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This research was funded by a grant from the National Science Foundation (BCS 0645384).
Economic exchange often pits options for selfish and cooperative benefit against one another. Decisions favoring communal profit at the expense of self-interest have traditionally been thought to stem from strategic control aimed at tamping down emotional responses centered on immediate resource acquisition. In the present article, evidence is provided to argue against this limited view of the role played by emotion in shaping prosociality. Findings demonstrate that the social emotion gratitude functions to engender cooperative economic exchange even at the expense of greater individual financial gains. Using real-time inductions, increased gratitude is shown to directly mediate increased monetary giving within the context of an economic game, even where such giving increases communal profit at the expense of individual gains. Moreover, increased giving occurred regardless of whether the beneficiary was a known individual or complete stranger, thereby removing the possibility that it stemmed from simple awareness of reciprocity constraints.
Economic exchange constitutes a frequent and integral facet of human social life. However, the familiarity of exchange behaviors belies the risks inherent in them. Exchanges, especially when temporally separated, open individuals to the potential of both great gain and great loss. If one’s partner absconds with the initial provision of resources or money, one may be the victim of an asymmetric loss. Similarly, if one receives an initial benefit, refusing to return the favor can provide an asymmetric gain. Engaging in such purely self-interested behaviors will undoubtedly increase one’s benefits in the short term but in the long term...





