Regulatory focus and attitudes to migrants

In two studies we examined the role of two regulatory foci (i.e., prevention and promotion) in predicting Australian's attitudes to different types of migrants. According to regulatory focus theory, promotion-focused self-regulation is concerned with nurturance and accomplishment needs and involves the pursuit of wishes and aspirations. As such, it results in sensitivity to positive outcomes and to relative pleasure from gains. On the other hand, prevention-focused self-regulation is concerned with security needs and is directed at meeting duties and obligations. As such, it results in sensitivity to negative outcome and relative pain from losses. In Study 1, as predicted, the extent of promotion focus (i.e., a concern with accomplishment and the pursuit of ideals) predicted more positive attitudes to culturally similar and economically beneficial migrants, whereas the extent of prevention focus (i.e., concern with security and meeting obligations) predicted more negative attitudes to migrants who are culturally dissimilar. In Study 2 we replicated and extended these findings, showing that the extent of promotion focus and a lack of concern with threats predicted positive attitudes to both culturally similar and economically beneficial migrants, which, in the case of the latter group, was mediated by a focus on the benefits these migrants provide. In the case of culturally dissimilar migrants, the extent of promotion focus and a concern with gains predicted more positive attitudes. However, for economically less beneficial migrants, neither the extent of promotion nor prevention focus was a predictor. Only lower concerns with threat predicted more positive attitudes to this migrant group. The results are discussed with respect to other determinants of attitudes to migrants and the implications for migration and asylum-seeker policy.     

Effects of Goat Framing in Job Advertisements on Organizational Attractiveness1

Two experiments were conducted to investigate the effects of goal framing in job advertisements on organizational attractiveness. Job ads were created that emphasized the potential costs or losses of not applying (i.e., loss frame) or the potential gains or benefits of applying (i.e., gain frame). The first experiment (N= 70) found that participants were more attracted to the company in the gain‐framed ad than in the loss‐framed ad. The second experiment (N= 100) attempted to determine the reason for the greater attractiveness of the gain‐framed ad compared to the loss‐framed ad. Two possible explanations— valence‐based encoding and regulatory focus—were examined. Results suggest that both valence‐based encoding and regulatory focus mediated the relationship between framing and organizational attractiveness.     

Perceived benefits and costs of romantic relationships for women and men: Implications for exchange theory

This investigation examined the perceived benefits and costs of romantic (i.e., reciprocal dating) relationships. In Study 1, subjects provided open-ended reports regarding the benefits and costs associated with romantic involvement. Different groups of subjects ranked (Study 2) and rated (Study 3) these benefits and costs for importance. Companionship, happiness, and feeling loved or loving another were among the most important benefits accompanying romantic involvement. The most serious costs included stress and worry about the relationship, social and nonsocial sacrifices, and increased dependence on the partner. Compared to males, females regarded intimacy, self-growth, self-understanding, and positive self-esteem as more important benefits, and regarded loss of identity and innocence about relationships and love as more important costs Alternatively, males regarded sexual gratification as a more important benefit, and monetary losses as a more serious cost than did females Implications for exchange theory are highlighted.     

Win some, lose some: Hypermnesia for actions reflects increased item-specific processing

Memory for simple action phrases (e.g., “Break a match”) improves when subjects perform the actions at study. The relative contribution of item-specific and relational processing to this enactment effect has been an issue of considerable debate. It was addressed in the present study by examining hypermnesia in a multiple-test free recall paradigm, -based on the assumptions that itemspecific processing increases the probability of intertest gains and relational processing protects against intertest forgetting (e.g., Burns, 1993; Klein, Loftus, Kihlstrom, & Aseron, 1989). It was found that the enactment condition produced both significantly more gains and more losses than did the nonenactment condition, resulting in a net gain (hypermnesia) for the enactment condition. The results suggest that enactment promotes item-specific processing at the expense of relational processing.     

The impact of regulatory focus on affective responses to social discrimination

The impact of individuals' regulatory focus and the domain of outcomes (non‐gains vs. losses) on the target's affective responses to social discrimination were tested. Based on regulatory focus theory (Higgins, 1997 ), it was predicted that a prevention focus would lead to more anger and agitation after social discrimination, because experiencing social discrimination is similar to experiencing failure. This pattern was predicted to be more pronounced when social discrimination was based on losses than when social discrimination was based on non‐gains (i.e., when the in‐group was evaluated more negatively vs. less positively compared to the out‐group). The results of three studies using chronic and situationally induced regulatory focus confirmed these predictions. No effect was found for the promotion focus. Copyright © 2006 John Wiley & Sons, Ltd.     

