A Reverse Outcome Bias: The Influence of Multiple Reference Points on the Evaluation of Outcomes and Decisions

Two experiments examined the influence of multiple reference points on the evaluation of outcomes and decisions that lead to those outcomes. Norm theory is applied as a conceptual framework for understanding the conditions under which alternative norms may be evoked by the decision context and how they are subsequently used as reference points in the evaluation process. Of primary interest, in these studies, was how an outcome is evaluated when two reference points, the status quo and an evoked alternative, provide conflicting information about the "goodness" of the outcome (the outcome is good from the perspective of one reference point and bad from the perspective of the other). A gambling paradigm, based on regret theory, is employed to address these questions. We find that an alternative outcome is more likely to be evoked as a reference point when: (1) it is certain that another choice would have led to the alternative outcome; (2) a social comparison other receives the alternative outcome; and (3) the alternative outcome is in a different evaluative domain than the outcome received (i.e., is negative when the outcome received is positive). When these conditions hold, and the alternative outcome is used as a reference point for evaluation, the evaluations which result are quite counterintuitive: winners are rated as more regretful over their choices than losers are considered to be less satisfied with their outcomes than losers, and are rated as having made poorer quality decision than losers, who made the same choice! The latter finding represents a complete reversal of the outcome bias often observed in judgments of decisions made under uncertainty.     

Affect and automatic mood maintenance

The hedonic contingency model (HCM; Wegener & Petty, 1994) states that individuals have learned to seek out positive activities while in a happy mood in order to maintain or elevate that mood. We argue that this tendency may become overlearned and, thus, automated. More specifically, the experience of a happy mood was predicted to automatically activate the mood-maintenance tendency proposed by the HCM. Participants induced into happy, sad, or neutral moods ranked their preferences for future activities that were nonconsciously associated with either a positive or negative valence. Supporting the notion of automatic mood maintenance, happy participants appeared to evaluate the affective qualities of the future activities and base their preferences on this evaluation without realizing that they were doing so. Theoretical implications of this finding are discussed.     

Motivated prediction of future feelings: effects of negative mood and mood orientation on affective forecasts

This article examines the role of motivational factors in affective forecasting. The primary hypothesis was that people predict positive emotional reactions to future events when they are motivated to enhance their current feelings. Three experiments manipulated participants' moods (negative vs. neutral) and orientation toward their moods (reflective vs. ruminative) and then assessed the positivity of their affective predictions for future events. As hypothesized, when participants adopted a reflective orientation, and thus should have been motivated to engage in mood-regulation processes, they predicted more positive feelings in the negative than in the neutral mood condition. This pattern of mood-incongruent affective prediction was not exhibited when participants adopted a ruminative orientation. Additionally, within the negative mood condition, generating affective forecasts had a more positive emotional impact on reflectors than on ruminators. The findings suggest that affective predictions are sometimes driven by mood-regulatory motives.     

Common attitudes about the effect of positive and negative mood on task related motivation]

Several theories on emotion and mood have stressed the close relationship between emotion and motivation. However, assumptions on mood contingent motivations have mainly been studied in the field of social behavior, and there are only few studies concerned with mood contingent task motivations, an area in which nit is possible to distinguish between two motivational sets, the deliberative and the implemented mind set. Assuming that positive mood is associated with a stronger task-oriented deliberative mind set, and that negative mood is associated with a stronger self-oriented deliberative mind set, and that implemented mind set should be intrinsically task-oriented during positive mood and instrumentally task-oriented during negative mood. The present paper is concerned with these assumptions from a subjective perspective: The respondents were asked about their lay perceptions of mood influences (positive, elated versus negative, sad mood) on task related motivations. In study I the respondents (N = 40) were asked about their deliberative mind sets during positive versus negative mood and about their general perceptions of mood influences on performance. In study II the respondents (N = 58) were requested to imagine situations which elicit positive, negative or neutral mood, and then to answer questions on deliberative and implemented mind sets during these states; they also hat to answer a general question about mood influences on task performance. Both quantitative and qualitative measures are used in these studies. The findings support the above general notions, and they additionally show that in the respondents' opinions negative mood effects are more variable than positive mood effects; further, that there are quite a few individual differences in assumed mood effects on task-related motivation.     

