When competition breeds equality: Effects of appetitive versus aversive competition in negotiation

Competitive motivation is prevalent in negotiation but systematic insight into its effects is missing. We introduce the distinction between appetitive competition, in which negotiators seek relative gain, and aversive competition, in which negotiators seek to prevent relative loss. Two experiments tested the predictions that (i) appetitive competitors are less vigilant and more confident than aversive competitors, and are (ii) therefore more likely to reach an agreement. However, we further hypothesized that (iii) information about one's opponent undermines appetitive competitors' confidence, yet enables trust in aversive competitors. Results supported these predictions. Appetitive competitors more often reached an impasse than aversive competitors when information was provided about the opponent, whereas aversive competitors more often reached an impasse without this information.     

Subjective well-being,social buffering and hedonic editing in the quotidian

A previous study on the relationship between subjective well-being (SWB) and hedonic editing—the process of mentally integrating or segregating different events during decision-making—showed that happy individuals preferred the social-buffering strategy more than less happy individuals. The present study examined the relationship between SWB, social-buffering and hedonic outcomes in daily life. In Study 1, we used web-based diaries to measure the frequency with which individuals utilised social and non-social buffers as well as daily levels of happiness. Consistent with the previous finding, happy individuals utilised social buffers more frequently than less happy individuals. Interestingly, the utilisation of social buffers had a positive effect on daily happiness among all participants, regardless of individuals’ levels of SWB. In Study 2, we found that although the use of social buffers yielded similar effects across groups on online evaluations of events, happy individuals showed a positive bias in global evaluations of past events. This finding suggests that how one construes and remembers the outcomes of social buffering may shape the different hedonic editing preferences among happy and less happy individuals.     

Rankings,standards, and competition: Task vs. scale comparisons

Research showing how upward social comparison breeds competitive behavior has so far conflated local comparisons in task performance (e.g. a test score) with comparisons on a more general scale (i.e. an underlying skill). Using a ranking methodology ( Garcia, Tor, & Gonzalez, 2006) to separate task and scale comparisons, Studies 1–2 reveal that an upward comparison on the scale (e.g. being surpassed in rank), rather than in the mere task (e.g., being outperformed), is necessary to generate competition among rivals proximate to a standard (e.g. ranked #3 vs. 4, near “the top”); rivals far from a standard (e.g. ranked #203 vs. 204), on the other hand, still tend to cooperate. Study 3 illustrates this finding with player trades in Major League Baseball. Study 4 further shows how an implicit scale comparison, instead of the commonly assumed explicit task comparison, may account for those classical competition findings in the literature. Study 5 then reveals how scale ranking becomes all important in the proximity of a standard, leading rivals to tolerate even an upward scale comparison to increase their proximity to the standard. Implications for the increasingly popular “forced ranking” management systems (e.g., at General Electric) are also discussed.     

Pleasure principles: A review of research on hedonic consumption

Thirty years ago, Hirschman and Holbrook (1982) advocated greater attention to hedonic consumption and the myriad ways in which consumers seek pleasure and enjoyment. A thorough review finds that the topic has much appeal and that consumer research has made significant progress toward understanding some of its parameters. However, many questions remain unanswered, particularly with regard to understanding the sources of pleasure, the manner in which consumers seek it, and the ways in which consumers might alter their hedonic consumption decisions to maximize pleasure and happiness. We assess three decades of research on hedonic consumption, emphasizing areas of greatest potential for future exploration.     

When competition merges people's behavior: Interdependency activates shared action representations

Previous research suggests that friendly, cooperative situations cause one to integrate a co-actor's actions into one's own action system. Departing from an interdependency perspective, we predict the activation of shared action representations even in hostile, competitive situations as a result of attending to the intentions of the co-actor. To test this, in Experiment 1 we manipulated the interdependency between actor and co-actor in a joint Simon task and observed a stronger activation of shared action representations in a cooperative as well as competitive context compared to an independent context. Experiment 2 replicated the competitive context effect on activation of shared action representations and provided additional evidence for the mediating role of attending to others’ intentions by taking into account the individual tendency to attend to others’ intentions. Together, our findings suggest that interdependency merges people's behavior even in competitive contexts, which we argue encourage actors to attend to others’ intentions.     

