行为决策研究的新取向——基于经验的决策

基于经验的决策是指,在统计概率情境中,个体通过重复选择与反馈获得选项的收益分布信息后进行的决策.基于经验的决策的研究范式主要包括探索-利用范式和探索→利用范式.其暗含的决策人假设是朴素直觉统计学家.其研究关注的主要内容是描述-经验的差异及其原因,以及基于经验的决策内部过程.未来的研究主要从描述-经验差异的原因、描述性决策范式下的结论的重新检验、基于经验的决策的解释模型及其应用研究等方面进行探讨.     

Ethical Decision Making and Research Deception in the Behavioral Sciences: An Application of Social Contract Theory

Despite significant ethical advances in recent years, including professional developments in ethical review and codification, research deception continues to be a pervasive practice and contentious focus of debate in the behavioral sciences. Given the disciplines' generally stated ethical standards regarding the use of deceptive procedures, researchers have little practical guidance as to their ethical acceptability in specific research contexts. We use social contract theory to identify the conditions under which deception may or may not be morally permissible and formulate practical recommendations to guide researchers on the ethical employment of deception in behavioral science research.     

善因营销的捐赠水平与消费者态度:一个有中介的调节效应模型检验

通过两个实验,探讨了善因营销的捐赠水平对消费者态度的影响,尤其是考察了道德提升感的中介作用以及产品-公益事业拟合度的调节作用。研究发现,善因营销的捐赠水平对消费者态度有显著的正向影响,且道德提升感在捐赠水平与消费者态度之间起中介作用。与此同时,产品-公益事业拟合度显著地调节了捐赠水平与道德提升感的关系,且该调节关系通过道德提升感的中介作用来进一步影响消费者态度。     

Environmental Influences on Ethical Decision Making: Climate and Environmental Predictors of Research Integrity

It is commonly held that early career experiences influence ethical behavior. One way early career experiences might operate is to influence the decisions people make when presented with problems that raise ethical concerns. To test this proposition, 102 first-year doctoral students were asked to complete a series of measures examining ethical decision making along with a series of measures examining environmental experiences and climate perceptions. Factoring of the environmental measure yielded five dimensions: professional leadership, poor coping, lack of rewards, limited competitive pressure, and poor career direction. Factoring of the climate inventory yielded four dimensions: equity, interpersonal conflict, occupational engagement, and work commitment. When these dimensions were used to predict performance on the ethical decision-making task, it was found that the environmental dimensions were better predictors than the climate dimensions. The implications of these findings for research on ethical conduct are discussed.     

Decision Neuroscience: New Directions in Studies of Judgment and Decision Making

ABSTRACT— Investigations of decision making have historically been undertaken by different disciplines, each using different techniques and assumptions, and few unifying efforts have been made. Economists have focused on precise mathematical models of normative decision making, psychologists have examined how decisions are actually made based on cognitive constraints, and neuroscientists have concentrated on the detailed operation of neural systems in simple choices. In recent years, however, researchers in these separate fields have joined forces in an attempt to better specify the foundations of decision making. This interdisciplinary effort has begun to use decision theory to guide the search for the neural bases of reward value and predictability. Concurrently, these formal models are beginning to incorporate processes such as social reward and emotion. The combination of these diverse theoretical approaches and methodologies is already yielding significant progress in the construction of more comprehensive decision-making models.     

Goal attainment as a resource: The cushion effect in risky choice above a goal

Goals are a ubiquitous part of life and have been shown to change behavior in many domains. This research studied the influence of goal attainment on risky choice behavior. Previous research has shown that goals tend to increase risk‐seeking behavior when potential outcomes fall below a goal. We examined a new problem: Choice behavior when all potential outcomes in a choice set achieve or exceed the goal. Two studies show a “cushion effect” of goal attainment on choice under risk. When all possible outcomes of all options are above a salient and specific goal, decision makers are more likely to choose a risky option over a certain outcome with equal expected value (EV). We hypothesized that the attainment of a goal serves as a cushion that softens the negative emotions associated with receiving a gamble's low outcome. This allows risk taking that would otherwise be unattractive. Copyright © 2009 John Wiley & Sons, Ltd.     

Profits and halos: The role of firm profitability information in consumer inference

Three experiments investigated the consequences of the presence of information that a manufacturing firm is profitable on consumers' judgments of the firm and the consequences for perceptions of advertising, products, and choice intention. When profitability is present in the advertising context, consumers form more favorable advertiser judgments, which drive perceptions of greater advertisement credibility, which lead to more favorable product inferences, and ultimately stronger purchase intentions. The third experiment additionally shows that profitability information interacts with a warranty to drive judgments and choice. The implication of our findings is that firms should consider highlighting their profitability to enhance advertising effectiveness.     

Meaning as a coping resource: Experiences of nursing students

This exploratory study examined conceptions of meaning as a coping resource among nursing students. A qualitative approach was used to explore the lived experiences of 13 nursing students (female = 85%; age range = 18–22 years). Four conceptions of meaning emerged from the qualitative analysis, namely occupational stress as an avenue to meaning, compassion satisfaction, relational meaning, and meaning through spirituality. The findings indicate that various conceptions of meaning could assist nursing students in enhancing coping abilities.     

