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ERIC Number: ED137698
Record Type: RIE
Publication Date: 1976
Pages: 23
Abstractor: N/A
The Measurement of Social Motivation in Mixed Motive Settings.
Kuhlman, D. Michael
The purpose of this paper is to describe an intuitively appealing continuum along which motives relevant to situations of social interdependence may be located. Aditionally, it is argued that individuals differ in terms of their positions on this continuum, and that such differences are important to a general theory of bargaining. The argument is based on: (a) the demonstration of a number of simple (and internally consistent) measurement techniques which describe a subject's social motivation, and (b) some empirical results demonstrating the relationship of such motivational measures to actual bargaining behavior. The present paper discusses several general approaches to the measurement of social motives in the individual subject. As it discusses the first two approaches, data is cited which indicates the relation of the motivational measures to actual bargaining behavior. Such a relation seems quite desirable, given the assumption of motivation's influence on bargaining behavior. The approaches have in common the underlying notion that in the dyad, subject's utility function over outcomes is determined by a weighted sum of the outcome subject receives for him/herself and the outcome received by the other. It is in terms of these weights that subjects' orientations can be described. (Author)
Publication Type: Reports - Research
Education Level: N/A
Audience: N/A
Language: N/A
Sponsor: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Conference of the American Psychological Association (84th, Washington, D.C. September 3-7, 1976)