The carry-over effect of competition: The impact of competition on prejudice towards uninvolved outgroups

Following realistic group-conflict theory, negative interdependence between groups (e.g., competition) leads to prejudice towards the opposing outgroup. Based on research on mindset priming, it is hypothesized that competition increases prejudice, regardless of whether the derogated outgroup is involved in the competition or not. In Experiment 1, participants remembered an event involving either competition or cooperation; in Experiments 2 and 3 they participated in a competitive, cooperative, or individual assessment of their knowledge. Subsequent measures indicated that competition results in higher levels of prejudice, even when it is not related to the intergroup context. Additional evidence suggests that this effect is not driven by the transfer of negative affect or ego-depletion. Possible underlying cognitive processes are discussed.     

The decline of cooperation,the rise of competition: developmental effects of long‐term social change in Mexico

Using Greenfield's theory of sociocultural change and human development as a point of departure, we carried out two experimental studies exploring the implications of decades of globalised social change in Mexico for children's development of cooperation and competition. In rural San Vicente, Baja California, the baseline was 1970 and the historical comparison took place 40 years later. In Veracruz, the baseline was 1985 and the historical comparison took place 20 years later. In Veracruz, children were tested in both rural and urban settings. We hypothesized that cooperative behavior would decrease in all three settings as a result of the sociocultural transformations of the past decades in Mexico. The Madsen Marble Pull Game was used to assess cooperative and competitive behavior. As predicted by Greenfield's theory of social change and human development, the Marble Pull procedure revealed a striking decrease over time in levels of cooperative behavior, with a corresponding rise in competitive behavior, in all three settings.     

An fMRI study of the social competition in healthy subjects

Social interaction requires the ability to infer another person’s mental state (Theory of Mind, ToM) and also executive functions. This fMRI study aimed to identify the cerebral correlates activated by ToM during a specific social interaction, the human-human competition. In this framework, we tested a conflict resolution task (Stroop) adapted to a virtual situation of competition. The participants were instructed to play in order to win either against a human-like competitor (human-human competition) or against a non-human competitor (human-machine competition). Only the human-human competition requires ToM as this type of competition is performed under social interaction. We identified first the classical network of executive regions activated by Stroop. Secondly, we identified the social (human-human) competition regions, represented by the bilateral superior and inferior frontal gyri, the anterior cingulate, the insula, the superior and anterior temporal, the hippocampus, the fusiform gyrus, the cuneus and the precuneus. Finally, we identified the executive regions that were modulated by the human-human competition, i.e., the executive control regions additionally activated when mentalizing in the context of social competition. They constituted a network predominant to the right and composed of the superior and middle frontal, anterior cingulate, insula and fusiform gyrus. We suggest that our experimental paradigm may be useful in exploration of the cerebral correlates of social adjustments in several situations such as psychiatric disorders presenting executive and social dysfunctions.     

How Financial Constraints Influence Consumer Behavior: An Integrative Framework

Financial constraints are economic limitations on behavior. Given that millions of people experience chronic or episodic financial constraints, we sought to review research that provides insight into how they affect consumer behavior. We propose an integrative framework that draws insights from multiple literatures that have examined financial constraints from different perspectives. The framework distinguishes between four perspectives, which are rooted in literatures on resource scarcity, choice restriction, social comparison, and environmental uncertainty and highlights different temporal stages of responding to financial constraints, distinguishing between reacting, coping, and adapting. Beyond the obvious negative effects of financial constraints, our framework emphasizes consumer resilience, highlighting that consumers often successfully cope with and devise adaptive strategies to deal with financial constraints. By broadening the behavioral and temporal scope of financial constraints considered within consumer psychology, this framework helps us to understand the often strong and sometimes counterintuitive effects of financial constraints on consumer behavior.     

