Game relativity: how context influences strategic decision making

Existing models of strategic decision making typically assume that only the attributes of the currently played game need be considered when reaching a decision. The results presented in this article demonstrate that the so-called "co-operativeness" of the previously played prisoner's dilemma games influence choices and predictions in the current prisoner's dilemma game, which suggests that games are not considered independently. These effects involved reinforcement-based assimilation to the previous choices and also a perceptual contrast of the present game with preceding games, depending on the range and the rank of their co-operativeness. A. Parducci's (1965) range frequency theory and H. Helson's (1964) adaptation level theory are plausible theories of relative judgment of magnitude information, which could provide an account of these context effects.     

Authoritarian dynamics and unethical decision making: high social dominance orientation leaders and high right-wing authoritarianism followers

When dilemmas require trade-offs between profits and ethics, do leaders high in social dominance orientation (SDO) and followers high in right-wing authoritarianism (RWA) make decisions that are more unethical than those made by others? This issue was explored in 4 studies with female participants performing managerial role-playing tasks. First, dyads comprising a person who was either low or high in SDO and a person who was either low or high in RWA negotiated for a leadership position. People high in SDO were more likely to obtain leader positions than to obtain follower positions. No other effects were significant. Second, leaders high in SDO partnered with an agreeable (confederate) follower made decisions that were more unethical than those of leaders low in SDO. Third, followers high in RWA were more acquiescent to and supportive of an unethical (confederate) leader than were followers low in RWA. Fourth, high SDO leader-high RWA follower dyads made decisions that were more unethical than those made in role-reversed dyads because leaders had more influence. Implications of these results for conceptualizing SDO, RWA, and authoritarian dynamics are discussed.     

Prototype matching: a strategy for social decision making

College students responded to a series of questionnaires while they were in the process of selecting housing from a choice of seven available options for the coming fall. Questionnaires concerned their self-concepts, their housing prototypes, their preferences in housing, and their goals in housing selection. Overall analyses of the self-to-prototype matching strategy suggest that most students indeed prefer the type of housing for which their prototype of the "representative" resident most closely matches their self-perceptions. More important, we obtained individual differences in attention to self-fit in situations. Of individuals who reported that they had interpersonal goals in the housing selection task, those who reported that many personality characteristics (both positive and negative) were untrue of self were more systematic in their use of the self-to-prototype matching rule, this was also true of low self-monitors. Neither pattern of individual differences obtained for students with practical goals in the housing decision.     

An above real time training intervention for sport decision making

ObjectivesA speeded video-based decision-making training intervention was used to assess the impact of above real time training on decision-making skill in sport.Design and methodsThree groups completed pre tests and either five weeks of fast speed video training, normal speed video training or no training, followed by a post test and two retention tests in subsequent weeks. Decision accuracy was measured by awarding three, two, one, or no point(s) based on independent coach ratings of each situation.ResultsResults revealed that those trained in above real time improved performance earlier in the training intervention compared to those trained in normal speed. The above real time group also retained more of the performance improvements. The transfer test for decision accuracy showed improvement following the training intervention for all groups, trends in the data reflected a higher retention rate for the fast speed group choosing the bet option more frequently than normal and control groups.ConclusionsThe results lend support to the general use of video-based decision-making training for team invasion sports. A greater impact is that they provide a new paradigm by adapting above real time training to decision making, to create a more game-like training scenario.     

Cells,circuits, and choices: Social influences on perceptual decision making

Making decisions is an integral part of everyday life. Social psychologists have demonstrated in many studies that humans’ decisions are frequently and strongly influenced by the opinions of others—even in simple perceptual decisions, where, for example, participants have to judge what an image looks like. However, because the effect of other people’s opinions on decision making has remained largely unaddressed by the neuroimaging and neurophysiology literature, we are only beginning to understand how social influence is integrated into the decision-making process. We put forward the thesis that by probing the neurophysiology of social influence with perceptual decisionmaking tasks similar to those used in the seminal work of Asch (1952, 1956), this gap could be remedied. Perceptual paradigms are already widely used to probe neuronal mechanisms of decision making in nonhuman primates. There is also increasing evidence about how nonhuman primates’ behavior is influenced by observing conspecifics. The high spatial and temporal resolution of neurophysiological recordings in awake monkeys could provide insight into where and how social influence modulates decision making, and thus should enable us to develop detailed functional models of the neural mechanisms that support the integration of social influence into the decision-making process.     

