Ilja Van Beest

• PhD
• Professor (Full) at Tilburg University

People vary greatly in their responses to being ignored and excluded by others (i.e., ostracism). Based on previous research, responses to ostracism are typically classified as prosocial, antisocial, and withdrawal behavior. However, studying these behaviors in isolation can limit our understanding of the decision-making process behind these behavi...

Perspective‐taking predicts success in coalition formation Anabela Cantiani, Ilja van Beest, Frans Cruijssen, Goos Kant, Thorsten M Erle European Journal of Social Psychology 54 (6), 1364-1377, 2024 Predominant economic theories of coalition formation assume that the best strategy during coalition negotiations is to approach as few partners as poss...

In this commentary, we examine the implications of the failed replication reported by Vaidis et al., which represents the largest multilab attempt to replicate the induced-compliance paradigm in cognitive-dissonance theory. We respond to commentaries on this study and discuss potential explanations for the null findings, including issues with the p...

Coalition theories have assumed that players anticipate the allocation norms used by others. This anticipation subsequently shapes the final coalition outcomes, determining both which coalition form and how payoffs are allocated. As these assumptions have only been deduced from observed final coalition outcomes, the present research sought to empir...

Our field is witnessing a surging interest in understanding lived experiences of ostracism instead of experiences induced in experiments. How do researchers draw valid causal conclusions about naturally occurring experiences of ostracism without relying on experimental designs? In this article, we put forth that a critical first step is to clearly...

According to cognitive-dissonance theory, performing counterattitudinal behavior produces a state of dissonance that people are motivated to resolve, usually by changing their attitude to be in line with their behavior. One of the most popular experimental paradigms used to produce such attitude change is the induced-compliance paradigm. Despite it...

Individuals who are ostracized (i.e., ignored or excluded by others) experience a range of negative emotions and show various coping behaviors. We investigated whether target attributions of warmth and competence as perceived reasons for ostracism were differently related to emotions and behavioral intentions. In Study 1, participants ( N = 321) re...

The transport sector needs to drastically reduce its carbon footprint to comply with the Paris Agreement. In today’s sharing economy, an emerging strategy to contribute to this goal is horizontal collaboration. However, most studies on horizontal collaboration or resource pooling are approached from a theoretical Operations Research perspective, an...

This project studies the role of perspective-taking during coalition formation in a logistics setting.

Ostracism triggers negative emotions such as sadness, anger, and hurt feelings. Do targets of ostracism truthfully share their emotions with the sources of ostracism? Drawing on past research on social-functional accounts of emotions and interpersonal emotion regulation, we investigated the possibility that targets may misrepresent their emotions (...

The current study tested the boundary conditions of ethical decision-making by increasing cognitive load. This manipulation is believed to hinder deliberation, and, as we argue, reduces the cognitive capacity needed for a self-serving bias to occur. As telling a lie is believed to be more cognitively taxing than telling the truth, we hypothesized t...

Believers of karma believe in ethical causation where good and bad outcomes can be traced to past moral and immoral acts. Karmic belief may have important interpersonal consequences. We investigated whether American Christians expect more trustworthiness from (and are more likely to trust) interaction partners who believe in karma. We conducted an...

Cynicism – the belief that people are driven primarily by self-interest – has been predominantly associated with detrimental consequences for individuals and organizations. Less is known about its potentially positive implications. We investigated whether lay people consider cynicism helpful in preventing antisocial behavior and therefore see value...

Social exclusion has a myriad of negative effects on students’ psychological and social well-being. One way to combat such negative effects is to raise awareness about social exclusion in schools. Here, we describe and evaluate a training program that was carried out across schools in The Netherlands. The program relies on basic experiential learni...

Using both correlational and experimental designs across four studies (N = 1251 working individuals), the current project aimed to contribute to the understanding of workplace ostracism by studying two research questions. First, we tested whether the subjective experience of targets reflects the current theorizing of ostracism. Second, drawing from...

A key observation in coalition formation is that bargainers who control many resources are often excluded from coalitions by bargainers who control few resources, the Strength‐is‐Weakness effect. We argue that this effect is contingent on whether resources provide a legitimate claim to be included in a coalition. Across three incentivized coalition...

We introduce “Social Ball,” a new research paradigm to study ostracism via an online ball tossing game based on Cyberball (Williams & Jarvis, 2006) designed with both researchers and participants in mind. For researchers, the game incorporates a variety of features which are easily accessible from the software’s interface. Some of these features ha...

