Dialectical beliefs and savings tendency: Opposite patterns in good versus bad current status

People often experience a dilemma: whether we should invest now for a better future or save now for an unexpected future. The current research investigated the influence of dialecticism, a constellation of lay beliefs stating that the world is full of constant changes, coexisting contradictions, and interdependent relationships, on people's savings tendencies when they are with good versus bad status. Study 1 verified that dialectical beliefs were negatively associated with optimistic expectations among people with good status (i.e., high socioeconomic status) but positively associated with optimistic expectations among people with bad status (i.e., low socioeconomic status). Next, Studies 2 and 3 examined the interaction effect between dialectical beliefs and people's current status in predicting their savings tendencies in the investment scenarios with the focus on savings decision‐making and emotional experiences related to savings scenarios, respectively. Finally, to test generalizability, Study 4 examined people's savings tendencies in the situation that they needed to prevent failure instead of doing investments. The results converged to support the hypothesis that stronger dialectical beliefs predicted greater savings tendencies among people with good current status but weaker savings tendencies among people with bad current status. These findings demonstrated that the effect of dialectical beliefs on savings tendencies varies as a function of the characteristics of the situations, which advances the theoretical understanding of dialecticism in decision‐making research.     

Predicting global and topic‐specific certainty beliefs: Domain‐specificity and the role of the academic environment

Background. Epistemological beliefs are subjective theories of the structure and acquisition of knowledge. The instruments used to measure epistemological beliefs in educational psychology (see Duell & Schommer‐Aikins, 2001 ) typically consist of questionnaires tapping general, decontextualized beliefs about knowledge or knowledge acquisition in a specific field or in general. Aims. Using specific theories as stimuli, we determine the degree of topic‐specificity of certainty beliefs as well as the association between certainty beliefs and the learning environment. Sample. Participants were 662 upper secondary school students (Study 1) and 211 college students (Study 2). Method. A global instrument and a topic‐specific instrument were used to collect responses to up to 10 stimulus theories. Factor analysis, multiple regression analysis and multi‐level modelling were carried out. Results. Students' topic‐specific certainty beliefs varied markedly across the stimulus theories. Furthermore, students in different academic environments differed more strongly on global certainty beliefs than on topic‐specific certainty beliefs, and global certainty beliefs were only loosely connected to topic‐specific certainty beliefs. Conclusion. Researchers should critically assess the validity of decontextualized global questionnaires for assessing certainty beliefs. If possible, global measures should be complemented by topic‐specific measures.     

Attitude‐behaviour consistency: the role of group norms,attitude accessibility,and mode of behavioural decision‐making

The interplay between two perspectives that have recently been applied in the attitude area—the social identity approach to attitude‐behaviour relations (Terry & Hogg, 1996 ) and the MODE model (Fazio, 1990a )—was examined in the present research. Two experimental studies were conducted to examine the role of group norms, group identification, attitude accessibility, and mode of behavioural decision‐making in the attitude‐behaviour relationship. In Study 1 (N = 211), the effects of norms and identification on attitude‐behaviour consistency as a function of attitude accessibility and mood were investigated. Study 2 (N = 354) replicated and extended the first experiment by using time pressure to manipulate mode of behavioural decision‐making. As expected, the effects of norm congruency varied as a function of identification and mode of behavioural decision‐making. Under conditions assumed to promote deliberative processing (neutral mood/low time pressure), high identifiers behaved in a manner consistent with the norm. No effects emerged under positive mood and high time pressure conditions. In Study 2, there was evidence that exposure to an attitude‐incongruent norm resulted in attitude change only under low accessibility conditions. The results of these studies highlight the powerful role of group norms in directing individual behaviour and suggest limited support for the MODE model in this context. Copyright © 2003 John Wiley & Sons, Ltd.     

