Age‐related differences in delay discounting: Immediate reward,reward magnitude,and social influence

Delay discounting refers to the tendency of individuals to subjectively devalue rewards that are to be received in the future, with high rates of delay discounting being associated with a variety of maladaptive life outcomes (e.g., unhealthy dietary and exercise behaviors). The current study explored the psychological and social processes involved in adult age‐related differences in delay discounting of monetary rewards. Younger adults exhibited higher levels of delay discounting than older adults. This increased level of patience in older adults was found whether smaller‐sooner rewards were to be received immediately or in the future. However, there was an interaction with reward magnitude, whereby younger adults exhibited higher levels of delay discounting for smaller reward magnitudes but not larger reward magnitudes. Social influence on delay discounting was investigated by having participants complete three phases of the delay‐discounting task: an individual precollaboration phase, a collaboration phase in age‐group‐matched dyads, and an individual postcollaboration phase. A convergence effect was observed in that dyad members' postcollaboration choices were significantly more similar compared to their baseline choices during the precollaboration phase. Moreover, levels of convergence were comparable between younger and older adults, suggesting age invariance in social influence on delay discounting. The current results demonstrate a degree of malleability in delay discounting that extends into older adulthood, making interventions targeting the construct a promising avenue for future research.     

When threats and encouragements are effective in bargaining: The case of credit collectors

We hypothesise that the effectiveness of threats and encouragements is contingent on the intended recipient's level of negative affect, as evidenced by his/her negative affective display. Therefore, bargainers can be more effective if, as they make offers, they condition any threats or encouragements on the recipient's affective display. We test this hypothesis using 5561 verbal exchanges that occurred during 192 telephone conversations between credit collectors and debtors. Collectors were most effective in motivating debtors to discuss terms to resolve their debt if they: (1) threatened recipients who were nonresponsive and did not show any negative affect; and (2) encouraged recipients who displayed negative affect. This result suggests that making threats and encouragements contingent on a recipient's displays of negative affect may be an important but frequently overlooked component of bargaining.     

With age comes wisdom: decision making in younger and older adults

In two experiments, younger and older adults performed decision-making tasks in which reward values available were either independent of or dependent on the previous sequence of choices made. The choice-independent task involved learning and exploiting the options that gave the highest rewards on each trial. In this task, the stability of the expected reward for each option was not influenced by the previous choices participants made. The choice-dependent task involved learning how each choice influenced future rewards for two options and making the best decisions based on that knowledge. Younger adults performed better when rewards were independent of choice, whereas older adults performed better when rewards were dependent on choice. These findings suggest a fundamental difference in the way in which younger adults and older adults approach decision-making situations. We discuss the results in the context of prominent decision-making theories and offer possible explanations based on neurobiological and behavioral changes associated with aging.     

Information about foregone rewards impedes dynamic decision-making in older adults

“Making an informed decision” implies that more information leads to better decisions, yet it may be the case that additional information biases decisions in a systematic and sometimes detrimental manner. In the present study, we examined the effect of additional information on older adults’ decision-making using a task for which available rewards were dependent on the participant’s recent pattern of choices. The optimal strategy was to forego the immediately rewarding option in favor of the option that yielded larger delayed reward. We found that providing information about true foregone rewards – the reward that would have been received had the participant chosen the other option – significantly reduced older adults’ decision-making performance. However, false foregone rewards – foregone rewards manufactured to make the long-term option appear more immediately rewarding – led older adults to perform at a level equal to younger adults. We conclude that providing information about foregone rewards biases older adults toward immediate rewards at a greater rate than younger adults, leading to poorer older adult performance when immediate rewards and long-term rewards conflict, but intact performance when immediate rewards and long-term rewards appear to align.     

The impact of emotions on stereotyping in workplace selection: The role of certainty appraisals

An appraisal tendency approach was adopted to explore the influence of emotional certainty on stereotyping and judgment in a workplace context. Across two studies, participants completed an emotional memory task designed to induce emotions representing two different levels of emotional certainty (certain versus uncertain). They then reviewed interview footage, a résumé, and qualifying criteria before rating a hypothetical job candidate’s personality and employability. Study 1 revealed that emotions high in certainty (compared to uncertainty) led to more favorable personality and employability ratings for attractive compared to unattractive candidates. Study 2 produced the same pattern of results for younger (compared to older) candidates. We conclude that certainty appraisals associated with temporary, incidental emotions are a useful predictor of the likelihood that stereotypes will be applied during decision making.     

