The effect of choice on intention-behavior consistency

Three studies were conducted with the aim of investigating whether choice of behavioral alternative increases intention-behavior consistency. In Study 1 undergraduates were asked to write and mail back an essay on a topic they either chose or were assigned. Demonstrating an effect of choice, significantly more subjects who chose an essay topic mailed back the essays. These subjects also rated their intention to write the essay as stronger, thus suggesting that the difference between choice and no choice is that the intention is self-generated. Supporting this interpretation, no differences in mail-back rates were observed in Studies 2 and 3 between a difficult and easy choice condition. Furthermore, an alternative hypothesis that choice induces implementation intentions did not receive support since independent effects were in Study 2 found of deciding when and where to write the essay and in Study 3 of making an outline of the essay.     

The effect of visual signals on spatial decision making

We examined the effect of an irrelevant visual transient on the decision where to look for a hidden object. Participants also performed a conventional ‘inhibition of return’ localization task. In Experiments 1 and 2 the two tasks were blocked and in Experiments 3 and 4 they were randomly interleaved. In every experiment there was a bias to select the cued location in the spatial decision task. This facilitory effect was greatest when the cue occurred at a strategically unfavored location and even occurred for participants who reported strategically selecting a non-cued location, indicating that the facilitory effect is automatic and independent of other strategic biases. Inhibition of return was observed only when the tasks were blocked and the localization task preceded the decision task. The findings suggests that spatial decisions engage different attentional control settings than those engaged when detecting visual transients; and that this attentional mode affects the processing of visual transients such that they do not inhibit the subsequent speeded detection of onset targets.     

You can't always get what you want: The influence of unexpected task constraint on voluntary task switching

The current study assessed the effect that unexpected task constraint, following self-generated task choice, has on task switching performance. Participants performed a modified double-registration voluntary task switching procedure in which participants specified the task they wanted to perform, were presented with a cue that, on the majority of trials, confirmed the choice, and then performed the cued task. On a small portion of trials, participants were cued to perform a task that did not match their choice. Trials on which cues unexpectedly failed to match the chosen task were associated with costs. These costs were particularly large when participants chose to switch tasks but had to unexpectedly repeat the previous task. The results suggest that when participants choose to switch tasks, they prepare for that switch in anticipation of the stimulus, and the preparation is durable such that it cannot be readily undone.     

The lack of dominance and choice deferral: Choosing to defer to cope with the feeling of being out of control

The present study aimed to explore whether emotional dominance can also account for choice deferral. This research manipulated emotional dominance through the difference in attractiveness among current alternatives in Experiment 1 and the readability of fonts for describing current options in Experiment 2, to investigate the role of dominance in choice deferral. The results revealed that increasingly submissive decision environments were related to more choice of deferral options. Mediation analyses indicated that dominance could mediate the effects of experimental manipulations on choice deferral, and that the actual choice of a deferral option was associated with more increase in dominance of retrospective emotion. The results indicate that dominance plays an important role in choice deferral and that choosing to defer can minimize the explicit confrontation of being out of control.     

The effect of schadenfreude on choice of conventional versus unconventional options

Others’ choices that turn out badly often elicit schadenfreude; that is, feelings of malicious joy about the misfortunes of others. We examine the impact of experiencing schadenfreude when choosing between conventional and unconventional options. Results show that individuals are relatively more likely to choose compromise options and safe options when experiencing schadenfreude, in comparison to happiness and to sadness. In support of an affect-as-information mechanism underlying this effect, the influence of schadenfreude on choice is limited to situations in which decision-makers are unaware of the source of their affect. Our last study demonstrates that individuals interpret schadenfreude as information regarding which option they should choose: its experience heightens anticipation of unfavorable outcomes of their own choices. We end with a discussion of the theoretical and organizational implications of our research.     

任务重要性对决策策略有效性的影响

研究以选择决策中决策任务的主观性为关注点,通过现场和实验室两项实验考察决策任务重要性对启发式和分析式策略有效性的影响。结果发现,在感知任务重要的情况下,采用分析式策略的被试决策后满意度高于采用启发式策略的被试;在感知任务不重要情况下,采用启发式策略的被试决策后满意度高于采用分析式策略的被试。研究表明,决策者感知到的任务重要与否会影响启发式和分析式两种决策策略的效果。     

任务呈现方式、双任务反应顺序影响算术估算策略选择与执行

采用选择/无选范式,通过操纵任务呈现方式(估算题目的数字消失与否)与主次任务反应顺序(先反应算术任务或先反应字母任务),考察了双任务协调在算术策略选择与执行中的潜在作用。结果显示:(1)不同双任务呈现情境中个体的算术策略表现有明显区别。算术题目数字不消失相比消失时,个体对主、次任务的回答正确率都比较低,在策略选择上更倾向于选择较简单策略,在策略执行上准确性偏低;(2)双任务反应顺序会影响算术策略运用表现。先反应算术任务时,双任务情境只影响策略执行的准确性;而先反应字母任务时,双任务情境对策略执行的准确性和反应速度均发挥干扰作用,且估算题目的数字消失与否对策略选择准确性的影响更大,策略选择适应性之间的差异亦更加明显。上述发现对于深入理解双任务协调功能在策略运用中的作用机制具有重要意义。     

