Threat and selective exposure: the moderating role of threat and decision context on confirmatory information search after decisions

Previous studies on the impact of perceived threat on confirmatory information search (selective exposure) in the context of decision making have yielded mixed results. Some studies have suggested that confirmatory information search is reduced, yet others have found contradictory effects. The present series of 5 studies consistently found that the crucial moderator for these inconsistent findings was whether the induced threat was contextually related to the subsequent decision and information search tasks. Contextual incongruence (e.g., an induction of terrorist threat followed by an economic decision case) results in reduced levels of confirmatory information search, whereas a congruent threat (e.g., an induction of terrorist threat followed by a decision case on terrorism) results in increased levels of confirmatory information search. Analyses of the underlying psychological processes revealed that decision-unrelated threat inductions increase decision makers' experienced decision uncertainty, thus reducing confirmatory information search.     

时间距离对于验证性信息加工的影响

研究基于解释水平理论考察时间距离对于验证性信息加工的影响, 即在个体和组织决策情境中, 人们倾向于偏好选择和高估与自身观点和决策相一致的信息, 而不是非一致性信息。通过4个情境决策实验, 研究结果一致表明近期决策会提高信息搜寻和评估中的验证偏差, 而远期决策会降低它们的验证偏差, 知觉到的决策确定性在其中起到部分中介作用(实验1b)。解释水平(实验2)和期许性/可行性表征(实验3)分别在时间距离对验证性信息加工的影响中起到调节作用, 结果依次表明在低解释水平(高可行性-低期许性特征)条件下, 时间距离与验证性信息加工的负相关关系会得到显著增强, 而在高解释水平(高期许性-低可行性特征)条件下, 时间距离与验证性信息加工的负相关关系会得到显著降低。     

Empower my decisions: The effects of power gestures on confirmatory information processing

Recent research has shown that social power systematically influences information processing in many ways, and can be induced simply via powerful gestures or postures. The current studies investigated the impact of embodied power on confirmatory information processing after decision making. Based upon previous social power research, we hypothesized that individuals who posed in powerful ways (making a clenched fist or sitting in an open, expansive posture) would systematically prefer decision-consistent over decision-inconsistent information; an effect known as selective exposure, or biased assimilation. Four studies consistently indicated that bodily positioning associated with high levels of power induced greater confirmatory tendencies in the evaluation and search stages of a subsequent, decision-relevant information task (Studies 1–4). This tendency is unlikely to be due to mere physical strain (Study 4), and was mediated by differences in experienced decision certainty (Studies 3 and 4); indicating that the embodiment of high power makes people more confident regarding the validity of their decisions. Consequently, high-power posers systematically prefer information that is consistent with their decision preference.     

Self‐Directed Learning Favors Local,Rather Than Global,Uncertainty

Collecting (or “sampling”) information that one expects to be useful is a powerful way to facilitate learning. However, relatively little is known about how people decide which information is worth sampling over the course of learning. We describe several alternative models of how people might decide to collect a piece of information inspired by “active learning” research in machine learning. We additionally provide a theoretical analysis demonstrating the situations under which these models are empirically distinguishable, and we report a novel empirical study that exploits these insights. Our model‐based analysis of participants' information gathering decisions reveals that people prefer to select items which resolve uncertainty between two possibilities at a time rather than items that have high uncertainty across all relevant possibilities simultaneously. Rather than adhering to strictly normative or confirmatory conceptions of information search, people appear to prefer a “local” sampling strategy, which may reflect cognitive constraints on the process of information gathering.     