Social motives and strategic misrepresentation in social decision making

In 4 experiments, the authors studied the influence of social motives on deception and strategic misrepresentation. In a newly developed information provision game, individuals faced a decision maker whose decision would affect both own and other's outcomes. By withholding information or by giving (in)accurate information about payoffs, participants could try to influence other's decision making. Less accurate and more inaccurate information was given when the decision maker was competitive rather than cooperative (Experiment 1), especially when participants had a prosocial rather than selfish value orientation (Experiments 3 and 4). Accurate information was withheld because of fear of exploitation and greed, and inaccurate information was given because of greed (Experiment 2). Finally, participants engaged in strategic misrepresentation that may trick competitive others into damaging their own and increasing the participant's outcomes.     

Evidence for an equality heuristic in social decision making

Subjects read a story in which five business partners needed to allocate the profits and expenses of the partnership in a fair and reasonable manner. Each of the partners worked independently and produced different gross incomes between $140 and $285. The gross incomes were to be divided into expenses and profits. Subjects were asked to fill in fair allocations in an accounting ledger. Three factors were manipulated: the target of the allocation task (either the expenses or the profits), the causal attributions for the differences in gross incomes (internal, external, or both), and whether the subjects were asked to fill in both columns (expenses and profits) or just one.

The results supported the hypothesis that the subjects heuristically used equality to make their allocations. Over 70% of the subjects allocated at least one column equally (although the frequency of equality use varied as a function of both the target of the allocation and the attribution given). Subjects allocated the target columns equally more often than non-target columns, even though equality for one column implied inequality for the other. The use of equality was also sensitive to the attribution given for the performance differences. Differences due to external factors, i.e., the number of people showing up at the market, produced the most equal allocations of profits (with unequal expenses) while the internal attribution produced the highest proportion of equal expense allocations (with unequal profits).     

The evil eye: Eye gaze and competitiveness in social decision making

We demonstrate that a person's eye gaze and his/her competitiveness are closely intertwined in social decision making. In an exploratory examination of this relationship, Study 1 uses field data from a high‐stakes TV game show to demonstrate that the frequency by which contestants gaze at their opponent's eyes predicts their defection in a variant on the prisoner's dilemma. Studies 2 and 3 use experiments to examine the underlying causality and demonstrate that the relationship between gazing and competitive behavior is bi‐directional. In Study 2, fixation on the eyes, compared to the face, increases competitive behavior toward the target in an ultimatum game. In Study 3, we manipulate the framing of a negotiation (cooperative vs. competitive) and use an eye tracker to measure fixation number and time spent fixating on the counterpart's eyes. We find that a competitive negotiation elicits more gazing, which in turn leads to more competitive behavior.     

应激对风险和社会决策的影响

应激是有机体在受到真实或者潜在的威胁刺激时所表现出来的全身性非特异性反应, 伴随着紧张和焦虑的心理体验, 交感神经系统的兴奋, 糖皮质激素分泌的增多以及脑干−边缘系统−前额叶神经环路的改变。应激对个体在风险决策行为中的风险寻求和风险回避倾向, 社会决策行为中的利己和利他倾向都会产生重要影响。策略使用异常、习惯化和自动化反应增强、反馈学习过程以及奖惩敏感性的改变是应激影响决策行为的认知基础; 应激激素的分泌, 及杏仁核、前额叶等在决策过程发挥重要作用的脑区活动的改变则为应激作用于决策行为的神经基础。未来研究应重点关注：应激的个体差异与应激对决策影响效应多样性的关系; 综合多种指标对应激进行测量; 考察应激的时序效应; 揭示个体的最佳应激水平; 加强对慢性应激影响决策以及应激对决策影响效应可逆性的研究; 揭示应激影响决策的神经机制。     

Integrating advice and experience: learning and decision making with social and nonsocial cues