Alone and happy: Personality moderates the effect of happy mood on social approach

Happy moods are believed to evoke an approach orientation and to broaden one’s potential courses of action. Although positivity is strongly associated with approach, social approach is a more complex behavior because interacting with other individuals can offer either positive or negative consequences. We provide novel experimental evidence that happiness actually reduces social approach among individuals whose happiness might be threatened by social interaction. Specifically, experimentally induced mood interacted with participants’ personality, such that participants who were high in social inhibition (e.g., shyness, rejection sensitivity) sat further away from another individual when in a happy mood. We suggest that happiness may produce a general orientation to approach other individuals except when such approach threatens mood.     

Believe it or not: Exploring the relationship between dogmatism and openness within non-religious samples

Personality and dogmatic thinking within religious individuals have been examined by previous research, but neglected for non-religious individuals. In this experiment, we distinguish between two types of non-religious groups; those who ascribe themselves to an identity (atheists) and those who do not (no beliefs in particular). A total of 103 non-religious individuals (36% atheists and 64% with no particular beliefs) completed an online questionnaire measuring dogmatism and openness traits, with an additional Christian group (n = 91) serving as a control. After confirming a relationship between identity salience and dogmatism, and validating a measure of dogmatism (DOG) in both non-religious groups, we note key personality differences between the two. Those with no beliefs in particular demonstrated a traditional negative correlation between openness and dogmatism (along with Christians) while these variables correlated positively for atheists (in particular, on ‘unconventionality’). This study is the first to establish differences between the relationship of dogmatism and openness within non-religious populations and explain these differences through group identity. Thus, identity strength and group belief systems are suggested to be key contributors to observed group differences between non-religious individuals.     

Identification of biological neurons using adaptive observers

Change detection performance is influenced by a number of factors, among which is the informativeness of targets. It has not been clarified, yet, whether the highly informative regions have a processing priority as a result of resource deployment from other tasks or whether it results from a better resource management. In this paper, we adopted a change detection paradigm in which thirty participants were randomly assigned to two groups: single (change detection task) and dual task [change detection and a simplified version of the Paced Auditory Serial Oppository Task (PASOT, Gow and Deary in J Clin Exp Neuropsychol 26:723–736, 2004), which implies a verbal effort]. Stimulus informativeness was defined as social relevance, that is, changing targets were people (high relevance) versus objects (low relevance), all other aspects (i.e., salience and position in the scene) kept constant. As hypothesized, data analyses showed a significant main effect of social relevance and task condition, i.e., better change detection performance and lower change detection times for people versus objects and for single than for dual task condition. Interestingly, the PASOT accuracy remained stable across the person versus object trials, thus implying that the better performance with socially relevant targets could not be explained by a resources withdrawal from the secondary task.

Beyond self-report in the study of hedonic and eudaimonic well-being: Correlations with acquaintance reports, clinician judgments and directly observed social behavior

Surprisingly little is known about how well-being is related to social reputation, clinician judgments, and directly observed social behaviors. This study presents data that bear directly on these issues, along with comparing the personality and behavioral correlates of subjective happiness, a measurement based on a hedonic conceptualization of well-being, with psychological well-being, a eudaimonic conceptualization. The findings demonstrate remarkable consistency in the pattern of correlates of the two measures across acquaintance ratings, clinician judgments, and directly observed social behaviors. By either conceptualization, people high in well-being enjoy positive social reputations (e.g., cheerful, sociable, satisfied with life), are rated as well-adjusted by clinicians (e.g., consistent, resilient), and can be observed to exhibit adaptive social behaviors (e.g., social skill, expressiveness).     

Community-Based Arts Initiatives: Exploring the Science of the Arts

In this introduction to the special issue, we describe some of the rewards and challenges of community‐based arts initiatives for our discipline. We explore the inherent tensions between art and science that are reflected in community‐based arts activities. We pose larger questions about researching community‐based arts activities and defining the arts as a means of promoting social change. The diversity of populations, settings, and issues represented by the papers in the special issue are described and a common set of values, methods of inquiry and action are discussed.     