The Cognitive Architecture of Perceived Animacy: Intention,Attention, and Memory

Human vision supports social perception by efficiently detecting agents and extracting rich information about their actions, goals, and intentions. Here, we explore the cognitive architecture of perceived animacy by constructing Bayesian models that integrate domain‐specific hypotheses of social agency with domain‐general cognitive constraints on sensory, memory, and attentional processing. Our model posits that perceived animacy combines a bottom–up, feature‐based, parallel search for goal‐directed movements with a top–down selection process for intent inference. The interaction of these architecturally distinct processes makes perceived animacy fast, flexible, and yet cognitively efficient. In the context of chasing, in which a predator (the “wolf”) pursues a prey (the “sheep”), our model addresses the computational challenge of identifying target agents among varying numbers of distractor objects, despite a quadratic increase in the number of possible interactions as more objects appear in a scene. By comparing modeling results with human psychophysics in several studies, we show that the effectiveness and efficiency of human perceived animacy can be explained by a Bayesian ideal observer model with realistic cognitive constraints. These results provide an understanding of perceived animacy at the algorithmic level—how it is achieved by cognitive mechanisms such as attention and working memory, and how it can be integrated with higher‐level reasoning about social agency.     

Probabilistic Inferences Under Emotional Stress: How Arousal Affects Decision Processes

Many models of decision making neglect emotional states that could affect individuals' cognitive processes. The present work explores the effect of emotional stress on people's cognitive processes when making probabilistic inferences. Two contrasting hypotheses are tested against one another: the uncertainty‐reduction and attention‐narrowing hypotheses of how emotional stress affects decision making. In the experimental study, emotional stress was induced through the use of highly aversive pictures immediately before each decision. Emotional state was assessed by both subjective (state anxiety, arousal, and pleasantness ratings) and objective (skin conductance) measures. The results show that emotional stress impacts decision making; in particular, emotionally aroused participants seem to have focused on the most important information and selected simpler decision strategies relative to participants in a control condition. The results are in line with the attention‐narrowing hypothesis and suggest that emotional stress can impact decision making through limited predecisional information search and the selection of simpler decision strategies. Copyright © 2015 John Wiley & Sons, Ltd.     

The process of selective exposure: Why confirmatory information search weakens over time

The present research investigated whether the tendency to prefer decision-consistent to decision-inconsistent information after making a preliminary choice would vary during the sequential process of searching for additional pieces of decision-relevant information. Specifically, it was tested whether decision makers would be more confirmatory in their information evaluation and search at the commencement rather than end of an information search process. In fact, five studies revealed that participants exhibited stronger confirmatory tendencies in both information evaluation (Studies 2 and 5) and search (Studies 1, 3, and 4) immediately after making a preliminary decision compared to during the later stages of an information search process. With regard to the underlying mechanism, results further revealed that individuals appear to be more motivated to detect the best decision alternative at the beginning (as opposed to the end) of an information search process, which leads to increases in confirmatory information processing during these stages.     

Effects of information accuracy and volume on decision making

Recent advances in information technology have resulted in increasingly complex work environments. Much of the complexity is due to a deluge of information available across networks (Gleick, 2011) and unknown reliability, which introduces additional uncertainty (Platt & Huettel, 2008). Understanding the performance characteristics of human information processing for optimal decision making under such conditions of data abundance and uncertainty is critical in complex networked information environments, such as military operations. One focus of the United States military is providing troops with the richness of information formally reserved for higher echelons (Bawden & Robinson, 2009). However, this effort risks cognitive overload, where too much information can result in impaired performance. The present study examined human decision making under varying levels of cognitive load and source reliability. Participants determined the reliability of two information sources and decided how to use them to minimize cognitive load and improve performance in a visual search task. Unbeknownst to participants, one source provided highly accurate information and one provided moderately accurate information. Results showed that participants had more trust in the more accurate than the less accurate source, and decision making accuracy decreased as cognitive load increased. When cognitive load was highest, participants were more accurate on trials with the more accurate source. Thus, the more accurate source facilitated better performance, whether through better intel or through participants offloading some of the cognitive load to the reliable source.     

Self-regulation and selective exposure: the impact of depleted self-regulation resources on confirmatory information processing

In the present research, the authors investigated the impact of self-regulation resources on confirmatory information processing, that is, the tendency of individuals to systematically prefer standpoint-consistent information to standpoint-inconsistent information in information evaluation and search. In 4 studies with political and economic decision-making scenarios, it was consistently found that individuals with depleted self-regulation resources exhibited a stronger tendency for confirmatory information processing than did individuals with nondepleted self-regulation resources. Alternative explanations based on processes of ego threat, cognitive load, and mood were ruled out. Mediational analyses suggested that individuals with depleted self-regulation resources experienced increased levels of commitment to their own standpoint, which resulted in increased confirmatory information processing. In sum, the impact of ego depletion on confirmatory information search seems to be more motivational than cognitive in nature.     

