Framing of Decisions: Effect on Active and Passive Risk Avoidance

Decision makers intending to avoid risk in a decision situation can choose a less risky alternative (passive risk avoidance) or intervene actively in an alternative applying a risk‐defusing action (active risk avoidance). In Experiment 1 (64 participants), we compared active and passive risk defusing in two framing conditions. In the negative frame, in the uncertain alternative, a change to the worse was possible; in the positive frame, a change to an improvement was possible. Each participant decided in both framing conditions. As expected, active risk avoidance behavior for preventing a negative outcome (i.e., in the negative frame) was more likely than for promoting a positive one (i.e., in the positive frame). If decision makers did not or could not actively defuse the risk, they chose in correspondence to the classical pattern: risk avoidance in the positive frame and risk seeking in the negative one. We replicated the latter result in a second experiment (32 participants). The classical framing pattern in passive risk avoidance in both experiments is remarkable, because participants were not presented or did not search for exact probabilities. Copyright © 2014 John Wiley & Sons, Ltd.     

The Effects of the Selective Consideration of Alternatives on Consumer Choice and Attitude–Decision Consistency

There are many instances of consumer decision making in which more consideration is given to 1 brand than to others in the choice set. This research explored how selective consideration of a brand affects attitudes toward the brand, relative standing of the focal brand within the choice category, and decision making. Experiment 1 demonstrated that when participants were prompted to consider a randomly determined focal alternative, that alternative was more likely to be chosen than nonfocal alternatives. Moreover, willingness to pay for an alternative was higher if it was the focus of consideration. Attitudinal data suggest that the selective consideration effect occurred because attitudes toward the focal alternative became more positive compared to those toward other alternatives in the choice set. Experiment 2 elucidated this attitudinal effect by demonstrating that selective consideration could cause the extremity of consumers’ attitudes toward a focal brand to become more positive. Experiment 3 explored the potential of the selective consideration of a focal alternative to influence the consistency between consumers’ attitudes and decisions and established that the initial attitude toward a focal alternative moderated the selective consideration effect.     

Sadder but wiser or happier and smarter? A demonstration of judgment and decision making

Researchers have debated whether positive or negative emotions will positively improve decision performance (B. Kuvaas & G. Kaufmann, 2004). The author explored (a) which coping strategies decision makers use when they experience positive or negative emotions and (b) how cognitive processes are influenced by negative and positive emotions. In Experiment 1, participants (N = 120) in positive emotional states (i.e., happier and smarter) were better at problem-focused coping than were participants with negative emotions (i.e., sadder but wiser). In Experiment 2, participants (N = 124) displayed greater accuracy of choice, took longer to research information, and processed a larger amount of information when they were in positive emotional states. The two experiments showed similar results between judgment and decision-making contexts in which positive emotion enhances problem solving.     

偶然情绪对延迟选择的影响机制

本研究旨在探讨偶然情绪对延迟选择的影响及影响机制。本研究包括两个实验, 在被试进行决策前, 分别采用图片和短片诱发其与当前决策任务无关的偶然情绪, 然后要求被试完成选择任务, 并从决策结果和决策过程两个角度考察偶然情绪对延迟选择的影响及影响机制。结果发现, 当可选项中不存在1个优势选项时, 与正性情绪相比, 个体在负性情绪下会更倾向于延迟选择, 而个体对决策信息的加工深度在偶然情绪对延迟选择的影响中具有中介作用。这可能是因为相比于正性情绪, 个体在负性情绪下会采用更深入的加工策略, 增加了决策难度, 进而提高了个体的延迟选择倾向。     

Post-decision consolidation: group members in different social settings compared to individual decision makers

Two experiments were conducted to examine how making decisions in a 3-member group affects the degree of post-decision consolidation, defined as attractiveness changes in favor of the chosen alternative. Both experiments were conducted in two sessions one week apart. In the first session (decision phase), participants estimated the importance of each of four different attributes describing two decision alternatives. They were then shown predetermined attractiveness ratings on each of the attributes and were to decide on the two alternatives, either individually or as a group. In the second session (post-decision phase), the participants were to attempt to recall the attractiveness ratings for the attributes as presented to them in session one. In both experiments, significant post-decision consolidation was found for individual decision makers but not for group members. In experiment 2, this result was replicated, no difference in consolidation being found between group members with face-to-face interaction and without.     