The Italian version of the Social Comparison Rating Scale and the Submissive Behaviour Scale: Reliability and validity in a sample of adolescents

Social rank theory argues that social comparison and submissive behaviour are mechanisms by which humans and animals form themselves into social ranks. Design: this study assesses the psychometric properties of Italian versions of the Social Comparison Rating Scale—SCRS and Submissive Behaviour Scale—SBS in a sample of adolescents. The samples consisted of a clinical group (N = 200) and a non-clinical group (N = 1991). The non-clinical group allowed us to obtain two random samples used for the EFA and the CFA; moreover, we also extracted a Retest sample consisting of 219 subjects. Internal consistency was satisfactory and the factor structures were similar to the original version of the measures. The SBS and SCRS were significantly correlated with all the symptom profiles on the SCL-90-R, in both populations. Clinical populations had higher correlations with these measures. Statistical analyses showed a good fit to the data, replicating the constructs of the original scales. These results confirm that submissive behaviour and social comparison are associated with mental health problems.     

Repetition blindness: an emergent property of inter-item competition

Repeating an item in a brief or rapid display usually produces faster or more accurate identification of the item (repetition priming), but sometimes produces the opposite effect (repetition blindness). We present a theory of short-term repetition effects, the competition hypothesis, which explains these paradoxical outcomes. The central tenet of the theory is that repetition produces a representation with a higher signal-to-noise ratio but also produces a disadvantage in the representation’s ability to compete with other items for access to awareness. A computational implementation of the competition hypothesis was developed to simulate standard findings in the RB literature and to generate novel predictions which were then tested in three experiments. Results from these experiments suggest that repetition effects emerge from competitive interactions between items and that these influences extend to adjacent, nonrepeated items in the display. The results also present challenges to existing theories of short-term repetition effects.     

Repetition Errors in Habitual Prospective Memory: Elimination of Age Differences via Complex Actions or Appropriate Resource Allocation

ABSTRACT

A challenge in habitual prospective memory tasks (e.g., taking medication) is remembering whether or not one has already performed the action. Einstein, McDaniel, Smith, and Shaw (1998 Einstein, G. O., McDaniel, M. A., Smith, R. E. and Shaw, P. 1998. Habitual prospective memory and aging: Remembering intentions and forgetting actions. Psychological Science, 9: 284–288. [Crossref], [Web of Science ®] , [Google Scholar], Psychological Science, 9, 284) showed that older adults were more likely to incorrectly repeat an action on habitual prospective memory tasks. Extending this research, we (a) biased participants either toward repetition or omission errors, (b) investigated whether performing a more complicated motor action can reduce repetition errors for older adults, and (c) examined participants' resource allocation to the prospective memory task. Older adults committed more repetition errors than younger adults regardless of biasing instructions when ongoing task demands were challenging (Experiment 1). Performing the more complex motor action, however, reduced repetition errors for older adults. Further, when the ongoing task was less demanding, older adults' repetition errors declined to levels of younger adults (Experiment 2). Consistent with this finding, the resource allocation profiles suggested that older participants were monitoring their output (prospective memory execution) in each trial block.     

Healthy happiness: effects of happiness on physical health and the consequences for preventive health care

Is happiness good for your health? This common notion is tested in a synthetic analysis of 30 follow-up studies on happiness and longevity. It appears that happiness does not predict longevity in sick populations, but that it does predict longevity among healthy populations So, happiness does not cure illness but it does protect against becoming ill. The effect of happiness on longevity in healthy populations is remarkably strong. The size of the effect is comparable to that of smoking or not.If so, public health can also be promoted by policies that aim at greater happiness of a greater number. That can be done by strengthening individual life-abilities and by improving the livability of the social environment. Some policies are proposed. Both ways of promoting health through happiness require more research on conditions for happiness.