The effect of organismic disadvantage on allocation behavior in children

Equity theory (Adams, 1965) suggests that when persons are asked to divide a given amount of reward between two other persons, one relatively more disadvantaged than the other at performing a task, they will make allocations that are disproportionate to the two persons' performance levels, giving the disadvantaged person a disproportionately larger share and the advantaged person a disproportionately smaller share of the reward. The theory attributes this effect to the allocator's perception that the disadvantaged individual expended a disproportionately greater amount of effort. A group of third- and fourth-graders and a group of seventh-graders were asked to divide rewards between pairs of children that were described to vary in age (“younger” vs. older) or ability (“unskilled” vs. skilled) or that were the “same” in age and ability and that were described to vary (5 vs. 15, or 0 vs. 20 baskets) or to be equal (10 vs. 10 baskets) in performance on a basketball-shooting task. Unlike the group of third- and fourth-graders, the seventh-graders generally made significantly larger allocations to the disadvantaged individuals (“younger” and “unskilled”) than to the “same” individuals, making the largest allocations under the most discrepant performance condition (0 vs. 20). Overall, the results suggested that the equity principle becomes more salient in children as age increases.     

Reactions to Others' Selfish Actions in the Absence of Tangible Consequences

This research assessed the role of perceived selfishness in people's reactions to events without tangible consequences. In Experiment 1, participants were assigned to complete a boring task by another person who gave a selfish, legitimizing, or exculpatory explanation for the decision. However, half of the participants knew that the other's decision was irrelevant and that they would complete the task regardless of the person's decision. In a second experiment, participants were told that the decision was irrelevant either before or after learning that the other person assigned them to do the boring task. Both studies showed that participants who received a selfish explanation responded strongly to the other person whether or not the person's decision had tangible consequences for them.     

愤怒情绪对延迟折扣的影响：确定感和控制感的中介作用

本研究基于评估倾向理论, 通过3项实验考察了特定负性情绪(愤怒)对延迟折扣的影响, 并探究确定感和控制感评估倾向在这一关系中的作用。实验1考察愤怒情绪对延迟折扣的影响, 结果发现, 愤怒组被试的延迟满足倾向显著强于恐惧组和控制组。实验2采用实验因果链设计考察确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中的作用, 结果发现, 愤怒情绪可以有效增强个体的确定感和控制感(实验2a), 同时确定感和控制感能够增强个体的延迟满足倾向(实验2b)。实验3采用中介测量设计考察确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中的作用, 结果发现, 确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中起完全中介作用。本研究结果表明, 当个体进行跨期决策时, 体验到与确定感和控制感有关的偶然愤怒情绪会增强其延迟满足倾向。本研究对探究特定负性情绪对个体延迟折扣的影响具有一定的启示意义。     

State-based versus reward-based motivation in younger and older adults

Recent decision-making work has focused on a distinction between a habitual, model-free neural system that is motivated toward actions that lead directly to reward and a more computationally demanding goal-directed, model-based system that is motivated toward actions that improve one’s future state. In this article, we examine how aging affects motivation toward reward-based versus state-based decision making. Participants performed tasks in which one type of option provided larger immediate rewards but the alternative type of option led to larger rewards on future trials, or improvements in state. We predicted that older adults would show a reduced preference for choices that led to improvements in state and a greater preference for choices that maximized immediate reward. We also predicted that fits from a hybrid reinforcement-learning model would indicate greater model-based strategy use in younger than in older adults. In line with these predictions, older adults selected the options that maximized reward more often than did younger adults in three of the four tasks, and modeling results suggested reduced model-based strategy use. In the task where older adults showed similar behavior to younger adults, our model-fitting results suggested that this was due to the utilization of a win-stay–lose-shift heuristic rather than a more complex model-based strategy. Additionally, within older adults, we found that model-based strategy use was positively correlated with memory measures from our neuropsychological test battery. We suggest that this shift from state-based to reward-based motivation may be due to age related declines in the neural structures needed for more computationally demanding model-based decision making.     

