Regret Regulation: Disentangling Self‐Reproach From Learning

This article begins with several testable propositions inspired by Zeelenberg and Pieters (this issue). I argue that a critical skill for decision makers is to decouple the aspect of regret that leads to self‐reproach from that aspect that can be used to learn from the outcome and improve future decision making. Results of an illustrative study are presented and discussed. Two other useful strategies are to match the decision effort to the decision's importance and to break big decisions into smaller ones. I close with a call for research examining regret as a self‐control mechanism.     

A domain‐specific risk‐attitude scale: measuring risk perceptions and risk behaviors

We present a psychometric scale that assesses risk taking in five content domains: financial decisions (separately for investing versus gambling), health/safety, recreational, ethical, and social decisions. Respondents rate the likelihood that they would engage in domain‐specific risky activities (Part I). An optional Part II assesses respondents' perceptions of the magnitude of the risks and expected benefits of the activities judged in Part I. The scale's construct validity and consistency is evaluated for a sample of American undergraduate students. As expected, respondents' degree of risk taking was highly domain‐specific, i.e. not consistently risk‐averse or consistently risk‐seeking across all content domains. Women appeared to be more risk‐averse in all domains except social risk. A regression of risk taking (likelihood of engaging in the risky activity) on expected benefits and perceived risks suggests that gender and content domain differences in apparent risk taking are associated with differences in the perception of the activities' benefits and risk, rather than with differences in attitude towards perceived risk. Copyright © 2002 John Wiley & Sons, Ltd.     

Perspectives,Perceptions, and Risk-Taking Behavior

Several organizational researchers have recently argued that the propositions of Kahneman and Tversky's (1979) prospect theory are in conflict with commonly held notions of risk taking for opportunities and risk aversion for threats. This investigation was an attempt to empirically separate threat and opportunity perceptions from loss and gain perspectives. Experiment 1 (N= 244) revealed that most decision makers, faced with a traditional framing problem, perceived the risky alternative as an opportunity when they were in the loss domain, but perceived it as a threat when they were in the gain domain. Experiment 2 showed that framing the same (loss and gain) problems as threats versus opportunities influenced risk taking, such that management students (N= 84) were more risk taking for opportunity-framed problems and risk averse for threat-framed problems. At the same time, the students took more risks for the loss problem than for the gain problem. We conclude that threat and opportunity perceptions are theoretically and empirically distinguishable from loss and gain perspectives.     

Better to Decide Together: Shared Consumer Decision Making,Perceived Power,and Relationship Satisfaction

Shared consumer decisions, particularly those made with a relationship partner, can be very different from decisions that are made alone. Across multiple studies, we investigate how shared consumer decision making affects perceptions of power and relationship satisfaction. We integrate two streams of research to create a novel theory about consumer decision making and perceived power. Specifically, we suggest that shared consumer decision making combines two necessary components of power—an individual's influence over and a partner's engagement in the decision—and that these combined components drive power perceptions. In other words, individuals who relinquish some control and make a decision with their partner, ironically, perceive having greater power than if they had made the decision alone. We further find that shared decision making and greater perceived power lead to greater satisfaction with the relationship in which the decisions are made. By focusing on consumer decision making within relationships, the current research contributes to the literatures on decision making, social influences in consumer behavior, close relationships, consumer well-being, and power.     

Are Decisions Made by Group Representatives More Risk Averse? The Effect of Sense of Responsibility

We tested the hypothesis that a sense of responsibility drives group representatives' decisions to be more risk averse compared with decisions made by individuals. The hypothesis was supported when the monetary considerations (i.e., payoff inequality and the magnitude effect) were controlled for in the potential gain domain as well as in the potential loss domain. Evidence showed that this is because the group representatives were concerned about how they would view themselves (e.g., guilt and self‐blame) and also how they would be viewed by others (i.e., to avoid being blamed and looked down upon by others). This study provided new insights into understanding group representatives' decision making under risk. Copyright © 2017 John Wiley & Sons, Ltd.     