Psychophysiological responses to cooperation: The role of outcome and gender

Instances of sustained cooperative behaviour in humans can be considered as an adaptive strategy that enhances the probability of reaching a goal. This study investigates psychophysiological responses to cooperation in healthy subjects, while considering outcome and gender as potential moderators of these responses. Salivary cortisol levels (Csal), heart rate (HR), skin conductance level (SCL), nonspecific skin conductance responses (NSRs), and mood states were measured at different points before, during and after a Lego house‐building task in undergraduate men (n = 22) and women (n = 20). Once the task was finished, the experimenter informed the participants about the outcome obtained (positive or negative). Cooperation produces an increase in HR, SCL, and NSR responses. When the outcome is positive it produces a gradual diminution in Csal levels, but when the outcome is negative there is a significant increase in Csal levels after the task followed by a progressive decrease. Men with positive outcomes showed a lower area under curve (AUC) in Csal than women with a negative outcome. Men had more NSR responses in all periods other than the rest period. Several mood states are differently affected by the combined effect of outcome and gender. Our laboratory results can be generalized to other situations in which negotiation, mediation, and cooperative strategies are relevant for taking decisions and/or solving problems.     

Mood-related self-schemata and mood-congruity effects in autobiographical memory: A study of women with premenstrual syndrome

Everyday autobiographical memory and mood interactions were explored in a small clinical sample of women with premenstrual syndrome (PMS) and a matched control group. Subjects kept daily records of memorable events for two consecutive menstrual cycles. Two recognition memory tests were given after a one-cycle delay. Mood, or affect, was self-assessed retrospectively over a week, at the end of each day during data collection and at testing, and when events occurred. Women with PMS were more depressed and more negative (angry) than positive (experiencing bursts of energy) in their daily moods than controls. Memory accuracy was poorer overall for PMS than control subjects, although no direct effects of menstrual cycle phase on memory were found. Instead, mood affected memory indirectly through moodrelated self-schemata which subsequently mediated mood-congruity effects. Memory accuracy for events experienced in negative mood states and associated with negative affective reactions was higher for PMS subjects when tested in negative mood states than for controls. No group differences were found on events associated with positive affect or positive daily moods when mood state at the time of testing was also positive. Women with PMS processed information selectively from negative events and events experienced in negative moods compared to controls. Negative events and negative moods appeared to interfere with remembering for control subjects. Women in the control group appeared to be biased towards selectively remembering positive events and events experienced on days when their mood states were relatively positive.     

Affect as a mediator of attributional egotism

A three-stage model of the relationships among achievement outcomes, outcome-related affect, attribution, and emotion is tested in two studies. It is suggested that success and failure elicit positive and negative affective states due to prior conditioning. These affective states then lead to an attribution process that serves to defend and enhance self-esteem. Next, emotional labels are chosen that are consistent with the affective states and the attributions. Two studies were designed to test the proposed relationships among achievement outcomes, affective states, and attributions. In the first study, subjects received information indicating that they were strongly or mildly aroused as a result of receiving outcome feedback on an achievement task. The results indicated that low arousal reduced egotistical attributions to internal factors. In the second study, subjects either succeeded or failed on an achievement task. Half of the subjects were provided with an opportunity to misattribute the arousal elicited by their outcomes to an irrelevant source. Subjects in the misattribution condition made less egotistical attributions to external factors than subjects who were given no opportunity to misattribute their arousal. The results of both studies suggest that outcome-related affect mediates the relationship between outcomes and attributions in achievement situations.     

Extending the brand image on new products: the facilitative effect of happy mood states

• Investigates the influence of mood and brand favorability on the evaluation of brand extensions. It is argued that affective states have an impact on the likelihood that the evaluation of a new product is based on the implications of the brand rather than on the implications of the features of the new product. Specifically, participants reported more positive evaluations of a new product when it was introduced by a positive rather than a negative brand – and this differential impact of category information was more pronounced for participants in a positive compared to a neutral or a negative mood.

Copyright © 2007 John Wiley & Sons, Ltd.     

The effects of affective states on the formation of performance expectancies

Positive vs. negative affective states are associated with the use of broad vs. specific knowledge structures. These findings were applied to the field of performance expectancies. It was predicted that individuals with positive mood should infer their performance expectancies concerning a specific task from their general self-concept, whereas given negative mood, performance expectancies should be inferred from the relevant specific self-concept. In an experiment, positive vs. negative mood was induced in 158 university students. General and specific self-concepts were assessed. Furthermore, we assessed task-specific performance expectancies and task performance. Specific self-concept was predictive of expectancies given negative mood, whereas with positive mood, expectancies could only be predicted on the basis of the general self-concept. Furthermore, mean expectancies were higher and less accurate with positive mood. The results are in line with the theoretical predictions. They underline that affective states also influence the formation of motivational variables like performance expectancies.     

