The role of epistemic motivation in individuals’ response to decision complexity

Integrating findings on the effects of more alternatives with findings on the effects of more attributes, we offer a motivational decision-making model, suggesting that epistemic motivation moderates individuals’ responses to complex information. Study 1 empirically investigated the shared essence of four conceptualizations of epistemic motivation, further distinguishing it from the maximizing/satisficing motivation. A series of experiments indicate that epistemic motivation moderates the effect of complex information on one’s discomfort with a decision (Studies 2–4) and on the tendency to implement one’s choice in action (Study 3). Taken together, our findings indicate that individuals with low epistemic motivation experience more discomfort and are less likely to implement their decision when faced with complex information whereas those high on epistemic motivation portray a weaker or even an opposite effect. The consistent findings across conceptualizations (dispositional Need-for-Cognitive-Closure and manipulated Openness vs. Conservation values) indicate the robustness of the findings and the important role of epistemic motivation in complex decisions.     

Absolute power leads to absolute corruption? Impact of power on corruption depending on the concepts of power one holds

Power has long been linked to the stigma of corruption. Three studies indicated that different power concepts have different implications for corruption behavior and perception. The personalized power concept relates to using power to pursue self‐centered goals for one's own benefit, whereas the socialized power concept relates to using power to pursue other‐focused goals for benefiting and helping others. Three studies were conducted to explore the effect of these two types of power concepts on corrupt intention or practice. The power concepts were measured in Study 1, primed through previous experience in Study 2, and utilized within a specific context in Study 3, respectively. Taken together, the three studies indicate that the personalized (vs. socialized) power concept increases (vs. decreases) self‐interested behavior and tolerance towards others' (especially high‐position others') corrupt practices.     

From career decision-making styles to career decision-making profiles: A multidimensional approach

Previous research on individual differences in career decision-making processes has often focused on classifying individuals into a few types of decision-making styles based on the most dominant trait or characteristic of their approach to the decision process (e.g., rational, intuitive, dependent; Harren, 1979). In this research, an alternative approach, which offers a multidimensional profile characterization of individuals’ career decision-making processes based on a simultaneous consideration of 11 dimensions, is presented. Thus, the proposed model refers to career decision-making profiles rather than career decision-making styles. The model, which emerged from a systematic analysis of previous research, was refined on the basis of preliminary empirical tests (five samples, N = 2764) using the Career Decision-Making Profile (CDMP) questionnaire. Study 1 reports the psychometric properties and the results of an exploratory factor analysis of the CDMP questionnaire, in a sample of young adults deliberating their career decisions (N = 285). Study 2 presents the results of a confirmatory factor analysis, based on Israeli (N = 431) and US (N = 208) samples of young adults. The results of both studies supported the hypothesized 11 dimensions. The implications for future research and for counseling are discussed.     

The motivation and inhibition of breaking the rules: Personal values structures predict unethicality

We theorized and tested the relationship of personal value systems with unethical attitudes and behavior. Results from three studies using 16 diverse multi-national samples (N = 107,087) demonstrated the complexity of motivations underlying unethicality. Across contexts and cultures, for attitudes (Study 1 meta-analysis) and behaviors in the lab (Study 2) and in real-life (Study 3), we consistently found that the values theory circumplex structure predicted the inhibition and motivation of unethicality. Unethicality was positively associated with self-enhancement values and negatively associated with self-transcendence and conservation values. However, self-transcendence and conservation values were associated with the inhibition of different types of unethicality. The relationship of openness-to-change values with unethicality was generally positive but the effect size varied depending on context.     

Predicting appraisals of romantic revenge: The roles of Honesty-Humility, Agreeableness, and vengefulness

This study examined whether personality factors are associated with people’s appraisals of the costs and benefits of romantic revenge. Our goal was to extend our understanding of variables that influence individuals’ decisions to get even with romantic partners. Undergraduates (N = 130) completed the HEXACO personality inventory, the Vengeance Scale, and questionnaires examining people’s beliefs about revenge in romantic relationships. Honesty-Humility predicted individuals’ judgments of revenge as more desirable when appraising its benefits and less undesirable when appraising its costs, whereas Agreeableness only predicted benefit appraisals. Furthermore, vengefulness predicted individuals’ scores on the benefits- and costs-appraisal indices controlling for Honesty-Humility and Agreeableness. These findings provide a first step towards determining whether certain people may be quicker than others to see the benefits of romantic revenge while minimizing its costs.     

