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Chapter 3: Empirical expectations

In his famous article “An Essay on Bargaining” (1956), Thomas Schelling introduced the concept of commitment into the game-theoretical framework. Committed behaviour, following Schelling, is a kind of strategic action whose goal is to modify the other players' strategies, through the manipulation of their expectations (Schelling 1960, 122). The two paradigmatic cases of social commitment would be promises and threats. Thus, for a commitment (either a promise or a threat) to be effective, it has to be both believable and believed by the other players. Schelling argues that credibility can be attained by the agent by means of different mechanisms, such as voluntarily ruling out one or more of the available options (either by making some choices impossible or by raising its cost), the power of reputation, and the ability to bargain. Nevertheless, as Schelling points out, credible promises and threats seem to lead to a paradoxical situation: once the commitment has been stated, and having already manipulated the other agent's choices and actions, what's the reason to keep it? Let's imagine, for example, that two agents, Sally and Bob, are playing a public goods game; Sally promises to invest all her tokens into the public good if Bob does the same. Bob believes that Sally's promise is credible, and invests all his tokens. Then, why would Sally keep her promise? From the point of view of narrow strategic rationality, Sally's best option is to free-ride, not only before she made the promise, but also after (and probably she would be more tempted to do so after Bob invested all his tokens in the public good). This problem can be stated as follows: the incentives to cooperate are exactly the same than the incentives to keep a promise or a threat. Nonetheless, experimental results show a significant tendency to act according to one's commitments, as well as a tendency to consider the other's commitments credible (Ostrom, Walker, and Gardner 1992; Kerr and Kaufman-Gilliland 1994; Kerr et al. 1997; Kurzban et al. 2001; Boadway, Song, and Tremblay 2007; Balliet 2010). It would be unrealistic to state that everyone lives up to their commitments, but the puzzling results do not have to do with the amount of promises and threats that are kept or broken; they are puzzling because, everything else being equal, keeping a commitment is irrational if the behaviour promised is irrational as well—and if it is not irrational, because it is the agent's preferred choice, then the commitment is unnecessary. This Chapter deals with the strategic problem of commitment, as stated by Schelling.

Cha p t e r3 . Emp i r i c a le x p e c t a t i o ns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 3 . 1 . 1 . Pr o s o c i a l i t ya nda l t r ui s t i cb e ha v i o ur . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 3 . 1 . 2 . S e no nc o mmi t me nta sa l t r ui s t i cmo t i v a t i o n. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 4 3 . 1 . 3 . S o c i a l l y me d i a t e dp r e f e r e nc e s . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 6 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 9 Cha p t e r3 . Emp i r i c a le x p e c t a t i o ns CHAPTER3 . EMPIRICALEXPECTATIONS I nhi sf a mo usa r t i c l e“ AnEs s a yo nBa r g a i ni ng ”( 1 9 5 6 ) ,Tho ma sS c he l l i ngi nt r o d uc e d t he c o nc e p to fc o mmi t me nt i nt ot he g a me t he o r e t i c a lf r a me wo r k .Co mmi t t e d b e ha v i o ur ,f o l l o wi ngS c he l l i ng ,i sak i ndo fs t r a t e g i ca c t i o nwho s eg o a li st omo d i f yt he o t he rp l a y e r s 's t r a t e g i e s ,t hr o ug ht hema ni p ul a t i o no ft he i re x p e c t a t i o ns( S c he l l i ng 1 9 6 0 ,1 2 2 ) .Thet wop a r a d i g ma t i cc a s e so fs o c i a lc o mmi t me ntwo ul db ep r o mi s e sa nd t hr e a t s .Thus ,f o rac o mmi t me nt( e i t he rap r o mi s eo rat hr e a t )t ob ee f f e c t i v e ,i tha st o b eb o t hb e l i e v a b l ea ndb e l i e v e db yt heo t he rp l a y e r s .S c he l l i nga r g ue st ha tc r e d i b i l i t y c a nb ea t t a i ne db yt hea g e ntb yme a nso fd i f f e r e ntme c ha ni s ms ,s uc ha sv o l unt a r i l y r ul i ngo uto neo rmo r eo ft hea v a i l a b l eo p t i o ns( e i t he rb yma k i ngs o mec ho i c e s i mp o s s i b l eo rb yr a i s i ngi t sc o s t ) ,t hep o we ro fr e p ut a t i o n,a ndt hea b i l i t yt ob a r g a i n. Ne v e r t he l e s s ,a sS c he l l i ngp o i nt so ut ,c r e d i b l ep r o mi s e sa ndt hr e a t ss e e mt ol e a dt oa p a r a d o x i c a ls i t ua t i o n:o nc et hec o mmi t me ntha sb e e ns t a t e d ,a nd ha v i nga l r e a d y ma ni p ul a t e dt heo t he ra g e nt ' sc ho i c e sa nda c t i o ns ,wha t ' st her e a s o nt ok e e pi t ?Le t ' s i ma g i ne , f o re x a mp l e , t ha tt woa g e nt s , S a l l ya ndBo b ,a r ep l a y i ngap ub l i cg o o d sg a me ; S a l l yp r o mi s e st oi nv e s ta l lhe rt o k e nsi nt ot hep ub l i cg o o di fBo bd o e st hes a me .Bo b b e l i e v e st ha tS a l l y ' sp r o mi s ei sc r e d i b l e ,a ndi nv e s t sa l lhi st o k e ns .The n,whywo ul d S a l l yk e e phe rp r o mi s e ?F r o mt hep o i nto fv i e wo fna r r o ws t r a t e g i cr a t i o na l i t y ,S a l l y ' s b e s to p t i o ni st of r e e r i d e ,no to nl yb e f o r es hema d et hep r o mi s e ,b uta l s oa f t e r( a nd p r o b a b l ys hewo ul db emo r et e mp t e dt od os oa f t e rBo bi nv e s t e da l lhi st o k e nsi nt he p ub l i cg o o d ) .Thi sp r o b l e mc a nb es t a t e da sf o l l o ws :t hei nc e nt i v e st oc o o p e r a t ea r e e x a c t l yt hes a met ha nt hei nc e nt i v e st ok e e pap r o mi s eo rat hr e a t .No ne t he l e s s , e x p e r i me nt a lr e s ul t ss ho w as i g ni f i c a nt t e nd e nc yt oa c ta c c o r d i ng t oo ne ' s c o mmi t me nt s ,a swe l la sat e nd e nc yt oc o ns i d e rt heo t he r ' sc o mmi t me nt sc r e d i b l e ( Os t r o m,Wa l k e r ,a ndGa r d ne r1 9 9 2 ;Ke r ra ndKa uf ma nGi l l i l a nd1 9 9 4 ;Ke r re ta l . 1 9 9 7 ;Kur z b a ne ta l .2 0 0 1 ;Bo a d wa y ,S o ng ,a ndTr e mb l a y2 0 0 7 ;Ba l l i e t2 0 1 0 ) .I two ul d b eunr e a l i s t i ct os t a t et ha te v e r y o nel i v e supt ot he i rc o mmi t me nt s ,b utt hep uz z l i ng r e s ul t sd ono tha v et od owi t ht hea mo unto fp r o mi s e sa ndt hr e a t st ha ta r ek e p to r b r o k e n;t he ya r ep uz z l i ngb e c a us e ,e v e r y t hi nge l s eb e i nge q ua l ,k e e p i ngac o mmi t me nt 3 Cha p t e r3 . Emp i r i c a le x p e c t a t i o ns i si r r a t i o na li ft heb e ha v i o urp r o mi s e di si r r a t i o na la swe l l —a ndi fi ti sno ti r r a t i o na l , b e c a us ei ti st hea g e nt ' sp r e f e r r e dc ho i c e , t he nt hec o mmi t me nti sunne c e s s a r y . Thi sCha p t e rd e a l swi t ht hes t r a t e g i cpr o b l e mo fc o mmi t me nt ,a ss t a t e db y S c he l l i ng . 3 . 1 . WHYDO PEOPLEKEEPTHEIRPROMISES? As t r a t e g i cc o mmi t me nti sas o c i a li nt e r a c t i o nwho s eg o a li st omo d i f yt hea g e nt ' s b e ha v i o urt hr o ug ht hema ni p ul a t i o no fhe re mp i r i c a le x p e c t a t i o ns .F r o m as t r a t e g i c a l p o i nto fv i e w,t he n,c o mmi t me ntc a no nl ya r i s ei ns i t ua t i o nsi nwhi c ht he r ei sa n i nc e nt i v et of r e e r i d eo rt oc he a t .Ot he r wi s e ,ap r o mi s eo rat hr e a two ul dno tb es uc h b utad e c l a r a t i o no fi nt e nt i o ns :“ ap r o mi s eo rat hr e a tmus tb et od os o me t hi ngt ha tt he i nd i v i d ua lwo ul dno tb eo t he r wi s emo t i v a t e dt od o .Tha ti swha td i s t i ng ui s he st he s e p l e d g e sf r o m me r ef o r e c a s t s ”( Hi r s hl e i f e r2 0 0 1 ,3 0 9 ) .Thus ,c o mmi t me nts e r v e sa sa c o nt r o lme c ha ni s msi no r d e rt oi nc e nt i v ec o o p e r a t i o na ndo v e r c o mi ngt het e mp t a t i o n o ff r e e r i d i ng :“ c o mmi t me nti same a nsb ywhi c hp l a y e rc a na s s ur eo nea no t he rt ha t t he ya r eno tg o i ngt of r e er i d eo no t he r ' sc o nt r i b ut i o ns ,s ot ha tg r o upme mb e r sc a n c o nt r i b ut ewi t ho utf e a r i ngt ha tt he ywi l lb ef r e er i d d e n”( Kur z b a ne ta l .2 0 0 1 ,1 6 6 3 ) . Ho we v e r ,i ti sno tc l e a rwha tme c ha ni s msp r o mo t ec o mmi t me nti nt hef i r s tp l a c e : whe nt he r ei sat e mp t a t i o nt of r e e r i d e ,t he r ei si nd e e dt hes a met e mp t a t i o nt op r o p o s e af a l s ec o mmi t me nt .I nt hi ss e c t i o n,Iwi l le x p l o r et hep r o b l e mso fc o mmi t me nti n s t r a t e g i cc o nt e x t s .Co mmi t me ntwo r k sa same c ha ni s mt ha te nha nc e sc o o p e r a t i o ni n s o c i a ld i l e mma s , b uti t sc r e d i b i l i t ya nde f f e c t i v e ne s sd e p e nd so no t he rme c ha ni s mst ha t e na b l ep r o s o c i a l b e ha v i o ur . Thus ,ho wd o e sa c o mmi t me ntmo d i f yt he p a y o f fs t r uc t ur e ? Wha to t he r i nc e nt i v e s ,b e s i d e st hee x p l i c i tp a y o f f s ,a r et a k e ni nt oa c c o untb yt hea g e nt s ?I st he t e mp t a t i o nt of r e e r i d ei nag a met hes a mek i ndo ft e mp t a t i o na st heo net ha tl e a d st o d e c e p t i o n?Or ,s t a t e do t he r wi s e ,i fa na g e nti sa f r a i do fc o o p e r a t i ngb e c a us es he b e l i e v e st ha tt heo t he ra g e nt sa r eg o i ngt of r e e r i d e ,t he ns hewo ul da l s oha v er e a s o ns f o rb e l i e v i ngt ha t , i nt hec a s et ha ta l lt heo t he rp l a y e r sc o mmi tt he ms e l v e st oc o o p e r a t e , t he ya r ea l s og o i ngt oc he a t ,a ndb r e a kt he i rc o mmi t me nt s .F o l l o wi ngt hi sa r g ume nt , S á nc he z Cue nc a( 1 9 9 8 )c l a i mst ha tt he r ei sa t r a d e o f fb e t we e nt he ne e do fa c o mmi t me nta ndi t sc r e d i b i l i t y : 4 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? Ac o mmi t me nti sc r e d i b l ewhe ne v e r y o nee x p e c t st ha tt hep e r s o nwhoma k e si tc a nno t r e ne g eo ni t .Buti tha p p e nst ha tt hec o nd i t i o nst ha tma k ei td i f f i c ul tt or e ne g ea r et he s a mec o nd i t i o nst ha tma k ei td i f f i c ul tt oc o mmi t . Thus , t hemo r ec r e d i b l eac o mmi t me nti s , t hemo r eunl i k e l yt ha tt hec o mmi t me ntc a nb ema d e . ( S á nc he z Cue nc a1 9 9 8 , 8 6 ) He nc e ,t hemo r eac o mmi t me nti sne e d e d ,t hel e s sl i k e l yt hi sc o mmi t me ntwi l l he l pi ns o l v i ngt hep r o b l e m.Co mmi t me nt sa r ene e d e di nc a s e si nwhi c ht hep a y o f f s t r uc t ur ei nc e nt i v e st hep l a y e rt of r e e r i d e ;a ndma k i ngac o mmi t me nti sno tg o i ngt o c ha ng et hi ss i t ua t i o n.Whe nt het e mp t a t i o nt of r e e r i d ei ss t r o ng e r ,t hemo r ene e d e da c o mmi t me nti s ,b utt hel e s sc r e d i b l ei twi l lb e ,s ot hel e s sl i k e l yi twi l ls o l v ey o ur 1 p r o b l e m.Thee mp i r i c a l p r o b l e mo fc o mmi t me nti st hust hef o l l o wi ng( F r a nk2 0 0 3 ) : ho wd o e sac o mmi t me ntmo d i f yt hea g e nt ' si nc e nt i v e s , c o ns t r a i ni ngt he i rc ho i c e s ?And whya r ec o mmi t me nt sf ul f i l l e di nt hea b s e nc eo fa ne x t e r na le nf o r c i ngme c ha ni s m? S o mea ut ho r sa r g uet ha tas o c i a lc o mmi t me ntne c e s s a r i l ye nt a i l sa ne x t e r na le nf o r c i ng me c ha ni s ms ,whi c hc a nb es