When success breeds failure: history,hysteresis, and delayed exit decisions

The effects of feedback equivocality, information availability, and prior decision-making history on escalation and persistence were investigated. Replicating the findings of J.L. Bragger, D.H. Bragger, D.A. Hantula, and J.P. Kirnan (1998), this study found that participants receiving equivocal feedback on their decisions invested more money and invested across more opportunities; those who could purchase information invested fewer resources than did participants who did not have the opportunity to purchase information. There was an inverse linear relationship between the percentage of opportunities in which participants purchased information and the delay to exit decisions and total resources invested. Six weeks earlier, some participants took part in a more profitable investment scenario, and prior experience led to later increased investing when participants were faced with failure, even above that invested in a preceding, succeeding scenario. These results are consistent with an equivocality theory account of escalation.     

Self-attribution of attitude as a function of belief feedback

Previous research has found that subjects listening to a communication can be persuaded more when they receive false physiological feedback concerning their emotional state than when such feedback is not presented. Such results, in conjunction with Bem's (1972) postulate that subjects infer their attitude from the external circumstances of their behavior, suggested that false feedback of belief or disbelief would affect persuasion. Subjects listened to a speech while observing their (false) reactions on a "belief meter." Half of the subjects received strong positive belief feedback, and the other half received strong disbelief feedback. Demand characteristics were varied by telling half of the subjects in each group that the meter was highly reliable and valid and the other half that is was of questionable validity. Results showed that the meter feedback affected self-attributions of attitude. Subjects receiving disbelief feedback rated their attitude the same as a control group who merely completed the attitude scale. Subjects receiving belief feedback were persuaded more than a control group receiving only the communication. The implications of the data for the construct of attitude were discussed.     

The hypercorrection effect persists over a week, but high-confidence errors return

People’s knowledge about the world often contains misconceptions that are well-learned and firmly believed. Although such misconceptions seem hard to correct, recent research has demonstrated that errors made with higher confidence are more likely to be corrected with feedback, a finding called the hypercorrection effect. We investigated whether this effect persists over a 1-week delay. Subjects answered general-knowledge questions about science, rated their confidence in each response, and received correct answer feedback. Half of the subjects reanswered the same questions immediately, while the other half reanswered them after a 1-week delay. The hypercorrection effect occurred on both the immediate and delayed final tests, but error correction decreased on the delayed test. When subjects failed to correct an error on the delayed test, they sometimes reproduced the same error from the initial test. Interestingly, high-confidence errors were more likely than low-confidence errors to be reproduced on the delayed test. These findings help to contextualize the hypercorrection effect within the broader memory literature by showing that high-confidence errors are more likely to be corrected, but they are also more likely to be reproduced if the correct answer is forgotten.     

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.     

Time urgency and the Type A behavior pattern: Implications for time investment and psychological entrapment

Type A's have been described as more time urgent than Type B's, and research indicates that they underestimate the passage of fixed time intervals. The present study examined the implications of these differences in time perception for decisions where time is a resource that can be invested. Type A's and B's were given an initial stake of $4 and provided the opportunity to invest some or all of that amount for the chance to win an additional $2. Investment occurred as a function of time, with subjects believing they would win the additional $2 if a counter reached a randomly determined number. Each unit increment on the counter also resulted in the loss of 1¢ from the initial stake, thus as the counter progressed, goal attainment became more certain, but expenses also increased. Subjects could stop the counter at any time and keep the remainder of their initial stake or continue to invest until the initial stake was depleted (the counter was programmed to never hit the “jackpot”). Half of the subjects could monitor the counter directly, while the other half could not and had to rely on their subjective time estimates. Results indicated that when objective time passage cues were present, Type A's and B's did not differ in their investment decisions. When subjects had to estimate time passage, however, Type A's invested far more than Type B's. These results indicate that under appropriate conditions, Type A's are more susceptible than Type B's to psychological entrapment.     

