Perceptions of low self-control undermine interpersonal cooperation

Abstract We took an experimental approach to examine the effects of perceptions of low self-control on interpersonal cooperation. We also explored interpersonal trust as a mediating mechanism. In general, we found that perceptions of low self-control, relative to perceptions of high self-control, led to less cooperative behavior and cooperation intentions, and that this relation was mediated through interpersonal trust. While the experimental conditions did not produce reliably strong direct effects on cooperation, ratings of target self-control evoked by the experiment did so reliably. We also found nuance in the effects when examining more fine-grained dimensions of trust in terms of a target person’s ability, integrity, and benevolence—which may differentially mediate the relation between perceived low self-control and cooperation, depending on context. These findings provide new evidence for the role of perceptions of self-control on cooperation. They also buttress previous research on the self-control-trust relationship with experimental evidence. Implications for work and social life, and the support for a more dynamic and social view of the drawbacks of low self-control are discussed. Public significance This study shows that people’s perceptions of another person’s low self-control affect their decisions about cooperating with the other person. It indicates trust as an important mechanism in the link between perceptions of self-control and cooperation.