e l f i mp o s e d ,s uc ha sr e s t r i c t i ngo ne ' so p t i o nso rma k i ng t he m mo r ec o s t l y( El s t e r2 0 0 0 ;El s t e r2 0 0 3 ;s e ea l s oCha p t e r2 ) . The s ema ni p ul a t i o nso f a na g e nt ' ss e to fo p t i o nsi no r d e rt o ma k eac o mmi t me ntc r e d i b l ea r ec a l l e d c o mmi t me ntt e c hno l o g i e s .Onc et hec o mmi t me ntt e c hno l o g yi ss e tup , t he r ei snone e d f o ra na d d i t i o na lme c ha ni s mt oi nc e nt i v ei t sf ul f i l me nt , b e c a us ef ul f i l l i ngi tma t c he st he a g e nt ' ss e l f i nt e r e s t .Ho we v e r ,Iwi l la r g uet ha ti ti sp o s s i b l et oe s t a b l i s hc r e d i b l e c o mmi t me nt s wi t ho utne c e s s a r i l yr e s t r i c t i ng o ne ' so p t i o ns .F i r s t ,t he o r i e sa b o ut p r o s o c i a lb e ha v i o urc l a i mt ha tc e r t a i nme c ha ni s ms ,s uc ha sr e p ut a t i o na nde mo t i o ns , s uf f i c e f o r a c c o unt i ng f o r a l t r ui s t i c a nd c o o p e r a t i v e b e ha v i o ur .S e c o nd , g a me t he o r e t i c a la p p r o a c he st oc o o p e r a t i o ni ns o c i a ld i l e mma s Huma ni nt e r a c t i o nsc a ng r e a t l yv a r yi nc o mp l e x i t y ,s ot he r ei sawi d es c o p eo f s i t ua t i o nsi n whi c ha g e nt si nt e r a c t .Thev a r i e t yo fa c t i o nsi nv o l v e di n as o c i a l i nt e r a c t i o nma k e sc o mp l i c a t e dt het a s ko fc ho o s i ngt hec r i t e r i at ob ui l dat y p o l o g y wi t h;t hi si swhy ,d e p e nd i ngo nt heg o a lo ft het y p o l o g y ,d i f f e r e ntc r i t e r i at e ndt o o v e r l a p( Ál v a r e z2 0 0 6 ) .Ho we v e r ,t he r ea r et woi mp o r t a ntc l a s s i f i c a t i o nso fs o c i a l i nt e r a c t i o ns . Thef i r s to ft he mi sHa mi l t o n' sc l a s s i f i c a t i o n( Ha mi l t o n1 9 6 4 ) .Thi sc l a s s i f i c a t i o n o fs o c i a li nt e r a c t i o nsc o ns i d e r sab a s i cs i t ua t i o ni nwhi c ha na g e ntp e r f o r msa na c t i o n a nda no t he ra g e nti sa f f e c t e de i t he rb yt hec o ns e q ue nc e so ft ha ta c t i o n, o rb yt hea c t i o n 1 Il a b e lt hi sp r o b l e mt hee mp i r i c a lp r o b l e mb e c a us ei tr e f e r st ot her e l a t i o nb e t we e ns o c i a lc o mmi t me nt sa nd e mpi r i c a le x p e c t a t i o ns . I nS e c t i o ns6a nd7 , Iwi l le x p l o r et heno r ma t i v epr o b l e mo fs o c i a lc o mmi t me nt s . 5 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? i t s e l f .Ha mi l t o nc l a i mst ha tt he r ea r ef o urb a s i ck i nd so fs o c i a li nt e r a c t i o n,b a s e do n ho wt hewe l l b e i ngo fe a c hi nd i v i d ua l i sa f f e c t e db yt hea c t i o n: Ef f e c to nr e c i p i e nt + Ef f e c to n + Mut ua lBe ne f i tS e l f i s hne s s a c t o r - Al t r ui s m S p i t e Ta b l e1 :Ha mi l t o n' sma t r i x , a da pt e db yWe s t , Gr i f f i na ndGa r dne r( 2 0 0 7 , 4 1 8 ) S e c o nd ,f r o mt hep o i nto fv i e wo fg a met he o r y ,as o c i a li nt e r a c t i o ni sas i t ua t i o ni n whi c hi nd i v i d ua l sa r ea f f e c t e db yt hec ho i c e so fo t he ra g e nt s( Br a mo ul l é2 0 0 7 ) .The c l a s s i f i c a t i o no fd i f f e r e nti nt e r a c t i o nsd e p e nd so nt hec o nt e x ta ndt hea g e nt ' si nt e r e s t s , t hi si s ,i nho wt hep a y o f f sf o re a c hp l a y e ra r es t r uc t ur e d .I nt heg a me t he o r e t i c a l f r a me wo r k ,g a me sa r ec l a s s i f i e df o l l o wi ngt hed e g r e e so fc o nf l i c ta ndc o o r d i na t i o n e x p e c t e df r o mt hep l a y e r s ,d e p e nd i ngo nt hes t r uc t ur eo ft hep a y o f f s .I ti sne c e s s a r yt o p o i nto utt ha tt hec o nc e p to fc o o r d i na t i o nus e di ng a met he o r yd i f f e r sf r o mt hec o nc e p t o fc o o r d i na t i o nt ha tIha v ea na l y s e da b o v e . Ag a meo fc o o r d i na t i o ni sag a mei nwhi c h i ti sp o s s i b l et or e a c ha na g r e e me nta b o utt hei nd i v i d ua lc ho i c e s ,b e c a us ep l a y e r sa r e i nt e r e s t e di nk no wi ngwha tt heo t he rp l a y e r swi l ld o ,a nda l s oi nl e t t i ngt heo t he r s k no w wha tt hea g e nti sg o i ngt oc ho o s e :“ Co o r d i na t i o np r o b l e msa r eo f t e nv i e we da s s i mp l et os o l v e . I nl a r g ep a r tt hi si sb e c a us ea c t o r sha v es i mi l a ri nt e r e s t s , a nd , a l t ho ug h t he yma yno tc a r ea b o utwhi c hs o l ut i o ni si mp o s e d , t he ya l la g r e et ha ts o mes o l ut i o ni s ne e d e d ”( R.K.Wi l s o na ndRho d e s1 9 9 7 ,7 6 7 ) .The r ea r ef o urb a s i ck i nd so fg a me s , whi c hc o r r e s p o ndt of o urk i nd so fs o c i a li nt e r a c t i o ns :c a s e so fp ur ec o mmo ni nt e r e s t ( i nwhi c hp ur ec o o r d i na t i o ni se x p e c t e d ) , Ba t t l eo ft heS e x e sg a me s , Pr i s o ne r ' sDi l e mma g a me s , a ndi ne s s e nt i a l g a me s( whi c ha r ep ur ec o nf l i c ts i t ua t i o ns )( Pa r i s i2 0 0 0 ) . 3 . 1 . 1 . Pr o s o c i a l i t ya nda l t r ui s t i cb e ha v i o ur Thec o nc e p to fp r os o c i a lb e ha v i o urc o v e r sab r o a dc a t e g o r yo fi nt e r a c t i o ns ,whi c h i nc l ud ec o o p e r a t i o n,he l p i ngo t he r s ,s ha r i ngr e s o ur c e s ,a nda l t r ui s t i ca c t i o ns( Do v i d i o a ndPe nne r2 0 0 4 ) . I t sa na l y s i st a k e si nt oa c c o untc o g ni t i v e , b i o l o g i c a l , mo t i v a t i o na la nd s o c i a lp r o c e s s e s( Pe nne re ta l .2 0 0 5 ) .De s p i t eb e i ngaq ui t ec o mmo np he no me na , p r o s o c i a lb e ha v i o urc ha l l e ng e ss o mec e nt r a la s s ump t i o nso ft hee v o l ut i o na r ya nd e c o no mi ct he o r i e so fs t r a t e g i ci nt e r a c t i o n,b e c a us et he s emo d e l sc l a i mt ha tt heg o a lo f s o c i a li nt e r a c t i o nss ho ul db ef i t ne s s ,o rut i l i t y ,ma x i mi z a t i o n.Thus ,c o o p e r a t i o ni s 6 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? e x p e c t e do nl yi nt ho s ec a s e si nwhi c hb o t ha g e nt sa r eb e t t e ro f ft hr o ug hc o o p e r a t i o n. I n o t he rs i t ua t i o ns ,a na g e ntwo ul di nc r e a s ehe rf i t ne s so rhe rwe l f a r eb yf r e e r i d d i ngo n t heo t he r s :wi t ho uta s s umi nga nyc o s t , s hec a nb e ne f i tf r o mt heo t he r s ' a c t i o ns . The c a p a c i t yf o rma k i ng c r e d i b l ec o mmi t me nt sha sb e e n und e r s t o o da sa me c ha ni s mt ha te na b l e sa ndp r o mo t e sp r os o c i a lb e ha v i o ur :k no wi ngt ha to t he r swi l l c o o p e r a t ee nha nc e st her a t eo fc o o p e r a t i o n wi t hi nt heg r o up .Pr o mi s e s ,t hr e a t s , a g r e e me nt sa nd c o nt r a c t sa r ec o mmi t me ntt e c hno l o g i e st ha te nf o r c ec o o p e r a t i v e b e ha v i o ur .Ho we v e r ,t he yi nhe r i tt hep r o b l e msc o nc e r ni ngp r os o c i a l i t y :o nc et he c o mmi t me nti se f f e c t i v et he r ei snor e a s o nt of ul f i li t .Whe nt heo t he ra g e nt sha v e c o o p e r a t e db e l i e v i ngi nt heho ne s t yo ft hec o mmi t me nt ,t het e mp t a t i o nt of r e e r i d e d o e sno td i s a p p e a r ,unl e s so t he rme c ha ni s msi nt e r v e ne .F ur t he r mo r e ,k no wi ngt ha t f r e e r i d d i ngi st heb e s ts t r a t e g yo ft hea g e nt , he rc o mmi t me nts ho ul dno tb ec r e d i b l ea t a l l .Ho we v e r ,d e s p i t et hi st he o r e t i c a lp r o b l e ms ,p e o p l e ma k ea nd f ul f i lc r e d i b l e p r o mi s e s .Thi sc o nf l i c tb e t we e no urt he o r i e so fr a t i o na l i t ya ndt heo b s e r v e db e ha v i o ur i sc a l l e dt hep uz z l eo fp r o s o c i a l i t y : I nd i v i d ua l so f t e nd ob e t t e rb yc o o r d i na t i nga nds ha r i ngt heb e ne f i t so ft he i ra c t i v i t i e s r a t he rt ha ne a c ha c t i nga l o ne .Theb e ne f i ta c c r ui ngt ot heg r o upf r o me a c hi nd i v i d ua l ’ s c o o p e r a t i o ni ns uc hc a s e si sg r e a t e rt ha nt hec o s tt ot hei nd i v i d ua l ,b utno ne t he l e s s ,e a c h i nd i v i d ua lwo ul db eb e t t e ro f fno ti nc ur r i ngt hec o s t so fc o o p e r a t i o n, a nds i mp l yb e ne f i t i ng f r o mt hee f f o r t so ft heo t he rg r o upme mb e r s .I fa l lp a r t i c i p a nt sf o l l o wt hi ss e l f i nt e r e s t e d l o g i c ,ho we v e r ,c o o p e r a t i o nwi l lf a i l .Whe ni ti sma i nt a i ne d ,c o o p e r a t i o ni sa l t r ui s t i c ,i n t he s e ns eo fb e i ng g r o up b e ne f i c i a lb utp e r s o na l l yc o s t l y .Why a r es uc ha l t r ui s t i c b e ha v i o ur sno td r i v e no utb ys e l f i nt e r e s t e da g e nt s ?Thi si st hep uz z l eo fp r o s o c i a l i t y . ( Gi nt i s2 0 0 3 , 1 5 7 ) S i nc et he1 9 6 0 s ,t hec l a i mt ha tna t ur a ls e l e c t i o no p e r a t e se x c l us i v e l ya ta ni nd i v i d ua l l e v e lha sb e e nc ha l l e ng e d .Thet e ns i o nb e t we e nt hei nd i v i d ua la ndt hec o l l e c t i v el e v e l , a ndt her o l eo fp r os o c i a lb e ha v i o uri nt hee v o l ut i o na r yhi s t o r yo fs p e c i e s , ho we v e r , a r e s t i l lc o nt r o v e r s i a l .Thed e b a t e sma i nl yd i s c us swhe t he ri ti sp o s s i b l et op r o p e r l ys p e a k o fag r o up l e v e lna t ur a ls e l e c t i o nt ha tf a v o ur si nd i v i d ua lp r os o c i a lb e ha v i o ur ,o rt he r e a r ei nd i v i d ua la ndno ni mme d i a t ea d a p t i v ea d v a nt a g e sf o rt ho s ei nd i v i d ua l swhop r e f e r t oc o o p e r a t er a t he rt ha nt of r e e r i d e( Pe nne re ta l . 2 0 0 5 ) . Co o p e r a t i v ei nt e r a c t i o nsa r es ho wni nt hel e f tc o l umno fHa mi l t o n' sma t r i xo f s o c i a li nt e r a c t i o ns( s e eTa b l e1 ) .Toc o o p e r a t eme a nst oa c ti nawa yt ha tb e ne f i t st he r e c i p i e nto ft hea c t i o n,a ndc ho o s i ngt od os op r e c i s e l yb e c a us eo fi t sb e ne f i c i a l c o ns e q ue nc e so nt her e c i p i e nt( We s t , Gr i f f i n, a ndGa r d ne r2 0 0 7 , 4 1 6 ) . Co o p e r a t i o nc a n 7 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? b ee i t he rb e ne f i c i a lf o rt hea c t o r , t husg e ne r a t i ngas i t ua t i o no fmut ua lb e ne f i t , o ri tc a n b ec o s t l y ,a ndt he r e f o r ec o ns i d e r e dac a s eo fa l t r ui s m.The n,t hep a r a d o xo fp r o s o c i a l b e ha v i o uri st hef o l l o wi ng :i ns i t ua t i o nsi nwhi c hc o o p e r a t i o ni sc o s t l y ,t he r ei sa n i nc e nt i v et of r e e r i d e ;ho we v e r ,i fe v e r yi nd i v i d ua lwa saf r e e r i d e r ,t he nc o o p e r a t i o n wo ul dnob ep o s s i b l ea ndt hef i na lr e s ul two ul dno tb eb e ne f i c i a l f o ra nyi nd i v i d ua l . Thee x p l a na t i o nso fc o o p e r a t i o nus et wos t r a t e g i e st oa p p r o a c ht hep a r a d o x .The f i r s to ft he mc o ns i s t si nd e ny i ngt ha tHa mi l t o n' sma t r i xi sa na d e q ua t emo d e lo fs o c i a l b e ha v i o ur , b e c a us ei to nl yc o ns i d e r st hei nd i v i d ua ll e v e l , a ndi g no r e st heg r o upb e ne f i t s d e r i v e df r o mc o o p e r a t i o n.Wi l s o n( 1 9 7 5 ;f o ra no v e r v i e wo fg r o ups e l e c t i o nt he o r i e s , s e eD. S . Wi l s o na ndS o b e r1 9 9 4 )a r g ue st ha tna t ur a ls e l e c t i o nd o e sno to nl yo p e r a t ea t a ni nd i v i d ua ll e v e l ,b uta l s oa tag r o upl e v e l :g r o up swi t hb e t t e rp