Between a rock and a hard place: Damned if you do, damned if you don’t

Individuals are frequently forced to make decisions from among undesirable choice-sets. Raise taxes or cut social services? Lay off workers or go bankrupt? Go deep in debt or forgo a college education? The research presented here suggests that in such situations, decision-makers are often evaluated negatively regardless of the choice they make. In Experiment 1, participants read about a judge deciding which of two seemingly unfit parents to award sole custody in a real-life divorce case. In Experiment 2, participants were led to believe that their partner in the experiment was forced to pick one of two unpleasant tasks for the participant to perform. In both cases, the decision and decision-maker were evaluated negatively regardless of the alternative chosen–and regardless of the fact that they were the only options in the choice-set. Discussion focuses on the source, scope, and consequences of this phenomenon.     

个体自信度对双人决策的影响

群体决策是重要的社会现象, 个体自信度在群体决策中发挥了重要作用。本文开展了不同难度和信息交流方式下的双人决策实验, 通过分析自信度和个体决策以及决策调整行为的关系, 研究了个体自信度的交流对双人决策的影响。实验结果表明, 个体的自信度与选择的正确率高度正相关; 双人决策过程是个体根据对方的自信度和选择来不断调整自己的选择最终达成一致的过程, 并通过交互过程提高双人决策的正确率; 实验中双人决策的质量明显优于“自信度分享模型”和“更自信者主导决策模型”的预期结果, 表明群体决策不是通过分享自信度进行的贝叶斯优化整合过程, 也不是由更自信的个体完全主导的过程。     

Information search and presentation in advisor–client interactions

When making a decision, people often search for more information supporting than conflicting with their preferred alternative. This can be counterproductive because potential risks and liabilities of the intended decision may be overlooked. However, when confronted with a decision problem, people often turn to advisors for help. We examined what kind of information advisors search for when confronted with a client’s decision problem and what information they present to their clients. Experiment 1 suggested that advisors (participants in the role of travel agents or friends) conducted a more balanced information search than personal decision-makers. However, when presenting information to their client, mock travel agents passed on more information supporting their recommendation than conflicting with it, whereas friends presented information in a balanced way. Experiment 2 replicated the balanced information search of advisors and suggested that this effect was partly mediated by the advisors’ increased accuracy motivation. Practical and theoretical implications are discussed.     

Justification pressure in risky decision making: search for risk defusing operators

Under justification pressure, the decision maker knows in advance that the decision has to be justified to somebody afterwards. The effect of justification pressure on the search for risk defusing operators (RDOs) and the role of RDOs in the justification texts were investigated. An RDO is an action intended by the decision maker to be performed in addition to an otherwise attractive alternative to decrease the risk. As predicted, in Experiment 1 participants (60 non-students) under justification pressure searched more RDOs. Additionally, in Experiment 2 (80 non-students) RDO search success was varied. Under justification pressure, persistence of RDO search was higher when no RDO could be detected. In the justification texts, the existence or non-existence of RDOs played a prominent role. Searching for RDOs supports people in their goal to make a good decision and in their attempt to convince the addressee of their justification that the decision was good.     

情绪、职业数量对不同职业生涯延迟满足大学生职业决策过程的影响

为探究情绪与职业数量对不同职业生涯延迟满足个体职业决策过程的可能潜在影响,分别对40名高、低职业生涯延迟满足倾向的大学生被试诱发正、负性情绪并完成信息板技术模拟的职业决策任务。结果显示:1)高延迟满足个体的搜索深度和搜索模式显著大于低延迟满足个体;2)不同延迟满足的个体在正性情绪或低职业数量条件下都表现出更好的搜索深度和搜索模式;3)在不同情绪及职业数量条件下,高延迟满足个体在不同职业属性间的搜索更多。职业生涯延迟满足倾向作为与未来规划密切联系的概念,揭示了个体职业生涯规划对其职业决策过程可能存在的影响。     

A Self‐regulation Perspective on Hidden‐profile Problems: If–Then Planning to Review Information Improves Group Decisions