The influence of significant others on attitudes, subjective norms and intentions regarding dietary supplement use among adolescent athletes

Dietary supplement use has increased significantly over the past decade. The use of supplements among adolescents seems to be influenced by their beliefs and attitudes. The influence of coaches, parents, and athletic trainers also may be important. The purpose of this study was (1) to determine whether attitudes are a better predictor of adolescents' intentions to use dietary supplements than are subjective norms, and (2) to assess the influence of significant others (coaches, parents, and trainers) on attitudes, subjective norms, and intentions among adolescent athletes. Adolescents (N = 1,626) who were enrolled in grades six through twelve in nine public schools completed a self-report questionnaire that measured attitudes, subjective norms, and intentions regarding dietary supplement use. Results indicated that attitudes were a better predictor of intentions to use dietary supplements than were subjective norms. It was also found that trainers had more influence on the attitudes, subjective norms, and intentions of adolescents regarding supplement use than did parents and coaches. Implications for prevention are addressed.     

Beliefs about group malleability and out‐group attitudes: The mediating role of perceived threat in interactions with out‐group members

Recent research suggests that inducing fixed (rather than malleable) beliefs about groups leads to more negative attitudes toward out‐groups. The present paper identifies the underlying mechanism of this effect. We show that individuals with a fixed belief about groups tend to construe intergroup settings as threatening situations that might reveal shortcomings of their in‐group (perceived threat). In the present research, we measured (Study 1) and manipulated (Study 2) participants' lay theories about group malleability. We found that the extent to which individuals had an entity (versus an incremental) group theory influenced the level of threat they felt when interacting with out‐group members, and that perceived threat in turn affected their level of ethnocentrism and prejudice. These findings shed new light on the role of lay theories in intergroup attitudes and suggest new ways to reduce prejudice. Copyright © 2015 John Wiley & Sons, Ltd.     

Logic and belief across the lifespan: the rise and fall of belief inhibition during syllogistic reasoning

Popular reasoning theories postulate that the ability to inhibit inappropriate beliefs lies at the heart of the human reasoning engine. Given that people's inhibitory capacities are known to rise and fall across the lifespan, we predicted that people's deductive reasoning performance would show similar curvilinear age trends. A group of children (12‐year‐olds), young adults (20‐year‐olds), and older adults (65+‐year‐olds) were presented with a classic syllogistic reasoning task and a decision‐making questionnaire. Results indicated that on syllogisms where beliefs and logic conflicted, reasoning performance showed the expected curvilinear age trend: Reasoning performance initially increased from childhood to early adulthood but declined again in later life. On syllogisms where beliefs and logic were consistent and sound reasoning did not require belief inhibition, however, age did not affect performance. Furthermore, across the lifespan we observed that the better people were at resisting intuitive temptations in the decision‐making task, the less they were biased by their beliefs on the conflict syllogisms. As with the effect of age, one's ability to override intuitions in the decision‐making task did not mediate reasoning performance on the no‐conflict syllogisms. Results lend credence to the postulated central role of inhibitory processing in those situations where beliefs and logic conflict.     

Lay theories in affective forecasting: The progression of affect

Various studies have investigated the precision with which individuals forecast the duration of their affective states that result from events. It is hypothesized that these forecasts rely on lay theories about the progression of affect over time such that lay theories of decreasing affect lead to shorter estimates of the duration of affect than do lay theories of continuing affect. Two studies subtly primed lay theories of progression—one priming theories of affect progression specifically, and the other priming theories of progression more generally—and demonstrated that the accessibility of these lay theories influenced affective forecasts as hypothesized. Study 2 demonstrated that the impact of these lay theories was less pronounced under high elaboration conditions. Results and implications for the inaccuracy of affective forecasts are discussed.     