The valence of action outcomes modulates the perception of one's actions

When interacting with the world, we need to distinguish whether sensory information results from external events or from our own actions. The nervous system most likely draws this distinction by comparing the actual sensory input with an internal prediction about the sensory consequences of one's actions. However, interacting with the world also requires an evaluation of the outcomes of self-action, e.g. in terms of their affective valence. Here we show that subjects' perceived pointing direction does not only depend on predictive and sensory signals related to the performed action itself, but also on the affective valence of the action outcome: subjects perceived their movements as directed towards positive and away from negative outcomes. Our findings suggest that the non-conceptual perception of the sensory consequences of self-action builds on both sensorimotor information related directly to self-action and a post hoc evaluation of the affective action outcome.     

Mood and memory: Mood-congruity effects in absence of mood

Themood-congruity effect refers to facilitated processing of information when the affective valence of this information is congruent with the subject’s mood. In this paper we argue that mood may be a sufficient but not a necessary condition to produce the mood-congruity effect of selective learning. Two experiments are presented in which subjects learned lists of words with neutral, positive, and negative affective valences. In the learning task the subjects were instructed to behave as if they were depressed or happy. The mood-congruity effect was indeed obtained. The effect was stronger with subjects who “predicted” the relationship between mood and affective word valence than with subjects who were unaware of this relationship. The results are not simply attributed to task demands, but are interpreted in terms of a model of cognitive processes and people’s knowledge about mood states.     

When Arousal Influences Ad Evaluation and Valence Does Not (and Vice Versa)

This research examines, across 2 studies, the interplay between the valence and arousal components of affective states and the affective tone of a target ad. In the first study, music was used to induce a pleasant or unpleasant mood, while controlling for arousal. Participants were subsequently exposed to an ad that either had a positive‐affective tone or was ambiguous in its affective tone. As predicted, the valence of the affective state colored the evaluation of the ad in a mood‐congruent direction, but this coloring effect occurred only when the ad had an ambiguous‐affective tone. In the second study, the target ad had a clear positive or negative affective tone, and the valence and arousal dimensions of the mood state were manipulated independently. As predicted, the arousal dimension, but not the valence dimension, influenced ad evaluation. Ad evaluations were more polarized in the direction of the ad's affective tone under high arousal than under low arousal. This effect was more pronounced for self‐referent evaluations (e.g., “I like the ad”) than for object‐referent evaluations (e.g., “The ad is good”), favoring an attributional explanation—the excitation transfer hypothesis—over an attention‐narrowing explanation—the dynamic complexity hypothesis. Taken together, the results of the 2 studies stress the important contingency of the affective tone of the ad, when examining the effects of the valence and arousal dimensions of a person's affective state on ad evaluation. The results also provide additional insights into how and when affect serves as information in judgment processes.     

Moments in time: metacognition, trust, and outcomes in dyadic negotiations

This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes. After completing a simulated negotiation, participants identified turning points from videotape. Turning points were then classified as substantive (interest, offer), characterization (positive, negative), or procedural (positive, negative). Prenegotiation affective trust predicted subsequent turning points, whereas prenegotiation cognitive trust did not, suggesting that different cues influence the two types of trust. Postnegotiation cognitive trust was increased by the occurrence of interest, positive characterization, and positive procedural turning points and decreased by negative characterization turning points. Affective trust was increased by positive procedural turning points. Finally, interest turning points resulted in higher joint outcomes, whereas negative characterization turning points resulted in lower joint outcomes. We conclude that there are two paths to building trust and increasing joint gain, one through insight and one through signaling good faith intentions.     

Effects of induced and naturalistic mood on the temporal allocation of attention to emotional information

Building upon recent findings that affective states can influence the allocation of spatial attention, we investigate how state, trait and induced mood are related to the temporal allocation of attention to emotional information. In the present study, 125 unscreened undergraduates completed a modified rapid serial visual presentation task designed to assess the time course of attention to positive and negative information, comparing a neutral baseline mood induction to either a positive or negative mood induction. Induced negative mood facilitated attentional engagement to positive information while decreasing attentional engagement to negative information. Greater naturally occurring negative state mood was associated with faster or more efficient disengagement of attention from negative information in the presence of manipulated negative mood, relative to baseline. The engagement findings were inconsistent with our mood-congruence hypotheses and may be better explained by mood repair or affective counter-regulation theories. In contrast, the disengagement findings for state mood were somewhat consistent with our mood-congruence hypotheses. The relationship between mood and attention to emotional information may differ depending on the combination of attentional mechanism (engagement versus disengagement), aspect of mood (state, trait or induced), stimulus valence (positive versus negative) and timescale (early versus late) under investigation.     

