavior–performance relationship arise from the type of reciprocity the firm internalizes. The results of a longitudinal study of 284 buyer–supplier relationships indicate that relational behavior enhances financial performance when what is exchanged does not need to be directly comparable with what was received (i.e., heteromorphic equivalence reciprocity) or can be returned over a longer time horizon (i.e., long-term immediacy reciprocity). Moreover, relational behavior diminishes financial performance when what is exchanged must be directly comparable in form (i.e., homeomorphic equivalence reciprocity) or returned over a short time horizon (i.e., short-term immediacy reciprocity). The authors further conclude that a longitudinal interaction effect model provides a more accurate understanding of the relational behavior–performance relationship when compared with a cross-sectional interaction effect model, because it minimizes the unobserved heterogeneity effect, thus strengthening causal inference.

Effective relationship marketing (RM) in a firm's global operations necessitates that the underlying aspect of reciprocity operate consistently across markets. Unfortunately, few studies have empirically examined the role of reciprocity in RM, let alone whether the effects of reciprocity in RM are universal across national cultures. To address these limitations, the authors examine reciprocity as a multidimensional norm whose dimensions of equivalence (what is exchanged) and immediacy (when the exchange occurs) influence relationship quality and satisfaction with performance in cross-border U.S.–Japanese interfirm relationships. The results indicate that the effects of reciprocity on relationship quality are conditional on national culture. Specifically, uncertainty avoidance positively moderates the positive effect of equivalence on relationship quality, while individualism and short-term orientation positively moderate the negative effect of immediacy on relationship quality. Moreover, a supplemental analysis indicates that the key mediating variable RM model may not hold across all cultures when predicting satisfaction with performance. These findings underscore the importance of adapting RM strategies across national cultures and provide managers with recommendations for developing high-quality cross-border buyer–seller relationships.

Exposure to prosocial models is commonly used to foster prosocial behavior in various domains of society. The aim of the current article is to apply meta-analytic techniques to synthesize several decades of research on prosocial modeling, and to examine the extent to which prosocial modeling elicits helping behavior. We also identify the theoretical and methodological variables that moderate the prosocial modeling effect. Eighty-eight studies with 25,354 participants found a moderate effect ( = 0.45) of prosocial modeling in eliciting subsequent helping behavior. The prosocial modeling effect generalized across different types of helping behaviors, different targets in need of help, and was robust to experimenter bias. Nevertheless, there was cross-societal variation in the magnitude of the modeling effect, and the magnitude of the prosocial modeling effect was larger when participants were presented with an opportunity to help the model (vs. a third-party) after witnessing the model's generosity. The prosocial modeling effect was also larger for studies with higher percentage of female in the sample, when other people (vs. participants) benefitted from the model's prosocial behavior, and when the model was rewarded for helping (vs. was not). We discuss the publication bias in the prosocial modeling literature, limitations of our analyses and identify avenues for future research. We end with a discussion of the theoretical and practical implications of our findings. (PsycInfo Database Record (c) 2020 APA, all rights reserved).

As online shopping evolves from being primarily transactional to being more relational, sellers aim to form online relationships. This article investigates online relationship formation, identifies the performance payoffs that result from forming different types of online relationships (unilateral vs. reciprocal), and tests the most effective relationship-building strategies. Study 1, based on a longitudinal buyer-level analysis of an online shopping community, reveals that buyers use community-, seller-, and buyer-generated signals to identify suitable relationship partners and reduce online shopping risk. These signals generally diminish in importance as buyers gain experience but become more important when buyers are forming reciprocal relationships. Study 2 evaluates the dynamic payoffs of online relationship formation (seller-level analysis) on sales; the effect on sales of reciprocal relationships is three times greater and lasts seven times longer than that of seller-initiated, unilateral relationships. Study 3 is a field experiment testing managerially actionable strategies for leveraging relationships to grow online sales. Tenets arising from differences between online and offline relationships, together with the results from the three studies, inform an emerging theory of online relationships.