Embracing Chance Tactically: A Different Perspective on Risk Taking

Although they value certainty, people are willing to take risks to avoid losses. Consequently, they are risk‐seeking in the domain of losses but risk‐avoidant in the domain of gains. This behavior, frequently demonstrated in framing experiments, is traditionally explained in terms of prospect theory. We suggest a different account whereby involving chance in one's decisions may serve a strategic impression‐formation function. In the domain of losses actors may embrace chance to distance themselves from the outcomes and deflect possible blame. Given potential gains, however, actors may avoid uncertainty to enhance their association with valued outcomes. We test this idea by manipulating the level of actors' personal responsibility for the decision outcomes. The results of four studies consistently showed that when personal responsibility is high, the original framing effect is replicated (i.e., greater risk‐taking when choices are framed in terms of losses rather than gains). However, when because of assigned role or decision circumstances, actors experience low personal responsibility for the outcomes, and the classic framing effect is eliminated. Copyright © 2016 John Wiley & Sons, Ltd.     

Parental rearing behavior prospectively predicts adolescents’ risky decision‐making and feedback‐related electrical brain activity

The present study examined the role of parental rearing behavior in adolescents’ risky decision‐making and the brain's feedback processing mechanisms. Healthy adolescent participants (n = 110) completed the EMBU‐C, a self‐report questionnaire on perceived parental rearing behaviors between 2006 and 2008 (T1). Subsequently, after an average of 3.5 years, we assessed (a) risky decision‐making during performance of the Balloon Analogue Risk Task (BART); (b) event‐related brain potentials (ERPs) elicited by positive (gain) and negative feedback (loss) during the BART; and (c) self‐reported substance use behavior (T2). Age‐corrected regression analyses showed that parental rejection at T1 accounted for a unique and significant proportion of the variance in risk‐taking during the BART; the more adolescents perceived their parents as rejecting, the more risky decisions were made. Higher levels of perceived emotional warmth predicted increased P300 amplitudes in response to positive feedback at T2. Moreover, these larger P300 amplitudes (gain) significantly predicted risky decision‐making during the BART. Parental rearing behaviors during childhood thus seem to be significant predictors of both behavioral and electrophysiological indices of risky decision‐making in adolescence several years later. This is in keeping with the notion that environmental factors such as parental rearing are important in explaining adolescents’ risk‐taking propensities.     

Moral disagreement and procedural justice: Moral mandates as constraints to voice effects

Procedural voice is a widely used and effective means to reduce or eliminate conflict. Moral disagreements, however, are particularly inflammatory, divisive, and difficult to manage. The current article reports two studies that demonstrated the unique challenge that moral disagreements pose. Specifically, the studies tested the extent to which procedural voice affected justice judgements, group climate, and decision acceptance when people perceived decisions to have moral implications. Results indicated that when people's outcome preferences represent strong moral convictions, outcomes were the primary determinant of perceived fairness and related judgements, irrespective of whether people had voice in the decision‐making process.     

From Patterns To Prosperity: A Review Of Rachlin’s The Science Of Self-control.

The Science of Self‐Control (Rachlin, 2000) presents a clear overview of research and theory on self‐control, emphasizing important recent research by Rachlin and his students on temporally extended behavioral patterning as an aid to curbing impulsive decisions. We found the book well suited as a textbook in a graduate seminar on self‐control, particularly because it lucidly presents several provocative ideas about self‐control, decision making, addiction, and general theories of behavior. Of particular interest are his discussion of the “primrose path” to addiction and his behavioral research on the “prisoner's dilemma” as it relates to self‐control. Although we take some issue with teleological behaviorism, the theory of behavior advocated by Rachlin, we recommend this book to anyone interested in self‐control.     

Walking through interaction. Comments on Harold H. Kelley's: ‘Expanding the analysis of social interactions by reference to the sequential-temporal structures of situations’

Kelley proposes to analyse social orientations in terms of decision making. Social orientations are defined by classes of decision rules which an individual adopts when entering and developing an interaction with another person. Contrary to the most traditional approach, outcome allocation decisions are only an element of a chain of decisions made by the individual. The new theory broadens our view of interactions, draws our attention to their complexity and their dynamics. On the other hand, Kelley's man behaves as if he or she processed information in a systematic way, perceived long-term outcomes and as if he or she controlled the interaction to achieve desirable outcomes. The vision of man as an internally consistent decision-maker is questionable. Many choices made in interaction with others are spontaneous and emotion driven rather than a result of deliberate information processing. Kelley's theory offers a highly sophisticated tool for a temporal analysis of social interactions even though it cannot be applied to the entire spectrum of interdependence situations. © 1997 John Wiley & Sons, Ltd.     