r o p o r t i o no fa l t r ui s t i c i nd i v i d ua l sp e r f o r mb e t t e r , a ndt huso b t a i nb e t t e ra d a p t i v er e s ul t s : Al t r ui s mi ss e l e c t e da g a i ns ta tt hei nd i v i d ua ll e v e lb e c a us eno na l t r ui s t sha v et hehi g he s t f i t ne s swi t hi na l lmi x e dg r o up s .Al t r ui s mi sf a v o r e da tt heg r o upl e v e l ,ho we v e r ,b e c a us e g r o upf i t ne s si sd i r e c t l yp r o p o r t i o na lt ot hef r e q ue nc yo fa l t r ui s t si nt heg r o up( D.S . Wi l s o na ndS o b e r1 9 9 4 , 5 9 1 ) . Thet he o r yo fg r o ups e l e c t i o nha sb e e nc r i t i c i s e df o rd i f f e r e ntr e a s o ns .F o ri ns t a nc e , Ne s s e( 1 9 9 4 )a r g ue st ha tt hewo r k so ng r o ups e l e c t i o nd ono td e a lwi t hac e nt r a l c o nc e p t ua lp r o b l e m:t hee x i s t e nc eo ft r a i t st ha ta r ea d a p t i v e l yb e ne f i c i a la tt heg r o up l e v e l , b utt ha ta r eno ne t he l e s sp r e j ud i c i a la tt hei nd i v i d ua ll e v e l . Ont heo t he rha nd , i ti s a r g ue dt ha to t he rc o mp e t i ngt he o r i e sa r emo r eb r o a d l ya p p l i c a b l e( We s t ,Gr i f f i n,a nd Ga r d ne r2 0 0 8 ) .De s p i t ei t sc r i t i c s ,t he t he o r yo fg r o up s e l e c t i o n ha sno tb e e n a b a nd o ne d ,b uti t sa p p l i c a t i o ni sl i mi t e dt ohuma ng r o up s ,i nwhi c hs ur v i v a ld o e sno t me r e l yd e p e ndo nna t ur a ls e l e c t i o n,b uta l s oi nc ul t ur a ls e l e c t i o n.The r ei se mp i r i c a l s up p o r tt ot hec l a i mt ha ts o c i a lno r msa ndi ns t i t ut i o nsc o ul db et her e s ul to fc ul t ur a l s e l e c t i o n me c ha ni s ms( v a nd e n Be r g ha nd Go wd y2 0 0 9 ) .Ho we v e r ,a sF e hra nd F i s hb a c he r( 2 0 0 3 ,7 8 9 )p o i nto ut ,i ti sne e d e dt oi nt r o d uc e da d d i t i o na lme c ha ni s ms , s uc ha sa l t r ui s t i cp uni s hme nt , f o rt he s eno r msa ndi ns t i t ut i o nst oa r i s ei nt hef i r s tp l a c e . Thes e c o ndk i ndo fa p p r o a c he st ot hep a r a d o xo fa l t r ui s t i cb e ha v i o urf o c uso nt he i nd i v i d ua lb e ne f i t so fc o o p e r a t i o na nda l t r ui s m,whi c hwo ul dno tr e a l l yi mp l yc o s t l y c o o p e r a t i o n,b utac o o p e r a t i o nwho s eb e ne f i t sa r eno ti mme d i a t e .The r ea r et woma i n t he o r i e ss ha r i ngt hi sp e r s p e c t i v e .Thef i r s to ft he mi st het he o r yo fi nc l us i v ef i t ne s so r k i ns e l e c t i o n,p r o p o s e db yHa mi l t o n( 1 9 6 4 ) .Thi st he o r yf o c us e so nt het e nd e nc yo f 8 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? i nd i v i d ua l st ha ts ha r eg e ne t i ci nf o r ma t i o nt o mut ua l l yb e ne f i te a c ho t he r ,t hus f a c i l i t a t i ngt he i rr e p r o d uc t i v es uc c e s s ,a ndr a i s i ngt hep r o b a b i l i t yt op a s st he i rg e ne st o t hene x tg e ne r a t i o n. Ont heo t he rha nd ,t het he o r yo fr e c i p r o c a la l t r ui s m, i nt r o d uc e db yTr i v e r s( 1 9 7 1 ) a i mst oe x p l a i nc o o p e r a t i v eb e ha v i o urb e t we e ni nd i v i d ua l st ha ta r eno tg e ne t i c a l l y r e l a t e d ,a nda p p l i e sag a me t he o r e t i c a lf r a me wo r kt os c e na r i o si nwhi c ht he r ei sa n i nc e nt i v et of r e e r i d e , s uc ha st hePr i s o ne r ' sDi l e mma( s e eTa b l e4 . 2 ) . F r o mt hi sp o i nto f v i e w,ma nyb e ha v i o ur s ,p r e v i o us l yc o ns i d e r e da l t r ui s t i c ,a r eno ti nd e e dd i s i nt e r e s t e d . Whe np uni s hme ntme c ha ni s msa r ei nt r o d uc e d ,c o o p e r a t i ngi sa ni nv e s t me ntf o rt he a g e nt ,wa r r a nt i ngf ut ur ei nt e r a c t i o ns :“ Thei d e ahe r ei st ha ti nd i v i d ua l sc a nt a k et ur ns i nhe l p i nge a c ho t he r ,f o re x a mp l eb yp r e f e r e nt i a l l ya i d i ngo t he r swhoha v ehe l p e d t he mi nt hep a s t . Tr i v e r st e r me dt hi s‘ r e c i p r o c a la l t r ui s m’ ”( We s t , Gr i f f i n,a ndGa r d ne r 2 0 0 7 , 2 4 0 ) . Co o p e r a De f e c t t e Co o p e r a t e 3 , 3 0 , 5 De f e c t 1 , 1 5 , 0 Ta b l e2 :ThePr i s o ne r ' sDi l e mmapa yo f fma t r i x( Ax e l r o d1 9 8 0 , 5 ) The s e sa na l y s i sp a ya t t e nt i o nb o t ht ot heg e ne r a lt e nd e nc yo fc o o p e r a t i o nwi t hi nt he g r o up ,a ndt ot hei nt e r a c t i o nb e t we e nt woi nd i v i d ua l si nt heg r o up :t hel a t t e ri s s up p o s e dt oe x p l a i nt hef o r me r .Ho we v e r ,l a r g eg r o up sa r ep r o b l e ma t i c ,b e c a us et he l a r g e rt heg r o up ,t hel e s sa d v a nt a g e o usi st os e tupac o nt r o lme c ha ni s mt oa v o i dt he t e mp t a t i o no ff r e e r i d i ng .I ns ma l lg r o up s ,i nd i v i d ua l st e ndt oi nt e r a c tr e p e a t e d l ywi t h o t he rme mb e r s . Thus , t heo ut c o meo fp r e v i o usi nt e r a c t i o nsc a nb er e c o r d e da ndus e dt o d e c i d ewhe t he rt oe ng a g ei nane wi nt e r a c t i o nwi t ht hes a mei nd i v i d ua l–t he r ea r eno t o ne s ho te nc o unt e r s ,b utr e p e a t e di nt e r a c t i o ns .Ont hec o nt r a r y ,wi t hi nl a r g eg r o up s , t hep r o b a b i l i t yo fr e p e a t i nga ne nc o unt e rd i mi ni s he s ,a ndt husa d d i t i o na lme c ha ni s ms t ok e e pt her a t eo fc o o p e r a t i o na r ene e d e d . I ns p i r e db yTr i v e r s 't he o r yo fr e c i p r o c a la l t r ui s m,Ax e l r o da ndHa mi l t o n( 1 9 8 1 ) t a c k l e dt hep r o b l e mo fwha ts t r a t e g i e sa r ee v o l ut i o na r i l ys t a b l et hi si s ,as t r a t e g ys uc h a sas p o nt a ne o usa p p a r i t i o no famut a t i o no ft ha ts t r a t e g yd ono ta l t e ri t si ni t i a l p r e d o mi na nc e -i nt hePr i s o ne r ' sDi l e mmag a me .The ys ho we dt ha tt he“ t i t f o r t a t ” s t r a t e g yt ur ne do utt ob es t a b l e ,r o b us t ,a ndp l a us i b l et oa p p e a rf o rt hef i r s tt i mei na 9 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? r a nd o mi z e ds y s t e m. I na ni t e r a t e dPr i s o ne r ' sDi l e mma , t he“ t i t f o r t a t ”s t r a t e g yc o ns i s t s i ns t a r t i ngt heg a meb yc o o p e r a t i ng , a ndt he nc o p yt heo t he rp l a y e r ' sl a s tmo v e me nt :i t i sas t r a t e g yb a s e do nr e c i p r o c i t y ,a ndha sb e c o meap a r a d i g ma t i ce x p l a na t i o no f r e c i p r o c a la l t r ui s m( No wa ka ndS i g mund1 9 9 3 ) .The r ea r eo t he rs i mi l a rs t r a t e g i e st ha t a r ea l s oa b l et op uni s hd e f e c t i o n,s uc ha s‘ a l wa y sc o o p e r a t ea ndp uni s hy o urp a r t ne r a f t e re a c hr o undi nwhi c hi tf a i l e dt oc o o p e r a t ea swe l l ’ ,o r‘ p l a yt i t f o r t a ta ndi n a d d i t i o np uni s ht hep a r t ne rf o re a c hd e f e c t i o n’o r‘ s t a r tc o o p e r a t i v e l y ,p uni s hy o ur p a r t ne rt hef i r s tt i mei tf a i l st oc o o p e r a t ea nds wi t c ht od e f e c t i o ni ft hep uni s hme nt d o e sno ta l t e rt he p a r t ne r ’ sb e ha v i o ur ’( Bs ha r ya nd Be r g mul l e r2 0 0 8 ;s e ea l s o Ha mme r s t e i n2 0 0 3 ;No wa k2 0 0 6 ) .The s es t r a t e g i e sha v ei nc o mmo nt ha tt hep l a y e ri s s e ns i t i v et ot heo t he rp l a y e r ' sp r e v i o usc ho i c e s , a ndt husc ho i c ei sno te x c l us i v e l yb a s e d o nt hei mme d i a t ep a y o f f so ft hee nc o unt e r , b uti nc l ud e se x t e r na lc o ns i d e r a t i o ns . Thec o nc e p to fs t r o ngr e c i p r o c i t yi sc e nt r a lt ot hi st he o r e t i c a lf r a me wo r k . I tr e f e r s t ot hep r e d i s p o s i t i o nt oc o o p e r a t ewi t ho t he r s ,a ndt op uni s hd e f e c t i v ea g e nt s ,e v e ni n c a s e si nwhi c ht hi sb e ha v i o urc a nno tb ej us t i f i e dt hr o ug hs e l f i nt e r e s t , k i no rr e c i p r o c a l a l t r ui s m( Gi nt i s2 0 0 0 a ) .Thi ss t r a t e g yi sac o mb i na t i o no fv a r i o usc o nt r o lme c ha ni s ms t ha ti nc e nt i v ec o o p e r a t i o n: S t r o ngr e c i p r o c i t yi sac o mb i na t i o no fa l t r ui s t i cr e wa r d i ng ,whi c hi sap r e d i s p o s i t i o nt o r e wa r do t he r sf o rc o o p e r a t i v e , no r ma b i d i ngb e ha v i o ur s ,a nda l t r ui s t i cp uni s hme nt , whi c h i sap r o p e ns i t yt oi mp o s es a nc t i o nso no t he r sf o rno r mv i o l a t i o ns .S t r o ngr e c i p r o c a t o r s b e a rt hec o s to fr e wa r d i ngo rp uni s hi nge v e ni ft he yg a i nnoi nd i v i d ua le c o no mi cb e ne fit wha t s o e v e rf r o mt he i ra c t s .I nc o nt r a s t ,r e c i p r o c a la l t r ui s t s ,a st he yha v eb e e nd e fine di n t heb i o l o g i c a ll i t e r a t ur e ,r e wa r da ndp uni s ho nl yi ft hi si si nt he i rl o ng t e r ms e l f i nt e r e s t ( F e hra ndF i s c hb a c he r2 0 0 3 , 7 8 5 ) . Thed i f f e r e nc eb e t we e nr e c i p r o c a la l t r ui s ma nd s t r o ng r e c i p r o c i t yl i e si nt ha ta r e c i p r o c a la l t r ui s twi l lo nl yc o o p e r a t ei ft he r ea r ef ut ur er e t ur nsf o rc o o p e r a t i o n,whi l e as t r o ngr e c i p r o c a t o rwi l lr e s p o ndt ot hek i nd ne s sp e r c e i v e di nt heo t he rp l a y e r ,r a t he r t ha ni nt hei mme d i a t eo rf ut ur ep a y o f f so ft heg a me .S t r o ngr e c i p r o c i t yi so b s e r v e dt o t a k ep l a c eb o t hi nr e a li nt e r a c t i o nsa ndi nl a b o r a t o r ye x p e r i me nt s( F e hr ,F i s c hb a c he r , a ndGä c ht e r2 0 0 2 ) ,a ndp l a y sac e nt r a lr o l ei nt hee nf o r c e me nta ndc o nt e nto fs o c i a l no r ms( F e hra ndF i s c hb a c he r2 0 0 4 a ) ,s p e c i a l l ywhe nt hi r d p a r t ya g e nt sa r ea l l o we dt o r e wa r do rp uni s ht hea g e nt si nv o l v e di na ni nt e r a c t i o n. I nb r i e f ,c o nt r o lme c ha ni s msf a v o urt ha t ,i nr e p e a t e de nc o unt e r s ,a g e nt si nc r e a s e t he i rt e nd e nc yt oc o o p e r a t e ;no ne t he l e s s , ma nyo ft he s ec o nt r o lme c ha ni s msa r ec o s t l y . 1 0 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? The n,wha ti st hei nc e nt i v et os e tupac o nt r o lme c ha ni s msi nao ne s ho te nc o unt e r ? Thi si s , whyt op uni s hac he a t e r , i nc ur r i ngi nt oc o s t s , i ft hea g e ntwi l l no ti nt e r a c ta g a i n wi t ht hec he a t e ri nt hef ut ur e ?Ex p e r i me nt a le v i d e nc es ho wst ha t ,i nl a r g e rg r o up s ,t he l e v e lo fc o o p e r a t i o nd e c r e a s e s( F e hra ndF i s c hb a c he r2 0 0 3 ) .Al t r ui s t i cp uni s hme nta nd s t r o ngr e c i p r o c i t yha v eb e e np r o v e dt ob ee f f e c t i v eme c ha ni s mst oma i nt a i nt her a t eo f c o o p e r a t i o nwi t hi nl a r g e rg r o up s( Bo y de ta l .2 0 0 3 ;F e hra ndRo c k e nb a c h2 0 0 4 ) ,whi c h e nha nc e st he g r o up f i t ne s s( Gi nt i s2 0 0 0 b ) .I ti st husne c e s s a r yt os p e c i f yt he mo t i v a t i o na lme c ha ni s msund e r l y i ngt hi sk i ndo fb e ha v i o urb e c a us e ,d e s p i t eo fb e i ng a d a p t i v ea tt heg r o upl e v e l ,t he yd ono to f f e ri mme d i a t ea d v a nt a g e sf o rc o o p e r a t i v e a g e nt s . Ad i f f e r e ntwa yo fd e a l i ng wi t ht he p r o b l e m o fc o mmi t me ntc o ns i s t si n c ha l l e ng i ngt her e l a t i o nb e t we e nc o mmi t me nta nds e l f i nt e r e s t .Ther a t i o na l i t yo f c o mmi t t e db e ha v i o uri sp r o b l e ma t i cb e c a us et heb e ne f i t so ft hi sb e ha v i o ura r eno t i mme d i a t e , o re v e nno ne x i s t e nt( f o re x a mp l e , i nt hec a s eo fa l t r ui s t i cp uni s hme ntt oa n a g e ntwi t hwhi c ht he r ewi l lno tb ear e p e a t e di nt e r a c t i o n) .Thus ,s o mea ut ho r sa r g ue t ha tp r e f e r e nc e sa r eno te x c l us i v e l yg ui d e db ys e l f i nt e r e s to rwe l f a r ema x i mi z a t i o n, b uto t he rf a c t o r ss uc ha smo r a lc o ns i d e r a t i o nso rt hec o mp l i a nc ewi t hs o c i a lno r msa r e a l s or e l e v a nti nt hef o r ma t i o no fp r e f e r e nc e s . 