On the predictive validity of indirect attitude measures: Prediction of consumer choice behavior on the basis of affective priming in the picture-picture naming task

Recent studies have revealed that robust and replicable affective priming of naming responses can be obtained when pictures are used as primes and targets. The aim of the present research was to examine the predictive validity of affective priming effects that are obtained with the picture-picture naming task. In two studies that were modeled after [Karpinski, A., & Hilton, J. L. (2001). Attitudes and the Implicit Association Test. Journal of Personality and Social Psychology, 81, 774-778], we observed that individual difference scores that are obtained with the naming task exhibit good predictive validity. Both practical and theoretical implications of this finding are discussed.     

Effects of constrained choice on memory: The extension of the multiple-cue hypothesis to the self-choice effect

The self-choice effect is the phenomenon whereby self-chosen items are remembered better than experimenter-assigned items. This study examined whether the effect occurs when the choice is constrained by cuing, and whether the effect also occurs for unchosen items. In the experiment, 33 participants chose (choice condition) or were assigned (force condition) a target from three alternatives that were followed by a cue sentence as a criterion for the choice. Cue sentences corresponded to any of the three alternatives (free cuing) or to only one (constrained cuing). Participants then engaged in free recall of targets and subsequent recognition of all alternatives (chosen and unchosen items). Memory performance was enhanced by choice regardless of the constraints, but was also enhanced for unchosen items. These results indicate that "free choice" is not always critical for the self-choice effect, and that multiple cuing involving unchosen items is a plausible account for the retention advantage of choice procedures.     

解释框架对文化混搭产品评价的影响——比较焦点和解释策略的调节效应

文化混搭产品因涉及到不同国家的文化符号的同时呈现, 可能导致母国文化的完整性与生命力受到威胁, 引发外国文化入侵母国文化的感知进而降低消费者的产品评价。本研究从文化混搭产品的营销传播视角出发, 基于前人的研究基础之上, 探讨了不同信息表述框架策略的采用会如何影响消费者的文化入侵感知进而影响他们对文化混搭产品的评价, 并重点探究了它可能存在的两个边界条件, 即消费者的比较焦点和企业的不同解释策略。两个实验的结果不仅再一次验证了前人所得出的研究结论, 即文化混搭产品采用“外国文化-母国文化”的框架策略时, 会使消费者产生外国文化改变了母国文化的感知, 导致消费者对产品的评价要显著低于采用“母国文化-外国文化”的框架策略, 其中感知文化入侵起着完全中介的作用。更重要的是, 深入揭示出上述的这种不同文化混搭框架效应只有在启动的是消费者的差异性聚焦以及企业采用的是属性解释策略时才存在, 而当启动的是消费者的相似性聚焦以及企业采用关系解释策略时, 这一效应将会消失。本研究不仅深入剖析出了引发消费者对文化混搭现象产生排斥性反应的内在机理, 拓展了前人研究结论的普适性, 也为企业的文化混搭产品的营销推广提供了有用的实践启示。     

Modulating what is and what could have been: The effect of transcranial direct current stimulation on the evaluation of attained and unattained decision outcomes

The affective evaluation of decision outcomes, whether attained (e.g., disappointment) or based on the conscious realization that a decision made differently would have led to a better or worse outcome (e.g., regret), greatly influence future decisions. Prior research has demonstrated a role of the medial and orbitofrontal cortex (M/OFC) in decision valuation and the experience of regret and relief. Here we examined whether inhibitory transcranial direct current stimulation (tDCS) could dampen the experience of decision-induced affect, with a focus on regret and relief. Thirty-eight participants completed a previously used gambling task and were asked to rate their happiness with attained outcomes of a chosen gamble before and after being shown unattained, counterfactual outcomes (i.e., what would have happened had they selected the other gamble). The difference in happiness rating before and after revealing these unattained counterfactual outcomes was taken as a measure of regret (negative shift) or relief (positive shift). During this task, 20 participants received 2 mA cathodal tDCS over EEG coordinate Fp1 for 20 minutes, and 18 participants received sham stimulation over the same location. Linear mixed-model results showed that, compared to sham, participants who received cathodal tDCS reported less intense emotions in response to attained as well as counterfactual outcomes. These findings were not due to the groups differing in the gambles they selected or attained monetary outcomes, demonstrating that tDCS can modulate decision-induced (counterfactual) affect. This may have implications for the ability to modulate value-based decision-making using brain stimulation techniques more broadly.     