This paper assesses the viability of pay what you want by examining the relationship between the popularity of a live streaming event and the revenue it generates under a pay-what-you-want scheme.

A recent program comparing negotiated and reciprocal forms of social exchange offers important implications for theory development. Results of these investigations show that the form of exchange studied—negotiated or reciprocal—affects many of the processes and assumptions underlying contemporary theories of exchange. Three such effects are discussed here. First, the form of exchange affects the causal mechanisms underlying power use and the relation between network structure and power. Second, whether exchange is negotiated or reciprocal affects the relative emphasis on learning or rational-choice models and the breadth of motivations assumed for “self-interested” actors, including reward maximization, loss avoidance, and reciprocity. Third, the form of exchange affects the salience of the cooperative and competitive “faces” of exchange, influencing actors' subjective experiences with exchange. These results show the limitations of theories based on any single form of exchange and the need for greater understanding of the full range of exchange forms that characterize social life.

This article proposes the concept of negative reciprocity as a necessary and substantive aspect of the general concept of reciprocity. We contend that the concept of reciprocity is useful only when conceived simultaneously in its negative and positive forms as they are articulated in historical processes. If treated in all its complexity the concept of reciprocity might help us to understand the ambivalence often present in social relationships. Reference to a moral domain is the central tenet that differentiates reciprocity from exchange. Reciprocity is based on a shared morality in its positive form and on the break, transformation or suspension of the moral order in its negative form. We base our discussion on the ethnographic account of the social relations that supported circulation of resources in the Auschwitz concentration camp. However, a comparative perspective indicates that the negative reciprocity pervading Auschwitz's social relations is an extreme example of a broader category of human interaction in no way unique.

Group members gain social status via giving favors to others, but why and when they do so remain unclear in the literature. Building on social exchange theory and social status literature, we identify three types of favor giving among group members (generous, stingy, and matched) and propose that an affective mechanism (i.e., gratitude) and a cognitive mechanism (i.e., perceived competence) underlie the relationship between favor giving and status attainment. Specifically, generous/stingy favor giving has a linear relationship with status attainment through both gratitude and perceived competence, whereas matched favor giving has a curvilinear relationship with status attainment only through perceived competence. An experimental study and a field study lend support to our propositions. Our study complements the literature by offering a complete picture of how three types of favor giving among group members shape their social status in different ways. (PsycINFO Database Record(c) 2018 APA, all rights reserved).

Reciprocal strategies have been shown to be effective in inducing long-term cooperation in social dilemmas involving small, but not large, groups. In this article, we argue that group-based reciprocal strategies (GBRS)--under which one reciprocates cooperative factions, not individuals, within the group--can induce cooperation in large groups. Results of two computer simulations of 100-member groups show that a GBRS accumulates a significantly larger payoff than do other commonly advocated mixed-motive strategies. A third simulation showed that the size of the cooperative faction is influenced by the nature of the payoff matrix; when there is considerable temptation to defect, one should cooperate only after a large number of others have done so, but if there is little temptation to defect, one should reciprocate the cooperative actions of a smaller faction. We also found that the use of a "win-cooperate, lose-defect" heuristic led to substantial total outcomes. Our results suggest several psychological factors are important in facilitating cooperation, yet need empirical study.

This research examines the implications of manager reprimands of frontline employees following a service failure incident. Drawing upon social exchange theory and looking at both customer and employee reactions, three studies find that customers are more satisfied with failed service encounters when they are aware the employee was reprimanded. This effect is on par with other types of service recoveries, mediated by deontic justice perceptions and moderated by the customer’s just-world beliefs, such that high believers are more satisfied than low believers when they are told about an employee’s reprimand. Direct observation of the reprimand acts as a key boundary condition whereby customers become dissatisfied when they are present during the reprimand. Furthermore, we find that customer perceptions of frontline reprimands are tied to reprimand privacy, whereas employee perceptions are tied to reprimand civility. This research is the first to simultaneously examine the effects of workplace reprimands on customer and frontline employee satisfaction. For managers, our findings illuminate the usefulness of communicating employee reprimands to customers, thus representing a low-cost alternative to other types of recovery efforts.

