An application of the prototype willingness model to drivers' speeding behaviour

We tested the prototype willingness model (PWM). The participants (N = 198) completed online questionnaire measures of PWM constructs (Time 1) and subsequent speeding behaviour (Time 2). Path analyses showed that the PWM accounted for 89% of the variance in subsequent (self‐reported) speeding behaviour. This significantly exceeded the variance accounted for by the theory of planned behaviour. In line with the PWM, both behavioural intention and behavioural willingness had direct effects on behaviour. Behavioural willingness had a significantly larger effect. Attitude and subjective norm both had indirect effects on behaviour through both behavioural intention and behavioural willingness. Prototype (similarity) perceptions had indirect effects on behaviour through behavioural willingness only. The findings support the notion that driving is governed by reactive decision‐making (willingness), underpinned by prototype perceptions, attitudes and subjective norms, to a greater extent than it is deliberative decision‐making (intentions), underpinned by attitudes and subjective norms. The implications for safety interventions are discussed.     

Less willing to pay but more willing to buy: How the elicitation method impacts the valuation of a promotion

Willingness to pay (WTP—how much one is willing to pay for something) and willingness to buy (WTB—whether one is willing to buy something at a given price) are two common methods to elicit valuations and normatively should yield the same valuation order between two options. However, this research finds that WTP and WTB can yield opposite valuation orders between the regular offer and the promotional offer of a product. Specifically, it demonstrate that, (a) if the valuation of a product is only elicited with WTP, consumers value the product less when it is offered with a price promotion than when it is not; (b) if the valuation of a product is only elicited with WTB, consumers value the product more when it is offered with a price promotion than when it is not; and (c) if the valuation of a product is first elicited with WTP and then elicited with WTB, consumers always value the product less when it is offered with a price promotion than when it is not. A value‐inference account is proposed for the above findings, according to which, consumers infer the value of a promoted product differently when the valuation is elicited only with WTP or only with WTB. Theoretically, this research extends prior literature on sales promotion, showing that the valuation of a promotion is subject to the elicitation method. Practically, this research suggests how to help consumers manage their purchase intentions for promoted products.     

Intergroup threat,knowledge of the outgroup,and willingness to purchase ingroup and outgroup products: The mediating role of intergroup emotions

Established theories have acknowledged that intergroup threat is one of the key determinants of intergroup attitudes and behaviours, but how intergroup threat can affect consumer behaviour remains unclear. Here, four preregistered studies (total N = 988) examined the effect of intergroup threat (manipulated in terms of realistic and symbolic threats) on consumers’ willingness to purchase ingroup and outgroup products. In the context of China–West relations, we measured Chinese consumers’ willingness to purchase Chinese (ingroup) and Western (outgroup) products. These studies together revealed that realistic and symbolic threats (versus control) increased willingness to purchase ingroup products and decreased willingness to purchase outgroup products, regardless of the product category. Studies 3a and 3b also measured knowledge of the outgroup as a potential moderator, revealing that realistic threat (versus control) reduced willingness to purchase outgroup products only among individuals who had less knowledge of the outgroup. Furthermore, Study 3b showed that the intergroup threat manipulation indirectly influenced consumers’ willingness to purchase ingroup/outgroup products through increased anger and decreased hope. We discussed the contributions to the intergroup relations and consumer behaviour literature and the implications for transnational marketing practices, as well as the limitations of this research.     

When does a referent public problem affect financial and political support for public action?

In three studies we examined the willingness to support action to remedy a public problem. In Study 1 and Study 2, people were asked whether they would financially contribute to solution of a public problem. In Study 3, people were asked whether they would sign a petition to support a public action. The aim was to test whether the willingness to support solution of a public problem is affected by the type of problem that is used as the referent. We hypothesized that the willingness to support a public action is lower when evaluated in the context of a high‐ as opposed to a low‐importance referent problem (importance contrast effect). We also hypothesized that the importance contrast effect is tied to the perceived relatedness between the target and referent problems. The importance contrast effect should be found only when the two problems relate to different category domains. The findings bear out this prediction. Copyright © 2007 John Wiley & Sons, Ltd.     

