The pursuit of joint outcomes and equality in outcomes: An integrative model of social value orientation

The author provides a conceptual framework for understanding differences am ong prosocial, individualistic, and competitive orientations. Whereas tradi tional models conceptualize prosocial orientation in terms of enhancing joi nt outcomes, the author proposes an integrative model of social value orien tation in which prosocial orientation is understood in terms of enhancing b oth joint outcomes and equality in outcomes. Consistent with this integrati ve model, prosocial orientation (vs. individualistic and competitive orient ations) was associated with greater tendencies to enhance both joint outcom es and equality in outcomes: in addition, both goals were positively associ ated (Study 1). Consistent with interaction-relevant implications of this m odel, prosocial orientation was strongly related to reciprocity. Relative t o individualists and competitors, prosocials were more likely to engage in the same level of cooperation as the interdependent other did (Study 2) and the same level of cooperation as they anticipated from the interdependent other (Study 3).