Protecting the self through consumption: Status goods as affirmational commodities

Individuals conspicuously consume to signal their wealth. As a variant to this economic explanation, four studies explored individual’s psychological need for self-integrity as a potential motivating force for these consumption decisions. Relying on both field and experimental studies, and employing multiple instantiations of high-status goods and self-threat, we demonstrate that individuals consume status-infused products for their reparative effects on the ego. Individuals under self-threat sought ownership of high-status goods to nurse their psychological wounds (Study 1), and when afforded an alternate route to repair their self-integrity, sought these products less (Study 2). Furthermore, among a representative sample of US consumers, low-income individuals’ lowered self-esteem drove their willingness to spend on high-status goods (Study 3). Finally, these high-status goods serve the purpose of shielding an individual’s ego from future self-threats (Study 4). The compensatory role of high-status goods has important implications for consumer decision-making and public policies aimed at reducing consumer debt.     

Do I want to know? How the motivation to acquire relationship-threatening information in groups contributes to paranoid thought,suspicion behavior,and social rejection

We investigated the psychological and social consequences associated with individuals’ motivation to search for information about whether they have been indirectly harmed by members of their group. Consistent with a motivated social cognition perspective, group members who were either chronically (Study 1a) or temporally (Study 1b) high in the motivation to acquire relationship-threatening information (MARTI) made more sinister attributions in ambiguous situations and entertained more paranoid cognitions about their coworkers. Moreover, paranoid cognitions about coworkers mediated the relationship between MARTI and suspicion behaviors toward coworkers (Study 2). Consistent with a social interactionist perspective, others chose to exclude prospective group members who were high in MARTI from joining the group and planned to reject them if they became group members (Study 3). Others’ social rejection of the focal group member was predicted by their anger toward group members who were high in MARTI (Study 4).     

Can ingroup affirmation relieve outgroup derogation?

Intergroup hostilities are an important social concern in multicultural societies and the global community. Individuals with dispositionally high Personal Need for Structure (PNS) are particularly inclined toward outgroup derogation [Schaller, M., Boyd, C., Yohannes, J., O’Brien, M. (1995). The prejudiced personality revisited: Personal need for structure and formation of erroneous group stereotypes. Journal of Personality and Social Psychology, 68, 544-555]. The present research demonstrates that ingroup affirmation can eliminate high PNS individuals’ tendency toward outgroup derogation. Spontaneous (Study 1) and experimentally manipulated affirmations (Study 2) of consensual, positive ingroups eliminated the high PNS tendency to derogate outgroup targets. Study 3 experimentally manipulated the two key elements that are presumably bolstered by ingroup affirmations—self-certainty and self-worth—independent of the group context. The high PNS tendency to derogate outgroups was relieved only in the combined certainty and worth affirmation condition, just as it had been relieved in Study 2 by the ingroup affirmation. Results suggest a paradoxical strategy for relieving derogation of outgroups by affirming ingroups.     

In fairness to future generations: The role of egocentrism, uncertainty, power, and stewardship in judgments of intergenerational allocations

In this paper, we found that fairness judgments in intergenerational allocation decisions depend on (1) individuals’ position in the intergenerational sequence (i.e., whether they are in the preceding or succeeding generation), (2) the amount of uncertainty about the effect of the preceding generation’s decisions on the succeeding one, and (3) whether the preceding generation is primed with power. We found that both power priming and greater levels of uncertainty about the future consequences of present decisions can elicit stewardship attitudes, which may temper self-interested behavior on the part of the preceding generation. Our data also indicate that the nature of the uncertainty is important; it is not just a matter of how much future generations will be affected, but also whether or not they will be affected at all by the decisions of earlier generations. Our findings help to explain (1) how intergenerational inequities can occur even when people are explicitly focused on achieving fair allocations of resources between generations, and (2) how social responsibility concerns can motivate intergenerational beneficence in the face of intergenerational conflict.     

Assessing the double phonemic representation in bilingual speakers of Spanish and English: an electrophysiological study

Event Related Potentials (ERPs) were recorded from Spanish-English bilinguals (N = 10) to test pre-attentive speech discrimination in two language contexts. ERPs were recorded while participants silently read magazines in English or Spanish. Two speech contrast conditions were recorded in each language context. In the phonemic in English condition, the speech sounds represented two different phonemic categories in English, but represented the same phonemic category in Spanish. In the phonemic in Spanish condition, the speech sounds represented two different phonemic categories in Spanish, but represented the same phonemic categories in English. Results showed pre-attentive discrimination when the acoustics/phonetics of the speech sounds match the language context (e.g., phonemic in English condition during the English language context). The results suggest that language contexts can affect pre-attentive auditory change detection. Specifically, bilinguals’ mental processing of stop consonants relies on contextual linguistic information.     