The positives of negative emotions: willingness to express negative emotions promotes relationships

Four studies support the hypothesis that expressing negative emotion is associated with positive relationship outcomes, including elicitation of support, building of new close relationships, and heightening of intimacy in the closest of those relationships. In Study 1, participants read vignettes in which another person was experiencing a negative emotion. Participants reported they would provide more help when the person chose to express the negative emotion. In Study 2, participants watched a confederate preparing for a speech. Participants provided more help to her when she expressed nervousness. In Study 3, self-reports of willingness to express negative emotions predicted having more friends, controlling for demographic variables and extraversion. In Study 4, self-reports of willingness to express negative emotion measured prior to arrival at college predicted formation of more relationships, greater intimacy in the closest of those relationships, and greater received support from roommates across participants' first semester of college.     

Lone‐Actor Terrorists’ Emotions and Cognition: An Evaluation Beyond Stereotypes

Lone‐actor terrorists are very often presented as emotionally and/or cognitively impaired—yet is it really the case? The present article provides the first rigorous assessment of the hypotheses according to which a high level of negative emotions, especially anger, and a lack of cognitive flexibility and complexity play a role in lone‐actor terrorists’ violent actions. Using a sample of lone‐actor terrorists’ writings, we use the LIWC (a fully automated language use analysis software) to compare terrorists’ cognition and emotion with those of other control groups, most notably nonviolent radical activists. Results strongly support the first hypothesis but clearly refute the second one, suggesting that lone‐actor terrorists are in fact characterized by a specific combination of high‐anger and high‐cognitive complexity. These method and results lay the groundwork for a more systematic and nuanced analysis of the psychology of terrorists, which is currently in a deadlock.     

Cognitive antecedents to adolescent health risk: Discriminating between behavioral intention and behavioral willingness

Abstract

A model of adolescent health risk behavior that is both cognitive and social-psychological in orientation is described, and an aspect of the model is tested empirically. The model suggests that health risk behaviors (e.g., smoking or drunk driving), especially among adolescents, are not always intended or premeditated, but instead are often reactions to risk-conducive circumstances. Because they are not entirely premeditated, such behaviors are not accurately predicted by “traditional” behavioral intention measures, but are predicted by a central construct in the model labeled behavioral willingness. Results of two studies indicate that both intention (expectation) and willingness measures predict future risk behaviors, and do so independent of one another. Additional analyses provide further evidence of discriminant validity between the two constructs by indicating that they relate differently to perceptions of personal vulnerability to the health risks associated with these behaviors.     

The relationship between attitudes toward suicide and willingness to pay for suicide prevention: a cross-sectional study in Japan

There are gaps in our knowledge of the role attitudes toward suicide play in determining people’s willingness to participate (WTP) for suicide prevention. We conducted a large nationwide cross-sectional study with the aim of clarifying the relationship between WTP for reducing suicide risk and attitudes toward suicide. Ordinal logistic regression analyses (n = 1771) showed that there were significant associations of WTP for suicide prevention with ‘Suicide as a right’ (β = ?.15, 95% CI: ?.25 to ?.04, p = .006), ‘Preventability/readiness to help’ (β = .81, 95% CI: .69–.94, p < .001) and ‘Common occurrence’ (β = .32, 95% CI: .19–.46, p < .001). ‘Incomprehensibility/unpredictability’ did not show an association with WTP. Taxpayer acceptance for suicide prevention is more likely to be achieved through provision of information that increases endorsement of ‘preventability/readiness to help’ and ‘common occurrence’ factors, and decreases ‘suicide as a right’ scores.     

Personality Correlates of Confidence in One's Decisions

ABSTRACT Taylor and Brown (1988) hypothesized that certain illusions, such as unrealistic optimism, are predictably associated with positive affect, social skills, and intellectual functioning. To test this hypothesis, we obtained data from 162 students who first filled out a questionnaire containing dispositional measures of affect, social skills, and approaches to problem solving; in a second session they completed three tasks requiring difficult decisions, reporting their confidence in each decision. Accuracy of judgments was found to vary considerably from task to task, but confidence ratings showed a consistent pattern of individual differences. This result lent support to Taylor and Brown's hypothesis, as did other features of the data, most notably several small but significant Pearson r s between confidence ratings and dispositional variables. Removing the effects of accuracy from these r s reduced their magnitude very little; it yielded partial r s interpretable as evidence that illusory confidence is associated with personality traits which, in this case, load saliently on factors labeled ( a ) affective, and ( b ) cognitive/social.     