3 . 1 . 2 . S e no nc o mmi t me nta sa l t r ui s t i cmo t i v a t i o n Ama r t y aS e n' s“ Ra t i o na lF o o l s ”( 1 9 7 7 )i sno wa d a y so ne o ft he mo s tc i t e da nd c o mme nt e dwo r k si nt hef i e l do fr a t i o na lc ho i c et he o r y( RCT) .F r o mS e n' sp o i nto f v i e w,c o mmi t me ntc a nno tb ea c c o mmo d a t e di nRCTe x p l a na t i o nsb e c a us ei to p e nsa we d g eb e t we e nwe l f a r ea ndc ho i c e .I n“ Ra t i o na lF o o l s ” ,S e na r g ue dt ha twemus t d i s t i ng ui s hb e t we e nt wos e p a r a t ec o nc e p t s :s y mp a t hya ndc o mmi t me nt .Thef o r me r c o r r e s p o nd st ot hec a s ei nwhi c ht hec o nc e r nf o ro t he r sd i r e c t l ya f f e c t so ne ’ so wn we l f a r e :“ I ft hek no wl e d g eo ft o r t ur e so fo t he r sma k ey o us i c k , i ti sac a s eo fs y mp a t hy ; i fi td o e sno tma k ey o uf e e lp e r s o na l l ywo r s eo f f , b uty o ut hi nki ti swr o nga ndy o ua r e r e a d yt od os o me t hi ngt os t o pi t ,i ti sac a s eo fc o mmi t me nt ”( S e n1 9 7 7 ,3 1 9 ) .La t e r ,i n “ Go a l s ,Co mmi t me nta ndI d e nt i t y ”( 1 9 8 5 ) ,S e nd e v e l o p e dt het he o r e t i c a ld i s t i nc t i o n b e t we e ns e l f c e nt r e dwe l f a r e ,s e l f we l f a r eg o a l ,a nds e l f g o a lc ho i c e ,a ndp l a c e dt hi s d i s t i nc t i o ni nt hec o r eo fRCTmo d e l s .Hea r g ue st ha ts y mp a t hyo nl yv i o l a t e st hes e l f 1 1 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? c e nt r e dwe l f a r ec o nd i t i o n,b e c a us et hewe l f a r eo fo t he r si nf l ue nc e so uro wnwe l f a r e . RCTc a ne a s i l ye x p l a i nt hi sk i ndo f“ a l t r ui s m” ,d uet ot hef a c tt ha ta na g e nt ' swe l f a r e i nc r e a s e sb yma k i ngo t he r ' swe l f a r ei nc r e a s ea swe l l .S e na r g ue st ha tc o mmi t me nt , ho we v e r ,i nv o l v e sma k i ngac ho i c ewhi c hv i o l a t e se i t he rt heRCTr e q ui r e me nto fs e l f we l f a r eg o a lo rs e l f g o a lc ho i c e .S e nc l a i mst ha t“ c o mmi t me nti sc o nc e r ne dwi t h b r e a k i ngt het i g htl i nkb e t we e ni nd i v i d ua lwe l f a r e( wi t ho rwi t ho uts y mp a t hy )a ndt he c ho i c eo fa c t i o n( f o re x a mp l e ,b e i ngc o mmi t t e dt ohe l pr e mo v es o memi s e r ye v e n t ho ug ho nep e r s o na l l yd o e sno ts uf f e rf r o mi t ) ” ( S e n1 9 8 5 , 7 –8 ) . S e n' sc r i t i q uef o c us e so nt hes e l f i nt e r e s t e da s s ump t i o nso fc l a s s i cRCT( De b r e u 1 9 5 9 ) .I ns p i t eo ft hea t t e mp t st ob r o a d e nt hec o nc e p to fwe l f a r ei no r d e rt oi nc l ud e a l t r ui s t i cp r e f e r e nc e s( Be c k e r1 9 7 4 ) ,S e na r g ue st ha tb r o a d e ni ngt hec o nc e p to fwe l f a r e i sno tas a t i s f a c t o r ys o l ut i o n,b e c a us et heund e r l y i ng p r o b l e mi st hec o nne c t i o n b e t we e nwe l f a r ea ndp r e f e r e nc e s :S e nc l a i mst ha ta na g e nti sa b l et oc ho o s ea no p t i o n t ha tv i o l a t e she rp r e f e r e nc e s , b e c a us et hec ho i c ei sno te x c l us i v e l yma d eo nt heb a s i so f t hea g e nt ' swe l f a r e , b uto nt hea g e nt ' sc o mmi t me nt s . Thus ,S e n' sc o nc e p to fc o mmi t me nti sd i f f e r e ntf r o mS c he l l i ng ' s ,a l t ho ug ht he y c a nb eb o t ha p p l i e dt os o mes p e c i f i cs i t ua t i o ns . F o re x a mp l e , f ul f i l l i ngap r o mi s ec a nb e c o unt e r p r e f e r e nt i a l ,i nS e n' st e r ms ,whe ni ti ss t r a t e g i c a l l yb e t t e rt ov i o l a t ei t .The c l a i mt ha ta g e nt sa r ea b l et oma k ec o unt e r p r e f e r e nt i a lc ho i c e si shi g hl yc o nt r o v e r s i a l , b e c a us ei tund e r mi ne st hec o mmo nund e r s t a nd i ngo fp r e f e r e nc e s .Ot he ra l t e r na t i v e c o nc e p t so fp r e f e r e nc ec a nb r o a d e nt hemo t i v a t i o na ls c o p eo ft hea g e nt ,a ndt hus i nc l ud ec o mmi t t e da c t i o ni nt hes e to fp r e f e r r e da c t i o ns .F o re x a mp l e ,Ha u s ma n( 2 0 0 5 ) a r g ue st ha tc o mmi t me ntd o e sno te nt a i lc o unt e r p r e f e r e nt i a lc ho i c ei fp r e f e r e nc e sa r e s e e na sa l l t hi ng s c o ns i d e r e dr a nk i ng s .Ra t he r ,Ha us ma na r g ue s ,c o mmi t me nts ho ul d b ei nv o k e da so neo ft hep r e f e r e nc ef o r ma t i o nme c ha ni s ms ,t hi si s ,a sak i ndo f mo t i v a t i o n,a mo ngo t he r s .F r o m ad i f f e r e ntp e r s p e c t i v e ,b uta l s or e g a r d i ngb r o a d e r c o nc e p t so fp r e f e r e nc e s ,i tha sb e e na r g ue dt ha ti nd i v i d ua l sd ono to nl yr e a s o nt o ma x i mi z et he i ri nd i v i d ua lwe l f a r e ,b utt he ya l s or e a s o na sp a r t i c i p a nt so fag r o upo r t e a m( S ug d e n1 9 9 3 ;2 0 0 0 ) .I nd i v i d ua la g e nt swo ul dha v et e a mp r e f e r e nc e st ha ta r eno t r e d uc i b l et oi nd i v i d ua lp r e f e r e nc e s ,a ndt he yt r yt of ul f i lt he s ep r e f e r e nc e swhe na c t i ng a sag r o upme mb e r . Ho we v e r , d uet oi t sr e l e v a nc ef o rt hea na l y s i so fc o l l e c t i v ea c t i o n, I 1 2 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? wi l lf o c uso nt hi st he o r e t i c a la p p r o a c hi nCha p t e r7, whi c hi sd e v o t e dt ot hea na l y s i so f c o l l e c t i v ec o mmi t me nt s . Ont heo t he rha nd ,S e na r g ue st ha tc o mmi t me ntv i o l a t e st hes e l f g o a lc ho i c e a s s ump t i o n. Co mmi t me ntc o ns i s t st husi nt hea d o p t i o no fs o meo t he ra g e nt ' sg o a l s , a nd t hewi l l i ng ne s st op r o mo t et hi sg o a l ;t hr e a t sc a nno tb ec o ns i d e r e dc o mmi t me nt sf r o m t hi sp e r s p e c t i v e( Gue r i nia ndCa s t e l f r a nc hi2 0 0 7 ;s e eCha p t e r5f o raf ur t he ra na l y s i so f s o c i a lc o mmi t me nta sg o a ls ha r i ng ) . Ho we v e r , a d o p t i ngs o me o nee l s e ' sg o a li sd i f f e r e nt f r o ma c t i ngt op r o mo t es o me o nee l s e ' sg o a l .Dr a wi ngad i s t i nc t i o nb e t we e ng o a l mo d i f y i nga ndg o a ld i s p l a c i ng ,Pe t t i t( 2 0 0 5 )a r g ue st ha t ,whi l et hemo d i f i c a t i o no fa n a g e nt ' sg o a l si no r d e rt oc o ns i d e ro t he rp e o p l e ' sg o a l si sq ui t ec o mmo n,t hep o s s i b i l i t y o fa c t i ngi no r d e rt oa t t a i nag o a lt ha tt hea g e ntd o e sno tha v ei shi g hl yi mp l a us i b l e :t he no t i o no fa g e nc ye nt a i l sar e l a t i o nb e t we e na na g e nt ' sg o a l sa nda c t i o ns .Whi l eg o a l d i s p l a c i ngr e q ui r e sad e p a r t ur ef r o mr a t i o na lc ho i c et he o r y ,g o a lmo d i f y i ngc a nb e a c c o mmo d a t e db ymo d e l l i ngt hed e l i b e r a t i o np r o c e s st ha ta l l o wsa g e nt st oi nc l ud e o t he ra g e nt ' sg o a l sa so wns . Ib e l i e v et ha tS e n' sc r i t i q ue ha s a no r ma t i v ed i me ns i o nt ha tc a nno tb e a c c o mmo d a t e dwi t hi nt hes t r a t e g i cr a t i o na l i t yf r a me wo r k .I nt hi ss e ns e ,RCTi sno ta t he o r yo fa c t i o no rr a t i o na l i t y ,b utaf r a me wo r kt oe x p l o r et hef o r ma lr e s t r i c t i o nso n t hes t r uc t ur eo fp r e f e r e nc e s( Güt ha ndKl i e mt2 0 0 4 ;Br e nna n2 0 0 7 ) . RCTi nc l ud e ss o me a s s ump t i o nsa b o utt he c o nt e nto ft he a g e nt s 'p r e f e r e nc e s ,b utl e a v e sr o o m f o r mo t i v a t i o na l t he o r i e st oe x p l a i nt hef o r ma t i o no fp r e f e r e nc e s . 3 . 1 . 3 . S o c i a l l yme d i a t e dp r e f e r e nc e s S o c i a lno r msa r eo neo ft hemo s ti nv o k e dc o nc e p t si nt hes o c i a ls c i e nc e s ;ho we v e r , t he r ei sno tawi d e l ya c c e p t e da c c o unto nho wt he ya r ef o r me d ,a ndwha tme c ha ni s ms p r o mo t et he i re nf o r c e me nt( F e hra ndF i s c hb a c he r2 0 0 4 b ) . I nd e e d , e x p l a na t i o nsi nt e r ms o fs o c i a lno r ms a r e no tus ua li nb e ha v i o ur a le c o no mi c s ,p a r t l yb e c a us et he i r c o nc e p t ua l i z a t i o ni sv a g uea ndt he r e f o r ei ti sp r o b l e ma t i ct oi nc l ud et he mi nf o r ma l mo d e l s( Bi c c hi e r ia ndCha v e z2 0 1 0 ) .Ont heo neha nd ,s o c i a lno r mse x p l i c i twha tk i nd o fb e ha v i o uri se x p e c t e df r o mt hea g e nt si nd i f f e r e ntc o nt e x t s , a ndt he r e f o r ee na b l et he p r e d i c t i o no fs a nc t i o nsi nc a s eo fno nc o mp l i a nc e .S o c i a lno r msa r ee nf o r c e db y e x t e r na lme c ha ni s mss uc ha sr e wa r d sa ndp uni s hme nt s ,a ndo f t e nt he s et wor e s p o ns e s 1 3 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? t ot heo t he r ' sa c t i o nsa r eg ui d e db ys o c i a lno r ms ,s uc ha sno r mso ff a i r ne s so r r e c i p r o c i t y .Thus ,no r mst e nd t ob es e l f e nf o r c i ng :t he v i o l a t i o no fa no r mo f r e c i p r o c i t yma yb er e s p o nd e dwi t has a nc t i o n;a ndt hi sp r o c e s so fs a nc t i o ni ngi s no r mme d i a t e d ,a ndno tap r o d uc to fd e l i b e r a t i o n( Po s ne ra ndRa s mus e n1 9 9 9 ) .Asi t ha sb e e ns ho we di nt hep r e v i o uss e c t i o n,t hee nf o r c e me nto fs o c i a lno r msi sr e l a t e dt o s t r o ngr e c i p r o c i t y( F e hra ndF i s c hb a c he r2 0 0 4 a ) .No to nl ya g e nt sha v eat e nd e nc yt o c o mp l ywi t ht heno r m,b utt he ya r ea l s owi l l i ngt os a c r i f i c ep a r to ft he i rwe l f a r et o r e wa r do rp uni s ho t he ra g e nt s .Thec o mp l i a nc et ono r mso fc o o p e r a t i o na ndf a i r ne s s i nc r e a s ewhe ns t r o ngr e c i p r o c a t o r sa r ea b l et oma k ec r e d i b l ec o mmi t me nt st op uni s h d e v i a ntb e ha v i o ur( S e t hia ndS o ma na t ha n2 0 0 5 ) . Be s i d e sha v i ngap r e f e r e nc ef o ra c t i ngc o ns i s t e nt l y ,a g e nt sa l s ot e ndt of o l l o w i nf o r ma lr ul e so ff a i r ne s sa ndt oa v o i di ne q ui t y .I nf a c t ,t he s et woc o nc e p t sa r ed e e p l y i nt e r l i nk e d : [ W] emo d e lf a i r ne s sa ss e l f c e nt e r e di ne q ui t ya v e r s i o n.I ne q ui t ya v e r s i o nme a nst ha t p e o p l er e s i s ti ne q ui t a b l eo ut c o me s , i . e . , t he ya r ewi l l i ngt og i v eups o mema t e r i a l p a y o f ft o mo v ei nt hed i r e c t i o no fmo r ee q ui t a b l eo ut c o me s .I ne q ui t ya v e r s i o ni ss e l f c e nt e r e di f p e o p l ed ono tc a r ep e rs ea b o uti ne q ui t yt ha te x i s t sa mo ngo t he rp e o p l eb uta r eo nl y i nt e r e s t e di nt hef a i r ne s so ft he i ro wnma t e r i a lp a y o f fr e l a t i v et ot hep a y o f fo fo t he r s . ( F e hra ndS c hmi d t1 9 9 9 , 8 1 9 ) S o me t i me sno r mso ff a i r ne s sc o nf l i c twi t hs e l f i nt e r e s t ,und e r s t o o da sama x i mi z a t i o n o fs e l f we l f a r e .Thi si swhyt het e nd e nc yt oc o mp l ywi t hno r mso ff a i r ne s sha sb e e n r e f e r r e dt oi nt hel i t e r a t ur ea si ft hea g e ntc ho s ea c c o r d i ngt ohe r“ s o c i a lp r e f e r e nc e s ” . Mo d e l so fs o c i a lp r e f e r e nc e sa s s umet ha tp e o p l ea r es e l f i nt e r e s t e d ,b uta r ea l s o c o nc e r ne dwi t ht hep a y o f f so ft heo t he rp l a y e r s( Cha r ne s sa ndRa b i n2 0 0 2 ) .F o r 2 e x a mp l e ,i naDi c t a t o r ' sg a me ,ar a t i o na la g e ntwo ul dg i v ez e r ot o k e nst ot heo t he r p l a y e r ;ho we v e r ,o na v e r a g e ,p e o p l es ha r ea3 0 %o ft he i rt o k e ns( Cr o s o na ndKo no w 2 0 0 9 ) .Thi s3 0 %i sund e r s t o o da same a s ur eo fs o c i a lp r e f e r e nc e .Re c i p r o c a la l t r ui s m, i ne q ui t ya v e r s i o na nds t r o ngr e c i p r o c i t ya r eus ua l l ymo d e l l e da ss o c i a lp r e f e r e nc e s . No ne t he l e s s ,t hee x p l a na t i o no ft hef o r ma t i o no ft hi sk i ndo fp r e f e r e nc e si sus ua l l yl e f t una t t e nd e di nt hee c o no mi cl i t e r a t ur e ,p a r t i a l l yb e c a us et hea ns we rt ot hemo t i v a t i o ns und e r l y i ngp r e f e r e nc e sma yha v ea ne v o l ut i o na r y( b o t hb i o l o g i c a la ndc ul t ur a l )o r i g i n, 2 TheDi c t a t o r ' sg a mei sa c t ua l l yno tag a mei nt hes t r i c ts e ns e .I nt hi ss c e na r i o ,ap l a y e r( t hed i c t a t o r )i sg i v e n a na mo unto ft o k e nsa ndi sg i v e nt hep o s s i b i l i t yo fo f f e ras ha r eo ft het o k e nst ot heo t he rp l a y e r , whoha sno a c t i v er o l ei nt heg a me . 