Construct validation of the dependency and self-criticism scales of the depressive experiences questionnaire

S. J. Blatt (Psychoanalytic Study of the Child, 1974, 29, 107–157) distinguished between two types of depressive experiences, one characterized by strong dependency needs and the other by self-criticism and guilt. This paper reports a series of validation studies of the Depressive Experiences Questionnaire (DEQ), which was developed to measure individuals' vulnerabilities to these types of experiences (S. J. Blatt, J. P. D'Afflitti, & D. M. Quinlan, Journal of Abnormal Psychology, 1976, 85, 383–389). The Dependency and Self-Criticism scales were shown to be stable in the face of both a 13-week interval and the receipt of midterm grades. Dependency was associated with conflict concerning the expression of hostility and, in males, feelings of helplessness. Self-Criticism was associated with low self-esteem and high levels of morality-conscience guilt. In a study of behavior in dyadic problem-solving tasks, Dependency in males was found to be negatively related to task leadership, and Self-Criticism in females tended to be negatively related to judged likeability. On the other hand, little support was found for the hypotheses that Dependency would be related to field dependent cognitive style and to the use of primitive defense mechanisms. The results were viewed as supporting the utility of Blatt's distinction between the two types of depression, but a number of anomalous findings indicated a need for further study of the DEQ. The question of the developmental level of the two types of depression, possible sex differences in the correlates of the scales, and the possibility of situational specificity in individuals' responses were identified as the areas most in need of study.     

感性还是理性?文化衍生的权力感对广告诉求偏好的影响

广告的有效性很大程度上取决于消费者个体特征与广告诉求之间的一致性。以往研究忽略了文化衍生的权力感作为关键心理特征与不同诉求广告之间的匹配性效应。本文探讨文化衍生的权力感(个人权力感vs.社会权力感)对广告诉求偏好的影响及其作用机理。研究结果表明, 启动个人(vs.社会)权力感的消费者更加偏好感性(vs.理性)诉求广告, 其中唤醒度发挥中介作用。当启动个人(vs.社会)权力感时, 个体更加强调满足自我需要和寻求挑战以不断提高地位与声望, 更容易激发兴奋等高(vs.低)唤醒度, 从而更加偏好感性(vs.理性)诉求广告。此外, 合理化需要在文化衍生的权力感通过唤醒度对广告诉求偏好的影响中起到调节作用。在不启动合理化需要时, 文化衍生的权力感通过唤醒度对广告诉求偏好发挥影响的中介效应显著; 而当启动合理化需要时, 上述中介效应不显著。本文基于文化取向的视角揭示了权力感影响广告诉求偏好的心理机制与边界条件, 为企业根据文化衍生的权力感差异制定广告营销策略等方面提供实践启示。     

动机冲突影响混合跨期决策：趋近-回避动机理论视角

组织与个人面临的许多决策, 既无纯粹获益, 也无纯粹损失, 往往需要同时对未来不同时间点的损益加以权衡, 这类损益兼具的决策称为混合跨期决策。过往研究通常沿用纯粹获益或损失跨期决策的理论框架, 缺乏与混合跨期决策相匹配的理论建构和决策过程探索。基于此, 本研究从趋近-回避动机理论出发, 探索动机冲突影响混合跨期决策的过程机制。研究1拟探讨混合跨期决策中动机冲突特点, 及其与决策行为之间的关系。研究2则计划分别操纵影响动机冲突程度的内源性因素(得失金额的相对差异程度)和外源性因素(资源有限程度), 试图揭示动机冲突程度与混合跨期决策之间的因果链条。研究3拟采用鼠标追踪技术, 基于决策过程指标进一步探索动机冲突影响混合跨期决策的过程机制。我们预期该研究结果有利于从动机冲突视角揭示并建构混合跨期决策的作用机制, 同时也将为涉及混合跨期情境的企业管理和个体消费决策提供科学依据。     

How long will it take? Power biases time predictions

People tend to underestimate the time it takes to accomplish tasks. This bias known as the planning fallacy derives from the tendency to focus attention too narrowly on the envisaged goal and to ignore additional information that could make predictions more accurate and less biased. Drawing on recent research showing that power induces attentional focus, four studies tested the hypothesis that power strengthens the tendency to underestimate future task completion time. Across a range of task domains, and using multiple operationalizations of power, including actual control over outcomes (Study 1), priming (Studies 2 and 3), and individual differences (Study 4), power consistently led to more optimistic and less accurate time predictions. Support was found for the role of attentional focus as an underlying mechanism for those effects. Differences in optimism, self-efficacy, and mood did not contribute to the greater bias in powerful individuals’ forecasts. We discuss the implications of these findings for institutional decision processes and occupational health.     