The unanticipated interpersonal and societal consequences of choice: victim blaming and reduced support for the public good

Choice makes North Americans feel more in control, free, and independent, and thus has many positive consequences for individuals' motivation and well-being. We report five studies that uncovered novel consequences of choice for public policy and interpersonal judgments. Studies 1 through 3 found that activating the concept of choice decreases support for policies promoting intergroup equality (e.g., affirmative action) and societal benefits (e.g., reducing environmental pollution), but increases support for policies promoting individual rights (e.g., legalizing drugs). Studies 4 and 5 found that activating the concept of choice increases victim blaming and decreases empathy for disadvantaged people. Study 5 found that choice does not decrease Indians' empathy for disadvantaged individuals, indicating that the social and interpersonal consequences of choice are likely culture-specific. This research suggests that the well-known positive effects of choice for individuals can be accompanied by an array of previously unexamined and potentially negative outcomes for other people and for society.     

Cultural differences in process and person focus: Congratulations on your hard work versus celebrating your exceptional brain

Cultural differences in process-focused versus person-focused themes were examined using both cultural artifacts (Study 1) and self-reports (Study 2). In Study 1, the contents of Chinese and American graduation and encouragement cards were analyzed for their relative emphasis on person- versus process-focused themes. Person-focused themes center on recipients' stable traits and abilities, and their emotional well-being. In contrast, process-focused themes dwell on the recipients' hard work and effort, and emphasize the importance of continued self-improvement and growth. Messages on Chinese cards were significantly more process than person focused. The reverse was true of American cards. Chinese cards also contained more process-focused (e.g., winding roads) than person-focused images (e.g., student standing on a pedestal). American cards contained more person-focused than process-focused images, although this difference was significant only among encouragement cards. In Study 2, we presented Chinese and American participants with graduation card messages differing in focus. Chinese parents indicated that they would be more likely to select and Chinese students indicated that they would be more likely to receive process- than person-themed graduation card messages. American parents and students showed no effects of message focus. The findings illustrate how cultural beliefs are reflected in cultural artifacts and personal preferences.     

Individual Differences in Delay Discounting: Differences are Quantitative with Gains,but Qualitative with Losses

Research on delay discounting and inter‐temporal choice has yielded significant insights into decision making. Although research has focused on delayed gains, the discounting of losses is potentially important in precisely those areas where the discounting of gains has proved informative (e.g., substance use and abuse). Participants in the current study completed both a questionnaire consisting of choices between immediate and delayed gains and an analogous questionnaire consisting of choices between immediate and delayed losses. For almost all participants, the likelihood of choosing the delayed gain decreased with increases in the wait until it would be received. In contrast, when losses (i.e., payments) were involved, different participants showed quite different patterns of choices. More specifically, although the majority of the participants became increasingly likely to choose to pay later as the delay was increased, some participants appeared to be debt averse, in that they were more likely to choose the immediate payment option when the delay was long than when it was brief. These debt‐averse participants also were more likely to choose to wait for a larger delayed gain than other participants and scored lower on Impulsiveness than those who showed the typical pattern of discounting delayed losses. Taken together, these results suggest that in the case of delayed gains, people differ only quantitatively (i.e., in how steeply they discount), whereas in the case of delayed losses, people differ qualitatively as well as quantitatively, contrary to the common assumption that a single impulsivity trait underlies choices between immediate and delayed outcomes. Copyright © 2016 John Wiley & Sons, Ltd.     

Friends with benefits: on the positive consequences of pet ownership

Social support is critical for psychological and physical well-being, reflecting the centrality of belongingness in our lives. Human interactions often provide people with considerable social support, but can pets also fulfill one's social needs? Although there is correlational evidence that pets may help individuals facing significant life stressors, little is known about the well-being benefits of pets for everyday people. Study 1 found in a community sample that pet owners fared better on several well-being (e.g., greater self-esteem, more exercise) and individual-difference (e.g., greater conscientiousness, less fearful attachment) measures. Study 2 assessed a different community sample and found that owners enjoyed better well-being when their pets fulfilled social needs better, and the support that pets provided complemented rather than competed with human sources. Finally, Study 3 brought pet owners into the laboratory and experimentally demonstrated the ability of pets to stave off negativity caused by social rejection. In summary, pets can serve as important sources of social support, providing many positive psychological and physical benefits for their owners.     

Predicting the intensity of losses vs. non-gains and non-losses vs. gains in judging fairness and value: A test of the loss aversion explanation

Three studies examined the predictions that in the context of evaluation of fairness and concessions in negotiations, losses would be perceived as more intensely negative than non-gains, and that non-losses would be perceived as more positive than gains. Extant studies tested only the first of these predictions. These predictions derive from the principle of loss aversion (LA), according to which losses are experienced more intensely than gains of similar objective magnitude. In this view, losses and non-losses are measured against the steep loss part of the value curve, whereas gains and non-gains are measured against the shallow part of the value curve. Our studies replicated extant studies in confirming the first prediction but failed to confirm the second prediction. Specifically, opposite to the prediction of LA, gains were perceived as more intensely positive than non-losses. It seems, therefore, that LA is not a sufficient explanation of why losses are perceived as more averse than gains. Feature positive and regulatory focus effects are discussed as additional potential contributors to the phenomenon.     