Effects of reward magnitude frames on measures of delay discounting in a hypothetical money scenario

The current study analyzed the effects of three frames of reward magnitude—quantity, volume, and duration—on the rate at which college students discounted hypothetical, delayed monetary rewards. Hypothetical scenarios were presented using the fill-in-the-blank discounting questionnaire and participants made choices between immediate and delayed hypothetical monetary rewards. Scenarios framed the monetary choices as (a) quantity of dollar bills, (b) height (inches) of a stack of dollar bills, and (c) duration of time spent in a hypothetical cash machine to collect dollar bills. For each scenario, participants' subjective values were used to calculate the area under the curve (AuC). Framing resulted in a moderate effect size: The duration frame yielded significantly smaller AuC values compared to the quantity and volume frames. Thus, the framing of reward magnitude was a significant variable in controlling discounting rates for hypothetical, delayed monetary rewards. Subsequent investigations should be aware of the independent effects of the reward magnitude frames on delay discounting rates.     

Do preschoolers save to benefit their future selves?

Using a new paradigm for measuring children's saving behaviors involving two marble games differing in desirability, we assessed whether 3-, 4-, and 5-year-olds saved marbles for future use, saved increasingly on a second trial, saved increasingly with age, and were sensitive to the relative value of future rewards. We also assessed whether performance on the saving paradigm was related to theory of mind performance. Children saved significantly more marbles on the second trial than the first and saved significantly more when a future reward was more desirable than a present reward (rather than the reverse). However, older children did not save significantly more than younger children. Performance on one of two false belief tasks was not correlated with saving behavior and performance on the other was only marginally correlated with the number of marbles saved on trial 2. Implications for children's future thinking and comparative research are discussed.     

Too good to be true? Psychological responses to uncommon options in risk–reward environments

Risks and rewards, or payoffs and probabilities, are inversely related in many choice environments. We investigated people's psychological responses to uncommon combinations of risk and reward that deviate from learned regularities (e.g., options that offer a high payoff with an unusually high probability) as they evaluated risky options. In two experiments (N = 183), participants first priced monetary gambles drawn from environments in which risks and rewards were negatively correlated, positively correlated, or uncorrelated. In later trials, they evaluated gambles with uncommon combinations of risk and reward—that is, options that deviated from the respective environment's risk–reward structure. Pricing, response times, and (in Experiment 2) pupil dilation were recorded. In both experiments, participants took more time when responding to uncommon compared to foreseeable options or when the same options were presented in an uncorrelated risk–reward environment. This result was most pronounced when the uncommon gambles offered higher expected values compared to the other gambles in the set. Moreover, these uncommon, high‐value options were associated with an increase in pupil size. These results suggest that people's evaluations of risky options are based not only on the options' payoffs and probabilities but also on the extent to which they fit the risk–reward structure of the environment.     

The Role of Consistent Context in Rapid Movement Planning: Suboptimal Endpoint Adjustment to Changing Rewards

The authors' purpose was to determine if participants adjusted their endpoint during a rapid aiming task in the context of changing rewards and whether participants needed consistent feedback to do so. Participants aimed to a target that was overlapped by a penalty region. Participants gained points for hitting the target but lost points for hitting the penalty region. The reward value associated with target contact either changed trial to trial, reducing consistent feedback (variable condition) or changed between blocks of trials (blocked condition) with the repetition of reward value within a block increasing the consistency of feedback. Participants adjusted their endpoints with changing reward value in the blocked but not variable condition indicating consistent feedback is needed to adjust endpoint to changing rewards.     

I don’t care about others’ approval: Dysphoric individuals show reduced effort mobilization for obtaining a social reward

Past research on reduced reward responsiveness in depression and dysphoria has mainly focused on monetary rewards. However, social rewards are important motivators and might be especially impaired in depression. The present study tested the hypothesis that nondysphoric individuals would mobilize more effort during a memory task without a clear performance standard when anticipating social approval for good performance. In contrast, dysphoric individuals were expected to be less sensitive to this reward and to mobilize less effort. Effort mobilization in this 2 (dysphoric vs. nondysphoric) × 2 (no reward vs. social approval) between-persons study was operationalized by participants’ cardiovascular reactivity. Results confirmed that nondysphorics had higher reactivity of systolic blood pressure, diastolic blood pressure, and heart rate when expecting to enter their name in the alleged “best list”, whereas dysphorics had lower cardiovascular reactivity. The present study expands evidence for reduced reward responsiveness in depression and dysphoria from an effort mobilization perspective by demonstrating reduced effort-related cardiovascular reactivity to social rewards.     