Patient Perspectives on the Learning Health System: The Importance of Trust and Shared Decision Making

We conducted focus groups to assess patient attitudes toward research on medical practices in the context of usual care. We found that patients focus on the implications of this research for their relationship with and trust in their physicians. Patients view research on medical practices as separate from usual care, demanding dissemination of information and in most cases, individual consent. Patients expect information about this research to come through their physician, whom they rely on to identify and filter associated risks. In general, patients support this research, but worry that participation in research involving randomization may undermine individualized care that acknowledges their unique medical histories. These findings suggest the need for public education on variation in practice among physicians and the need for a collaborative approach to the governance of research on medical practices that addresses core values of trust, transparency, and partnership.     

Fast and frugal heuristics and naturalistic decision making: a review of their commonalities and differences

Both the fast and frugal heuristics (FFHs) and the naturalistic decision making (NDM) research programmes have identified important areas of inquiry previously neglected in the traditional study of human judgment and decision making, and have greatly contributed to the understanding of people's real-world decision making under environmental constraints. The two programmes share similar theoretical arguments regarding the rationality, optimality, and role of experience in decision making. Their commonalities have made them appealing to each other, and efforts have been made, by their leading academics, to promote synergy and integration. However, there has been little progress towards this during the last decade. This paper seeks to address this gap by seeking to better understand their commonalities and differences. To do so, literature relating to the two programmes is reviewed. The findings of the review indicated that an integration of the two could enhance FFHs' field research in applied settings, facilitate its investigation on boundary conditions of people's decision strategy selection, enable NDM to embrace emerging research opportunities in the age of big data, as well as permit each programme to enlighten the research topics and to validate the research findings of the other.     

By-Person Factor Analysis in Clinical Ethical Decision Making: Q Methodology in End-of-Life Care Decisions

Objective: To determine the usefulness of Q methodology to locate and describe shared subjective influences on clinical decision making among participant physicians using hypothetical cases containing common ethical issues.

Design: Qualitative study using by-person factor analysis of subjective Q sort data matrix.

Setting: University medical center.

Participants: Convenience sample of internal medicine attending physicians and house staff (n = 35) at one midwestern academic health sciences center.

Interventions: Presented with four hypothetical cases involving urgent decision making near the end of life, participants selected one of three specific clinical actions offered for each case. Immediately afterward and while considering their decision, each respondent sorted twenty-five subjective self-referent items in terms of the influence of each statement on their decision-making process. By-person factor analysis, where participants are defined as variates, yielded information about the attitudinal background the physicians brought to their consideration of each hypothetical case. We performed a second-order factor analysis on all of the subjective viewpoints to determine if a smaller core of shared attitudes existed across some or all of the four case vignettes. Factor scores for each item and post-sort comments from interviews conducted individually with each respondent guided the interpretation of ethical perspective used by these respondents in making clinical decisions about the cases.

Measurements and Main Results: Second-order factor analysis on seventeen viewpoints used by physicians in the four hypothetical urgent decision cases revealed three moderately correlated (r ² < 40%) subjective core attitudinal guides used broadly among all the cases and among sixteen of the seventeen original factors. Across all the cases, our participants were guided in general by: (1) patient-focused beneficence, (2) a patient- and surrogate-focused perspective that includes risk avoidance, and (3) best interest of the patient guided by ethical values. Economic impact on the physician, expediency in resolution of the situation, and the expense of medical treatment were not found to be influential determinants in this study.

Conclusions: Q sorting and by-person factor analysis are useful qualitative methodological tools to study the complex structure of subjective attitudes that influence physicians in making medical decisions. This study revealed the subjective viewpoints used by our physician participants as they made ethically challenging treatment decisions. The three second-order factors identified here are grounded in current bioethical values as well as the personal traits of physicians. The participants' decision methods appear to resemble casuistry more than principle-based decision making. Generalizability of results will require further studies.     

Limiting Underage Alcohol Purchases: An Application of the Consumer Decision Model

The consumer decision-making model is applied to store clerks faced with determining which customers should be carded for the purchase of alcohol. Manipulated decisional time pressure induced either a vigilant (high involvement) or hypervigilant (low involvement) decision state. Clerks (N = 256) rated four combined shopper–product profiles under conditions of high or low time pressure and assessed the likelihood that the shopper would be carded. Results indicated that increased time pressure reduced the likelihood of being required to present identification and that males were least likely to be asked for identification under high time pressure. The managerial implications and utility of the consumer decision model for enhancing compliance with minimum legal drinking age laws are considered.     

