Does Pulling Together Lead to Falling Apart? The Self-Regulatory Consequences of Cooperative and Competitive Mindsets

Abstract

The present paper explores the effects of cooperative as opposed to competitive mindsets on self-control. Four experiments provide convergent evidence that self-sufficiency determines the self-regulatory effect of these task structures. As either chronic or primed self-sufficiency rises, individuals holding a cooperative mindset exhibit poorer self-control. Further, for less self-sufficient individuals, cooperative experiences tend to enhance subsequent restraint relative to competition. Though observable in the aggregate, results also suggest that these effects are strongest among individuals low in self-control. Further, results replicate when income is taken as a proxy for self-sufficiency, following Vohs, Meade, & Goode, 2006. Taken together, these findings highlight the importance of understanding the effects of cooperation and competition on different types of consumers, and also call for further work in the relationships between self-sufficiency, task structure, and downstream consequences.