Giving advice or making decisions in someone else's place: the influence of impression, defense, and accuracy motivation on the search for new information

When making decisions, people have been found predominantly to seek information supporting their preferred choice and to neglect conflicting information. In this article, the authors investigate to what extent different types of advisors, who recommend a choice to someone or make a decision on behalf of someone, show the same confirmatory information search. In Experiment 1, the authors presented participants, in the role of advisors, with a client's decision problem and found that when making a recommendation, advisors conducted a more balanced information search than participants who were making a decision for themselves. However, advisors who had to make a decision on behalf of their clients revealed an increased preference for information supporting their position. Experiment 2 suggested that this confirmatory information search was caused by impression motivation: The advisors bolstered their decision to justify it to the client. The results are discussed within the multiple motive framework of the heuristic systematic model.     

Synergistic Information Processing Encrypts Strategic Reasoning in Poker

There is a tendency in decision‐making research to treat uncertainty only as a problem to be overcome. But it is also a feature that can be leveraged, particularly in social interaction. Comparing the behavior of profitable and unprofitable poker players, we reveal a strategic use of information processing that keeps decision makers unpredictable. To win at poker, a player must exploit public signals from others. But using public inputs makes it easier for an observer to reconstruct that player's strategy and predict his or her behavior. How should players trade off between exploiting profitable opportunities and remaining unexploitable themselves? Using a recent multivariate approach to information theoretic data analysis and 1.75 million hands of online two‐player No‐Limit Texas Hold'em, we find that the important difference between winning and losing players is not in the amount of information they process, but how they process it. In particular, winning players are better at integrative information processing—creating new information from the interaction between their cards and their opponents’ signals. We argue that integrative information processing does not just produce better decisions, it makes decision‐making harder for others to reverse engineer, as an expert poker player's cards act like the private key in public‐key cryptography. Poker players encrypt their reasoning with the way they process information. The encryption function of integrative information processing makes it possible for players to exploit others while remaining unexploitable. By recognizing the act of information processing as a strategic behavior in its own right, we offer a detailed account of how experts use endemic uncertainty to conceal their intentions in high‐stakes competitive environments, and we highlight new opportunities between cognitive science, information theory, and game theory.     

Cognitive Discrepancy,Dissonance, and Selective Exposure

Abstract

Although cognitive dissonance is regarded as one of the most recognized causes of selective exposure [N. J. Stroud, Niche News (Oxford University Press, 2011)], the mechanism for such causation is still unclear. By inducing dissonance in a web-based experiment, this study demonstrates how cognitive dissonance relates to information preferences—the intention to seek congruent information and the intention to seek incongruent information. The findings suggest that perceived hostility with respect to one’s belief (cognitive discrepancy) can enhance the intention to seek out for attitude-consistent information. More importantly, individuals were found to have the intention to avoid counterattitudinal information, but only when they experienced some sort of psychological discomfort (dissonance). In other words, while cognitive discrepancy leads individuals to crave for confirming information, only those who encounter negative emotions are likely to employ avoidance of disconfirming information as a dissonance-reduction strategy.     

Physically Attractive Social Information Sources Lead to Increased Selective Exposure to Information

The present research investigated the impact of a social information source's physical attractiveness on selective exposure to decision-relevant information. In two studies, support was found for the hypothesis that physically attractive information sources lead decision makers into being more selective in both searching for (Studies 1 and 2; selective exposure) and evaluating (Study 2; biased assimilation) decision-relevant information. In both studies, the effect was driven by differences in the selection and evaluation of decision-consistent information, that is, physically attractive information sources led to increases in the perceived quality of decision-consistent information as well as increased selective exposure to this information. Theoretical and practical implications are discussed.     