Social exclusion triggers aversive reactions (e.g., increased negative affect), but being excluded may bring substantial benefits by reducing pathogen exposure associated with social interactions. Is exclusion less aversive when cues of infectious diseases are salient in the environment? We conducted two preregistered experiments with a 2 (belongin...

Social exclusion triggers aversive reactions (e.g., increased negative affect), but being excluded may bring substantial benefits by reducing pathogen exposure associated with social interactions. Is exclusion less aversive when cues of infectious diseases are salient in the environment? We conducted two preregistered experiments with a two (belong...

Faces play a central role in person perception. People spontaneously judge others' personality based on their facial appearance and these impressions guide many consequential decisions. When do people rely on facial appearance? In five studies (N = 1936, four preregistered), we test whether reliance on facial appearance depends on the goal of impre...

Existing research has documented the social benefits (i.e., higher popularity and liking) of extraversion and agreeableness. Do these positive reputational consequences extend to social dilemma situations that require trust? We found that people do not trust extraverts more than introverts. Instead, people's trust decisions are guided by their part...

Prior research on personality and prosocial behavior has focused on actor‐level effects of personality by examining which personality traits predict individuals' prosocial behavior. But do lay people take into account others' personality when making predictions of others' future prosocial behavior? The present research was designed to answer this q...

Moral framing and reframing strategies persuade people holding moralized attitudes (i.e., attitudes having a moral basis). However, these strategies may have unintended side effects: They have the potential to moralize people's attitudes further and as a consequence lower their willingness to compromise on issues. Across three experimental studies...

Social exclusion has a myriad of negative effects on students’ psychological and social well-being. One way to combat such negative effects is to raise awareness about social exclusion in schools. Here, we describe and evaluate a training program that was carried out across schools in the Netherlands. The program relies on basic experiential learni...

In this paper, we present the Online Coalition Game (OCG): an open-source tool written for the open-access research platform oTree that enables high-powered interactive coalition formation experiments. Besides containing a tutorial on conducting and configuring studies using the OCG, we discuss two previous implementations. With these examples, we...

The current research investigates the effects of exposure to information about the prevalence of sexism in society on women's perceptions, needs, expectations, and career motivation. We propose that such exposure to sexism prevalence may threaten women's fundamental need to belong, and induces perceptions of social exclusion. Study 1 provided corre...

Social rejection is a negative experience. Disclosing this experience to others may be beneficial for the target but may also entail costs if the audience reacts negatively. Across five pre-registered studies (N = 1120) we investigated how people may feel an urge to disclose a certain hypothetical rejection experience, however, depending on anticip...

Theories of moralization argue that moral relevance varies due to inter-individual differences, domain differences, or a mix of both. Predictors associated with these sources of variation have been studied in isolation to assess their unique contribution to moralization. Across two studies (NStudy1 = 376; NStudy2a = 621; NStudy2b = 589), assessing...

While a considerable body of literature has shown that leaving one's group is a negative experience that people tend to avoid, the current research focuses on the idea that on some occasions, leaving one's group can come with positive consequences. Across four experimental studies, we demonstrate that people's reactions to staying in versus leaving...

A key observation in coalition formation is that bargainers with most resources are often excluded from coalitions: the Strength-is-Weakness effect. Previous studies have suffered from low sample sizes and lack of (appropriate) incentives and have rarely focused on underlying processes. To address these issues, we conducted a cross-platform replica...

In coalition formation, bargainers with many resources are often excluded from coalitions (the Strength‐is‐Weakness effect). Literature suggests this effect is driven by high‐resource bargainers using self‐serving allocation rules that backfire, as they prefer equity over equality (while low‐resource bargainers prefer the opposite). Four studies te...

Faces play a central role in person perception. People spontaneously judge others’ personality based on their facial appearance and these impressions guide many consequential decisions. Under what conditions do people rely on facial appearance? Here, we test whether reliance on facial appearance depends on the goal of impression formation (i.e., on...

According to violation–compensation models of cognitive conflict, experiences that violate expected associations evoke a common, biologically based syndrome of aversive arousal, which in turn motivates compensation efforts to relieve this arousal. However, while substantial research shows that people indeed respond with increased arousal to expecta...

People rely on the facial appearance of political candidates when voting. Here, we examine whether the perceived competence, trustworthiness, and attractiveness of male Italian mayoral candidates (n = 150) predict their electoral success. Building on situational leadership theory, we also examine whether associations between apparent traits and ele...

Cultural practices and anecdotal accounts suggest that people expect suffering to lead to fortuitous rewards. To shed light on this illusory ‘suffering–reward’ association, we tested why and when this effect manifests. Across three vignette studies in which we manipulated the degree of suffering experienced by the protagonist, we tested a ‘just‐wor...

