TY  - CHAP
AB  - Purpose We propose that social projection – assuming a connection between your and others’ attitudes – can promote participation in generalized exchange.Methodology/approach Drawing on the social projection literature, we posit that false consensus (overestimating the similarity between our attitudes and others’) can increase people’s willingness to participate in generalized exchange. In contrast, we expect that pluralistic ignorance (underestimating the similarity between our attitudes and others’) can undermine the same motivation. We propose that false consensus will not only make people more inclined to participate in generalized exchange but also lead to more successful exchanges through an advantageous self-selection process. Finally, we propose that perceived similarity will lead to false consensus, and in turn, increased participation in generalized exchange, whereas perceived dissimilarity will lead to pluralistic ignorance.Practical implications We suggest several ways to influence false consensus in order to promote a healthy pattern of generalized exchange.Originality/value We put forth a set of novel predictions concerning the relationship between social projection and social exchange. Our theorizing contributes to the existing literature on antecedents of generalized exchange.
VL  - 33
SN  - 978-1-78635-041-1, 978-1-78635-042-8/0882-6145
DO  - 10.1108/S0882-614520160000033002
UR  - https://doi.org/10.1108/S0882-614520160000033002
AU  - Nakashima Nathaniel A.
AU  - Flynn Francis J.
PY  - 2016
Y1  - 2016/01/01
TI  - Social Projection in Generalized Exchange
T2  - Advances in Group Processes
T3  - Advances in Group Processes
PB  - Emerald Group Publishing Limited
SP  - 33
EP  - 56
Y2  - 2024/04/25
ER  -