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In daily life, subjects often face a social dilemma in two stages. In Stage1, they recognize the social dilemma structure of the decision problem at hand(a tension between personal interest and collective interest); in Stage 2, theyhave to choose between gathering additional information to learn the exactpayoffs corresponding to each of the two options or making a choice withoutlooking at the payoffs. While previous theoretical research suggests that themere act of considering one's strategic options in a social dilemma will be metwith distrust, no experimental study has tested this hypothesis. What does"looking at payoffs" signal in observers? Do observers' beliefs actually matchdecision makers' intentions? Experiment 1 shows that the actual action oflooking at payoffs signals selfish behavior, but it does not actually mean so.Experiments 2 and 3 show that, when the action of looking at payoffs isreplaced by a self-report question asking the extent to which participants lookat payoffs in their everyday lives, subjects in high looking mode are indeedmore selfish than those in low looking mode, and this is correctly predicted byobservers. These results support Rand and colleagues' Social HeuristicsHypothesis and the novel "cooperate without looking" model by Yoeli, Hoffman,and Nowak. However, Experiment 1 shows that actual looking may lead todifferent results, possibly caused by the emergence of a moral cleansingeffect.

To know or not to know? How looking at payoffs signals selfish behavior