Consumer Decision Making and Image Theory: Understanding Value‐Laden Decisions

Consumers are often confronted with value‐laden decisions that challenge their principles and beliefs. For example, many consumers with strong social responsibility principles consider the effects of general corporate behavior (e.g., political views, environmental disasters) and of the product's manufacture, consumption, or disposal (e.g., animal testing, environmental harm) on society's overall well‐being. Because these product dimensions do not fit easily into traditional decision theories, a new conceptual framework that incorporates and emphasizes the consumer's enduring principles and values is explored in this study. The results indicate that image theory (Beach & Mitchell, 1987) provides a useful structure for describing the decision process in a value‐laden decision context. This study also expands our understanding of image theory by examining all 3 images (values, goals, and strategies) simultaneously in the same decision context for the first time.     

Leaders' Perceptions and Nuclear Proliferation: A Political Psychology Approach to Proliferation

Contributing to an emerging scholarship emphasizing ideational approaches for understanding nuclear proliferation, this work offers a new analytical framework focusing on leaders' perceptions about the international system and how their “perceived strategic context” may influence the decision of “going nuclear.” Rather than being an inevitable occurrence driven by abstract systemic factors, like the security dilemma, this actor‐specific, ideational approach offers a narrative depicting the fundamental role played by policy makers' perceptions about the international environment in which their proliferation decisions are made. Utilizing operational code analysis, leaders' unique perceived strategic contexts are identified and expectant strategies for self and other analyzed by using the theory of moves sequential game construct. Initial testing of the framework is performed by examining the debated nuclear proliferation cases of South Africa and India. The results highlight the important role of individuals' views concerning the strategic environment they inhabit when weighing proliferation decisions.     

Attitude Change Toward Animal Experimentation in an Academic Setting

Social values theory was used to examine how parents make decisions for their adolescent children. Social values theory states that decision making for others is based on the social value of an action, leading to a norm for how to decide for others, whereas self decisions are influenced by a number of additional factors. Consistent with a risk-aversion norm, in hypothetical health and safety scenarios parents made more risk-averse decisions for their adolescent children than for themselves. Further, the level of risk and inconvenience affected self decisions more than decisions for one's child. A second study showed that the norm was stronger for decisions for one's child than for oneself and more related to parents’ decisions for their child than for themselves. In sum, parents’ decisions for their children seem to be largely determined by a norm stating how they are supposed to decide, at least in the domain of health and safety. Implications for both the judgment and decision making and parenting literatures are discussed.     

How partner‐satisfying decisions benefit relationships: An experience sampling study

Sometimes, individuals must choose between acting in a way that satisfies their own desire or acting in a way that satisfies their partner's desire. What are the consequences of choosing one over the other for individuals' well‐being and relationship? Using experience sampling data (934 reports by 106 participants) that assessed daily decision conflicts in relationships, we examined consequences of partner‐satisfying decisions. A higher proportion of partner‐satisfying decisions predicted more perceived needs fulfillment and marginally higher perceived relationship quality over the course of a week. Additionally, immediately after the partner‐satisfying decision, participants reported feeling closer to their partner, and reported more positive and less negative affect, even when controlling for the quality of the relationship.     

Biased attributions regarding the origins of preferences in a group decision situation

The current research investigated biases in attributions of the origins of others' preferences in a group decision situation. In two experiments, students indicated their preferred alternative in a decision on an important issue in their school, and then explained the bases for preferences of those agreeing and disagreeing with them. Results showed that participants saw preferences of those who agreed as more rationally and less externally based than of those who disagreed. This effect increased with perceived issue importance, when the decision was made by in‐group representatives, when the decision outcome was concordant with their own preference (Study 1), and, on the externality dimension, when their representatives were in the majority when deciding on an important issue (Study 2). Findings have important implications for our understanding of the tolerance of others and acceptance of group decisions, and ultimately, how group members behave and interact. Copyright © 2009 John Wiley & Sons, Ltd.     

College students' search for sexual health information from their best friends: An application of the theory of motivated information management

Guided by the theory of motivated information management, this study investigated the extent to which Singaporean college students' sexual health information‐seeking behaviour could be accounted for by their anxiety of uncertainty discrepancy, their perceived outcomes of information seeking and their perceived confidence in seeking and coping with sexual health information acquired from their best friends. Taking into account that issue relevance may play a role in individuals' health decision‐making, this study also examined the effect of perceived vulnerability on respondents' sexual health information‐seeking behaviour. An online survey was conducted with 202 undergraduate students at a university in Singapore. Respondents were asked to report the frequency with which they sought four types of sexual health information from their best friends: unwanted pregnancy, abortion, HIV/AIDS and other sexually transmitted infections. Survey data showed that respondents' uncertainty discrepancy was positively associated with their anxiety. Anxiety had negative effects on efficacy and outcome expectancy. Outcome expectancy was positively associated with efficacy. Both efficacy and perceived vulnerability accounted for a significant amount of variance in respondents' sexual health information‐seeking behaviour. Findings from this study contribute to a better understanding of young adults' sexual health information behaviour in a Singapore context.     