1 4 3 . 1 . Whyd op e o p l ek e e pt he i rp r o mi s e s ? l e a v i ng i t sa na l y s i sf o re v o l ut i o na r yb i o l o g i s t sa nd a nt hr o p o l o g i s t s .Onep o s s i b l e a p p r o a c ht ot hef o r ma t i o no fs o c i a lp r e f e r e nc e s ,i nc l ud i nga l t r ui s t i cb e ha v i o ur ,i st ha t t he yc o ul db et her e s ul to fhuma n' d o c i l i t y ' ,i nS i mo n' st e r ms( S i mo n1 9 9 0 ;1 9 9 3 ) . Do c i l i t yi st he“ t e nd e nc yt od e p e ndo ns ug g e s t i o ns ,r e c o mme nd a t i o ns ,p e r s ua s i o n,a nd i nf o r ma t i o no b t a i ne dt hr o ug hs o c i a lc ha nne l sa sama j o rb a s i so fc ho i c e ”( S i mo n1 9 9 3 , 1 5 6 ) .Huma nr a t i o na l i t yi sl i mi t e da ndno ta b l et os up p o r to p t i mi z a t i o n,a ndi ti s t he r e f o r ea p p r o x i ma t ea ndb o und e d( Gi g e r e nz e ra ndS e l t e n2 0 0 2 ) .Thus ,b yl e a r ni ng ho wt oa p p r o p r i a t e l yr e s p o ndt oas o c i a ls c e na r i o( s uc ha ss ha r i ngr e s o ur c e s ) , t hea g e nt e mp l o y she ur i s t i cme c ha ni s mswhi c h,r a t he rt ha tma x i mi z i ngt heo ut c o me ,o p t i mi z e t hed e c i s i o np r o c e s s . La s t l y ,i ti sp o s s i b l et omo d e lt hec o mp l i a nc et os o c i a lno r msa sak i ndo f p r e f e r e nc et of o l l o wt heno r msund e rs p e c i f i cc o nd i t i o ns ,s uc ha st heb e l i e ft ha to t he r p l a y e r swi l ld os o ,a ndt heb e l i e ft ha to t he rp l a y e r st hi nkt ha tt hea g e nts ho ul dc o mp l y wi t ht heno r m( Bi c c hi e r i2 0 0 6 ) .Bo t he mp i r i c a le x p e c t a t i o ns ,whi c ha r et hea g e nt ' s b e l i e f sa b o utwha tt heo t he ra g e nt swi l ld o ,a ndno r ma t i v ee x p e c t a t i o ns ,whi c ha r et he b e l i e f so ft hea g e nta b o utwha to t he rp l a y e r sb e l i e fs hes ho ul dd o ,a r ed e t e r mi na ntf o r c o nd i t i o na lc o o p e r a t i o n( Bi c c hi e r ia ndXi a o2 0 0 8 ) .Al s o ,t hes a l i e nc eo fc e r t a i ns o c i a l no r msi nt hes o c i a ls e t t i ngc a na f f e c tt hed e c i s i o no ff o l l o wi ngt heno r m( Bi c c hi e r ia nd Cha v e z2 0 1 0 ) .Thus ,t hec o nd i t i o na lp r e f e r e nc ef o rr ul e f o l l o wi ngwo ul d ,f r o mt hi s t he o r e t i c a lp o i nto fv i e w,c o nd i t i o ne db yt heb e l i e f so ft hea g e nta b o utwha to t he rwi l l d o ,e x c e p ti nt hec a s e so fmo r a lno r ms ,whi c hd e ma nda nunc o nd i t i o na lc o mmi t me nt ( Bi c c hi e r i ,Ni d a Rüme l i n,a ndS p o hn 2 0 0 0 ) .I nt hene x ts e c t i o n,Iwi l la p p l yt he me c ha ni s msr e v i e we ds of a rt ot hea na l y s i so fs o c i a lc o mmi t me nt s .Pr o mi s e sa nd t hr e a t sa r es up p o s e dt ob eb i nd i ngme c ha ni s mst ha te nha nc ec o o p e r a t i o n;ho we v e r , t he yi nhe r i tt hes a mep r o b l e mst ha nt hek i ndo fb e ha v i o urt he ya r es up p o s et op r o mo t e , r e g a r d i ngt he i rmo t i v a t i o n. 3 . 2 . MECHANISMSTHATENABLECREDIBILITYAND TRUST Thus ,a d d i t i o na lc o nt r o lme c ha ni s msa r ene e d e dt oe x p l a i nb o t ht hef ul f i l me nta ndt he c r e d i b i l i t yo fc o mmi t me nt s .F o l l o wi ngNe s s e( 2 0 0 1 )t he r ea r ef o urr e a s o nst ob e l i e v e t ha tac o mmi t me nti sl i k e l yt ob ef ul f i l l e d .F i r s t ,ac o mmi t me ntc a nb es e l f e nf o r c i ng : a f t e rt hec r e a t i o no ft hec o mmi t me nt ,t hea c t i o ni nv o l v e db e c o me st heb e s to p t i o nf o r 1 5 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t t hea g e nt ,f o l l o wi nghe rs e l f i nt e r e s t .I nt hi sc a s e ,t hec r e a t i o no ft hec o mmi t me nt i mp l i e sar e s t r i c t i o no fo p t i o ns ,e i t he rb yma k i ngt he m una v a i l a b l e ,o rb yr a i s i ngi t s c o s t s .Ane x a mp l eo fas e l f e nf o r c i ngc o mmi t me ntwo ul db eb ur ni ngo ne ' sb r i d g e so r s hi p s( El s t e r2 0 0 3 ) .S e c o nd ,ac o mmi t me ntc a nb er e i nf o r c e db ye x t e r na li nc e nt i v e s c o nt r o l l e db yt hi r dp a r t i e s . F o re x a mp l e , ac o nt r a c ti sac o mmi t me ntt ha ti se nf o r c e db y l e g a lp uni s hme nt .The s et wome c ha ni s mst ur nt hef ul f i l me nto fac o mmi t me nti nt oa s e l f i nt e r e s t e da c t i o n. Be s i d e st hes c e p t i c a la r g ume ntt ha ts t a t e st ha tc o mmi t me ntf a c e s t hes a mep r o b l e mst ha nc o o p e r a t i o n,a nd t husi sno te f f e c t i v ewi t ho ute x t e r na l c o ns t r a i nt s ,t he r ei sl a r g ee x p e r i me nt a ls up p o r tt ot hec l a i mt ha tc o mmuni c a t i o n e nha nc e sc o o p e r a t i o ni ns o c i a ld i l e mma s( s e eBa l l i e t2 0 1 0f o rame t a a na l y s i so fr e l a t e d e x p e r i me nt s ) .Thus ,o t he ri nt e r na lme c ha ni s msp l a yar o l ei nt hee x p l a na t i o no ft he e f f e c t i v e ne s so fac o mmi t me nt .Thet hi r dme c ha ni s m Ne s s ep o i nt so uti sr e p ut a t i o n. La s t l y ,t heb i nd i ngf o r c eo fas o c i a lc o mmi t me ntc a nb er e l a t e dt oe mo t i o ns .Ne s s e c l a i mst ha t ,whe nt het hi r d( r e p ut a t i o n)a ndf o ur t h( e mo t i o ns )me c ha ni s msa r ei nt o p l a y ,t hec o mmi t me nti ss ub j e c t i v e .Theo nl yr e a s o nwhyt he s ec o mmi t me nt sa r e e f f e c t i v ei st hep o we ro fp e r s ua d i ngo t he ra g e nt st ha tt hec o mmi t t e da g e ntwi l la c t a g a i ns the rs e l f i nt e r e s t ,und e r s t o o da st heb e s to p t i o nf o rt hea g e nti ft hec o mmi t me nt d i dno tt a k ep l a c e . Ont heo t he rha nd , e x p e r i me nt a lr e s ul t ss ho wt ha ti ti sno tt he r ei sa c o mp l e xr e l a t i o nb e t we e ne x t e r na la nd i nt e r na lme c ha ni s ms ;f o re x a mp l e ,whe n e v a l ua t i ngb o t hwhe t he rt oa c c e p tac o mmi t me nt( b ymo d i f y i ngo ne ' sb e ha v i o ur )o r whe t he rt oc a r r yo utat hr e a t ,o rf ul f i lap r o mi s e ,s e v e r a lf a c t o r ss uc ha se x p e c t a t i o ns , t hep o s s i b i l i t yo fp uni s hme nt ,a ndt hec o mmuni c a t i o nt ha te na b l e st hec o mmi t me nt s c o mei nt op l a y( Os t r o m, Wa l k e r , a ndGa r d ne r1 9 9 2 ) . Theme c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt heme c ha ni s mst ha te nf o r c et he f ul f i l me nto fc o mmi t me nt sa r ed i f f e r e nt , a l t ho ug hd e e p l yr e l a t e d .Cr e d i b i l i t ywo ul dno t b ep o s s i b l ewi t ho utar e l a t i v e l yhi g hp r e v a l e nc eo ff ul f i l l e dc o mmi t me nt s ,b e c a us et he a g e ntwo ul de x p e c ti t sv i o l a t i o n.I ti sa l s oi mp o r t a ntt oc o ns i d e rt hed i f f e r e nc e s b e t we e np o s i t i v e( p r o mi s e s )a ndne g a t i v e( t hr e a t s )c o mmi t me nt s( Ca s t e l f r a nc hia nd Gue r i ni2 0 0 7 ) ,s p e c i a l l yi nt hec a s eo fs ub j e c t i v ec o mmi t me nt s ,t hi si s ,no te nf o r c e db y e x t e r na la g e nt so rb yamo d i f i c a t i o no ft hep a y o f f ss t r uc t ur e .Whe na p r o mi s ei s e f f e c t i v e ,t hep r o mi s e ec ha ng e si t sb e ha v i o ura nde x p e c t st ha tt hep r o mi s e rf ul f i l shi s c o mmi t me nt .Theme c ha ni s msi nv o l v e di nt hi sf ul f i l me ntha v et ot a k ei nt oa c c o unt 1 6 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t b o t ht hec o ns e q ue nc e so fno tf ul f i l l i ngt hep r o mi s e ,s uc ha sac ha ng e si nr e p ut a t i o no r s t a t us , o ri nv o l v e dne g a t i v ee mo t i o ns , a ndt heme c ha ni s mst ha to v e r r i d et het e mp t a t i o n t of r e e r i d e :i ft heo t he ra g e ntha smo d i f i e dhe rb e ha v i o ura ndb e ha v e dc o o p e r a t i v e l y , f o ri ns t a nc e ,t he nt hep r o mi s e rha sa ni nc e nt i v eno tt of ul f i lhe rp r o mi s e .Ont heo t he r ha nd ,at hr e a tc o ns i s t sp r e c i s e l yi nc o mmi t t i ngo ne s e l ft op e r f o r ma na c t i o nt ha ti s a g a i ns the rs e l f i nt e r e s t , i no r d e rt od i s i nc e nt i v ea na g e ntt of r e e r i d e , o rt op uni s hs uc h ab e ha v i o ur .Butc a r r y i ngo utat hr e a ti sc o s t l y ,a ndi t se f f e c t so nt het hr e a t e ne da r e r e l e v a ntf o rf ut ur ei nt e r a c t i o ns ,no tt hep r e s e nto ne .Thus ,t hea g e ntwhot hr e a t e ns d o e sno tha v ea ni nc e nt i v et of r e e r i d e ,b utr a t he rs hene e d sf o ri nc e nt i v e sf o r mo t i v a t i nga l t r ui s t i cp uni s hme nt . Re p ut a t i o ni sa b l eb o t ht oi nc e nt i v et hef ul f i l me nto fat hr e a ta ndi t sc r e d i b i l i t y . I n c ul t ur e so fho no ur , t hed e f e nc eo fo ne ' so wnr e p ut a t i o ni sa c hi e v e dt hr o ug hv i o l e nta nd d i s p r o p o r t i o na t et hr e a t s ,whi c ha r eus ua l l yc a r r i e do uti nc a s ewhe nt hea g e nti s c ha l l e ng e d( Co he na ndVa nd e l l o2 0 0 1 ) .No tc a r r y i ngo utat hr e a tc a nc a us et ha t ,i n f ut ur ee nc o unt e r s ,t hea g e nti sf r e e r i d d e n.F ur t he r mo r e ,t hed e f e nc eo fho no uri s r e l a t e dt os o c i a le mo t i o nss uc ha sr a g eo ra ng e r , a nds ha mea ndhumi l i a t i o n, whi c ha r e r e l e v a ntt oe x p l a i nt hef ul f i l me nto ft hr e a t si nc a s e si nwhi c hi ti smo r ea d v a nt a g e o us no tt od os o( Mo s q ue r a , Ma ns t e a d , a ndF i s c he r2 0 0 2 ) . S o c i a le mo t i o nsp l a ya ni mp o r t a ntr o l ei nt hee x p l a na t i o no ft hee f f e c t i v e ne s so f c o mmi t me nt s ,b e c a us et he yp r o mo t ec r e d i b i l i t ya ndmo t i v a t et he i rf ul f i l me nt .F o r e x a mp l e ,g ui l t a v e r s i o nc a ni nc e nt i v et he a v o i d a nc eo fb r e a k i ng a c o mmi t me nt ( Ba t t i g a l l ia ndDuf we nb e r g2 0 0 7 ;El l i ng s e ne