Self-interested behaviour as a social norm

Abstract: Language can exert a strong influence on human behaviour. In experimental studies, it is for example well-known that the framing of an experiment or priming at the beginning of an experiment can alter participants' behaviour. However, few studies have been conducted to determine why framing or priming specific words can alter people's behaviour. Here, we show that the behaviour of participants in a game-theoretical experiment is driven mainly by social norms, and that participants' adherence to different social norms is influenced by the exposure to economic terminology. To explore how these terminology-driven changes impact behavior at the system level, we use established frameworks for modeling collective cooperative behaviour. We find that economic terminology induces a behavioural difference which is larger than that caused by financial incentives in the magnitude usually employed in experiments and simulation. These findings place an increased responsibility on scientists and science communicators, as scientific terminology is increasingly communicated to the general population.