Waiting When Both Certainty and Magnitude Are Increasing: Certainty Overshadows Magnitude

In everyday decision making, people often face decisions with outcomes that differ on multiple dimensions. The trade‐off in preferences between magnitude, temporal proximity, and probability of an outcome is a fundamental concern in the decision‐making literature. Yet, their joint effects on behavior in an experience‐based decision‐making task are understudied. Two experiments examined the relative influences of the magnitude and probability of an outcome when both were increasing over a 10‐second delay. A first‐person shooter video game was adapted for this purpose. Experiment 1 showed that participants waited longer to ensure a higher probability of the outcome than to ensure a greater magnitude when experienced separately and together. Experiment 2 provided a precise method of comparing their relative control on waiting by having each increase at different rates. Both experiments revealed a stronger influence of increasing probability than increasing magnitude. The results were more consistent with hyperbolic discounting of probability than with cumulative prospect theory's decision weight function. Copyright © 2014 John Wiley & Sons, Ltd.     

The pros and cons of funnel plots as an aid to risk communication and patient decision making

Funnel plots, which simultaneously display a sample statistic and the corresponding sample size for multiple cases, have a range of applications. In medicine, they are used to display treatment outcome rates and caseload volume by institution, which can inform strategic decisions about health care delivery. We investigated lay people's understanding of such plots and explored their suitability as an aid to individual treatment decisions. In two studies, 172 participants answered objective questions about funnel plots representing the surgical outcomes (survival or mortality rates) of institutions varying in caseload, and indicated their preferred institutions. Accuracy for extracting objective information was high, unless question phrasing was inconsistent with the plot's survival/mortality framing, or participants had low numeracy levels. Participants integrated caseload‐volume and outcome‐rate data when forming preferences, but were influenced by reference lines on the plot to make inappropriate discriminations between institutions with similar outcome rates. With careful choice of accompanying language, funnel plots can be readily understood and are therefore a useful tool for communicating risk. However, they are less effective as a decision aid for individual patient's treatment decisions, and we recommend refinements to the standard presentation of the plots if they are to be used for that purpose.     

Future‐focussed thinking: combining scenario planning with decision analysis

This paper first describes current practice in decision analysis and argues that nothing in the technique's application is likely to challenge the strategic decision maker's current worldview of the course of future events that are modelled in the decision tree. By contrast, a scenario planning intervention in an organization has the potential to increase perceived threat and thus lead to a step change in strategic decision making. Strategic decisions are made against a backcloth of the operation of psychological processes that act, it is argued, to reduce the perceived level of environmental threat and result in strategic inertia. For this reason, it is recommended that scenario planning should be adopted as a standard procedure because of its ability to challenge individual and organizational worldviews. The use of scenario planning prior to conventional decision analysis is termed as ‘future‐focussed thinking’, and parallels are drawn between the current advocated approach and that of Keeney's value‐focussed thinking. Both serve to prompt the creation of enhanced options for subsequent evaluation by conventional decision analytic techniques. Copyright © 1999 John Wiley & Sons, Ltd.     

Salad = success and fries = failure? Conceptualizing and assessing self‐control outcome measures in food decision‐making research

Researchers studying decisions about food utilize a wide variety of measures to assess self‐control outcomes in experimental studies. However, it is often unclear whether or not the chosen dependent variables truly implicate self‐regulatory mechanisms in decision making. In the present research, we provide a conceptual framework for evaluating self‐control outcome measures, concentrating specifically on the domain of food and eating self‐control decisions. We propose and empirically examine the essential characteristics [i.e., (i) recognized as self‐control relevant by study population, (ii) related to individual differences in self‐control, and (iii) recognized as self‐control relevant by individual] of good self‐control outcome measures and provide specific methodological recommendations (including the “rank‐then‐choose” method) for capturing exhibited self‐control in the domain of food decision making. Our conceptual developments and recommendations seek to enhance the consistency, efficiency, and effectiveness of food‐related decision research. Copyright © 2015 John Wiley & Sons, Ltd.