Self-interest is a central driver of attitudes and behaviors, but people also act against their immediate self-interest through prosocial behaviors, voting incongruously with their finances, or punishing others at personal cost. How much people believe that self-interest causes attitudes and behaviors is important, because this belief may shape regulation, shared narratives, and institutional structures. An influential paper claimed that people overestimate the power of self-interest on others’ attitudes and behavioral intentions (Miller & Ratner, 1998). We present two registered, close, and successful replications (U.S. MTurk, N = 800; U.K. Prolific, N = 799) that compared actual to estimated intentions, with open data and code. Consistent with the original article, participants overestimated the impact of payment on blood donation in Study 1, ds = 0.59 [0.51, 0.66], 0.57 [0.49, 0.64], and overestimated the importance of smoking status for smoking policy preferences in Study 4, ds = 0.75 [0.59, 0.90], 0.84 [0.73, 0.96]. These replications included two extensions: 1) communal orientation as a moderator of overestimation and 2) a more detailed measure of self-interest in Study 4 (ordinal smoking status). Communal orientation did not predict overestimation, and the ordinal smoking measure yielded similar results to the main study. Verifying the overestimation error informs behavioral theories across several fields and has practical implications for institutions that require trust and cooperation. All materials, data, and code are available at osf.io/57mdc/
Self-interest Is Overestimated: Two Successful Pre-registered Replications and Extensions of Miller and Ratner (1998)