Unconscious reward cues increase invested effort,but do not change speed–accuracy tradeoffs

While both conscious and unconscious reward cues enhance effort to work on a task, previous research also suggests that conscious rewards may additionally affect speed–accuracy tradeoffs. Based on this idea, two experiments explored whether reward cues that are presented above (supraliminal) or below (subliminal) the threshold of conscious awareness affect such tradeoffs differently. In a speed–accuracy paradigm, participants had to solve an arithmetic problem to attain a supraliminally or subliminally presented high-value or low-value coin. Subliminal high (vs. low) rewards made participants more eager (i.e., faster, but equally accurate). In contrast, supraliminal high (vs. low) rewards caused participants to become more cautious (i.e., slower, but more accurate). However, the effects of supraliminal rewards mimicked those of subliminal rewards when the tendency to make speed–accuracy tradeoffs was reduced. These findings suggest that reward cues initially boost effort regardless of whether or not people are aware of them, but affect speed–accuracy tradeoffs only when the reward information is accessible to consciousness.     

Jealousy at work: The role of rivals’ characteristics

The present study examined rival characteristics that may evoke jealousy in the workplace, differences between men and women in this regard, and the relationship between jealousy responses and intrasexual competitiveness and social comparison orientation. Participants were 426 male and female employees. By means of a questionnaire, participants were presented with a jealousy‐evoking scenario after which jealousy responses to 24 rival characteristics were assessed. Findings showed that a rival's social communal attributes evoked highest levels of jealousy, and that, compared to men, women reported more jealousy in response to a rival's physical attractiveness. Overall, as individuals had higher scores on intrasexual competitiveness and social comparison orientation, they also experienced more jealousy in response to their rival, regardless of his or her characteristics. These findings suggest that those characteristics that are highly valued in employees may backfire when employees perceive co‐workers as rivals.     

Asymmetrical consequences of behavioral change through reward and punishment

Previous research (Greitemeyer & Weiner, 2003 ) has demonstrated that compliance, because of an anticipated reward is attributed more to the person than compliance because of an anticipated punishment. The present research extended these findings to an educational context. Three studies revealed that parents who ask their children to change inappropriate behaviors are more likely to ascribe their children's improvement to the child, if the child was promised a reward, rather than threatened, to receive a punishment if the child did not improve. Moreover, because a child's improved behavior is more likely to be ascribed to the child given a reward as compared to a punishment, parents expect that rewards (as opposed to punishments) are more likely to sustain improved behavior, when the incentive is no longer offered. Finally, participants report to be more likely to induce behavioral change through reward rather than punishment. Copyright © 2007 John Wiley & Sons, Ltd.     

Women seek more variety in rewards when closer to ovulation

We propose that women's increased generalized sensitivity to rewards during the fertile phase of the menstrual cycle causes them to seek more variety in rewards when they are in the fertile phase than when they are not in the fertile phase of the cycle. In Studies 1–3, across the reward domains of mating and hedonic food, we show that women seek more variety in rewards when closer to ovulation. Moreover, we provide support for the proposition that women's increased reward sensitivity during the fertile phase of the menstrual cycle causes their greater variety seeking. Specifically, in Study 3, we show that fertile women's greater variety seeking does not extend to non-rewards, such as non-hedonic food. Our findings suggest that behavioral effects of women's hormonal shifts during the menstrual cycle are not limited to the mating domain and may extend to a wide category of reward domains.     

Do narcissists make better decisions? An investigation of narcissism and dynamic decision-making performance

We investigated whether narcissism affected dynamic decision-making performance in the presence and absence of misleading information. Performance was examined in a two-choice dynamic decision-making task where the optimal strategy was to forego an option providing larger immediate rewards in favor of an option that led to larger delayed rewards. Information regarding foregone rewards from the alternate option was presented or withheld to bias participants toward the sub-optimal choice. The results demonstrated that individuals high in narcissistic traits performed comparably to low narcissism individuals when foregone reward information was absent, but high narcissism individuals outperformed individuals low in narcissistic traits when misleading information was presented. The advantage for participants high in narcissistic traits was strongest within males, and, overall, males outperformed females when foregone rewards were present. While prior research emphasizes narcissists’ decision-making deficits, our findings provide evidence that individuals high in narcissistic traits excel at decision-making tasks that involve disregarding ambiguous information and focusing on the long-term utility of each option. Their superior ability at filtering out misleading information may reflect an effort to maintain their self-view or avoid ego threat.