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{
    "pk": 27805,
    "title": "Psychological Underpinnings of Zero-Sum Thinking",
    "subtitle": null,
    "abstract": "A core proposition in economics is that voluntary\nexchanges benefit both parties. We show that people often\ndeny the mutually beneficial nature of exchange, instead\nusing zero-sum thinking. Participants read about simple\nexchanges of goods and services, judging whether each\nparty to the transaction was better off or worse off\nafterwards. These studies revealed that zero-sum beliefs are\npervasive. These beliefs seem to arise in part due to\nintuitive mercantilist beliefs that money has value over-\nand-above what it can purchase, since buyers are seen as\nless likely to benefit than sellers, and barters are often seen\nas failing to benefit either party (Study 1). Zero-sum beliefs\nare greatly reduced by giving reasons for the exchange\n(Study 2), suggesting that a second mechanism underlying\nzero-sum thinking is a failure to spontaneously take the\nperspective of the buyer. Implications for politics and\nbusiness are discussed.",
    "language": "eng",
    "license": {
        "name": "",
        "short_name": "",
        "text": null,
        "url": ""
    },
    "keywords": [
        {
            "word": "intuitive theories"
        },
        {
            "word": "Folk psychology"
        },
        {
            "word": "Judgment & decision-making"
        },
        {
            "word": "Behavioral economics"
        }
    ],
    "section": "Publication-based-Talks",
    "is_remote": true,
    "remote_url": "https://escholarship.org/uc/item/11b3d7bg",
    "frozenauthors": [
        {
            "first_name": "Samuel",
            "middle_name": "G.B.",
            "last_name": "Johnson",
            "name_suffix": "",
            "institution": "University of Bath",
            "department": ""
        },
        {
            "first_name": "Jiewen",
            "middle_name": "",
            "last_name": "Zhang",
            "name_suffix": "",
            "institution": "UC Davis",
            "department": ""
        },
        {
            "first_name": "Frank",
            "middle_name": "C",
            "last_name": "Keil",
            "name_suffix": "",
            "institution": "Yale",
            "department": ""
        }
    ],
    "date_submitted": null,
    "date_accepted": null,
    "date_published": "2018-01-01T18:00:00Z",
    "render_galley": null,
    "galleys": [
        {
            "label": "PDF",
            "type": "pdf",
            "path": "https://journalpub.escholarship.org/cognitivesciencesociety/article/27805/galley/17445/download/"
        }
    ]
}