Reactions to objective self-awareness

In order to determine reactions to objective self-awareness, 96 female undergraduates received either positive or negative feedback on a “creativity” task prior to being given an opportunity to write a response to a visual cue. Half of the subjects were made objectively self-aware, via a mirror, during the visual cue task; half were not. In addition, half of the subjects were led to believe that the visual cue task was highly related to creativity, while half learned that the task was low in relevance. A “longer the response, the better” standard of correctness was established for all subjects. As predicted, the results indicated that when made objectively self-aware, subjects who received negative feedback wrote more in response to the visual cue than did those who received positive feedback, a difference which was not obtained for the subjectively self-aware subjects. The task relevance manipulation also produced a significant main effect. A similar pattern of results was obtained on a measure of the time spent on the task. The implications of the results for objective self-awareness theory are considered.     

Metamemory for narrative text

In this experiment, we investigated metamemory for narrative text passages. Subjects read two stories and made memory predictions for the idea units in one and rated the importance of ideas in the other. Half of the subjects were asked to recall the story immediately after reading the passages and half were asked to recall 1 week later; half received passages with single inconsistent idea units and half received passages with corresponding consistent idea units. All subjects made confidence judgments about the accuracy of their recall. Subjects’ prediction ratings were related to recall, as shown by significant prediction accuracy quotients. Importance ratings were related to recall on the delayed test but not on the immediate test. Memory prediction ratings predicted recall better than did importance ratings. The absolute level of memory predictions did not differ with delay, but subjects did give higher confidence judgments on an immediate than on a delayed test. Subjects recalled the inconsistent idea better than the consistent idea for one story but not for the other. For both stories, subjects predicted that they would remember the inconsistent ideas better, suggesting that they have avon Restorff-type view, rather than a schema view, of memory. We conclude that subjects can predict their memory for the idea units in narrative text.     

Reactions to self-discrepant feedback: Feminist attitude and symbolic self-completion

Reactions to self-discrepant feedback were theoretically and experimentally investigated. The conceptual frame was provided by the theory of symbolic self-completion. Starting from the assumption that attitudes can function as central aspects of self-definition, 81 female subjects were either presented with feedback that their attitudes were unfeminist (treatment, i.e. incompleteness condition) or they received no feedback (control condition) Then they were given the opportunity for self-symbolizing by subscribing to a feminist journal. Subjects with strongly pro-feminist attitudes who were made incomplete with respect to their feminist self-definition subscribed more often and more intensively to the feminist journal than others. The results illustrate that attitudes can take on the character of self-definitions. Furthermore, reactions to self-discrepant feedback concerning a central attitude were as predicted by the theory of symbolic self-completion.     

The effect of feedback sign on task performance depends on self-concept discrepancies

Control theories claim that information about performance is often used by multiple goal systems. A proposition tested here was that performance information can create discrepancies in self-concept goals, directing cognitive resources away from the task goal system. To manipulate performance information, 160 undergraduates were given false positive or false negative normative feedback while working on a task that did or did not require substantial cognitive resources. Half of the participants were then given an opportunity to reaffirm their self-concepts following feedback, whereas half were not. Feedback sign positively related to performance only for those working on the cognitively intense task and not given a chance to reaffirm. Otherwise, feedback sign was negatively related to performance, albeit weakly.     

Information seeking of high- and low-anxiety subjects after receiving positive and negative self-relevant feedback

The present paper reports an experiment in which subjects received fictitious intelligence test feedback that was either negatively or positively discrepant with their self-evaluation. They were then given an opportunity to choose among several articles containing information that either derogated intelligence tests (test-disparaging information) or argued for their validity (test-supporting information). The main finding of this study consists of an interaction between the personality factor anxiety and the feedback variable: High-anxiety subjects prefer test-disparaging information significantly more in the negative feedback condition than in the positive feedback condition, whereas low-anxiety subjects show no difference in preference for test-related information as a function of the feedback condition. These results are in line with past theoretical reasoning and experimental findings showing that high-anxiety subjects feel more threatened by negative self-relevant feedback than do low-anxiety subjects.     

