Rob Nelissen

• Tilburg University

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...

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...

In a landmark study in 2006, Bartlett and DeSteno found that receiving help promoted reciprocal behavior and that this effect was mediated by gratitude. Recent research, however, suggested that indebtedness is more closely associated with reciprocation than gratitude. Therefore, we examined whether reciprocal behavior could (also) be attributed to...

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...

Receiving favors is often a mixed blessing and commonly triggers two emotions: the positive emotion gratitude and negative emotion indebtedness. In three studies, we examined the hypothesis that gratitude and indebtedness have distinct functions in social exchange. Contrary to current views, we believe that the function of gratitude does not primar...

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...

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...

We argue that hope is not an expectancy based on beliefs about pathways to desired goals and personal capacities to act on them, but an experience of the mere possibility of a desired outcome. We propose that in the latter sense, hope has unique motivational consequences for goal striving. Specifically, we predicted that hope buffers against the de...

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-...

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...

We onderzochten of dispositionele schuldgevoelens voorspeld kunnen worden door sociale en individuele variabelen die relateren aan: (a) de kans op toekomstige ontmoetingen met personen uit de woonomgeving, en (b) de waarde die sociale relaties voor iemand hebben. We concluderen dat, hoewel de resultaten niet eenduidig zijn, vervolgonderzoek zinvol...

The capacity to experience guilt is assumed to benefit individuals, as the rewards of repeated, cooperative interactions are likely to exceed the rewards of acting selfishly. If that assumption is true, the extent to which people experience guilt over interpersonal transgressions should at least partly depend on the utility of another person for th...

Emotions play a crucial role in moral behavior. The present paper does not contest this point but argues that qualifications of certain feelings such as shame and guilt as moral emotions should not exclusively be based on a proximal analysis of their function. A proximal analysis details how moral emotions produce moral behavior. Emotions are quali...

Posthumous organ donation was framed in terms of reciprocity by asking young participants to respond to another person who was or was not registered as an organ donor, while simultaneously manipulating participants' own registration status. Participants were additionally required to adopt the perspective of a potential donor or recipient of organs....

The present research shows that, like financial sanctions, social punishment (the mere expression of disapproval with another person’s conduct) induces compliance with norms for cooperation in a social dilemma. More importantly, after removing the sanctioning opportunity levels of cooperation decrease more under former financial than under former s...

Why do people engage in self-punishment when they feel guilty? This article aims to bridge discrepant views that portray guilt either as an adaptive social emotion that is vital to the maintenance of social relations or as a maladaptive emotion that produces a host of negative self-directed responses. An experiment investigating the impact of vario...

Drawing from costly signaling theory, we predicted that luxury consumption enhances status and produces benefits in social interactions. Across seven experiments, displays of luxury — manipulated through brand labels on clothes — elicited different kinds of preferential treatment, which even resulted in financial benefits to people who engaged in c...

We argue that offers in bargaining are guided by the emotions that proposers anticipate when contemplating their offers. In particular, we reason that positive offers may be driven by fear and guilt, where fear is more related to the perceived consequences of having one's offer rejected, and guilt is more related to concerns for the opponents' outc...

This study aimed to investigate the influence of anticipated emotions on preventive health behaviour if specified at the level of behavioural outcomes. Consistent with predictions from a recently developed model of goal pursuit, we hypothesized that the impact of emotions on effort levels depended on the perceived proximity to the goal. Participant...

For centuries economists and psychologists have argued that the morality of moral emotions lies in the fact that they stimulate prosocial behavior and benefit others in a person's social environment. Many studies have shown that guilt, arguably the most exemplary moral emotion, indeed motivates prosocial behavior in dyadic social dilemma situations...

Are status concerns associated with debts? Social comparison theory suggests that three status-based motives may underlie consumption: status enhancement, maintenance, and restoration. We tested whether each motive contributed to adolescents’ consumer debt. Status restoration appeared the best predictor of adolescents’ debt. Furthermore, the associ...

If self-interested behavior conflicts with the collective welfare, rules of cooperation are often installed to prevent egoistic behavior. We hypothesized that installing such rules may instigate personal moral norms of cooperation, but that they fail in doing so when installed by a leader who is self-interested rather than self-sacrificing. Three s...

Third-party punishment has recently received attention as an explanation for human altruism. Feelings of anger in response to norm violations are assumed to motivate third-party sanctions, yet there is only sparse and indirect support for this idea. We investigated the impact of both anger and guilt feelings on third-party sanctions. In two studies...

We investigated if responders accept a 50–50 split in a modified version of the ultimatum game, in which rejection yields a higher payoff (€7) than accepting the equal offer (€5). Therefore, the decision to accept the 50–50 split in this modified ultimatum game cannot be perceived as a self-interest act, as opposed to the standard game, in which ac...

Feelings of guilt may be resolved in various ways. The scientific literature has mainly highlighted beneficial interpersonal consequences of guilt, showing repeatedly that guilt motivates compensatory pro-social behavior to repair social bonds. The authors reveal that when opportunities for compensation are not present, guilt may evoke self-punishm...

Two studies were conducted to test reputation-based accounts of altruism which predict that the more people sacrifice to help others, the greater their ensuing benefits. We tested this prediction by varying the cost invested in altruistic behavior, here modeled as costly sanctioning of unfair behavior. Confirming this prediction, it was found that...

We present a motivational account of the impact of emotion on decision making, termed the feeling-is-for-doing approach. We first describe the psychology of emotion and argue for a need to be specific when studying emotion's impact on decision making. Next we describe what our approach entails and how it relates emotion, via motivation to behavior....

We present a motivational account of the impact of emotion on decision making, termed the feeling-is-for-doing approach. We first describe the psychology of emotion and argue for a need to be specific when studying emotion's impact on decision making. Next we describe what our approach entails and how it relates emotion, via motivation to behavior....

Whereas most current theories on emotions posit a central position to goals, direct tests of associations between emotions and goals have been sparse. We investigated such relations by comparing ratings of value importance and frequency of emotional experiences in daily life. The results confirmed our general expectation that associations would be...

The present study investigated emotional influences on behavior in a one-shot, simultaneous, give-some dilemma game. In accordance with functional perspectives on the role of discrete emotions, we found fear to reduce, and guilt to increase levels of cooperation. Moreover, we showed individual differences in the effect of induced emotional states....

According to the auto-motive model, behavioral goals can be automatically activated by situational cues and may subsequently guide behavior without individual awarness. Semantic priming has become a popular paradigm for investigating effects of automatic goal activation. Nevertheless, a critical assumption of the model, i.e., that goals can be acti...