ta l .2 0 1 0 ;Cha r ne s sa ndDuf we nb e r g 2 0 1 0 ) . Thes o c i a le mo t i o nst ha tme d i a t ec o o p e r a t i o na l s ome d i a t et hee f f e c t i v e ne s so fa c o mmi t me nt .Thed e t e c t i o no ft heo t he rp l a y e r ' se mo t i o nsa r ek e yi no r d e rt oa s s i g n c r e d i b i l i t yt oac o mmi t me nt( F r a nk2 0 0 1 ;I r o ns2 0 0 1 ) .Va nb e r g( 2 0 0 8 )a r g ue st ha t e mo t i o nsc r e a t ea ni nd i r e c tb o ndb e t we e np r e f e r e nc e sa ndp r o mi s e s ,b e c a us et he ya r e a b l et omo d i f yt hes e c o nd o r d e rb e l i e f so ft hea g e nt . Re g a r d i ngp o s i t i v ec o mmi t me nt s ,t r us ti sane c e s s a r yme c ha ni s mf o ra s s i g ni ng c r e d i b i l i t y .Tr us ti sac o mp l e x mo t i v a t i o na la nd c o g ni t i v es t a t et ha te na b l e st he g e ne r a t i o no fe mp i r i c a la ndno r ma t i v ee x p e c t a t i o nsa b o utt heo t he r ' sb e ha v i o urund e r r i s kc i r c ums t a nc e s( Or i g g i2 0 0 8 ) .Thee f f e c t i v e ne s so fas o c i a lc o mmi t me ntd e p e nd so n t hes uc c e s s f ulma ni p ul a t i o no ft heo t he ra g e nt ' sc ho i c e s ,a ndami ni mum l e v e lo ft r us t 1 7 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t i sr e q ui r e db e t we e nt het woa g e nt sf o rac o mmi t me ntt ob ec r e d i b l e ,a ndhe nc e e f f e c t i v e( Ha r d i n2 0 0 3 ;S i mp s o n2 0 0 7 ) .A r e l a t i o no ft r us te nt a i l sad i s p o s i t i o nt or e l y o nt heo t he ra g e ntf o rt hef ul f i l me nto fo ne ' so wng o a l s( Ca s t e l f r a nc hia ndF a l c o ne 1 9 9 9 ;2 0 0 2 ;s e ea l s oCha p t e r5 ) .Thus ,t r us tl e a d st ot hec r e d i b i l i t yo fc o mmi t me nt s whe nt he r ei sas i t ua t i o no fd e p e nd e nc ea ndunc e r t a i nt y( Ba r b a l e t2 0 0 9 ) .Byt r us t i ng t heo t he r ,t hea g e nti nc ur si nc o s t s :s hec ho o s e sa c c o r d i ngt oaf ut ur ep a y o f f ,r a t he r t ha nap r e s e nto ne .Wi t ho utunc e r t a i nt y ,t r us ti sno tne c e s s a r y ,b e c a us et hea g e nt e x p e c t st hec ho i c e so ft heo t he rp l a y e ri nd e p e nd e nt l yo ft hec o mmi t me nt si nwhi c ht ha t p l a y e rha si nc ur r e d . La s t l y ,t hef ul f i l me nto fac o mmi t me ntc a nb emo t i v a t e db ys o c i a lp r e f e r e nc e so f t hea g e nt ,o rhe rp r e f e r e nc ef o rc o ns i s t e ntb e ha v i o ur .The s es o c i a lp r e f e r e nc e sa r e c o nd i t i o ne dt ot hee x p e c t a t i o nso ft hea g e nto fo t he ra g e nt s 'c o mp l i a nc et os o c i a l no r ms .Pr o mi s e sa ndc o nt r a c t sa r eus ua l l yr e g ul a t e db ys o c i a lno r mst ha td i c t a t et he c o nd i t i o nsund e rwhi c hi ti se x p e c t a b l ef r o ma g e nt st of ul f i lt he i rp a r to ft hea g r e e me nt , a ndt husc o nd i t i o nt he i rc r e d i b i l i t y . Co mmuni c a t i o na ndr e put a t i o n Thep r o b l e mso fp r o s o c i a lb e ha v i o urs t a t e di nt hep r e v i o uss e c t i o nc a nb ee x t r a p o l a t e d t ot hea na l y s i so fc o mmuni c a t i o n.Tr ut hf ulc o mmuni c a t i o nha st hes a mep r o b l e msa s c o o p e r a t i v eb e ha v i o ur :a d d i t i o na lme c ha ni s msa r ene e d e dt oo v e r c o met het e mp t a t i o n o fs e nd i ngwr o ngs i g na l st ot a k ea d v a nt a g e . Co mmuni c a t i o ni sane c e s s a r yp a r to fas o c i a li nt e r a c t i o n, i nwhi c ht hea c t i o nso f a ni nd i v i d ua lg e ne r a t eas i g na lt ha tmo d i f i e st heb e ha v i o uro ft her e c e i v e r( Wi l e y 1 9 8 3 ) .The r ea r et woma i nt he o r e t i c a la p p r o a c he st oa ni ma lc o mmuni c a t i o n.Thef i r s t o ft he mc o ns i d e r sc o mmuni c a t i o na same c ha ni s mt ot r a ns mi ti nf o r ma t i o n,a ndha si t s t he o r e t i c a lo r i g i nsi nDa r wi n' swo r k .F r o mt hep o i nto fv i e wo fg r o ups e l e c t i o n,c l e a r a ndno na mb i g uo uss i g na l sa r ee v o l ut i o na r i l ya d v a nt a g e o us ,s p e c i a l l ywhe nt he ya r e me a ntt oi nf o r ma b o uts t a t e so fa f f a i r st ha tha v eno tb e e nd i r e c t l ye x p e r i e nc e d .To o v e r c o met het e mp t a t i o no fe mi t t i ngf a l s es i g na l s , a ndf r e e r i d eo nt heho ne s ts i g na l so f o t he r s ,Za ha v i( 1 9 7 5 ;Za ha v ie ta l .1 9 9 9 )p r o p o s e st hee x i s t e nc eo fa“ ha nd i c a p p r i nc i p l e ” .Ac c o r d i ngt ot hi sp r i nc i p l e ,t hec o mmuni c a t i o no fho ne s ts i g na l sa r i s e s 1 8 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t whe nt hec o s to fs e nd i ngt hes i g na li se l e v a t e d ,a ndt he r e f o r ec he a t i ngb e c o me st o o c o s t l y . Thes e c o nda p p r o a c ht oc o mmuni c a t i o nc o me sf r o ms o c i o b i o l o g y , a ndi tc r i t i c i s e s t hec l a i mt ha tt hef unc t i o no fc o mmuni c a t i o ni st os ha r ei nf o r ma t i o n:c o mmuni c a t i o n wo ul db eb e t t e rund e r s t o o da st hema ni p ul a t i o no ft heo t he r ' sb e ha v i o ur :“ t hee v o l ut i o n o fma ny a ni ma ls i g na l si sb e s ts e e na sa ni nt e r p l a yb e t we e n mi nd r e a d i ng ,a nd ma ni p ul a t i o n”( Kr e b sa nd Da wk i ns1 9 8 4 ,3 8 0 ) .A c he a t e rwo ul d ha v ea d a p t i v e a d v a nt a g ewi t hi n ag r o up i n whi c hi nd i v i d ua l sa l wa y ss e nd ho ne s ts i g na l s ,t hus c o mp l e t eho ne s t yc a nno tb ea ne v o l ut i o na r i l ys t a b l es t r a t e g y .Kr e b sa nd Da wk i ns s ug g e s tt ha tt heg o a lo fs e nd i ngas i g na li st oma ni p ul a t et her e c e i v e ri nawa yt ha ti t f ul f i l st hes e nd e r ' ss e l f i nt e r e s t .Ther e c e i v e rne e d st he nt op r e d i c twha ta c t i o nt he s e nd e rwi l lp e r f o r m. Ma y na r dS mi t ha ndHa r p e r( 1 9 9 5 ;2 0 0 3 )s ug g e s tac o mb i na t i o nb e t we e nt he i nf o r ma t i o na la ndt hema ni p ul a t i v ea p p r o a c he s . The ya r g uet ha ti ti sno te v o l ut i o na r i l y s t a b l ef o rt her e c e i v e rt omo d i f yhi sb e ha v i o ur( j us ta st hes e nd e rp r e t e nd s )unl e s st he i nf o r ma t i o nc o nt a i ne di nt heme s s a g ei sc r e d i b l ea ndus e f ul .F o re x a mp l e ,at hr e a t s i g na lwi l lno tha v ea nye f f e c to nt her e c e i v e ri fhed o e sno ti d e nt i f yt ha ts i g na la sa c r e d i b l et hr e a t .Ga me t he o r e t i c a lmo d e l so fs i g na lc r e d i b i l i t yc o nf i r mt hei nv e r s e c o r r e l a t i o nb e t we e nt hec o s to fas i g na la ndt hei nc e nt i v e st of r e e r i d eb ys e nd i ngt ha t s i g na l( Gi nt i s , S mi t h, a ndBo wl e s2 0 0 1 ) . Be s i d e st hec o s to fp r o d uc i ngas i g na l( i nt r i ns i c c o s t ) , r e p ut a t i o na l s or a i s e st hec o s to fs e nd i ngf a l s es i g na l s . Re p ut a t i o na f f e c t st hewi l l i ng ne s so fi nd i v i d ua l st oe ng a g ei nar e p e a t e ds o c i a l i nt e r a c t i o nwi t ha no t he ri nd i v i d ua l .Tr i v e r ' sr e c i p r o c a la l t r ui s mc o ns i s t si nc o o p e r a t i ng wi t ht ho s ewhoha v eb e e nc o o p e r a t i v ei ne a r l i e ri nt e r a c t i o ns ;Al e x a nd e r ' s( 1 9 8 7 ) s t r a t e g yo fi nd i r e c tr e c i p r o c i t yc o ns i s t si nc o o p e r a t i ngwi t ht ho s ewhoe i t he rha v eb e e n c o o p e r a t i v ei ne a r l i e rr o und s ,o rt ha ti ti sk no wnb yt hea g e nt st ha tt he yha v eb e e n c o o p e r a t i v ei ne a r l i e rr o und s .S t r a t e g i e sb a s e do nr e p ut a t i o n,s uc ha sr e c i p r o c a l a l t r ui s mo ri nd i r e c tr e c i p r o c i t y ,ne e dame c ha ni s mt or e g i s t e rt hep a s tb e ha v i o uro f i nd i v i d ua l s ,a ndas e to fr ul e st oa s s e s sho wt ob e ha v e ,d e p e nd i ngo nt hei nf o r ma t i o n a v a i l a b l ea b o utt heo t he ri nd i v i d ua l( No wa ka ndS i g mund2 0 0 5 ) .I ti sp o s s i b l et o d i s t i ng ui s hd i f f e r e ntl e v e l so fc o mp l e x i t yi nt heme c ha ni s mst ha tg e ne r a t ear e p ut a t i o n s y s t e m. Thef i r s to ft he mi sb a s e do nt hee mo t i o nso ff e a ra nds ub mi s s i o n( He nr i c ha nd 1 9 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t Gi l Whi t e2 0 0 1 ) .Theme c ha ni s mt ha tp r o mo t e s( o rr e s t r a i ns )c o o p e r a t i o ni st hes e to f e mo t i o nst ha tt heo t he ri nd i v i d ua lc a us e so nt hea g e nt ,a ndt he s ee mo t i o nsc a nb e p r o mp t e db yp r e v i o usi nt e r a c t i o ns ,o rb yt heo b s e r v a t i o no fi nt e r a c t i o ns .A mo r e c o mp l e xl e v e lwo ul di nv o l v emo r ec o mp l e xc o g ni t i v ep r o c e s s e s ,s uc ha st hep o s s i b i l i t y o fma k i ng p r e d i c t i o nsa b o utt he b e ha v i o uro fo t he r s .I nt hi sl e v e l ,i ns t e a do f ma ni p ul a t i ngd i r e c t l yt heb e ha v i o uro fo t he r s ,t hea g e ntt r i e st oma ni p ul a t et he i r e x p e c t a t i o ns ,t husg e ne r a t i ngt r us tr e l a t i o ns .Thi sk i ndo fr e p ut a t i o ni se x c l us i v e l y f o undi nhuma ns o c i e t i e s .Thep r o b l e mo ft hec r e d i b i l i t yo fs i g na l sa ndi t sr e l a t i o nt o r e p ut a t i o ns wi t c he st hef o c us :i ns t e a do fa s k i ngwhya g e nt ss e ndho ne s ts i g na l si n c o nt e x t si nwhi c hno td o i ngs oe nha nc e st hei nd i v i d ua l ' sf i t ne s s ,t heq ue s t i o nwo ul db e whya g e nt ss e ndho ne s ts i g na l si nc o nt e x t si nwhi c hno td o i ngs oi ss t r a t e g i c a l l y a d v a nt a g e o us .Iwi l lr e t ur nt ot hi sp o i nti nt hes e c o ndp a r to ft hi sc ha p t e r ;no w,Iwi l l e x p l o r et her o l eo fe mo t i o nsi nt hep r o mo t i o no fp r o s o c i a l b e ha v i o ur . Ther ol eo fe mo t i o ns Ev o l ut i o na r ya na l y s i ss ho wt ha te mo t i o nsha v es ur v i v a la ndr e p r o d uc t i v ef unc t i o ns , whi c ha r ema ni f e s t e di nf o urd i f f e r e ntl e v e l s :i nt r a i nd i v i d ua l ,d y a d i c ,g r o up ,a nd c ul t ur a l( Ke l t ne r ,Ha i d t ,a ndS hi o t a2 0 0 6 ) .Whi l et hef unc t i o nso fe mo t i o nsi nt hef i r s t l e v e lt e ndt oe nha nc et hei nd i v i d ua lf i t ne s s , t hes a mef unc t i o nsi nt heo t he rt hr e el e v e l s us ua l l yf a v o ur st hec r e a t i o no fs o c i a l b o und sa ndc o o p e r a t i o n. F r o mt hep o i nto fv i e wo fs t r a t e g i cr a t i o na l i t y , o ne s ho te nc o unt e r sa r ee s s e nt i a l l y d i f f e r e ntf r o mr e p e a t e de nc o unt e r s .I nao ne s ho tg a me ,c o nt r o lme c ha ni s mss uc ha s l o ng t e r mi nv e s t me nt so rt heb ui l d i ngo far e p ut a t i o nc a nno ta r i s e ,b e c a us et hea g e nt wo ul dl a c ko ft hemo t i v a t i o nt od os o .S o c i a le mo t i o nsp l a yt hi sr o l e :t he ymo t i v a t e c o o p e r a t i o n,s e r v ea sag ui d et oc ho o s eap a r t ne rf o ri nt e r a c t i o n,a nde na b l et he c r e a t i o na ndp e r d ur a nc eo fl o ngt e r mr e l a t i o ns hi p s( F r a nk2 0 0 1 ;Go nz a g ae ta l .2 0 0 1 ; Ba c ka ndF l a c he2 0 0 8 ) .F ur t he r mo r e ,d e t e c t i ngt heo t he r ' se mo t i o nsa l s os e r v e sa sa me c ha ni s mf o re v a l ua t i ngt hei nt e r a c t i o np a r t ne r sa nda v o i dc he a t e r so rf r e er i d e r s ( Co s mi d e sa ndTo o b y2 0 0 4 ) .Thef e e l i ngo fa ng e ro rf r us t r a t i o na f t e rb e i ngc he a t e d d i s i nc e nt i v ef