So curious that I want to buy it: The positive effect of queue wait on consumers' purchase intentions

Queue wait is a prevalent daily experience, with most prior research documenting its negative consequences on consumer outcomes. Recent research has suggested otherwise, revealing potential positive effects of queue wait. However, studies on the positive queue effects are rather limited and have largely neglected the role of consumers' affective experience in driving potential favorable consumer outcomes. Expanding this stream of research, in this article, we build on the queue wait literature and the curiosity literature to propose that the presence of queue waits generates feelings of curiosity and more importantly such curious feelings influence consumers' decision-making in fashions that enhance their purchase intentions. The boundary condition for this effect was also examined. Five studies provided empirical evidence: the presence versus absence of queue wait enhances participants' purchase intentions that carry real consequences (Study 1); this effect is mediated by participants' feelings of curiosity after accounting for quality (Study 2) or after controlling for quality (Studies 1, 3–5), and is stronger among participants with hedonic versus utilitarian consumption motivation (Studies 4 and 5). By documenting the curiosity account for the positive effect of queue wait on consumers' purchase intentions, this research adds to extant research on positive queue effects and expands the curiosity literature into the queue wait context. The observed moderating effect of hedonic versus utilitarian consumption motivation echoes with the curiosity account. Practical implications for marketers were discussed.     

The effect of verbal reinforcement on career choice realism

Twenty-four male undergraduates viewed 102 slides containing occupational titles and stated whether or not each represented a realistic career choice. Each subject was given three trials, with the experimental subjects receiving positive verbal reinforcement on the second trial for realistic responses. (If the choice was congruous with the individual's occupational type, as determined by the Vocational Preference Inventory, it was scored as realistic.) The results of the research revealed a tendency for all subjects to increase in career choice realism as a function of participation in the experiment, with significantly (p < .05) more experimental subjects than control subjects demonstrating an operant pattern of responses. Implications of the findings for counselors were discussed.     

工作记忆成分的年龄相关差异对算术策略运用的预测效应

采用选择/无选范式,借助工作记忆成套测验,在两位数乘法估算问题中探讨了工作记忆系统各成分对不同年龄段个体算术策略运用的预测效应。结果显示:(1)工作记忆的不同成分与年龄之间存在明显的相关。表现为,除视空模板成分外,其他各成分得分随着年龄增长而呈现上升趋势;(2)估算策略运用中,年龄与策略选择显著相关,表现为随着年龄增长,策略选择表现明显提高;(3)估算策略运用中,不同年龄个体的工作记忆不同成分和策略选择表现出不同的联系,中央执行均显示出显著的预测效应,语音环路和视空模板的预测效应均不显著。不同年龄个体的工作记忆不同成分对策略执行的预测效应均不显著。上述发现对于深刻理解工作记忆系统在算术认知策略运用中的作用机制具有重要理论含义。     

Choosing words at the study phase: The self‐choice effect on memory from the viewpoint of connective processing1

Abstract: The self‐choice effect, that is the superior memory performance observed when participants are allowed to choose the item at the study phase than when they are not (lack of choice), has been explained by the encoding‐strategy hypothesis ( Takahashi, 1997 ). This hypothesis distinguishes between organizational processing, which focuses upon the relationship between chosen items, and item‐speci?c processing, which itself focuses on the elements that make the chosen item distinctive. The encoding‐strategy hypothesis predicts that the ability for the successive recall of chosen items can be affected by organized list (Experiment 1). The results of our experiments ran counter to the prediction and were interpreted by a new concept called connective processing, which would emphasize the relationship of paired items. Connective processing was examined through orienting tasks (Experiment 2). The results were more suitably interpreted by connective than organizational processing.     

What's on your mind: The influence of the contents of working memory on choice

Information maintained in working memory (WM) has the potential to bias selective attention and limit executive attention. The current study assessed the influence of information in WM on the tasks one chooses to perform in a multitasking environment. Participants held either identities or locations in WM while performing voluntary task-switching trials on stimuli that did or did not match the information they were attempting to maintain. A bias toward performing the task associated with stimuli that had recently been encoded into WM was found. The results suggest that information in WM can influence choice within a multitasking environment.     

Groups, group members and individual decision processes: the effects of decision strategy, social interaction style and reception of decision-threatening information on post-decision processes

In two experiments, one conducted at an individual level and one at a group level, it was investigated how decision strategies and the reception of decision-threatening information affect the degree of post-decision consolidation for both individual and group decision-makers. In Experiment 1, roughly half the 55 participants made decisions in three-person groups and the other half individually. The type of decision strategies subjects employed (compensatory, non-compensatory, other) was assessed by questionnaire. In two post-decision sessions, consolidation was assessed using a memory task, either decision-supporting or decision-threatening information being provided at the start of the last post-decision session. In Experiment 2, the same design and procedure were used at a group level. In both experiments, the groups (and the single group members) were analyzed with the SYMLOG instrument. The results indicated that individual decision-makers consolidated their own decisions more than members of decision-making groups. There was also greater post-decision consolidation with the use of non-compensatory decision strategies as well as with reception of decision-threatening information, this latter result being seen as providing an explanation for the greater consolidation that individual decision-makers showed. Furthermore, single task-oriented group members and groups with a task-oriented leader consolidated the decision made by their group.