All are objects in the eyes of those who compete: social motivations and interpersonal objectification

Abstract The present work tested the idea that interpersonal objectification—the objectification of the other and the objectification of the relation itself—is a key psychological mechanism translating pro-self motivations into competitive behaviors. This idea was verified through four studies (overall valid N = 1625), that assessed (Study 1) or manipulated (Study 2, 3 & 4) people’s pro-self (vs. pro-social) motives, and measured participants’ competitive behaviors within experimental economic games (i.e., ultimatum/dictator game, Study 1 & 4) or expected face-to-face negotiations (Study 2 & 3). Overall, obtained findings consistently revealed that both the objectification of the other and of the relation are relevant dimensions in explaining the relation between social motives and competitive behaviors. However, the objectification of the other emerged as a potential mediator especially when social desirability concerns were limited, that is by implicitly measuring it (Study 3) or when interactions with a specific target were not expected (Study 1 & 4). We conclude by discussing the theoretical and empirical implications for literature on social motivations and objectification.