An instrument for producing deep muscle relaxation by means of analog information feedback

An instrument that assists subjects in attaining deep muscle relaxation by means of analog information feedback is described. Subjects hear a tone with a pitch proportional to the electromyographic activity in a given muscle group. Results showed that subjects receiving this type of analog feedback reached deeper levels of muscle relaxation than those receiving either no feedback or irrelevant feedback. The basic method employed-electronic detection, immediate information feedback, and systematic shaping of responses-would seem potentially applicable to a variety of physiological events, and might be useful both in behavior therapy and in certain psychosomatic disorders.     

The Effects of Feedback Equivocality on Escalation of Commitment: An Empirical Investigation of Decision Dilemma Theory1

The effects of feedback equivocality on escalation of commitment were examined in a laboratory study. Subjects had multiple opportunities to allocate money to market a software product. During the initial phase, subjects received feedback that was of either low or high equivocality. Half of the subjects in each equivocality level were given a standard by which to judge the feedback. In the second phase, all subjects received negative feedback. Consistent with Bowen's (1987) decision dilemma theory, subjects who received low equivocality feedback did not escalate allocations, and subjects who received high equivocal feedback escalated allocations. The presence of a standard or goal attenuated escalation. These results are consonant with a dynamic, temporally based account of escalation and are discussed in a synthesis of the literatures in behavior analysis, economics, forecasting, and psychology.     

Maximization of biofeedback following cognitive stress preselection in generalized anxiety

53 subjects, who scored high on an anxiety check list, were evaluated for their responsiveness to relaxation exercises and biofeedback. Each subject was cognitively stressed prior to the training phase by imagining anxiety-provoking situations. Analysis was done on pertaining/posttraining anxiety scores and physiological parameters (galvanic skin response, differences in finger temperature, and frontalis muscle activity). Subjects given feedback corresponding to that physiological parameter which changed the most when stressed, maximized that feedback more than subjects receiving nonrelevant or no feedback. All groups reported significant reductions in anxiety symptoms. Follow-up analysis 15 mo. later showed 76% of the subjects were still symptom-free for anxiety regardless of type of feedback received.     

Utilization of base-rate information during feeling-of-knowing judgments.

We examined whether subjects use base-rate information about item difficulty when making feeling-of-knowing judgments for items they failed to recall. First, the subjects attempted to recall the answers to general-information questions. Then, for those items they recalled incorrectly, half of the subjects received information about the normative probability of recall of each item while judging their feeling of knowing. The other subjects made their feeling-of-knowing judgments without receiving any base-rate information. Finally, all subjects had a forced-choice recognition test on those items to validate the accuracy of their feeling-of-knowing judgments. Relative to the no-base-rate information group, the base-rate group had lower feelings of knowing for normatively difficult items and higher feelings of knowing for normatively easier items. Subjects who had received base-rate information during the judgment state had greater feeling-of-knowing accuracy than subjects who did not receive base-rate information. However, even the predictions from subjects who received base-rate information were not significantly more accurate for predicting subsequent recognition than were the predictions derived from normative information alone.     