Perceptual interference at encoding enhances item-specific encoding and disrupts relational encoding: Evidence from multiple recall tests

Interfering with perception during encoding can enhance later memory, a phenomenon known as the perceptual interference effect. This effect is investigated in the context of the item-specific-relational framework (e.g., Hunt & McDaniel, 1993), which suggests that the perceptual interference enhances item-specific encoding and impedes relational encoding. Two experiments performed with multiple recall tests support this view. Prior research indicates that item-specific processing increases item gains across tests, whereas relational processing protects against item losses (e.g., Burns, 1993; Klein, Loftus, Kihlstrom, & Aseron, 1989). Consistent with the item-specific-relational framework, perceptual interference produced significant increases in both item gains and losses relative to a control condition.     

Motivated Reasoning in an Explore-Exploit Task

The current research investigates how prior preferences affect causal learning. Participants were tasked with repeatedly choosing policies (e.g., increase vs. decrease border security funding) in order to maximize the economic output of an imaginary country and inferred the influence of the policies on the economy. The task was challenging and ambiguous, allowing participants to interpret the relations between the policies and the economy in multiple ways. In three studies, we found evidence of motivated reasoning despite financial incentives for accuracy. For example, participants who believed that border security funding should be increased were more likely to conclude that increasing border security funding actually caused a better economy in the task. In Study 2, we hypothesized that having neutral preferences (e.g., preferring neither increased nor decreased spending on border security) would lead to more accurate assessments overall, compared to having a strong initial preference; however, we did not find evidence for such an effect. In Study 3, we tested whether providing participants with possible functional forms of the policies (e.g., the policy takes some time to work or initially has a negative influence but eventually a positive influence) would lead to a smaller influence of motivated reasoning but found little evidence for this effect. This research advances the field of causal learning by studying the role of prior preferences, and in doing so, integrates the fields of causal learning and motivated reasoning using a novel explore-exploit task.     

Fear of Infection or Justification of Social Exclusion? The Symbolic Exploitation of the Ebola Epidemic

Public discourse in Western countries on the 2014 Ebola epidemic provided a unique natural opportunity to study the relationship between a disease's sociocultural representation and health policy support. Our main prediction stated that among Western citizens, support for restrictive health policies (e.g., mandatory quarantining) would be determined more through preexisting prejudice towards African immigrants than fears of Ebola infection. A questionnaire study with time‐lagged measurement of predictor and criterion variables employing a German sample (N = 218) that was heterogeneous in terms of gender, age, profession, political orientation, and income level provided clear support for this assumption. Although variables related to fear‐of‐infection were significant predictors, prejudice‐related variables explained several times more variance in participants’ support for restrictive policies. Moreover, the degree to which participants adopted prevalent beliefs regarding the sociocultural origins of Ebola (e.g., eating bushmeat) further intensified the impact of prejudice‐related variables.     

Feedback on health status and peer popularity influences social risk decision-making processes in adolescents and young adults

Cognitive and dual-processes models, involving cognitive and socio-emotional components, for adolescents’ risky behaviour have been proposed. This study tested their predictions by manipulating the presence or absence of feedback about gains and losses in health and peer popularity in a decision-making task with peers. Risky (e.g., taking or refusing a drug) and ambiguous decisions (e.g., eating hamburger or hotdog) were examined in 256 adolescents (aged 13–14; 15–16; 17–18) and young adults (aged 19–20). Participants made more risky choices and required less decision time when receiving feedback about the negative consequences on health and positive consequences on peer popularity. Decision times were comparatively larger for risky than for safe options in late adolescence and young adulthood. Results supported the dual-processes model showing that, though late cognitive changes were observed that could eventually lead to the selection of safe options, feedback gains in peer popularity outweighed unhealthy consequences leading to risky decisions.     

Missed losses loom larger than missed gains: Electrodermal reactivity to decision choices and outcomes in a gambling task

