Facilitating Cooperation in a Social Dilemma: A Persuasion Approach

Abstract

The social dilemma is a special situation of social interdependence in which individual rationality is at odds with group outcomes. Such dilemmas have been examined on an empirical level with experimental games. In this study, an attempt was made to facilitate cooperative behavior and to boost cooperative attitudes toward dilemma scenarios among U.S. undergraduates by using a series of experimental games. In general, cooperation increased after the presentation of persuasive messages. Although specific predicted interactions between need for cognition and the type of persuasive message were not found, the results indicated that public appeals for cooperation may be effective in facilitating cooperation in a social dilemma.