The influence of lay theories of Feng Shui on consumers' peace of mind: The role of regulatory fit

With its history dating back five millennia, the art of creating harmonious surroundings – commonly referred to as Feng Shui – has become deeply rooted in Chinese culture. Yet despite its significant effect on people's daily lives, a dearth of research is available on how Feng Shui influences consumers' decisions. This study investigates the influence of Feng Shui on customers' attitude based on their regulatory focus, providing suggestions for business opportunities. Three studies examine whether Feng Shui's goals influence participants' decisions and feelings of appropriateness. Study 1 demonstrated that the fit between Feng Shui's suggestions and consumers' regulatory focus impacted decision making. Participants were more likely to adopt the Feng Shui practitioner's suggestions of a goal compatible with the consumers' regulatory focus. Study 2 provided evidence that a regulatory focus also impacts participants' peace of mind. Study 3 tested whether the value experienced from regulatory fit is reflected in the price. Specifically, promotion‐oriented individuals feel more accepting of promotion‐focused Feng Shui that is consistent with an approach goal while prevention‐oriented individuals are more persuaded by prevention‐focused Feng Shui that is consistent with an avoidance goal. When the Feng Shui appeal is compatible with the self‐regulatory focus, individuals demonstrate a greater feeling of appropriateness and produce a higher level of peace of mind.     

Position‐based beliefs: The center‐stage effect

This paper examines the existence and consequences of consumers' position-based beliefs about product layouts. We propose that consumers believe that options placed in the center of a simultaneously presented array are the most popular. This belief translates into their choosing options placed in the center more often than those on the sides of a display: the center-stage effect (Studies 1 and 5). Results are driven by inferences of product popularity rather than higher levels of attention to products in a given position (Studies 2 and 3). The preference for middle options is accentuated when people explicitly take into account other people's preferences, increasing the need to choose a popular option (Study 3), but attenuated when layout-based information is not diagnostic (Study 4). Increasing the accessibility of own preferences for the intrinsic attributes about the products reduces the use of position-based beliefs to make judgments and attenuates the center-stage effect (Study 5). Theoretical implications for marketplace meta-cognitions, visual information processing, position effects, and the use of overall cognitive beliefs versus perceptual attention and memory-based individuating information to make judgments are discussed.     

Lay Personality Theories in Interactive Decisions: Strongly Held,Weakly Supported

In interactive decisions, cues to what others will do are important in forming a strategy. Information about others' personalities appears to be potentially valuable for this purpose. We report a series of four studies examining how information about another actor's personality influences people's own choices in interactive decisions. The studies found widespread beliefs that others' personality characteristics are strongly predictive both of broad classes of decision behavior (competition/cooperation, risk‐seeking/risk‐aversion) (Study 1) and of specific choices (Study 2) in single‐agent settings. These beliefs extended to predicting others' choices in interactive decisions (Study 3) and to shaping the predictor's own decisions in interactive play in Chicken and Assurance games (Study 4). Overall, we found extensive evidence that laypeople believe that the personality traits we selected (angry‐hostility, anxiety, assertiveness, excitement‐seeking, and warmth) have substantial effects on behavior in interactive decisions and they act on those beliefs when making their own decisions. The empirical evidence supporting the predictive validity of these traits was, however, quite weak. Copyright © 2014 John Wiley & Sons, Ltd.     

Making judgments about ability: the role of implicit theories of ability in moderating inferences from temporal and social comparison information

Two studies examined the novel proposal that implicit theories of intelligence (C. S. Dweck & E. L. Leggett, 1988) moderate both the effects of performance trends on ability inferences and the perceived diagnosticity of temporal versus normative feedback. Results from 613 adolescents and 42 teachers confirmed that entity theorists perceived initial outcome as more diagnostic and inferred higher ability in another (Study 1) and in the self (Study 2) in a declining outcome condition; incremental theorists perceived last outcome as more diagnostic and inferred higher ability in an ascending condition. Experimental induction of beliefs about ability had similar effects. As predicted, self-appraisal was affected more by temporal feedback among incremental theorists and by normative feedback among entity theorists. Results help resolve prior mixed findings regarding order effects and responses to temporal and normative evaluation.     

