Influencing intergroup behavior with cultural mindsets: the role of distrust, greed, and the norm of group interest

Date of Award


Degree Name

M.A. in Psychology, General


Department of Psychology


Advisor: R. Matthew Montoya


Various motives, including distrust, greed, and the norm of group interest, have a stronger impact on behavior in an intergroup interaction, compared to an interindividual interaction. This study investigated the strength of those motives within intergroup interactions with either an individualistic or collectivistic mindset. 127 participants reported the strength of their adherence to the norm of group interest and completed a cultural mindset manipulation to focus on either individualistic or collectivistic goals. Participants then took part in a mixed-motive task within a competitive or withdraw group norm context. Results revealed that participants were less likely to match the competitive, compared to the withdraw, group norm. Participants who strongly adhered to the norm of group interest matched the competitive group norm. Participants with either mindset reported being more strongly influenced by greed in the intergroup interaction. The results partially supported theories regarding flexible cultural mindsets and the norm of group interest and demonstrated that a 'true partner' effect may influence choice in an intergroup interaction.


Intergroup relations, Collective behavior, Social norms, Psychology, Social Psychology, Intergroup interactions, cultural mindsets, motivation, intergroup processes

Rights Statement

Copyright © 2016, author