The impact of neighborhoods and schools on young people’s occupational aspirations

In this paper we examine young Germans’ occupational aspirations and the significance of neighborhoods and schools in explaining these aspirations. We aim to show (i) which of the two contexts is more significant in this regard and (ii) by which mechanisms characteristics of these contexts become relevant for youths’ actions or, more precisely, anticipated actions. We conduct our analyses by means of multilevel models. Merging data from Germany’s National Educational Panel Study on 9th grade students with micro-geographic data on residential quarters allows us to consider characteristics of the micro- as well as the meso- and macro-levels. The results show that the school context is considerably more influential on young people’s aspirations than the neighborhoods where they live. This probably reflects the selection of young people into different school types that is characteristic of Germany, a country with a highly stratified school system. Schools do not only shape youths’ career expectations; they are also important places of secondary socialization in that they have an impact on youths’ preferences for particular occupations. Furthermore, we found evidence that the social pressure to aspire high status occupations varies by social composition of the school as well as of the neighborhood context; the effect of neighborhoods, however, is rather weak.     

Cultural determinants of status: Implications for workplace evaluations and behaviors

Status is a valued workplace resource that facilitates career success, yet little is known regarding whether and how cultural orientation affects status attainment. We integrate status characteristics theory with the literature on individualism and collectivism and propose a cultural patterning in the determinants of status. Four studies (N = 379) demonstrate that cultural orientation influences the tendency to view high status individuals as competent versus warm (Study 1), uncover cultural differences in both individuals’ tendency to engage in competence and warmth behaviors to attain workplace status (Study 2) and evaluators’ tendency to ascribe status to individuals who demonstrate competence versus warmth (Study 3), and verify that cultural differences in the effects of competence and warmth on status perceptions, and in turn performance evaluations, generalize to real world interdependent groups (Study 4). Our findings advance theory on the cultural contingencies of status attainment and have implications for managing diversity at work.     

The Impact of Power on Information Processing Depends on Cultural Orientation

Two studies show that different culturally based concepts of interpersonal power have distinct implications for information processing. People with a vertical individualist (VI) cultural orientation view power in personalized terms (power is for gaining status over and recognition by others), whereas people with a horizontal collectivist (HC) cultural orientation view power in socialized terms (power is for benefitting and helping others). The distinct goals associated with these power concepts are served by different mindsets, such as stereotyping others versus learning the individuating needs of others. Therefore, for high-VI individuals, making personalized power salient increases stereotyping in processing product information. That is, they recognize better information that is congruent with their prior product expectations, relative to their recognition of incongruent information. In contrast, for high-HC people, making socialized power salient increases individuating processes, characterized by better memory for incongruent information.     

Saying no to negativity: The effects of context and motivation to control prejudice on automatic evaluative responses

The current research explored the interaction of context and motivation to control prejudice reactions (MCPR) on automatic evaluative responses toward individuals of different races. Three studies incorporated contextual backgrounds into an evaluative priming procedure. Across all three studies, White participants low in MCPR demonstrated automatic ingroup biases when threatening contexts were presented. However, in contexts where targets could be construed as threatening, Whites high in MCPR showed automatic outgroup biases in favor of Blacks over Whites. Importantly, this outgroup bias was driven by an automatic inhibition of negative responses toward Blacks. The results indicate that even at the automatic level, people high in motivation to control prejudice can inhibit negative responses toward Blacks in contexts that have cues associated with prejudice.     

The effectiveness of sources of support in career decision-making: A two-year follow-up

Making career decisions is often difficult and challenging, and one way to advance in the process is to seek help. The present research focused on the various sources of support young adults tend to look for when making their career decision and the factors that affect their actual use of these sources. Study 1 elicited the self-reported help-seeking behavior and the Career Decision-Making Profile (CDMP) from 1071 young adults (ages 18–35) who had already chosen their major(s) at a university. The young adults used sources that were easily accessible, even when they were perceived as being less effective. Additionally, those with less career decision-making adaptability, as derived from the CDMP, tended to seek help more often. Study 2, a two-year follow-up of 296 young adults who participated in Study 1, revealed that getting help reduced the likelihood of changing one’s major.