When making decisions, people typically gather information from both social and nonsocial sources, such as advice from others and direct experience. This research adapted a cognitive learning paradigm to examine the process by which people learn what sources of information are credible. When participants relied on advice alone to make decisions, their learning of source reliability proceeded in a manner analogous to traditional cue learning processes and replicated the established learning phenomena. However, when advice and nonsocial cues were encountered together as an established phenomenon, blocking (ignoring redundant information) did not occur. Our results suggest that extant cognitive learning models can accommodate either advice or nonsocial cues in isolation. However, the combination of advice and nonsocial cues (a context more typically encountered in daily life) leads to different patterns of learning, in which mutually supportive information from different types of sources is not regarded as redundant and may be particularly compelling. For these situations, cognitive learning models still constitute a promising explanatory tool but one that must be expanded. As such, these findings have important implications for social psychological theory and for cognitive models of learning.     

Effectiveness of the GOFER course in decision making for high school students

The paper describes and evaluates the GOFER course in decision making for high school students (Mann, Harmoni and Power, 1988). The course was based on principles from the conflict theory of decision making (Janis and Mann, 1977) and was designed to provide adolescents with an understanding of factors that produce good and poor decision making as well as knowledge and practice of sound decision skills. Two evaluation studies were conducted to examine effectiveness of the course. Study 1 was conducted with young adolescents (12 year olds). It found a significant difference between students trained in the course and a control group on measures of self-esteem as a decision maker, self reported decision habits and knowledge of decision strategy. Study 2 was conducted with mid-adolescents (15 year olds). It, too, found a significant difference between students who took the course and a control group on measures of self esteem as a decision maker and self-reported decision habits. It is concluded that while the evaluation study fell short of an ideal test, the GOFER course met the criteria of improving student knowledge, raising confidence in decision making and changing self reported decision habits.     

Stereotypic biases in social decision making and memory: testing process models of stereotype use

Two information-processing mechanisms that could potentially contribute to judgmental discrimination against the members of stereotyped social groups were examined in two experiments, using a mock juror decision-making task. Both postulated mechanisms involve biased processing of judgment-relevant evidence. The interpretation hypothesis asserts that the activation of stereotypic concepts influences the perceived probative implications of other evidence. The selective processing hypothesis asserts that stereotype-consistent evidence is processed more extensively than is inconsistent evidence. Judgment and memory data from the first experiment supported the general notion that stereotype-based discrimination emerges from biased evidence processing. The specific pattern of results supported selective processing rather than interpretation biases as the critical process underlying observed judgmental discrimination. The second experiment corroborated this conclusion by showing that a manipulation that prevents selective processing of the evidence effectively eliminated biases in judgments and recall pertaining to stereotyped targets. Implications for a general understanding of stereotyping and discrimination are discussed.     

An application of a dual-process approach to decision making in social dilemmas

This study compared psychological and behavioral responses in a take-some social dilemma with those in a give-some situation and suggested an explanation in terms of a dual process model. Participants facing the take-some dilemma exhibited a higher level of cooperation than those facing the give-some dilemma only in their first decision trial, and this effect was independent of our experimental manipulation of the information processing mode. Furthermore, once an experiential mode was induced, participants spent less time and experienced less conflict when making decisions in the take-some dilemma than in the give-some situations. The findings indicate that in social dilemmas the information processing mode has a stronger effect on psychological responses than on behavioral responses.     

Sex differences moderate decision making behaviour in high impulsive sensation seekers

We tested whether individuals with high levels of impulsive sensation seeking learn to choose advantageously in a specific decision-making context. One hundred twenty-eight participants (73 female) completed a neuropsychological task, the variant version of the Iowa Gambling Task (vIGT; Bechara, Tranel, & Damasio, 2000), in which individuals must select cards from decks that offer high initial losses if they are to eventually make a profit. The selection from decks of cards that led to the highest profit as the task progressed was higher in high, compared to low, impulsive sensation seekers. However, learning to choose advantageously was moderated by sex of participant. Specifically, compared to females, male high impulsive sensation seekers learned more quickly to make consistent selections from the advantageous decks despite the large immediate losses. Overall, the data support the hypothesis that insensitivity to loss due to impulsive sensation seeking can lead to financial gain.