Perceived Change of Values and Intention to Return Among Kibbutz People Who Emigrated From Israel

We examined perceived changes of values and intentions to return to Israel among 149 Kibbutz people who had lived for 3 or more years in New York, Los Angeles, and San Francisco. In answering standardized attitude questionnaires, participants reported significantly less general agreement today with Kibbutz values, but more support for the idea that Israel should compromise on occupied territories and more support for the idea that people should live where they choose. Political opinions also moved toward more liberal attitudes. Most participants intended to return to Israel without specifying a clear time frame. Values were significantly associated with behavioral intentions, with those endorsing Zionist values the most likely to report that they would return to Israel in times of war or peace. Results suggested acculturation to American society and political opinions.     

Pecking and feeding in chicks

Pecking is not controlled by nutritional state in a newly hatched chick, but by 3 days posthatch it normally is. This paper tests the hypothesis that first a chick must learn that pecking leads to ingestion; then, other (nonlearned) processes are automatically responsible for differential pecking rates to nutritive and nonnutritive items. The first experiment shows that experience pecking and ingesting sawdust is sufficient for differential pecking to develop. The second experiment shows that swallowing without pecking (using a force-feeding technique) does not lead to differential pecking. The third experiment shows that pecking without swallowing (using sand glued down to the floor) also does not lead to differential pecking. Finally, the last experiment shows that food deprivation affects pecking rate only after pecking and ingestion have been associated. These results support the above hypothesis that pecking followed by ingestion leads to the “attachment” of the pecking response to the feeding system. Motivational independence of pecking and the hunger system, the association of pecking with ingestion, and the development of behavior systems are discussed. It is concluded that the function of a behavior may not be related to its causes.     

Two tests of Maslow's theory of need fulfillment

In a two-part test of Maslow's theory of human motivation, two relationships were explored: (1) the relationship between need importance and need deficiencies, and (2) the relationship between need deficiencies and life satisfaction. The subjects were groups of women college graduates in three types of occupations: professional-managerial, clerical-sales, and homemaking. In the first study, group differences in actual deficiencies did not support the hypothesis that need importance is negatively correlated with need deficiencies. Rankings of the deficiencies for the three groups, however, were consistent with the hypothesized relationship, as were the small but significant correlations that were obtained between need importance and deficiency values. In the second study, the findings gave partial support to Maslow's theory in that a significant relationship was found between need fulfillment and life satisfaction for two of the three occupational groups. The findings of both studies are discussed in relation to considerations in women's career development.     

The development of the menstrual symptom questionnaire

The literature has suggested that there are two separate types of primary dysmenorrhea with different physiological bases and different reported symptomatology. The purpose of this study was to construct a questionnaire based on suggestions from Dalton's (1969) theory of congestive and spasmodic types of primary dysmenorrhea, to obtain test-retest reliabilities of items, and to factor analyze the instrument to empirically investigate the two-type theory. The first set of 51 items had mean test-retest reliabilities of 0.76 and yielded two clearly distinct factors in support of the two-type hypothesis. When items with factor loadings less than ±0.35 were discarded, 25 items remained. The mean test-retest reliabilities of these items was 0.78. Again, two clearly distinct factors emerged defining congestive and spasmodic dysmenorrhea consistent with the literature. The retained items from the first questionnaire and the items from the second questionnaire loaded on the same factors both times. It was concluded that two types of dysmenorrhea do, in fact, exist and that this study has provided a reliable means of differentiating them. From a therapeutic standpoint, accurate diagnosis of type may be a prerequisite for prescribing appropriate treatment.     

Need for closure and reactions to innovation

In two studies using Italian (N = 852) and American (N = 94) samples, we hypothesized that high NFC individuals would have lower intentions to use new technological developments, and that this relationship would be mediated by anxiety about the new technology. We found support for this hypothesis in Study 1, but not Study 2. In the second study, we found that the closed‐mindedness subscale of the full NFC scale was related to greater anxiety about new technology, which in turn led to lower intentions to use the new technology. This suggests that the closed‐mindedness facet of NFC may have been responsible for our results. A meta‐analytic synthesis of both studies provided some support for our original mediation hypothesis.     