Trait impressions from faces influence many consequential decisions even in situations in which decisions should not be based on a person's appearance. Here, we test (a) whether people rely on trait impressions when making legal sentencing decisions and (b) whether two types of interventions-educating decision-makers and changing the accessibility...

Conflict and competition arise when involved parties’ preferences and goals collide. This chapter highlights theoretical and empirical perspectives on the emergence and manifestations of conflicts. We outline how conflicts can occur from three perspectives: considering conflicts between individual actors, considering conflicts between individuals i...

Individuals may respond to ostracism by either behaving prosocially or antisocially. A recent paper provides evidence for a third response: solitude seeking, suggesting that ostracized individuals may ironically engage in self-perpetuating behaviors which exacerbate social isolation. To examine this counterintuitive response to ostracism, we concep...

It is well documented that when people (targets) are socially excluded by others (actors) they feel hurt. To understand social exclusion, however, we argue it is crucial to look not only at the end state of exclusion (do targets end up excluded or included?) but also at the process (how are targets excluded?). In four studies we differentiated betw...

Because sexual orientation is a crucial factor in social discrimination, this study assessed how the working memory capacity of gay‐men and heterosexual‐men is affected by a social exclusion event (N = 88). To manipulate the experience of social exclusion participants were included or excluded from a game of Cyberball. To assess working memory capa...

Big data technologies have both benefits and costs which can influence their adoption and moral acceptability. Prior studies look at people’s evaluations in isolation without pitting costs and benefits against each other. We address this limitation with a conjoint experiment (N ¼ 979), using six domains (criminal investigations, crime prevention, c...

Trait impressions from faces influence many consequential decisions even in situations in which they have poor diagnostic value and in which decisions should not be based on a person’s appearance. Here, we test (a) whether people rely on facial appearance when making legal sentencing decisions and (b) whether two types of interventions—educating de...

The current article examined the characteristics of real-life revenge acts. A demographically diverse sample of avengers described autobiographical revenge acts and the preceding offense. They rated the severity of both acts, the time before taking revenge, and motives for the timing. Independent raters also rated the severity of both acts and code...

Physiognomy, the idea that a person’s character is reflected in their facial features, has a long history in scholarly thought. Although now widely regarded as pseudoscience in academic circles, recent work suggests that laypeople hold physiognomic beliefs and that belief endorsement is associated with support for facial profiling technology and ot...

Impressions of trustworthiness based on facial cues influence many consequential decisions, in spite of their (generally) poor accuracy. Here, we test whether reliance on facial cues can be better explained by (a) the belief that facial cues are more valid than other cues or by (b) the quick and primary processing of faces, which makes relying on f...

Social outcomes can result both from people’s own behavior (claim process) and from the behavior of others (grant process). Prior research compared the effect of these two processes on people’s experience of inclusion and outperformance, using two virtual ball-toss games: claimball and cyberball. We extend this work by using the same games to asses...

People rely on the facial appearances of political candidates when voting. However, there is conflicting evidence regarding which perceived traits (e.g., competence, trustworthiness, or attractiveness) are associated with electoral success. In line with situational leadership theories, we test the hypothesis that trait preferences for politicians v...

Background and aims Prior research indicates that swearing increases pain tolerance and decreases pain perception in a cold pressor task. In two experiments, we extend this research by testing whether taboo hand gesticulations have a similar effect. Methods Study 1 focused on males and females who, across two trials, submerged an extended middle f...

Online peer-to-peer markets, such as Airbnb, often include profile photos of sellers to reduce anonymity. Ert, Fleischer, and Magen (2016) found that more trustworthy-looking, but not more attractive-looking, Airbnb hosts from Stockholm charge higher prices for similar apartments. This suggests that people are willing to pay more for a night in an...

Impressions of trustworthiness based on facial cues influence many consequential decisions, in spite of their (generally) poor accuracy. Here, we test whether reliance on facial cues can be better explained by (a) the belief that facial cues are more valid than other cues or by (b) the quick and primary processing of faces, which makes relying on f...

Online peer-to-peer markets, such as Airbnb, often include profile photos of sellers to reduce anonymity. Ert and colleagues (2016) found that more trustworthy-looking, but not more attractive-looking, Airbnb hosts charge higher prices for similar apartments. This suggests that people are willing to pay more for a night in an apartment if the host...

Groups often need to reach collective decisions when the group’s members do not all agree. In these situations, the subset of a group that agrees on the group’s final decision can be considered a winning coalition. Game theory, social psychology and political science have all addressed the dynamics of coalition formation; organizational behaviour h...