How We Feel is a Matter of Time: Relationships Between Time Perspectives and Mood

Both personality and emotional experiences may be influenced by people’s time perspectives. The Zimbardo time perspective inventory measures five trait dimensions related to past, present and future perspectives. Two studies were conducted to investigate how these time perspective dimensions related to mood. The first study (n = 260) confirmed that ZTPI scales predicted moods including energetic arousal, tense arousal and Hedonic Tone, revealing that past negative and Present Hedonistic time perspectives are the most robust predictors of current emotional states. Moreover, future time perspective proved to predict energetic arousal, but the effect was suppressed by present hedonism. The second study (n = 65) measured mood twice in a 4-week period, and focused on relationships between the ZTPI and recalled and anticipated mood. Analyses conducted using DBTP, an index of temporal harmony based on the ZTPI scores, proved that balanced time perspective was related to more positive mood states in both studies. Findings confirmed that time perspective appears to influence both recall and anticipation of mood. For example, past negative time perspective is associated with anticipation of negative moods, and Past Positive perspective relates to both recall and anticipation of energy. Time perspective may structure the individual’s affective experience.     

The Impact of Positive and Negative Affect and Issue Framing on Issue Interpretation and Risk Taking

Two studies examined the influence of transient affective states and issue framing onissue interpretationandrisk takingwithin the context of strategic decision making. In Study 1, participants in whom transient positive or negative affective states were induced by reading a short story showed systematic differences in issue interpretation and risk taking in a strategic decision making context. Compared to negative mood participants, those in a positive mood were more likely to interpret the strategic issue as an opportunity and displayed lower levels of risk taking. Study 2 replicated and extended these results by crossing affective states with threat and opportunity frames. Results showed that framing an issue (as a threat or an opportunity) had a stronger impact on issue interpretation among negative affect participants than among positive affect participants. Affective states also moderated the impact of issue framing on risk taking: the effect of framing on risk-taking was stronger under negative rather than positive affect. These results are interpreted via information-processing and motivational effects of affect on a decision maker.     

Choice of task and goal under conditions of general and specific affective inducement

In this study we examine the role of general and task-specific affect on task and goal choice in a performance setting. We use video stimuli to induce a general positive or general negative affective state, and use rate-of-progress and absolute discrepancy feedback to manipulate task-specific affect. Analyses indicate that general affective states influenced task and goal choices, self-efficacy expectations, and performance. Rate-of-progress feedback influenced affective state, task choice, and self-efficacy expectations. Absolute discrepancy feedback influenced task choice modestly and self-efficacy significantly. Generally, positive affect promoted mood maintenance while negative affect promoted mood repair, and general and task-specific affect exerted similar effects. Results are discussed in terms of the motivational consequences of affective states (either general or task-specific) for task and goal choices.     

Mood and judgments based on sequential sampling

Different adaptive styles characterize cognition and behavior in different affective states. Whereas negative affect supports accommodation (i.e., stimulus‐driven bottom‐up processing), positive affect supports assimilation (i.e., self‐determined top‐down processing). Applying this well‐established rule to binary choices after self‐truncated information sampling, we predicted that positive mood should render choices less dependent on large samples than negative mood. Consequently, the potential primacy advantage underlying Wald's ( 1947 ) sequential testing (i.e., quick and correct decisions from the first few items in a sample) was exploited more efficiently when participants were in positive rather than negative mood. This efficient utilization of small samples in positive mood was obtained under the very conditions derived on a priori ground from a statistical model, namely, when a response criterion or threshold was high and when the true difference between choice options was relatively small. Copyright © 2009 John Wiley & Sons, Ltd.     

Affective instability and suicidal ideation and behavior in patients with borderline personality disorder

This study employed an Experience Sampling Methodology (ESM) to test whether various elements of affective instability can predict future suicide ideation in patients with borderline personality disorder (BPD) and a history of recurrent suicidal behavior. Eighty-two individuals with BPD and a history of recurrent suicidal behavior were followed prospectively for one month during which time they recorded their current mood states, 6 times daily over three weeks. Accounting for a set of robust suicide risk factors in multiple regression analyses, only negative mood intensity was significantly related to intensity of self-reported suicide ideation and to number of suicidal behaviors over the past year. Other elements of affective instability examined (e.g., mood amplitude, dyscontrol, and reactivity) were not associated with future suicide ideation or with recent suicidal behavior. Affective instability in patients with BPD is highly variable from one individual to another and is characterized by high levels of intense negative mood. These negative mood states, versus other aspects of mood variability, seem to be more closely tied to the occurrence of suicidal ideation and behavior.