title: The topography of generosity: asymmetric evaluations of prosocial actions.
abstract: Prosociality is considered a virtue. Those who care for others are admired, whereas those who care only for themselves are despised. For one's reputation, it pays to be nice. Does it pay to be even nicer? Four experiments assess reputational inferences across the entire range of prosocial outcomes in zero-sum interactions, from completely selfish to completely selfless actions. We observed consistent nonlinear evaluations: Participants evaluated selfish actions more negatively than equitable actions, but they did not evaluate selfless actions markedly more favorably than equitable actions. This asymptotic pattern reflected monotonic evaluations for increasingly selfish actions and insensitivity to increasingly selfless actions. It pays to be nice but not to be really nice. Additional experiments suggest that this pattern stems partly from failing to make spontaneous comparisons between varying degrees of selflessness. We suggest that these reputational incentives could guide social norms, encouraging equitable actions but discouraging extremely selfless actions.
authors.affiliation: Booth School of Business, University of Chicago.
authors.forename: Nadav
authors.initials: N
authors.lastname: Klein
authors.affiliation: Booth School of Business, University of Chicago.
authors.forename: Nicholas
authors.initials: N
authors.lastname: Epley
mesh_terms: D000328:Adult; D000533:Altruism; D005260:Female; D006801:Humans; D008297:Male; D008875:Middle Aged; D009042:Motivation; D012919:Social Behavior; D012938:Social Perception