ut ur ei nt e r a c t i o nswi t ht hes a mei nd i v i d ua l ,a ndc a nmo t i v a t ea l t r ui s t i c 2 0 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t 3 p uni s hme nt .F e hra ndGä c ht e r( 2 0 0 2 )a r g uet ha ti naPub l i cGo o d sg a me ,c o o p e r a t i o n o nl ya r i s e swhe na g e nt sha v et hep o s s i b i l i t yo fp uni s hi ngf r e e r i d e r s . The i rs t ud ys ho ws t ha tt he r ei sac o r r e l a t i o nb e t we e nt hei nt e ns i t yo ft hee mo t i o nf e l ta ndt hep uni s hme nt e x e c ut e d .I nt hePub l i cGo o d sg a me ,t ho s ep l a y e r swhoha v ei nv e s t e dmo r et o k e ns r e p o r tt hemo s ti nt e ns ene g a t i v ee mo t i o ns ,a ndt hi si nt e ns i t ya l s oi nc r e a s e swhe nt he a mo unto ft o k e nsi nv e s t e db yt heo t he rp l a y e ri sl o we r .Ot he rs t ud i e sp o i nto utt he ne c e s s i t yo fi nc l ud i ngt her o l eo fs o c i a lno r mst ound e r s t a ndt her e l a t i o nb e t we e n e mo t i o nsa nde x p e c t a t i o nso ft hea g e nt s :e x p e c t a t i o nsa r eb a s e do nt hef ul f i l me nto r v i o l a t i o no ft hea g e nt ' se x p e c t a t i o ns ,a ndt he s e ,i nt ur n,a r eg e ne r a t e df o l l o wi ngs o c i a l s t a nd a r d s( Ho f f ma ne ta l .1 9 9 4 ;Bo s ma na ndVa nWi nd e n2 0 0 2 ;Wue ta l .2 0 0 9 ) .I n wha tr e s p e c t st ot he d i f f e r e nc e sb e t we e no ne s ho ta nd r e p e a t e de nc o unt e r s , e x p e r i me nt a le v i d e nc es ho wst ha tt hek no wl e d g eo ft hek i ndo fe nc o unt e rt hes ub j e c ti s i nv o l v e da f f e c t st hes t r e ng t ho ft hee mo t i o nst ha tmo t i v a t ep uni s hme ntv a r i e s , b utd o e s no td i s a p p e a ri no ne s ho te nc o unt e r s( F e hra ndHe nr i c h2 0 0 3 ) .La s t l y ,e mo t i o nsd ono t o nl yp l a yar o l ei nt hemo t i v a t i o no fp uni s hme nt ,b utt hee x p r e s s i o no fane g a t i v e e mo t i o ns e r v e sa sap uni s hme ntme c ha ni s mt hr o ug ht heg e ne r a t i o no ff e e l i ng so fg ui l t o rs ha me( Xi a oa ndHo us e r2 0 0 5 ) . I nb r i e f ,c o mmuni c a t i o np l a y sac e nt r a lr o l ei nt heg e ne r a t i o no fe x p e c t a t i o nso n o t he ra g e nt s .I nd i v i d ua l st husho l dar e p ut a t i o nb a s e dno to nl yo nt he i rwi l l i ng ne s st o c o o p e r a t e ,b uta l s oo nt heho ne s t yo ft hes i g na l st he ys e nd .Ont heo t he rha nd ,s o c i a l e mo t i o nss e r v ea si nc e nt i v e st oc o o p e r a t eo rd e f e c tt oo t he ra g e nt sd e p e nd i ngo nt he i r p r e v i o usa ndp r e s e ntc o nd uc t . Re f e r e nc e s Ál v a r e z ,J .M. C.2 0 0 6 .“ ElAná l i s i sDeLa sI nt e r a c c i o ne sGr up a l e s :La sAp l i c a c i o ne sS OCI OS . ” Anua r i oDePs i c o l o gí a3 7( 3 ) . Al e x a nd e r , Ri c ha r dD. 1 9 8 7 . TheBi o l o gyo fMo r a lSys t e ms . Tr a ns a c t i o nPub l i s he r s . Ax e l r o d , R. 1 9 8 0 . “ Ef f e c t i v eCho i c ei nt hePr i s o ne r ’ sDi l e mma . ”J o ur na lo fCo nf l i c tRe s o l ut i o n 2 4( 1 ) :3 . 3 APub l i cGo o d sg a mei sa ne x a mp l eo fs o c i a ld i l e mma .Thep l a y e r sha v et hec ha nc et oi nv e s ta na mo unto f t o k e nsi nt hep r o d uc t i o no fap ub l i cg o o d ;t het o k e nsi nv e s t e di nt hep ub l i cg o o da r emul t i p l i e da ndd i s t r i b ut e d e q ua l l ya mo ngt hep l a y e r s , e v e na mo ngt ho s ewhoha v ei nv e s t e dz e r ot o k e ns( f r e e r i d e r s ) . 2 1 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t c i e nc e2 1 1( 4 4 8 9 ) : Ax e l r o d ,R. ,a ndW.D.Ha mi l t o n.1 9 8 1 .“ TheEv o l ut i o no fCo o p e r a t i o n. ”S 1 3 9 0 . Ba c k ,I . ,a ndA.F l a c he .2 0 0 8 .“ TheAd a p t i v eRa t i o na l i t yo fI nt e r p e r s o na lCo mmi t me nt . ”Ra 0( 1 ) :6 5 . t i o na l i t ya ndSo c i e t y2 Ba l l i e t ,D.2 0 1 0 .“ Co mmuni c a t i o na ndCo o p e r a t i o ni nS o c i a lDi l e mma s :A Me t a a na l y t i cRev i e w. ”J o ur na lo fCo nf l i c tRe s o l ut i o n5 4( 1 ) :3 9 . Ba r b a l e t ,J .2 0 0 9 .“ ACha r a c t e r i z a t i o no fTr us t ,a ndI t sCo ns e q ue nc e s . ”The o r ya ndSo c i e t y3 8 ( 4 ) :3 6 7 –3 8 2 . Ba t t i g a l l i , P. , a ndM. Duf we nb e r g . 2 0 0 7 . “ Gui l ti nGa me s . ”TheAme r i c a nEc o no mi cRe v i e w9 7 ( 2 ) :1 7 0 –1 7 6 . Be c k e r , G. S . 1 9 7 4 . “ AThe o r yo fS o c i a lI nt e r a c t i o ns . ”TheJ o ur na lo fPo l i t i c a lEc o no my8 2( 6 ) : 1 0 6 3 –1 0 9 3 . v a nd e nBe r g h,J .C. J . M,a ndJ .M Go wd y .2 0 0 9 .“ AGr o upS e l e c t i o nPe r s p e c t i v eo nEc o no mi c Be ha v i o r ,I ns t i t ut i o nsa ndOr g a ni z a t i o ns . ”J o ur na lo fEc o no mi cBe ha v i o ra ndOr ga n2( 1 ) :1 –2 0 . i z a t i o n7 Bi c c hi e r i ,C.2 0 0 6 .TheGr a mma ro fSo c i e t y:TheEme r ge nc ea ndDyna mi c so fSo c i a lNo r ms . Ca mb r i d g e :Ca mb r i d g eUni v e r s i t yPr e s s . Bi c c hi e r i ,C. ,a ndA.Cha v e z .2 0 1 0 .“ Be ha v i nga sEx p e c t e d :Pub l i cI nf o r ma t i o na ndF a i r ne s s No r ms . ”J o ur na lo fBe ha v i o r a lDe c i s i o nMa ki ng2 3( 2 ) :1 6 1 –1 7 8 . Bi c c hi e r i ,C. ,J ul i a nNi d a Rüme l i n,a ndWo l f g a ngS p o hn.2 0 0 0 .“ Wo r d sa ndDe e d s :A F o c us The o r yo fNo r ms . ”I nRa t i o na l i t y,Rul e sa ndSt r uc t ur e .Do r d r e c ht :Kl uwe rAc a d e mi c Pub l i s he r s . Bi c c hi e r i ,C. ,a ndE.Xi a o .2 0 0 8 .“ Dot heRi g htThi ng :ButOnl yI fOt he r sDoS o . ”J o ur na lo f 1 :1 –1 8 . Be ha v i o r a lDe c i s i o nMa ki ng2 Bo a d wa y ,R. ,Z.S o ng ,a ndJ .FTr e mb l a y .2 0 0 7 .“ Co mmi t me nta ndMa t c hi ngCo nt r i b ut i o nst o Pub l i cGo o d s . ”J o ur na lo fPub l i cEc o no mi c s9 1( 9 ) :1 6 6 4 –1 6 8 3 . Bo s ma n,R. ,a ndF .Va nWi nd e n.2 0 0 2 .“ Emo t i o na lHa z a r di naPo we r t o t a k eEx p e r i me nt . ” Ec o no mi cJ o ur na l1 1 2( 4 7 6 ) :1 4 7 –1 6 9 . Bo y d , Ro b e r t , S a mue lBo wl e s , Pe t e rJ . Ri c he r s o n, a ndH. Gi nt i s . 2 0 0 3 . “ TheEv o l ut i o no fAl t r ui s t i cPuni s hme nt . ”Pr o c e e di ngso ft heNa t i o na lAc a de myo fSc i e nc e so ft heUni t e d 0 0( 6 ) :3 5 3 1 –3 5 3 5 . d o i : 1 0 . 1 0 7 3 / p na s . 0 6 3 0 4 4 3 1 0 0 . St a t e so fAme r i c a1 Br a mo ul l é ,Y.2 0 0 7 .“ Ant i c o o r d i na t i o na ndS o c i a lI nt e r a c t i o ns . ”Ga me sa ndEc o no mi cBe ha 8( 1 ) :3 0 –4 9 . v i o r5 Br e nna n, G. 2 0 0 7 . “ TheGr a mma ro fRa t i o na l i t y . ”I nRa t i o na l i t ya ndCo mmi t me nt , e d . F . Pe t e r a ndH. B. S c hmi d . Ox f o r d :Ox f o r dUni v e r s i t yPr e s s . Bs ha r y ,R. ,a ndR.Be r g mul l e r .2 0 0 8 .“ Di s t i ng ui s hi ngF o u rF und a me nt a lAp p r o a c he st ot he Ev o l ut i o no fHe l p i ng . ”J o ur na lo fEv o l ut i o na r yBi o l o gy2 1( 2 ) :4 0 5 –4 2 0 . 2 2 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t Ca s t e l f r a nc hi ,C. ,a ndR.F a l c o ne .1 9 9 9 .“ TheDy na mi c so fTr us t :F r o m Be l i e f st oAc t i o n. ”I n Pr o c e e di ngso ft heSe c o ndWo r ks ho po nDe c e pt i o n,Fr a uda ndTr us ti nAge ntSo c i e t , 4 1 –5 4 . i e s us ta ndDe c e pt i o ni nVi r t ua lSo c i e t i e s : ———.2 0 0 2 .“ S o c i a lTr us t :A Co g ni t i v eAp p r o a c h. ”Tr 5 5 –9 0 . Ca s t e l f r a nc hi , C. , a ndM. Gue r i ni . 2 0 0 7 . “ I sI taPr o mi s eo raThr e a t ? ”Pr a gma t i c s&Co gni t i o n 1 5( 2 ) :2 7 7 –3 1 1 . Cha r ne s s ,G. ,a ndM.Duf we nb e r g .2 0 1 0 .“ Ba r ePr o mi s e s :AnEx p e r i me nt . ”Ec o no mi c sLe t t e r s 1 0 7( 2 ) :2 8 1 –2 8 3 . Cha r ne s s ,G. ,a ndM.Ra b i n.2 0 0 2 .“ Und e r s t a nd i ngS o c i a lPr e f e r e nc e swi t hS i mp l eTe s t s . ”The 1 7( 3 ) :8 1 7 . Qua r t e r l yJ o ur na lo fEc o no mi c s1 Co he n,D. ,a ndJ .Va nd e l l o .2 0 0 1 .“ Ho no ra nd‘ f a k i ng ’Ho no r a b i l i t y . ”Ev o l ut i o na ndt heCa pa :1 6 3 –1 8 5 . c i t yf o rCo mmi t me nt ndb o o ko f Co s mi d e s ,L. ,a ndJ .To o b y .2 0 0 4 .“ Ev o l ut i o na r yPs y c ho l o g ya ndt heEmo t i o ns . ”Ha :9 1 . Emo t i o ns Cr o s o n,R. ,a ndJ .Ko no w.2 0 0 9 .“ S o c i a lPr e f e r e nc e sa ndMo r a lBi a s e s . ”J o ur na lo fEc o no mi c 9( 3 ) :2 0 1 –2 1 2 . Be ha v i o r&Or ga ni z a t i o n6 De b r e u, G. 1 9 5 9 .The o r yo fVa l ue :AnAxi o ma t i cAna l ys i so fEc o no mi cEq ui l i b r i um. Ya l eUni v e r s i t yPr e s s . Do v i d i o ,J .F ,a ndL.APe nne r .2 0 0 4 .“ He l p i nga ndAl t r ui s m. ”I nEmo t i o na ndMo t i v a t i o n,e d . Ma r i l y nnB. Br e we ra ndMi l e sHe ws t o ne , 2 4 7 . Lo nd o n:Bl a c k we l lPub . El l i ng s e n,T. ,M.J o ha nne s s o n,S .Tj o t t a ,a ndG.To r s v i k .2 0 1 0 .“ Te s t i ngGui l tAv e r s i o n. ” Ga me sa ndEc o no mi cBe ha v i o r6 8( 1 ) :9 5 –1 0 7 . El s t e r ,J .2 0 0 0 .Ul ys s e sUnb o und:St udi e si nRa t i o na l i t y,Pr e c o mmi t me nt ,a ndCo ns t r a i nt s . Ca mb r i d g eUni vPr . ———. 2 0 0 3 . “ Do n’ tBur nYo urBr i d g eBe f o r eYo uCo met oI t :S o meAmb i g ui t i e sa ndCo mp l e xi t i e so fPr e c o mmi t me nt . ”Te x. L. Re v . 8 1( 7 ) :1 7 5 1 . F e hr ,E. ,a ndU.F i s c hb a c he r .2 0 0 3 . “ TheNa t ur eo fHuma nAl t r ui s m. ”Na t ur e4 2 5( 6 9 6 0 ) :7 8 5 – 7 9 1 . ———. 2 0 0 4 a . “ Thi r d p a r t yPuni s hme nta ndS o c i a lNo r ms . ”Ev o l ut i o na ndHuma nBe ha v i o r2 5 ( 2 ) :6 3 –8 7 . ———.2 0 0 4 b .“ S o c i a lNo r msa ndHuma nCo o p e r a t i o n. ”Tr e ndsi nCo gni t i v eSc i e nc e s8( 4 ) : 1 8 5 –1 9 0 . F e hr ,E. ,U.F i s c hb a c he r ,a ndS .Gä c ht e r .2 0 0 2 .“ S t r o ngRe c i p r o c i t y ,Huma nCo o p e r a t i o n,a nd t heEnf o r c e me nto fS o c i a lNo r ms . ”Huma nNa t ur e1 3( 1 ) :1 –2 5 . F e hr ,E. ,a ndS .Gä c ht e r .2 0 0 2 .“ Al t r ui s t i cPuni s hme nti nHuma ns . ”Na t ur e4 1 5( 6 8 6 8 ) :1 3 7 – 1 4 0 . 2 3 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t F e hr ,E. ,a ndJ .He nr i c h.2 0 0 3 .“ I sS t r o ngRe c i p r o c i t yaMa l a d a p t a t i o n?Ont heEv o l ut i o na r y F o und a t i o nso fHuma nAl t r ui s m. ” F e hr ,E. ,a ndB.Ro c k e nb a c h.2 0 0 4 .“ Huma nAl t r ui s m:Ec o no mi c ,Ne ur a l ,a ndEv o l ut i o na r y r e ntOpi ni o ni nNe ur o b i o l o gy1 4( 6 ) :7 8 4 –7 9 0 . Pe r s p e c t i v e s . ”Cur F e hr ,E. ,a ndK.M S c hmi d t .1 9 9 9 .“ A The o r yo fF a i r ne s s ,Co mp e t i t i o n,a ndCo o p e r a t i o n. ” Qua r t e r l yJ o ur na lo fEc o no mi c s1 1 4( 3 ) :8 1 7 –8 6 8 . F r a nk ,R.H.2 0 0 1 .“ Co o p e r a t i o nThr o ug hEmo t i o na lCo mmi t me nt . ”Ev o l ut i o na ndt heCa pa :5 7 –7 6 . c i t yf o rCo mmi t me nt3 x.L.Re v .8 1( 7 ) : ———.2 0 0 3 .“ Co mmi t me ntPr o b l e msi nt heThe o r yo fRa t i o na lCho i c e . ”Te 1 7 8 9 . Güt h,W. ,a ndH.Kl i e mt .2 0 0 4 .“ TheRa t i o na l i t yo fRa t i o na lf o o l s TheRo l eo fCo mmi t me nt s , Pe r s o nsa ndAg e nt si nRa t i o na lCho i c eMo d e l i ng . ”Pa pe r so nSt r a t e gi cI nt e r a c t i o n. Ga r t o n, Al i s o n. 1 9 9 5 . So c i a lI nt e r a c t i o na ndt heDe v e l o pme nto fLa ngua gea ndCo gni t i o n. Ps y c ho l o g yPr e s s . Gi g e r e nz e r ,G. ,a ndR.S e l t e n.2 0 0 2 .Bo unde dRa t i o na l i t y:TheAda pt i v eTo o l b o x.Vo l .1 .MI T Pr e s s . Gi nt i s ,H.2 0 0 0 a .“ S t r o ngRe c i p r o c i t ya ndHuma nS o c i a l i t y . ”J o ur na lo fThe o r e t i c a lBi o l o gy 2 0 6( 2 ) :1 6 9 –1 7 9 . ———. 