Perspective neglect: Inadequate perspective taking limits coordination

Abstract

People need to take others’ perspectives into account in order to successfully coordinate their actions and optimally allocate limited resources like time, attention, or space. And yet, people often face frequent, but avoidable, coordination failures in the form of wait times, crowding, and unavailability of desirable options. Such poor coordination suggests that the necessary perspective taking (i.e., considering the likely motivations and behavior of others) may be either inadequate or incorrect. The current research suggests that coordination in such situations is frequently unsuccessful, not because people try to take others’ perspectives and are mistaken, but because they neglect to consider those perspectives sufficiently in the first place. Six experiments across a range of limited-resource contexts (e.g., choosing when to visit a store, stream on a limited bandwidth service, go to a popular vacation location, etc.) find that encouraging decision makers to consider what others might do and why they might do it can ameliorate such coordination problems. We further demonstrate a boundary condition: in situations where people’s motivations are inherently obvious, decision makers are naturally able to coordinate without an explicit nudge to perspective take. This research sheds light on a unique class of coordination problems in which people must consider others’ motivations without directly communicating with them, and provides theoretical and practical contributions with the potential to ameliorate common coordination failures.

Keywords

• decision making
• coordination
• preferences
• perspective taking