Arousal is a diffuse emotional response that can have multiple effects. We present three studies that investigated arousal's effects on auctions, which are increasingly important engines of contemporary economies and represent social contexts particularly likely to generate and be influenced by...

Galinsky, Ku, & Wang (2005) discuss the implications of perspective-taking induced self-other overlap for stereotyping and prejudice and suggested that whereas perspective-taking decreases stereotyping of others (through application of the self to the other), it increases stereotypicality of...

This study investigates the differential effectiveness of cultural values and normative beliefs as predictors of behavior in a competitive group decision-making task in three countries, Israel, Japan, and the United States. Its purpose is to test hypotheses about how cultural values and norms...

Although research has demonstrated that perspective-taking results in the application of one's self-concept to the target and target group, the reverse - application of other-concept to the self - has yet to be demonstrated. In a sequence of four experiments, we demonstrated that...