2 0 0 0 b . “ Gr o upS e l e c t i o na ndHuma nPr o s o c i a l i t y . ”J o ur na lo fCo ns c i o us ne s sSt udi e s , 71 ( 2 ) :2 1 5 –2 1 9 . ———. 2 0 0 3 . “ S o l v i ngt hePuz z l eo fPr o s o c i a l i t y . ”Ra t i o na l i t ya ndSo c i e t y1 5( 2 ) :1 5 5 . Gi nt i s ,H. ,E.A S mi t h,a ndS .Bo wl e s .2 0 0 1 .“ Co s t l yS i g na l i nga ndCo o p e r a t i o n. ”J o ur na lo f 1 3( 1 ) :1 0 3 –1 1 9 . The o r e t i c a lBi o l o gy2 Go nz a g a ,G.C,D.Ke l t ne r ,E.ALo nd a hl ,a ndM.DS mi t h.2 0 0 1 .“ Lo v ea ndt heCo mmi t me nt Pr o b l e mi nRo ma nt i cRe l a t i o nsa ndF r i e nd s hi p . ”J o ur na lo fPe r s o na l i t ya ndSo c i a l 1( 2 ) :2 4 7 –2 6 2 . Ps yc ho l o gy8 Gue r i ni , M. , a ndC. Ca s t e l f r a nc hi . 2 0 0 7 . “ Pr o mi s e sa ndThr e a t si nPe r s ua s i o n. ”Pr a gma t i c sa nd 5( 2 ) :2 7 7 –3 1 1 . Co gni t i o n1 Ha mi l t o n, W.D. 1 9 6 4 . “ TheGe ne t i c a lEv o l ut i o no fS o c i a lBe ha v i o r ,Pa r t s1a nd2 . ”J o ur na lo f :1 –5 2 . The o r e t i c a lBi o l o gy7 Ha mme r s t e i n, Pe t e r . 2 0 0 3 . Ge ne t i ca ndCul t ur a lEv o l ut i o no fCo o pe r a t i o n. MI TPr e s s . Ha r d i n, R. 2 0 0 3 . “ Ga mi ngTr us t . ”I nTr us ta ndRe c i pr o c i t y:I nt e r di s c i pl i na r yLe s s o nsf r o m Exd .E.Os t r o ma ndJ .Wa l k e r ,8 0 –1 0 1 .Ne w Yo r k :Rus s e l lS a g e pe r i me nt a lRe s e a r c h,e F o und a t i o nPub l i c a t i o ns . Ha us ma n,D.M.2 0 0 5 .“ S y mp a t hy ,Co mmi t me nt ,AndPr e f e r e nc e . ”Ec o no mi c sa ndPhi l o s o phy 2 1( 0 1 ) :3 3 –5 0 . 2 4 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t He nr i c h,J . ,a ndF .JGi l Whi t e .2 0 0 1 .“ TheEv o l ut i o no fPr e s t i g e :F r e e l yCo nf e r r e dDe f e r e nc e a saMe c ha ni s mf o rEnha nc i ngt heBe ne f i t so fCul t ur a lTr a ns mi s s i o n. ”Ev o l ut i o na nd 2( 3 ) :1 6 5 –1 9 6 . Huma nBe ha v i o r2 r k Hi r s hl e i f e r ,J .2 0 0 1 .“ Ont heEmo t i o nsa sGua r a nt o r so fThr e a t sa ndPr o mi s e s . ”I nTheDa 9 8 .Ca mb r i d g eUni v e r Si deo ft heFo r c e :Ec o no mi cFo unda t i o nso fCo nf l i c tThe o r y,1 s i t yPr e s s . Ho f f ma n,E. ,K.Mc Ca b e ,K.S ha c ha t ,a ndV.S mi t h.1 9 9 4 .“ Pr e f e r e nc e s ,Pr o p e r t yRi g ht s ,a nd Ano ny mi t yi nBa r g a i ni ngGa me s . ”Ga me sa ndEc o no mi cBe ha v i o r7( 3 ) :3 4 6 –3 8 0 . o l ut i o na ndt heCa pa c i t y I r o ns , W. 2 0 0 1 . “ Re l i g i o na saHa r d t o f a k eS i g no fCo mmi t me nt . ”Ev :2 9 2 –3 0 9 . f o rCo mmi t me nt DeJ a e g he r ,H. ,a ndE.DiPa o l o .2 0 0 9 .“ Ma k i ngS e ns ei nPa r t i c i p a t i o n:AnEna c t i v eAp p r o a c h t oS o c i a lCo g ni t i o n. ” Ke l t ne r ,D. ,J .Ha i d t ,a ndM.NS hi o t a .2 0 0 6 .“ S o c i a lF unc t i o na l i s ma ndt heEv o l ut i o no fEmot i o ns . ”I nEv o l ut i o na ndSo c i a lPs yc ho l o gy,e d .Ma r kS c ha l l e r ,J e f f r yA.S i mp s o n,a nd Ke nr i c k , Do ug l a sT. , 1 1 5 . F r o nt i e r so fS o c i a lPs y c ho l o g y . Ps y c ho l o g yPr e s s . Ke r r ,N.L,J .Ga r s t ,D.ALe wa nd o ws k i ,a ndS .EHa r r i s .1 9 9 7 .“ Tha tS t i l l ,S ma l lVo i c e :Co mmi t me ntt oCo o p e r a t ea sa nI nt e r na l i z e dVe r s usaS o c i a lNo r m. ”Pe r s o na l i t ya ndSo3( 1 2 ) :1 3 0 0 . c i a lPs yc ho l o gyBul l e t i n2 Ke r r ,N.L,a ndC.M Ka uf ma nGi l l i l a nd .1 9 9 4 .“ Co mmuni c a t i o n,Co mmi t me nt ,a ndCo o p e r at i o ni nS o c i a lDi l e mma . ”J o ur na lo fPe r s o na l i t ya ndSo c i a lPs yc hol o gy6 6( 3 ) :5 1 3 –5 2 9 . Kr e b s , J . R, a ndR. Da wk i ns . 1 9 8 4 . “ Ani ma lS i g na l s :Mi nd r e a d i nga ndMa ni p ul a t i o n. ”Be ha v i :3 8 0 –4 0 2 . o ur a lEc o l o gy:AnEv o l ut i o na r yAppr o a c h2 Kur z b a n, R. , K. Mc Ca b e , V. LS mi t h, a ndB. JWi l s o n. 2 0 0 1 . “ I nc r e me nt a lCo mmi t me nta ndRe c i p r o c i t yi naRe a l t i mePub l i cGo o d sGa me . ”Pe r s o na l i t ya ndSo c i a lPs yc ho l o gyBul 7( 1 2 ) :1 6 6 2 . l e t i n2 Ma l o ne ,T.W,a ndK.Cr o ws t o n.1 9 9 4 .“ TheI nt e r d i s c i p l i na r yS t ud yo fCo o r d i na t i o n. ”ACM 6( 1 ) :1 1 9 . Co mput i ngSur v e ys( CSUR)2 Mo s q ue r a , P. M. R, A. S . RMa ns t e a d , a ndA. HF i s c he r . 2 0 0 2 . “ TheRo l eo fHo no urCo nc e r nsi n Emo t i o na lRe a c t i o nst oOf f e nc e s . ”Co gni t i o n&Emo t i o n1 6( 1 ) :1 4 3 –1 6 3 . Ne s s e ,R.M.1 9 9 4 .“ WhyI sGr o upS e l e c t i o nS uc haPr o b l e m? ”Be ha v i o r a la ndBr a i nSc i e nc e s 1 7( 0 4 ) :6 3 3 –6 3 4 . ———.2 0 0 1 .“ Na t ur a lS e l e c t i o na ndt heCa p a c i t yf o rS ub j e c t i v eCo mmi t me nt . ”Ev o l ut i o na nd :1 –4 4 . t heCa pa c i t yf o rCo mmi t me nt No wa k , M. A. 2 0 0 6 . “ F i v eRul e sf o rt heEv o l ut i o no fCo o p e r a t i o n. ”S c i e nc e3 1 4( 5 8 0 5 ) :1 5 6 0 . No wa k ,M.A,a ndK.S i g mund .1 9 9 3 .“ AS t r a t e g yo fWi ns t a y ,Lo s e s hi f tTha tOut p e r f o r ms Ti t f o r t a ti nt hePr i s o ne r $ \ b a c k s l a s h$ ’ sDi l e mmaGa me . ”Na t ur e3 6 4( 6 4 3 2 ) :5 6 –5 8 . ———. 2 0 0 5 . “ Ev o l ut i o no fI nd i r e c tRe c i p r o c i t y . ”Na t ur e4 3 7( 7 0 6 3 ) :1 2 9 1 –1 2 9 8 . Or i g g i , G. 2 0 0 8 . Qu’ e s t c eQueLaCo nf i a nc e ?J . Vr i n. 2 5 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t Os t r o m, E. , J . Wa l k e r , a ndR. Ga r d ne r . 1 9 9 2 . “ Co v e na nt swi t ha ndWi t ho utaS wo r d :S e l f g o ve r na nc eI sPo s s i b l e . ”TheAme r i c a nPo l i t i c a lSc i e nc eRe v i e w8 6( 2 ) :4 0 4 –4 1 7 . Oul l i e r ,Ol i v i e r ,Go nz a l oC.d eGuz ma n,Ke l l yJ .J a nt z e n,J ul i e nLa g a r d e ,a ndJ . A.S c o t tKe l s o . 2 0 0 8 .“ S o c i a lCo o r d i na t i o nDy na mi c s :Me a s ur i ngHuma nBo nd i ng . ”S o c i a lNe ur o s 2 )( J une ) :1 7 8 –1 9 2 . d o i : 1 0 . 1 0 8 0 / 1 7 4 7 0 9 1 0 7 0 1 5 6 3 3 9 2 . c i e nc e3( r o pe a nJ o ur na l Pa r i s i ,F .2 0 0 0 .“ TheCo s to ft heGa me :aTa x o no myo fS o c i a lI nt e r a c t i o ns . ”Eu 2 ) :9 9 –1 1 4 . o fLa wa ndEc o no mi c s9( Pe nne r , L. A, J . FDo v i d i o , J . APi l i a v i n, a ndD. AS c hr o e d e r . 2 0 0 5 . “ Pr o s o c i a lBe ha v i o r :Mul t i l e v e lPe r s p e c t i v e s . ”Annua lRe v i e wo fPs yc hol o gy. Pe t t i t , P. 2 0 0 5 . “ Co ns t r ui ngS e no nCo mmi t me nt . ”Ec o no mi c sa ndPhi l o s o phy2 1( 0 1 ) :1 5 –3 2 . Po s ne r ,R.A,a ndE.BRa s mus e n.1 9 9 9 .“ Cr e a t i nga ndEnf o r c i ngNo r ms ,wi t hS p e c i a lRe f e r e nc et oS a nc t i o ns . ”I nt e r na t i o na lRe v i e wo fLa wa ndEc o no mi c s1 9 :3 6 9 –3 8 2 . S á nc he z Cue nc a ,I .1 9 9 8 .“ I ns t i t ut i o na lCo mmi t me nt sa ndDe mo c r a c y . ”Eu r o pe a nJ o ur na lo f 9( 0 1 ) :7 8 –1 0 9 . So c i o l o gy3 S c he l l i ng , Tho ma sC. 1 9 5 6 . “ AnEs s a yo nBa r g a i ni ng . ”TheAme r i c a nEc o no mi cRe v i e w4 6( 3 ) ( J une ) :2 8 1 –3 0 6 . ———. 1 9 6 0 . TheSt r a t e gyo fCo nf l i c t . Ha r v a r dUni v e r s i t yPr e s s . S e n, A. 1 9 7 7 . “ Ra t i o na lF o o l s :ACr i t i q ueo ft heBe ha v i o r a lF o und a t i o nso fEc o no mi cThe o r y . ” Phi l o s o phy&Pub l i cAf f a i r s6( 4 ) :3 1 7 –3 4 4 . ———. 1 9 8 5 . “ Go a l s , Co mmi t me nt , a ndI d e nt i t y . ”J o ur na lo fLa w, Ec o no mi c s , a ndOr ga ni z a t i o n 1( 2 ) :3 4 1 . S e t hi ,R. ,a ndE.S o ma na t ha n.2 0 0 5 .“ No r m Co mp l i a nc ea ndS t r o ngRe c i p r o c i t y . ”I nMo r a l Se nt i me nt sa ndMa t e r i a lI nt e r e s t s :TheFo unda t i o nso fCo o pe r a t i o ni nEc o no mi cLi f e, e d . H. Gi nt i s , S . Bo wl e s , R. TBo y d , a ndE. F e hr , 2 2 9 –2 5 0 . TheMI TPr e s s . S i mo n,H.A.1 9 9 0 .“ A Me c ha ni s mf o rS o c i a lS e l e c t i o na ndS uc c e s s f ulAl t r ui s m. ”S c i e nc e2 5 0 ( 4 9 8 8 ) :1 6 6 5 . ———. 1 9 9 3 . “ Al t r ui s ma ndEc o no mi c s . ”TheAme r i c a nEc o no mi cRe v i e w8 3( 2 ) :1 5 6 –1 6 1 . S i mp s o n, J . A. 2 0 0 7 . “ Ps y c ho l o g i c a lF o und a t i o nso fTr us t . ”Cur r e ntDi r e c t i o nsi nPs yc ho l o gi c a l 6( 5 ) :2 6 4 . Sc i e nc e1 S mi t h, J o hnMa y na r d , a ndDa v i dHa r p e r . 2 0 0 3 . Ani ma lSi gna l s . Ox f o r dUni v e r s i t yPr e s s . S mi t h, M. J . , a ndD. G. C. Ha r p e r . 1 9 9 5 . “ Ani ma lS i g na l s :Mo d e l sa ndTe r mi no l o g y . ”J o ur na lo f 7 7( 3 ) :3 0 5 –3 1 1 . The o r e t i c a lBi o l o gy1 S ug d e n,R.1 9 9 3 .“ Thi nk i nga saTe a m:To wa r d sa nEx p l a na t i o no fNo ns e l f i s hBe ha v i o r . ”S o0( 0 1 ) :6 9 –8 9 . c i a lPhi l o s o phya ndPo l i c y1 ———. 2 0 0 0 . “ Te a mPr e f e r e nc e s . ”Ec o no mi c sa ndPhi l o s o phy1 6( 0 2 ) :1 7 5 –2 0 4 . Tr i v e r s ,R.L.1 9 7 1 .“ TheEv o l ut i o no fRe c i p r o c a lAl t r ui s m. ”TheQua r t e r l yRe v i e wo fBi o l o gy 4 6( 1 ) . 2 6 3 . 2 . Me c ha ni s mst ha te na b l ec r e d i b i l i t ya ndt r us t AThe o r yo fSo c i a lI nt e r a c t i o n. S t a nf o r dUni v e r s i t yPr e s s . Tur ne r , J o na t ha nH. 1 9 8 8 . Va nb e r g ,C.2 0 0 8 .“ WhyDoPe o p l eKe e pThe i rPr o mi s e s ?AnEx p e r i me nt a lTe s to fTwoExp l a na t i o ns 1 . ”Ec o no me t r i c a7 6( 6 ) :1 4 6 7 –1 4 8 0 . We s t ,S .A, A.SGr i f f i n,a ndA.Ga r d ne r .2 0 0 8 .“ S o c i a lS e ma nt i c s :Ho wUs e f ulHa sGr o upS el e c t i o nBe e n? ”J o ur na lo fEv o l ut i o na r yBi o l o gy2 1( 1 ) :3 7 4 –3 8 5 . We s t ,S .A. ,A.S .Gr i f f i n,a ndA.Ga r d ne r .2 0 0 7 .“ S o c i a lS e ma nt i c s :Al t r ui s m,Co o p e r a t i o n, Mut ua l i s m, S t r o ngRe c i p r o c i t ya ndGr o upS e l e c t i o n. ”J o ur na lo fEv o l ut i o na r yBi o l o gy 2 0( 2 ) :4 1 5 –4 3 2 . ma l Wi l e y , R. H. 1 9 8 3 . “ TheEv o l ut i o no fCo mmuni c a t i o n:I nf o r ma t i o na ndMa ni p ul a t i o n. ”Ani :1 5 6 –1 8 9 . Be ha v i o ur2 o c e e di ngso ft heNa t i o na lAc a de myo f Wi l s o n,D.S .1 9 7 5 .“ AThe o r yo fGr o upS e l e c t i o n. ”Pr 2( 1 ) :1 4 3 . Sc i e nc e so ft heUni t e dSt a t e so fAme r i c a7 Wi l s o n,D.S . ,a ndE.S o b e r .1 9 9 4 .“ Re i nt r o d uc i ngGr o upS e l e c t i o nt ot heHuma nBe ha v i o r a l S c i e nc e s . ”Be ha v i o r a la ndBr a i nSc i e nc e s1 7( 0 4 ) :5 8 5 –6 0 8 . Wi l s o n,R.K,a ndC.M Rho d e s .1 9 9 7 .“ Le a d e r s hi pa ndCr e d i b i l i t yi nNp e r s o nCo o r d i na t i o n Ga me s . ”J o ur na lo fCo nf l i c tRe s o l ut i o n4 1( 6 ) :7 6 7 –7 9 1 . Wu,J i a J i a ,Bo YuZha ng ,Zhe nXi ngZho u,Qi a o Qi a oHe ,Xi uDe ngZhe ng ,Ro s sCr e s s ma n, a ndYiTa o .2 0 0 9 .“ Co s t l yPuni s hme ntDo e sNo tAl wa y sI nc r e a s eCo o p e r a t i o n. ”Pr o0 6( 4 1 )( Oc t o b e r1 3 ) :1 7 4 4 8 –1 7 4 5 1 . c e e di ngso ft heNa t i o na lAc a de myo fSc i e nc e s1 d o i : 1 0 . 1 0 7 3 / p na s . 0 9 0 5 9 1 8 1 0 6 . Xi a o ,E. ,a ndD.Ho us e r .2 0 0 5 .“ Emo t i o nEx p r e s s i o ni nHuma nPuni s hme ntBe ha v i o r . ”Pr o0 2 c e e di ngso ft heNa t i o na lAc a de myo fSc i e nc e so ft heUni t e dSt a t e so fAme r i c a1 ( 2 0 ) :7 3 9 8 . Za ha v i ,A.1 9 7 5 .“ Ma t eS e l e c t i o n–aS e l e c t i o nf o raHa nd i c a p . ”J o ur na lo fThe o r e t i c a lBi o l o gy 5 3( 1 ) :2 0 5 –2 1 4 . Za ha v i ,A. ,A.Za ha v i ,A.Ba l a b a n,a ndM.PEl y .1 9 9 9 .TheHa ndi c a pPr i nc i pl e :A Mi s s i ng . Ox f o r dUni v e r s i t yPr e s s , US A. Pi e c eo fDa r wi n’ sPuz z l e 2 7