Nurses' Evaluations of Patient Attributions for the Cause and Future of Their Illness1

It was hypothesized that evaluations of patients' attributions for the cause and future of their illnesses would be seen as more realistic when these attributions coincided with subjects' views on the cause and future of the patients' illness. It was also thought that of the two, i.e., cause and future attributions, future attributions would be more pertinent for the observer when evaluating the adjustment of the patient. One hundred and twenty-eight female nurses assessed the health interviews of four patients through the use of questionnaires. The first hypothesis was supported in the case of causal attributions, but it was found that patients who accepted responsibility, regardless of nurses' views, were seen as more realistic. The second hypothesis was fully supported with future attributions indicating level of coping and causal attributions indicating level of emotional support needed. These findings have implications for caretakers' perceptions of the adaptiveness, for patients of serious illness, of control attributions.     

Relation of Creativity to Fluid and Crystallized Intelligence

The threshold hypothesis regarding creativity and intelligence suggests that these two constructs are positively correlated except at the higher end of the IQ distribution, where they are unrelated. Much of the support for this hypothesis comes from comparisons of correlations within average and high‐IQ groups. However, a common methodological flaw in these comparisons is that the high IQ group is smaller in variance than the average IQ group. In the present study we equated variances for a better test of the threshold hypothesis. College students in two IQ groups completed tests of creativity and intelligence. IQ and creativity correlated at least as strongly in the high IQ group as in the average IQ group, generally failing to support the threshold hypothesis. However, breakdown of composite IQ into fluid and crystallized IQ indicated minimal support for the threshold hypothesis with crystallized IQ, but support for an inverse threshold effect with fluid IQ. Fluid IQ correlated significantly with creativity in the high IQ group but not in the average IQ group, and this pattern was corroborated by regression analyses. Possible explanations for the pattern of results are offered.     

The Temporal Dynamics of Wish to Live,Wish to Die,and Their Short-Term Prospective Relationships With Suicidal Desire

The internal debate hypothesis (Kovacs & Beck, 1977) suggests that those at risk for suicidal thoughts and behaviors may experience fluctuations in both the wish to live (WTL) and wish to die (WTD). Previous research has investigated this hypothesis using various cross-sectional (Goods et al., 2019 [cf. Page & Stritzke, 2020]) and longitudinal methodologies (e.g., Bryan et al., 2016). No investigations have determined the within-day temporal dynamics of WTL and WTD using ecological moment assessment (EMA), however. N = 49 undergraduate university students recruited from a research participant pool from a large southeastern university in the United States with a lifetime history of suicide ideation completed the current 10-day EMA investigation. Results demonstrated that WTL, WTD, and resulting suicidal ambivalence (i.e., relatively equal WTL/WTD ratings) demonstrated similar within-person person variability; however, WTD scores appeared to demonstrate higher average variability compared to WTL and ambivalence scores. Although state WTL and WTD were concurrently related to state suicidal desire, only WTD prospectively predicted suicidal desire when controlling for the influence of the outcome variable at the previous timepoint. Ambivalence scores also prospectively predicted suicidal desire when controlling for suicidal desire at the previous timepoint. Results support the clinical and theoretical utility of separate WTL and WTD assessment. WTD was relatively stable within this sample but may be closely related to risk for future suicidal thinking. Changes in WTL may reduce state risk for suicidal desire but could be more trait-like in nature compared to WTD. Future research that investigates these hypotheses should consider the study limitations outlined.     

Illusory trust: Kanizsa shapes incidentally increase trust and willingness to invest

Previous research has shown that the completion of basic perceptual processes is intrinsically pleasant. In the absence of diagnostic and objective cues to trustworthiness, nondiagnostic factors such as positive affect can incidentally lead to reported and behavioral trust. On the basis of these two premises, it was tested whether positive affect from the completion of perceptual processes has implications for the formation of trust in first-time business-consumer interactions. We tested this hypothesis in four experiments, using the famous Kanizsa illusion as an exemplary perceptual process that has been shown to trigger positive affect. We found that participants trusted companies who featured a Kanizsa shape as their logo more than companies with closely matched logos that did not allow for the completion of a basic perceptual process. This was evident on self-reported (Experiment 1) as well as behavioral (Experiments 2–4) measures of trust. This effect even persisted under incentivized conditions (Experiment 4) and was partially mediated by the intrinsic pleasantness of perception (Experiment 3). These findings for the first time demonstrate that positive affect is not the only consequence of perception, but rather has further trickle-down consequences for social judgments and economic decision making. Perceptual illusions seem to elicit illusory trust. Therefore, these novel findings bear important implications not only for both logo design and marketing but also for consumer decision making.