Divergent consequences of success and failure in japan and north america: an investigation of self-improving motivations and malleable selves

Self-enhancing and self-improving motivations were investigated across cultures. Replicating past research, North Americans who failed on a task persisted less on a follow-up task than those who succeeded. In contrast, Japanese who failed persisted more than those who succeeded. The Japanese pattern is evidence for a self-improving orientation: Failures highlight where corrective efforts are needed. Japanese who failed also enhanced the importance and the diagnosticity of the task compared with those who succeeded, whereas North Americans did the opposite. Study 2 revealed that self-improving motivations are specific to the tasks on which one receives feedback. Study 3 unpackaged the cultural differences by demonstrating that they are due, at least in part, to divergent lay theories regarding the utility of effort. Study 4 addressed the problem of comparing cultures on subjective Likert scales and replicated the findings with a different measure.     

I want it and I want it now: Using a temporal discounting paradigm to examine predictors of consumer impulsivity

This paper proposes a new model of consumer impulsivity, using type of good, a person's endorsement of materialistic values, and identity deficits as predictors. Traditional decision making and psychological accounts see impulsive behaviour as a general overweighing of short‐term gratification (I want that dress now) relative to longer‐term concerns, irrespective of consumer good. Our proposal is that consumers' impulsivity (a) differs according to type of good and (b) is linked systematically to a combination of materialistic values and high identity deficits. Beginning with Study 1, three experiments, using a temporal discounting paradigm, show consistently that discount rates are higher for goods that are seen as highly expressive of identity (e.g., clothes) than goods not expressive of identity (e.g., basic body care products). For materialistic consumers, identity deficits predict discount rates for identity‐expressive goods (Study 2), and discount rates change for materialistic individuals when their identity deficits are made salient (Study 3). These findings support a conceptualization of consumer impulsivity as identity‐seeking behaviour.     

Differential effects of mood on information processing: evidence from the theories of reasoned action and planned behaviour

The theories of reasoned action and planned behaviour continue to receive considerable research attention, despite criticisms of their ‘asocial’ conceptualisation and the rational decision‐making approach. Two studies were designed to assess the impact of induced mood on condom use (Study 1) and food choice (Study 2). Both studies provided support for application of the theory of reasoned action to health‐related behaviour, and for differential effects of mood on information processing. Study 1 provided support for problem‐focus theory, with attitudes (but not subjective norm) predicting intention in the negative mood condition. The opposite pattern of findings held for the positive mood condition (i.e. only subjective norm predicted intention). The results of Study 2 provided further support for the problem‐focus approach and for the inclusion of self‐identity in the theory of planned behaviour. The findings are discussed with implications for future work on mood and behavioural decision making. Copyright © 1999 John Wiley & Sons, Ltd.     

Tell Me What I Wanted to Hear: Confirmation Effect in Lay Evaluations of Financial Expert Authority

In real life, people engage in interactive decision processes by consulting with experts. However, before taking advice, they must recognise the authority of an expert to assess the quality of the advice. The main goal of this research was to investigate how the confirmation effect affects lay evaluations of the epistemic authority of financial experts. Experiment 1 showed that lay people tend to ascribe greater epistemic authority to those experts whose advice confirms people's opinions, both measured and manipulated. Experiment 2 revealed that when participants' own opinions are not salient, people tend to evaluate experts' authority as higher when their advice confirms social norms. In Experiment 3 we jointly investigated the effects of participants' own opinions and social norms on the evaluations of authority. When both sources of expertise were made salient, decision‐makers favoured advice confirming their own beliefs and used it to evaluate experts' authority. Three interpretations of the role confirmation plays in the experts' authority evaluations are proposed: (1) self‐defensive strategies; (2) processing fluency; and (3) psychological consequences of naïve realism. The paper discusses practical implications of the results. We propose that increasing consumers' knowledge about biases might protect their evaluations of financial advice from being susceptible to the confirmation effect.     