People make trait inferences based on facial appearance, and these inferences guide social approach and avoidance. Here, we investigate the effects of textural features on trait impressions from faces. In contrast to previous work, which exclusively manipulated skin smoothness, we manipulated smoothness and the presence of skin blemishes independen...

Trust and trustworthiness are important pillars of interpersonal, societal, and economic functioning. We provide an overview of how trustworthiness develops across the lifespan. Previous studies point to an increase in trustworthiness during childhood; relatively stable levels throughout adolescence and adulthood; and some evidence suggests a furth...

People make trait inferences based on facial appearance, and these inferences guide social approach and avoidance. Here, we investigate the effects of textural features on trait impressions from faces. In contrast to previous work, which exclusively manipulated skin smoothness, we manipulated smoothness and the presence of skin blemishes independen...

Emotional expressions can have a pervasive impact on bargaining behavior and outcomes. This widely documented phenomenon implies that in their communications, bargainers may adjust their apparent emotions. In the current paper, we developed a paradigm to study the communication of anger and disappointment, two of the most commonly experienced emoti...

To succeed in today's workplaces, people often need to outperform the persons who helped them succeed. In three studies we assessed how doing so affects well-being, prosocial behavior and social perceptions. In the first two studies participants took part in a competitive version of a virtual ball-toss game, with different financial incentives in e...

How do trust and reciprocity decisions change when outcomes are framed in terms of potential losses (vs gains)? In two studies, with 7464 trust decisions from 359 participants and 2723 reciprocity decisions from 221 participants, we find that loss framing increases mean-level trust, but has no effect on mean-level reciprocity. Additionally, loss fr...

Detection deception in statements others make—whether directly or by an impression that something is off—is integral to everyday morality. Here we consider whether these statements are spontaneous or rehearsed. Participants (N = 147) watched spontaneous and rehearsed statements of liars and truth-tellers, and indicated whether they felt lied to as...

People make trait inferences based on facial appearance, and these inferences guide social approach and avoidance. Here, we investigate the effects of textural features on trait impressions from faces. In contrast to previous work, which exclusively manipulated skin smoothness, we manipulated smoothness and the presence of skin blemishes independen...

Ostracism is a painful experience, to the point that even observing ostracism hurts. We extend research on vicarious ostracism by investigating how observers subsequently behave and whether this is driven by intrapersonal feelings (need satisfaction) and/or interpersonal impressions. Sixty-six participants observed either ostracism or inclusion in...

We outline an array of journal policies that JPSP:ASC could adopt to further promote transparent and responsible research practices; in turn, these practices will increase the reliability of research findings published in JPSP:ASC.

Beyond breathing, the regulation of body temperature—thermoregulation—is one of the most pressing concerns for many animals. A dysregulated body temperature has dire consequences for survival and development. Despite the high frequency of social thermoregulation occurring across many species, little is known about the role of social thermoregulatio...

Theoretical reflections suggest that avengers and targets of revenge have self-serving perception biases when judging the severity of revenge acts and preceding offenses. Empirical research investigating such biases has so far focused on either the offense or the revenge act and may have confounded a perception bias with a situational selection bia...

Previous research has shown that people are risk-seeking in the face of losses. We propose that this risk-seeking orientation is a palliative approach response to deal with a discrepancy between people's desire to avoid losses versus the possibility of loss. An expectancy violation (which induces behavioral approach responses) would therefore stren...

Little is known about the situational factors that turn feelings of revenge into actual acts of revenge. Addressing this gap in the literature, this study selected a representative sample of people who acted on their feelings of revenge (avengers) and of people who did not (nonavengers), obtaining a reflection of typical antecedents of revenge. Res...

Humiliation lacks an empirically derived definition, sometimes simply being equated with shame. We approached the conceptualisation of humiliation from a prototype perspective, identifying 61 features of humiliation, some of which are more central to humiliation (e.g. losing self-esteem) than others (e.g. shyness). Prototypical humiliation involved...

Trust and trustworthiness are important pillars of interpersonal, societal, and economic functioning. We provide an overview of how trustworthiness develops across the lifespan. Previous studies point to an increase in trustworthiness during childhood; relatively stable levels throughout adolescence and adulthood; and some evidence suggests a furth...

Groups often need to reach collective decisions when the group’s members do not all agree. In these situations, the subset of a group that agrees on the group’s final decision can be considered a winning coalition. Game theory, social psychology and political science have all addressed the dynamics of coalition formation; organizational behaviour h...

