Financial vulnerability and the reproduction of disadvantage in economic exchanges.

2019/06/13 by Tianyu He, Rellie Derfler-Rozin, Rellie Derfler‐Rozin +1 · 4 citations
Psychology · Social Sciences · #Cultural Differences and Values #Personality Traits and Psychology #Social and Intergroup Psychology

paper · doi:10.1037/apl0000427

Abstract

= 191,648), we found evidence that various proxies of financial vulnerability are associated with a more zero-sum construal of success. In two subsequent face-to-face negotiation studies, we found that financial vulnerability, whether measured or induced experimentally, undermined integrative value generation. The final two-part study found evidence of the hypothesized psychological process. Taken together, our studies uncover a fundamental pathway through which the disadvantage of financially vulnerable people is reproduced through economic exchanges. (PsycINFO Database Record (c) 2019 APA, all rights reserved).

Citations

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