Attribute Dismissal and Valence Effects in Preferential Decision Processing

The processing of attribute information during preference‐based decision making is affected by both the valence of that information and its importance to the decision. Although these two factors have typically been examined separately, we propose that their effects on elaboration and encoding are often codependent. Results of four experiments demonstrate that the traditional negativity effect, whereby negative attribute information is processed more extensively than positive attribute information, obtains only for the subset of attributes perceived to be most important. Among other attributes, the negativity effect is reduced or even reversed (a positivity effect). Our findings suggest important qualifications to prevailing notions of selective information processing. Copyright © 2017 John Wiley & Sons, Ltd.     

Chaos and Decision Making: Contextual Disorder Reduces Confirmatory Information Processing

When making decisions, individuals tend to systematically prefer information that supports their a priori views over information that conflicts with them. This phenomenon is known as confirmatory information processing. The present research investigated whether contextual disorder—a factor that is typically irrelevant to a given decision case yet can significantly influence decision quality—affects confirmatory information processing. In Study 1, decision makers in untidy environments evinced less confirmatory information processing than decision makers in tidy environments. Study 2 replicated this finding and demonstrated that divergent thinking is an important precondition of the relationship between disorder and confirmatory information processing.     

Reflecting on Six Decades of Selective Exposure Research: Progress,Challenges, and Opportunities

For over 60 years, researchers have explored the validity of the selective exposure hypothesis, which states that people will seek out consonant, and avoid dissonant, information. In early cognitive dissonance‐based research, selective exposure received mixed support. More recently, researchers have begun to delineate the factors that regulate the occurrence of selective exposure in a multitude of contexts. In this review, we discuss a number of such moderators as well as the ebb and flow of research over the years. We propose that many of these factors can be conceptualized as influencing capacity and/or motivations to process information, and we discuss how this framework can help categorize past, and suggest future, moderators. Finally, we highlight that other research domains should be considered when exploring selective exposure effects, and that researchers should consider how findings from the selective exposure literature can fruitfully be applied to other domains.     

An information search model of evaluative concerns in intergroup interaction

In an information search model, evaluative concerns during intergroup interaction are conceptualized as a joint function of uncertainty regarding and importance attached to out-group members' views of oneself. High uncertainty generally fosters evaluative concerns during intergroup exchanges. Importance depends on whether out-group members' evaluations are perceived as diagnostic of one's social standing and outcomes. Perceived diagnosticity can arise from the out-group's control over resources (contingency) and/or ability to provide accurate assessments (expertise) and is a function of the relative status of one's group and the perceived legitimacy of the group status difference. Evaluative concerns trigger information search efforts and forms of uncertainty reduction that have a variety of negative downstream effects. Implications for efforts to improve intergroup relations are discussed.     

Need for closure and dealing with uncertainty in decision making context: The role of the behavioral inhibition system and working memory capacity

The aim of the present study was to investigate the moderated mediation model of the relationship between the behavioral inhibition system (BIS), need for closure (NFC) and working memory capacity (WMC) in the decision making process. It was assumed that NFC works as a motivational mechanism that enables individuals high in BIS to deal with uncertainty; therefore, NFC mediates the effect of BIS on behavior in a decision-making situation. Moreover, as uncertainty management requires cognitive resources, we expected WMC to moderate this relationship. In line with our hypothesis, we found that NFC mediated the relationship between BIS and the information search about the job candidates, and this effect occurred only for individuals high in WMC. We discuss these results in the context of effective self-regulation, as well as motivational and cognitive determinants of effort.     

RELIGION AS A CONTROL GUIDE: ON THE IMPACT OF RELIGION ON COGNITION

Religions commonly are taken to provide general orientation in leading one's life. We develop here the idea that religions also may have a much more concrete guidance function in providing systematic decision biases in the face of cognitive‐control dilemmas. In particular, we assume that the selective reward that religious belief systems provide for rule‐conforming behavior induces systematic biases in cognitive‐control parameters that are functional in producing the wanted behavior. These biases serve as default values under uncertainty and affect performance in any task that shares cognitive‐control operations with the religiously motivated rule‐conforming behavior the biases were originally developed for. Such biases therefore can be unraveled and objectified by means of rather simple tasks that are relatively well understood with regard to the cognitive mechanisms they draw on.