This research examines how to recompense customers, from a social resource theory perspective, which portrays financial compensation as the act of offering the resource “money” to customers during a service recovery attempt. This resource can differ in its particularism (is the money offered in a more or less personal way?) and concreteness (is the money offered in a more or less tangible way?), which are shown in two experiments to affect recovery outcomes. Specifically, personal compensation accompanied by a handwritten note from the service person (vs. impersonal: a typewritten note from the firm) fosters recovery satisfaction, mediated by justice perceptions, and reciprocal customer behavior (tipping, cross-buying), mediated by an obligation to reciprocate. Tangible compensation in the form of a banknote or banknote-like coupon (vs. intangible: a credit entry) also fosters reciprocal customer behavior via the obligation to reciprocate. In both studies, relationship strength amplifies the indirect effect of compensation’s particularism on recovery satisfaction. As a theoretical contribution, we show that the way the monetary resource is presented matters for service recovery. As a major managerial takeaway, this research presents personal (vs. impersonal) compensation as an impactful property of compensation: It increases recovery outcomes without additional monetary costs. Further, managers learn that handing over the money in a personal and tangible way can be a way to increase monetary returns to the firm in the form of tipping and cross-buying.

Asians are more likely than North Americans to refuse a small gift that is offered to them by a casual acquaintance. Five experiments confirmed this difference and explored the reasons for its occurrence. Asians, who are inclined to think of themselves in relation to others, are more likely than North Americans to invoke a reciprocity norm in exchanging gifts with casual acquaintances, and they refuse a gift in order to avoid the feeling of indebtedness they would experience if they cannot reciprocate. North Americans, however, who are inclined to think of themselves independently of others, are more likely to base their acceptance of the gift on its attractiveness without considering their obligation to reciprocate. These cultural differences are not evident when the gift is offered by a close friend with whom individuals have a communal relationship. Implications of our findings for miscommunication between members of different cultures are discussed.(PsycINFO Database Record (c) 2010 APA, all rights reserved).

Decades of research document individual differences in prosocial behavior using controlled experiments that model social interactions in situations of interdependence. However, theoretical and empirical integration of the vast literature on the predictive validity of personality traits to account for these individual differences is missing. Here, we present a theoretical framework that identifies 4 broad situational affordances across interdependent situations (i.e., exploitation, reciprocity, temporal conflict, and dependence under uncertainty) and more specific subaffordances within certain types of interdependent situations (e.g., possibility to increase equality in outcomes) that can determine when, which, and how personality traits should be expressed in prosocial behavior. To test this framework, we meta-analyzed 770 studies reporting on 3,523 effects of 8 broad and 43 narrow personality traits on prosocial behavior in interdependent situations modeled in 6 commonly studied economic games (Dictator Game, Ultimatum Game, Trust Game, Prisoner's Dilemma, Public Goods Game, and Commons Dilemma). Overall, meta-analytic correlations ranged between -.18 ≤ ρ̂ ≤.26, and most traits yielding a significant relation to prosocial behavior had conceptual links to the affordances provided in interdependent situations, most prominently the possibility for exploitation. Moreover, for several traits, correlations within games followed the predicted pattern derived from a theoretical analysis of affordances. On the level of traits, we found that narrow and broad traits alike can account for prosocial behavior, informing the bandwidth-fidelity problem. In sum, the meta-analysis provides a theoretical foundation that can guide future research on prosocial behavior and advance our understanding of individual differences in human prosociality. (PsycINFO Database Record (c) 2019 APA, all rights reserved).