In hidden‐profile (HP) problems, groups squander their potential to make superior decisions because members fail to capitalize on each other's unique knowledge (unshared information). A new self‐regulation perspective suggests that hindrances in goal striving (e.g., failing to seize action opportunities) contribute to this problem. Implementation intentions (if–then plans) are known to help deal with hindrances in goal striving; therefore, supporting decision goals with if–then plans should improve the impact of unshared information on group decisions. Indeed, in line with past research, control participants in two experiments rarely identified the best alternative despite monetary incentives and setting decision goals. In contrast, simply adding if–then plans to review advantages of the non‐preferred alternatives before making the final decision significantly increased solution rates. Process manipulations (Experiment 1) and measures (Experiment 2) indicate that conceptualizing HP problems as a self‐regulation challenge provides explanatory power beyond existing accounts. Copyright © 2014 John Wiley & Sons, Ltd.     

When and why do we want to know? How experienced regret promotes post‐decision information search

The effect of emotional and situational factors on the decision to seek out post‐decision information about un‐chosen alternative was examined in five experiments. Experiment 1 tested participants' willingness to find out the outcome of an un‐chosen investment that was likely to have a higher value than the chosen investment. It was found that participants were more willing to acquire information when they were responsible for the decision. Experiment 2 showed that responsibility affects information seeking, in particular when one suspects that a wrong decision was made. Experiments 3–5 examined the role of regret on information seeking. It was shown that regret about making the wrong investment (Experiment 3), forgetting to send in a lottery ticket (Experiment 4), and missing an opportunity to use a discount card after spending a month in Australia (Experiment 5), mediates the information‐seeking behavior. Experiment 5 also demonstrated that the experience of regret (and not its anticipation) influences post‐decision information seeking even when the information is of no future use. Copyright © 2006 John Wiley & Sons, Ltd.     

"... As you would have them do unto you": Does imagining yourself in the other's place stimulate moral action?

Philosophers, psychologists, and religious teachers have suggested that imagining yourself in another's place will stimulate moral action. The authors tested this idea in two different situations. In Experiment 1, participants had the opportunity to assign themselves and another research participant to tasks, with one task clearly more desirable than the other. Imagining oneself in the other's place did little to increase the morality (fairness) of the decision. A different form of perspective taking, imagining the other's feelings, increased direct assignment of the other to the desirable task, apparently due to increased empathy. In Experiment 2, participants confronted a different decision: either accept an initial task assignment that would give them highly positive consequences and the other participant nothing or change the assignment so they and the other would each receive moderately positive consequences. In this situation, imagining oneself in the other's place did significantly increase moral action.     

Recalibrating positive and negative weighting tendencies in attitude generalization

Individual differences in the weighting of positive versus negative information when generalizing attitudes towards novel objects predict a variety of assessments that involve the integration of valence information (Pietri, Fazio, & Shook, 2013). The goal of the current research was to manipulate valence weighting in attitude generalization to demonstrate its causal impact on various judgments and behaviors. In four experiments, participants first played BeanFest—a game in which they approached/avoided novel stimuli (beans) varying in shape and speckles, in order to increase and not decrease their points (Fazio et al., 2004). Following the game, participants classified game beans, and novel ones that varied in resemblance to the game beans as either positive or negative. In the recalibration condition, participants were told whether each classification was or was not correct. Thus, they received feedback regarding the appropriate valence weighting of resemblance to a known positive versus a known negative. In Experiment 1, this recalibration influenced individuals' attitude generalizations regarding other (non-bean) novel objects. We then examined if recalibration would produce far-transferring effects by influencing interpretations of ambiguous situations (Experiment 2), risk assessments (Experiment 3), and finally risk-taking behavior (Experiment 4). Across the four experiments, the recalibration procedure led participants who were initially relatively cautious to be more positive when making these various judgments, whereas people who exhibited an initial risky bias became more negative as a function of recalibration.     