Pornographic Materials and Commodity Theory

In a 2 × 2 × 2 × 2 (age restriction vs. no age restriction × sex of subject × pornography vs. nonpornography × pre-stimuli vs. post-stimuli test) factorial design, 40 males and 40 females received an experimental booklet containing either pornographic or nonpornographic pictures. Prior to seeing the pictures, half of the subjects of each sex were informed that the photographs came from magazines for adults only (21 years old and over), while the other half received no such information. Subjects were asked to rate the desirability of the pictures as well as their liking of and desire to read and purchase such materials prior to viewing and after viewing the pictures. The results indicated that (a) subjects who were not given age restriction information rated the yet unseen pictures more desirable than subjects who received age restriction information; (b) subjects who were given age restriction information rated the already seen pictures more desirable than subjects who received no age restriction information; (c) males rated pornographic pictures more favorably than did females; (d) subjects in the age restriction information condition expected the yet unseen pictures to be more pornographic than subjects in the no age restriction information condition; and (e) subjects, after seeing the stimuli, rated nonpornographic pictures more desirable than pornographic pictures. There was no support for the hypothesis that the effect of age restriction is an anticipatory phenomenon. The data in part supported and in part conflicted with Fromkin and Brock's (1973) proposition that imposing restrictions on the sale or purchase of pornographic materials will make these materials more attractive and desirable than they would be if there were no restrictions on them.     

Equivocality and Escalation: A Replication and Preliminary Examination of Frustration1

An equivocality theory account of escalation of commitment was investigated using a computer simulated marketing scenario in a replication and extension of Hantula and DeNicolis Bragger (1999). Participants acted as marketing executives and invested money to promote sales of a new sneaker, and received high or low equivocality feedback from their investments for one phase and then received failure feedback in a second phase. Participants were videotaped throughout the experiment. Replicating previous research, participants receiving highly equivocal feedback invested a greater relative amount of money during failure than did those who received feedback low in equivocality. Furthermore, analyses of the videotapes for behaviors indicative of frustration showed that participants in both feedback groups displayed a greater degree of frustration while receiving failure feedback than during the first phase of the study. These data replicate and extend previous equivocality findings, but do not resolve the role of frustration in escalation unambiguously.     

The Public and Private Use of Consensus-Raising Excuses

ABSTRACT Two experiments tested the proposition that people use consensus-raising excuses more in private than in public when the audience has information that could refute subjects' claims about others In Experiment 1, subjects received success or failure feedback and made public or private attributions to ability, effort, task difficulty, and luck In Experiment 2, subjects received positive or negative feedback and evaluated themselves and others on the trait Task difficulty attributions and evaluations of others are consensus-raising measures Consistent with our hypothesis, subjects receiving negative feedback in Experiment 1 claimed that the task was more difficult, and in Experiment 2 evaluated the other more negatively in private than in public.     

Women''s yielding to social group pressure as a function of alcohol and type of pressure

Thirty-six women participated in an experiment exploring whether alcohol intoxication facilitates yielding to social persuasive information. Subjects were randomly assigned to either an Alcohol, a Placebo, or a Control Group. The alcohol dose was 1.0 ml of 100% alcohol/kg body weight. Subjects first estimated the length of a line and were then given faked feedback from either a male or a female peer reference group. This procedure was repeated 60 times. Analyses indicated that the Placebo group yielded more often than the Alcohol group irrespective of type of feedback. A measure of locus of control indicated no significant mean differences as a function of alcohol group but correlations between externality and yielding were strong for placebo subjects, that is, externally oriented placebo subjects yielded more than internally oriented placebo subjects. This was discussed in terms of feelings uneasiness caused by the discrepancy between feelings of intoxication and information about drink content.     

The effect of negative feedback about oneself and cost of information on preferences for information about the source of this feedback

The present paper reports an experiment in which different amounts of negative self-discrepant information were induced and its effects on information seeking were tested. In addition, the monetary cost of the information available was manipulated. Subjects received fictitious intelligence test results that were negatively discrepant from their self-evaluation. They were then given the opportunity to choose among several articles containing information that either derogated intelligence tests (test-disparaging information) or argued for their validity (test-supporting information). The relative preference for test-disparaging over test-supporting information increased with feedback discrepancy up to a point, but then decreased as this discrepancy became more extreme. The relative preference in reading desirability for test-disparaging over test-supporting articles was also higher when the information cost money than when it did not. In addition, the difference between the desire for the two types of information was greater under cost than under no cost conditions, particularly at the extreme levels of feedback discrepancy.