Miller D T, Ratner R K
Department of Psychology, Green Hall, Princeton University, NJ 08544-1010, USA.
J Pers Soc Psychol. 1998 Jan;74(1):53-62. doi: 10.1037//0022-3514.74.1.53.
Five studies examined the hypothesis that people overestimate the influence of self-interest on attitudes and behaviors. The results strongly supported the hypothesis. In Study 1, participants overestimated the impact that financial reward exerted on their peers' willingness to donate blood. In 4 subsequent studies, participants overestimated the impact that group membership had on their peers' attitudes (Studies 2, 3, and 4) and behaviors (Study 5). The tendency to overestimate the impact of self-interest on others was largely unrelated to the impact that it had on participants' own attitudes and behaviors. Implications of the lay person's belief in the power of self-interest are discussed.
人们高估了自身利益对态度和行为的影响。结果有力地支持了这一假设。在研究1中，参与者高估了经济奖励对其同伴献血意愿的影响。在随后的4项研究中，参与者高估了群体成员身份对其同伴态度（研究2、3和4）和行为（研究5）的影响。高估自身利益对他人影响的倾向在很大程度上与它对参与者自身态度和行为的影响无关。本文讨论了外行人对自身利益力量的信念的影响。