自传体记忆的情绪对其相关信息内隐提取的影响

本研究主要考察自传体记忆本身的情绪是否影响该记忆相关信息的内隐提取过程。取大学生15人完成实验, 实验分为两部分：记忆提取和词汇判断。首先在记忆提取阶段, 要求被试根据词对(形容词-中性名词)提取积极、消极和中性情绪色彩的自传体记忆事件。接着在词汇判断任务中, 要求被试对包含提取过记忆的中性名词的词语进行词和非词的判断, 并且记录相应的脑电波。结果发现：(1)被试按要求成功提取了积极、消极和中性三类自传体记忆事件。词汇判断任务中, 内隐提取三类自传体记忆信息的反应时和正确率均无显著差异。(2)相比于积极、中性自传体记忆信息, 消极自传体记忆信息提取的过程中的ERP波幅更大, 更偏向于正向。这表明自传体记忆信息的内隐提取受到记忆本身情绪的影响, 消极自传体记忆信息提取需要付出更多资源。     

负折扣现象:跨期决策中的自我-他人决策差异

负折扣现象作为一种违背时间折扣假定的现象越来越多地引起研究者关注。本文通过两种指标考察了为自己决策和为他人决策在负折扣现象上的差异。实验1运用二择一选择范式考察人们在为自己决策和为他人决策时对于何时发生负性事件的时间偏好。结果发现,相比较于为他人决策,为自己决策时被试更倾向于选择早些发生负性事件,即更容易产生负折扣现象。实验2运用测量时间折扣率的经典范式考察了人们在为自己决策和为他人决策时的时间折扣率。结果发现,为自己决策时比为他人决策时的时间折扣率更小,更容易出现负折扣率。总体结果表明,为自己决策比为他人决策更容易出现负折扣现象。从情绪卷入的角度看,我们推测,为自己决策时由于更多的预期负性情绪卷入,从而导致更容易产生负折扣现象。     

Biased information processing in the escalation paradigm: information search and information evaluation as potential mediators of escalating commitment

Escalation of commitment denotes decision makers' increased reinvestment of resources in a losing course of action. Despite the relevance of this topic, little is known about how information is processed in escalation situations, that is, whether decision makers who receive negative outcome feedback on their initial decision search for and/or process information biasedly and whether these biases contribute to escalating commitment. Contrary to a widely cited study by E. J. Conlon and J. M. Parks (1987), in 3 experiments, the authors found that biases do not occur on the level of information search. Neither in a direct replication and extension of the original study with largely increased test power (Experiment 1) nor under methodologically improved conditions (Experiments 2 and 3) did decision makers responsible for failure differ from nonresponsible decision makers with regards to information search, and no selective search for information supporting the initial decision or voting for further reinvestment was observed. However, Experiments 3 and 4 show that the evaluation of the previously sought information is biased among participants who were responsible for initiating the course of action. Mediation analyses show that this evaluation bias in favor of reinvestment partially mediated the responsibility effect on escalation of commitment.     

Romantic relationship status biases the processing of an attractive alternative's behavior

The present research examines whether romantically involved individuals process behavioral information of attractive alternatives in a biased manner. When presented with behavioral information of an attractive mate, in Study 1 involved (vs. uninvolved) participants tended to recall fewer positive behaviors of an attractive alternative. Study 2 demonstrated that involved participants recalled more negative behaviors, and also evaluated these behaviors more negatively, compared to uninvolved participants. Study 3 demonstrated that romantically involved participants recalled more negative (but also neutral) behaviors when it concerned behaviors displayed by an attractive alternative as compared to a same‐sex other. These findings provide initial evidence for biased processing of behavioral information of an alternative mate, which may serve an important relationship protection function.     

The effects of routine strength on adaptation and information search in recurrent decision making

The strength of decision routines was manipulated within a computer-controlled micro world simulation involving recurrent decision making. During a learning phase, participants were led to prefer a certain brand of an industrial good either about 15 times in a weak routine or about 30 times in a strong routine condition. In the test phase of Experiment 1, participants were confronted with changes in the microworld that rendered the routine obsolete. Routine maintenance over a series of repeated acquisition decisions was assessed as the major dependent variable. Although new information clearly suggested that a deviation from the routine would be beneficial, strong routine participants were more likely to maintain the routine compared to weak routine participants and a control group in which a comparable option (same outcome probabilities as the routine) carried an unfamiliar brand label. Experiment 2 investigated the effects of routine strength on information search. After having learned the routine, participants were asked to make one final decision involving the routine. The task was either framed as being similar to the learning task or as being novel. Before making the final decision, participants were asked to consider new information about the alternatives. Strong routine participants in the familiar task condition preferred information that favored the routine and avoided unfavorable information. If the task was framed as being novel, such confirmation biases disappeared completely. In contrast, weak routine participants exhibited a moderate confirmation bias in their searches independent from task framing.