Spontaneity in Decision-Making: It Can Help and Hurt

15 Pages Posted: 24 Oct 2009 Last revised: 11 Nov 2009

See all articles by Jayanth Narayanan

Jayanth Narayanan

National University of Singapore (NUS)

Madan Pillutla

London Business School

Zheng Xue

affiliation not provided to SSRN

Date Written: June 15, 2009

Abstract

Spontaneity characterized as unplanned action without premeditation is important to interpersonal relationships. However, not all ‘spontaneous’ decisions will lead to positive consequences. Our study attempts to clarify the role of spontaneity in decision making by taking the perspective of recipients of spontaneous actions to investigate how spontaneity in decision making can lead to positive reciprocity or negative reciprocity depending on the valence of the spontaneous. In study 1, we found that people were more likely to reciprocate quick (i.e. the manipulation of spontaneity) positive offers than delayed positive offers in the trust game. In study 2, we found that people were more inclined to punish quick small offers than delayed small offers in the ultimatum game.

Suggested Citation

Narayanan, Jayanth and Pillutla, Madan and Xue, Zheng, Spontaneity in Decision-Making: It Can Help and Hurt (June 15, 2009). 22nd Annual IACM Conference Paper. Available at SSRN: https://ssrn.com/abstract=1493528 or http://dx.doi.org/10.2139/ssrn.1493528

Jayanth Narayanan (Contact Author)

National University of Singapore (NUS) ( email )

Bukit Timah Road 469 G
Singapore, 117591
Singapore

Madan Pillutla

London Business School ( email )

Sussex Place
Regent's Park
London, London NW1 4SA
United Kingdom

Zheng Xue

affiliation not provided to SSRN

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