Dishonesty is ubiquitous in our world. The news is frequently filled with high-profile cases of corporate fraud, large-scale corruption, lying politicians, and the hypocrisy of public figures. On a smaller scale, ordinary people often cheat, lie, misreport their taxes, and mislead others in their daily life. Despite such prevalence of cheating, cor...

The authors examined the concept of vengeance from a prototype perspective. In 6 studies, the prototype structure of vengeance was mapped. Sixty-nine features of vengeance were identified (Study 1), and rated on centrality (Study 2). Further studies confirmed the prototype structure. Compared to peripheral features (e.g., religion, shame, and self-...

A pre-registered experiment was conducted to examine psychophysiological responses to being lied to. Bridging research on social cognition and deception detection, we hypothesized that observing a liar compared to a truth-teller would decrease finger skin temperature of observers. Participants first watched two targets while not forewarned that the...

We examined 120 Cyberball studies (N = 11,869) to determine the effect size of ostracism and conditions under which the effect may be reversed, eliminated, or small. Our analyses showed that (1) the average ostracism effect is large (d > |1.4|) and (2) generalizes across structural aspects (number of players, ostracism duration, number of tosses, t...

Beyond breathing, the regulation of body temperature—thermoregulation—is one of the most pressing concerns for many animals. A dysregulated body temperature has dire consequences for survival and development. Despite the high frequency of social thermoregulation occurring across many species, little is known about the role of social thermoregulatio...

Prior definitions and empirical research do not distinguish responses to transgressions driven by feelings of revenge from responses to transgressions driven by feelings of anger. We used autobiographical recalls to examine differences between vengeful and anger-driven responses. Our findings revealed that vengeful responses are not the same as ang...

Findings from the deception detection literature suggest that although people are not skilled in consciously detecting a liar, they may intuit that something about the person telling a lie is off. In the current proposal, we argue that observing a liar influences the observer’s physiology even though the observer may not be consciously aware of bei...

There is a widespread belief that women are better at selecting gifts than men; however, this claim has not been assessed on the basis of objective criteria. The current studies do exactly that and show that women do indeed make better gift selections for others, regardless of the gender of the receiver and the type of relationship between the give...

This study investigated the neural mechanisms involved in the interpersonal effects of emotions-i.e., how people are influenced by other people's emotions. Participants were allocators in a version of the dictator game and made a choice between two offers after receiving written emotional expressions of the recipients. The results showed that parti...

Research on multiparty negotiation has investigated how parties form coalitions to secure payoffs but has not assessed the underlying self-regulatory and physiological principles. Integrating insights from research on the social functions of emotions and the bio-psychosocial model as proposed by Blascovich and colleagues, we assessed threat and cha...

It is a common belief that high offers are more readily accepted than low offers. In contrast to this general notion, the current set of studies shows that there is a limit to the beneficial effects of making high offers and that becoming too generous may backfire. This paradoxical finding is observed when offers are made in an ambiguous situation...

Social rejection can lead to a variety of emotions. Two studies show that specific emotional reactions to social rejection can be understood by relying on the fundamental distinction between competence and warmth. Rejection that is perceived to be due to incompetence leads to anger, whereas rejection that is perceived to be due to lack of warmth le...

On the basis of a social-functional approach to emotion, scholars have argued that expressing disappointment in negotiations communicates weakness, which may evoke exploitation. Yet, it is also argued that communicating disappointment serves as a call for help, which may elicit generous offers. Our goal was to resolve this apparent inconsistency. W...

The present study investigated the role of control as a moderator in reaction to ostracism among male violent offenders diagnosed with ASPD (N = 33) compared to a control sample consisting of males from the normal population without a known history of violence, or diagnosis of ASPD, matched for age and educational level (N = 35). Participants playe...

Research has repeatedly shown that social exclusion is distressful regardless of mitigating circumstances. In three studies we show that financially compensating social exclusion reduces the unpleasant experience and affects subsequent coping. Participants played a game of Cyberball, and either received money when they were excluded or not. Results...

The current study tested the boundary conditions of ethical decision-making by increasing cognitive load. This manipulation is believed to hinder deliberation, and, as we argue, reduces the cognitive capacity needed for a self-serving bias to occur. As telling a lie is believed to be more cognitively taxing than telling the truth, we hypothesized t...

Powerful societal leaders - such as politicians and Chief Executives - are frequently met with substantial distrust by the public. But why are people so suspicious of their leaders? One possibility is that 'power corrupts', and therefore people are right in their reservations. Indeed, there are numerous examples of unethical leadership, even at the...