Loss aversion is a defining characteristic of prospect theory, whereby responses are stronger to losses than to equivalently sized gains (Kahneman & Tversky Econometrica, 47, 263–291, 1979). By monitoring electrodermal activity (EDA) during a gambling task, in this study we examined physiological activity during risky decisions, as well as to both obtained (e.g., gains and losses) and counterfactual (e.g., narrowly missed gains and losses) outcomes. During the bet selection phase, EDA increased linearly with bet size, highlighting the role of somatic signals in decision-making under uncertainty in a task without any learning requirement. Outcome-related EDA scaled with the magnitudes of monetary wins and losses, and losses had a stronger impact on EDA than did equivalently sized wins. Narrowly missed wins (i.e., near-wins) and narrowly missed losses (i.e., near-losses) also evoked EDA responses, and the change of EDA as a function of the size of the missed outcome was modestly greater for near-losses than for near-wins, suggesting that near-losses have more impact on subjective value than do near-wins. Across individuals, the slope for choice-related EDA (as a function of bet size) correlated with the slope for outcome-related EDA as a function of both the obtained and counterfactual outcome magnitudes, and these correlations were stronger for loss and near-loss conditions than for win and near-win conditions. Taken together, these asymmetrical EDA patterns to objective wins and losses, as well as to near-wins and near-losses, provide a psychophysiological instantiation of the value function curve in prospect theory, which is steeper in the negative than in the positive domain.     

Double Reference Points: the Effects of Social and Financial Reference Points on Decisions Under Risk

The existing literature is inconsistent about how social comparison affects risk attitudes. We propose a framework where the total utility is composed of the social and financial utilities. The financial utility is consistent with prospect theory (i.e., an S‐shaped utility function with a financial reference point), whereas the social utility is affected by both social and financial reference points. Therefore, social risk attitudes are determined by interaction between gains/losses in both social and financial contexts. On the basis of safety‐first principle, we propose that when experiencing financial gains, individuals tend to seek upside potential and take social risks (i.e., a convex social utility function). In contrast, when facing financial losses, people would be more risk seeking in social gains but more risk averse in social losses to maximize security (i.e., an inverse S‐shaped utility function). We also propose that the relative importance of financial and social utilities depends on the saliency of the reference points and size of stakes. Studies 1 and 2 showed that individuals were risk seeking in both social gains and losses with social reference points alone. Studies 3 and 4 demonstrated that when both financial and social reference points were salient, participants were risk averse in both social gains and losses when facing financial gains, but risk seeking in social gains and risk averse in social losses when facing financial losses. The hypotheses derived from the theoretical framework were in general supported by our experiments. Copyright © 2015 John Wiley & Sons, Ltd.     

End-of-semester syndrome: How situational regulatory fit affects test performance over an academic semester

Psychology researchers often avoid running participants from subject pools at the end of the semester because they are "unmotivated". We suggest that the end of the semester induces a situational prevention focus (i.e., sensitive to losses) unlike the beginning of the semester, which may induce a situational promotion focus (i.e., sensitive to gains). In two experiments, we presented participants with math problems at the beginning or end of an academic semester. End-of-semester participants performed better minimizing losses as compared to maximizing gains, while the opposite was true for beginning-of-semester participants.     

Renting to Owning: An Exploration of the Theory of Planned Behavior in the Homeownership Domain

Psychology researchers often avoid running participants from subject pools at the end of the semester because they are “unmotivated.” We suggest that the end of the semester induces a situational prevention focus (i.e., sensitive to losses) unlike the beginning of the semester, which may induce a situational promotion focus (i.e., sensitive to gains). In two experiments, we presented participants with math problems at the beginning or end of an academic semester. End-of-semester participants performed better minimizing losses as compared to maximizing gains, whereas the opposite was true for beginning-of-semester participants.     

The Empathy‐Prospect Model and the Choice to Help1

This paper presents a model of the cognitive processes that precede decisions to help another person. The empathy‐prospect model predicts that potential helpers make decisions in much the same way as decision makers in other contexts do (i.e., they evaluate prospects) and that perceptions of need and the empathic reactions and intentions to help that they generate will be stronger for people observing losses rather than gains. The model also predicts that intentions to help should increase when (a) the predicament is serious, (b) money is not involved, or (c) help entails few costs for the potential altruist. The results from 2 experiments provide clear support for these predictions. The findings suggest that (a) the gains or losses of another person contribute to perceptions of that person's needs and feelings of empathy, (b) empathy is the primary proximal determinant of prosocial motivations, and (c) potential losses that are serious accentuate altruistic reactions.     

Employee personality, justice perceptions, and the prediction of workplace deviance

We examined the relative and incremental prediction of workplace deviance (i.e., intentional acts that harm the organization or its employees) offered by personality and organizational justice perceptions in a sample of 464 employees working in a large retail organization. We found that personality - including a sixth factor called Honesty-Humility, and its facet of trait Fairness - accounted for incremental variance in deviance criteria beyond justice perceptions. We found little support for the reverse. From a practical standpoint, these findings suggest that organizations may benefit from personality-related interventions (e.g., screening job applicants for relevant traits) more so than from justice-related interventions (e.g., organizational changes involving policies and procedures) in order to reduce workplace deviance. From a research perspective, our findings highlight the advantages of considering traits beyond the Big Five (e.g., Honesty-Humility) for maximizing the prediction and understanding of deviant behaviors at work.