心理距离视角下的行为决策

决策是指决策者对将产生不同结果的多个备择方案的评估与选择。无论决策结果涉及的是金钱、健康、环境或是其他事物,它们都同时具有多重属性,如发生的概率,发生的时间,发生的地点,发生在谁身上等,这些属性会和结果量一起影响人们对结果效用的评价和对备择方案的选择。以往有关风险决策、跨期决策和社会决策的理论分别探究结果的概率属性、时间属性和人际属性如何与结果量一起共同决定人们的效用评估与选择,并提出了各自不同的决策模型。然而,心理距离理论则认为,决策结果的概率、时间、空间、人际等属性本质上都可被表征为结果在决策者心中的心理距离。这意味着风险、跨期和社会决策模型有可能经由心理距离而得以统一。近几年来,众多研究围绕这一思想开展了一系列实验研究,分析了各种心理距离的同质性,探索了基于心理距离的心理折扣现象及其规律,探讨了时间、概率、人际、空间距离对个体决策的影响。在此基础上,未来研究还应更加重视对多特征决策的研究,探索心理距离之间的替换率和通币问题,探究心理距离的本质及其整合方式,以期形成统一的决策理论模型。     

Moral Orientation as a Component of Ethical Decision Making

Morals are foundational to professional and ethical counseling practice. Moral orientation may play an integral role in ethical decision making. The authors review the literature regarding moral orientation and discuss the connection to ethical decision making. Implications for counselor preparation and practice are addressed.     

Deciding the Fate of Others: The Cognitive Underpinnings of Racially Biased Juror Decision Making

In criminal law, jurors are supposed to ignore defendant race when considering factual matters of culpability. However, when judging the merits of a criminal case, jurors’ ability (or inability) to avoid bias may affect verdicts. Fact-based decision making expend cognitive resources, while heuristic-based decisions (e.g., using criminal stereotypes) conserve resources. Here, we investigated whether differences in cognitive resources and prejudice attitudes about Blacks influenced trial outcomes. We tested the impact of working memory capacity (WMC), cognitive load, prejudice, and target race (Black, White) on penalties ascribed to fictional criminal defendants in ambiguous-fact cases. Results showed that when “loaded,” prejudiced-low-WMC persons supported guilty verdicts with higher confidence more often for Black than White defendants. Conversely, regardless of WMC or prejudice attitude, participants penalized White defendants more often when not loaded. We suggest that cognitive resources and prejudice attitude influence fact-based decisions. Links to juror judgments and potential trial outcomes are discussed.     

Teaching Ethical Decision Making: Designing a Personal Value Portrait to Ignite Creativity and Promote Personal Engagement in Case Method Analysis

The case method approach to introducing ethical issues is a traditional tool for applying critical thinking skills to a specific dilemma (Beauchamp &; Childress, 2001 Beauchamp, T. L. and Childress, J. F. 2001. Principles of biomedical ethics, 5th, New York: Oxford University Press.  [Google Scholar]). It allows for personal reflection and clarification of an individual's conceptual framework for deciding what is and is not ethical behavior. However, it also affords the student distance from the story line and may, through providing a retrospective critique, prevent sufficient challenge to the student to articulate and defend personal value assessments in addressing the ethical dynamics reflected in the case. Providing teaching exercises that encourage the creation of language to form that conceptual framework and a comfort in using that language allows the student to not only identify ethical issues but also recognize and more effectively communicate the struggles with molding a personal values portrait to apply to such cases.     

Consumer evaluation of net utility: Effects of competition on consumer brand selection processes

This study explores how brand-related information is integrated within a competitive environment. Specifically, we develop a structural equation model of competition between two brands, which includes each brand's price-quality characteristics (i.e., net utility). The model simultaneously tests how the net utility of the focal and competing brands affects consumers' attitudes, intentions, and choice regarding the focal brand. This study extends existing research with the findings that price-quality evaluations of a focal brand and net utility perceptions of competing brands influence consumers' attitudes, intentions, and choice regarding the focal brand. Thus, in order to attract consumers to their brands, marketers should focus not only on improving the performance and net utility of their own brands, but also on studying competing brands in the marketplace.     

The Role of Emotion in Decision Making: A Cognitive Neuroscience Perspective

ABSTRACT— Decision making often occurs in the face of uncertainty about whether one's choices will lead to benefit or harm. The somatic-marker hypothesis is a neurobiological theory of how decisions are made in the face of uncertain outcome. This theory holds that such decisions are aided by emotions, in the form of bodily states, that are elicited during the deliberation of future consequences and that mark different options for behavior as being advantageous or disadvantageous. This process involves an interplay between neural systems that elicit emotional/bodily states and neural systems that map these emotional/bodily states.     

Individualism-Collectivism as a Boundary Condition for Effectiveness of Minority Influence in Decision Making

Results of this experiment demonstrate that individualists and collectivists react differently to minority influence. Based on the distinction between objectivity and preference norms in the minority influence literature, we hypothesize that individualism and collectivism influence (A) responses to minority influence (focusing on the target of influence) and (B) effectiveness of minority influence (focusing on the influence agent). Our results replicate past research and demonstrate improved decision quality for individuals exposed to a minority perspective. Moreover, minority influence targets with high horizontal individualism and low horizontal collectivism made higher quality decisions. Influence targets with high vertical collectivism demonstrated higher quality decisions when the influence agent held a high status position in the group. Results also demonstrate that influence agents with high vertical individualism experienced less role stress than those with low vertical individualism. Finally, influence agents with low role stress were more effective in influencing the decision making of others. We discuss our findings in terms of boundary conditions to the minority influence process.