Model and interactive algorithm of bi‐level multi‐objective decision‐making with multiple interconnected decision makers

Furthering a prior research on two‐person bi‐level multi‐objective decision‐making problems of the leader‐follower Stackelberg game, we present an extended model of bi‐level multi‐objective decision‐making with multiple interconnected decision makers at the lower level. In the model, the upper level decision maker acts as a leader and the lower level decision makers behave as the followers, and inter‐connections and interactions exist among these followers in decision‐making scenarios. Following the rules of leader‐follower Stackelberg game, we develop an interactive algorithm of the model for solving multi‐objective decision‐making problems and reflecting the interactive natures among the decision makers. Finally, the authors exemplify the model and algorithm, and draw a conclusion on points of contributions and the significance of this study in decision‐making and support. Copyright © 2001 John Wiley & Sons, Ltd.     

The loss‐bet paradox: Actuaries,accountants, and other numerate people rate numerically inferior gambles as superior

Psychologists have convincingly demonstrated that preferences are not always stable and, instead, are often “constructed” based on information available in the judgment or decision context. In 4 studies with experts (accountants and actuaries in Studies 1 and 2, respectively) and a diverse lay population (Studies 3 and 4), the evidence was consistent with the highly numerate being more likely than the less numerate to construct their preferences by rating a numerically inferior bet as superior (i.e., the bets effect). Thus, the effect generalizes beyond a college student sample, and preference construction differs by numeracy. Contrary to prior thinking about preference construction, however, high expertise and high ability (rather than low) consistently related to the paradoxical phenomenon. Results across studies including Study 3's experimental modifications of the task supported the hypothesized number comparison process (and not a lack of expertise with monetary outcomes and probabilities or numeracy‐related differences in attention to numbers) as the effect's underlying cause. The bets effect was not attenuated by Study 4's instructions to think about what would be purchased with bet winnings. Task results combined with free‐response coding supported the notion that highly numerate participants have a systematic and persistent inclination for doing simple and complex number operations that drive their judgments (even after controlling for nonnumeric intelligence). Implications for 3 types of dual‐process theories are discussed. The results were inconsistent with default‐interventionist theories, consistent or unclear with respect to fuzzy trace theory, and consistent with interactive theories.     

What goes around comes around: The integrated role of emotions on consumer ethical decision‐making

The current study aims to further our understanding of the integrated role of emotions on consumer decision‐making involving ethical issues, by considering the influence of both positive and negative emotions on ethical decision‐making process. It considers not only the emotions experienced prior to ethical decision‐making (pre‐decision emotions) but also those resulting from the course of action chosen (post‐decision emotions). Scenarios are used, and the results of the structural modelling analyses support the proposed relationships between current emotions, consumers' ethical decision‐making, post‐decision emotions and future ethical behavioural intentions. The data suggest the possible existence of a “virtuous ethical cycle”, whereby positive emotions lead to more ethical consumer decisions and behaviours; and these in turn lead to more positive (post‐decision) emotions, which have a positive and significant effect on future ethical behavioural intentions. In addition, happiness emerges as exerting a pivotal role in predicting consumer ethical decisions.     

‘They will not control us’: Ingroup positivity and belief in intergroup conspiracies

This research examined the role of different forms of positive regard for the ingroup in predicting beliefs in intergroup conspiracies. Collective narcissism reflects a belief in ingroup greatness contingent on others’ recognition. We hypothesized that collective narcissism should be especially likely to foster outgroup conspiracy beliefs. Non‐narcissistic ingroup positivity, on the other hand, should predict a weaker tendency to believe in conspiracy theories. In Study 1, the endorsement of conspiratorial explanations of outgroup actions was positively predicted by collective narcissism but negatively by non‐narcissistic ingroup positivity. Study 2 showed that the opposite effects of collective narcissism and non‐narcissistic ingroup positivity on conspiracy beliefs were mediated via differential perceptions of threat. Study 3 manipulated whether conspiracy theories implicated ingroup or outgroup members. Collective narcissism predicted belief in outgroup conspiracies but not in ingroup conspiracies, while non‐narcissistic ingroup positivity predicted lower conspiracy beliefs, regardless of them being ascribed to the ingroup or the outgroup.