Emotional Policy: Personal Sadness and Anger Shape Judgments about a Welfare Case

When making decisions about a welfare case, it is reasonable for one's thoughts and feelings about the potential welfare recipient to influence the decision. It is less reasonable for one's "incidental" feelings (e.g., sadness or anger arising from an event in one's personal life) to influence such decisions. In two studies, however, data reveal that incidental anger and sadness do in fact carry over, shaping welfare policy preferences. Study 1 found that incidental anger decreased the amount of welfare assistance participants recommended providing relative to neutral emotion, whereas sadness increased the amount recommended. Study 2 replicated the results and found that limiting participants' cognitive resources eliminated the difference between sadness and anger, thus implying that differences in depth-of-thought drove the effects. In sum, the results reveal ways in which: (a) personal emotions carry over to shape preferences for public policies, (b) emotions of the same valence have opposing effects, and (c) differential depth-of-cognitive-processing contributes to such effects.     

Whom to help? Immediacy bias in judgments and decisions about humanitarian aid

People exhibit an immediacy bias when making judgments and decisions about humanitarian aid, perceiving as more deserving and donating disproportionately to humanitarian crises that happen to arouse immediate emotion. The immediacy bias produced different serial position effects, contingent on decision timing (Experiment 1). When making allocation decisions directly after viewing to four emotionally evocative films about four different humanitarian crises, participants donated disproportionately more to the final, immediate crisis, in contrast, when making donation decisions sequentially, after viewing each of the four crises, participants donated disproportionately to the immediate crisis. The immediacy bias was associated with “scope neglect,” causing people to take action against relatively less deadly crises (Experiments 2 and 3). The immediacy bias emerged even when participants were warned about emotional manipulation (Experiment 3). The immediacy bias diminished over time, as immediate emotions presumably subsided (Experiment 2). Implications for charitable giving, serial position effects, and the influence of emotion on choice are discussed.     

Contingent reliance on the affect heuristic as a function of regulatory focus

Results from four studies show that the reliance on affect as a heuristic of judgment and decision making is more pronounced under a promotion focus than under a prevention focus. Two different manifestations of this phenomenon were observed. Studies 1–3 show that different types of affective inputs are weighted more heavily under promotion than under prevention in person-impression formation, product evaluations, and social recommendations. Study 4 additionally shows that valuations performed under promotion are more scope-insensitive—a characteristic of affect-based valuations—than valuations performed under prevention. The greater reliance on affect as a heuristic under promotion seems to arise because promotion-focused individuals tend to find affective inputs more diagnostic, not because promotion increases the reliance on peripheral information per se.     

The dynamics of deferred decision

Decision makers are often unable to choose between the options that they are offered. In these settings they typically defer their decision, that is, delay the decision to a later point in time or avoid the decision altogether. In this paper, we outline eight behavioral findings regarding the causes and consequences of choice deferral that cognitive theories of decision making should be able to capture. We show that these findings can be accounted for by a deferral-based time limit applied to existing sequential sampling models of preferential choice. Our approach to modeling deferral as a time limit in a sequential sampling model also makes a number of novel predictions regarding the interactions between choice probabilities, deferral probabilities, and decision times, and we confirm these predictions in an experiment. Choice deferral is a key feature of everyday decision making, and our paper illustrates how established theoretical approaches can be used to understand the cognitive underpinnings of this important behavioral phenomenon.     

Physiological and cognitive effects of expressive dissonance

Emotional well-being depends in part on affect modulation. The present study extends research on emotion regulation by assessing the physiological and cognitive effects of a novel response-focused regulation strategy, termed 'expressive dissonance.' Expressive dissonance refers to the incongruence between an emotional state (e.g., sadness) and a behavioral expression (e.g., a smile). Fifty-five participants watched a series of sad film clips in which they were asked to either naturally watch or express the opposite of what they were feeling. Results suggest that persons using the expressive dissonant strategies evidenced greater sympathetic arousal and performed worse on subsequent memory tasks than persons in the natural-watch conditions.     

Risk taking under the influence: A fuzzy-trace theory of emotion in adolescence

Fuzzy-trace theory explains risky decision making in children, adolescents, and adults, incorporating social and cultural factors as well as differences in impulsivity. Here, we provide an overview of the theory, including support for counterintuitive predictions (e.g., when adolescents “rationally” weigh costs and benefits, risk taking increases, but it decreases when the core gist of a decision is processed). Then, we delineate how emotion shapes adolescent risk taking—from encoding of representations of options, to retrieval of values/principles, to application of those values/principles to representations of options. Our review indicates that: (i) gist representations often incorporate emotion including valence, arousal, feeling states, and discrete emotions; and (ii) emotion determines whether gist or verbatim representations are processed. We recommend interventions to reduce unhealthy risk taking that inculcate stable gist representations, enabling adolescents to identify quickly and automatically danger even when experiencing emotion, which differs sharply from traditional approaches emphasizing deliberation and precise analysis.     

Tainted recommendations: The social comparison bias

The present analysis reveals the social comparison bias – a bias that emerges from the social comparison process and taints recommendations. We hypothesize that people who have high standing on a relevant dimension (e.g., quantity of publications) begin to protect their social comparison context by making recommendations that prevent others, who might surpass them on the relevant dimension, from entering their comparison context. Studies 1 and 2 instantiate this effect in both hypothetical and real decision situations, showing that people tend not to recommend individuals who surpass them on the relevant dimension on which they have high standing. Finally, Study 3, in a sample of real employees, links the effect to one’s concern for protecting self-esteem. Theoretical and organizational implications are discussed.     

On the benefits of thinking unconsciously: Unconscious thought can increase post-choice satisfaction

This work compares conscious thought and unconscious thought in relation to quality of choice. Earlier work [Dijksterhuis, A. (2004). Think different: The merits of unconscious thought in preference development and decision making. Journal of Personality and Social Psychology, 87, 586-598] has shown that people make better choices after engaging in unconscious thought (i.e., unconscious activity during a period of distraction) rather than in conscious thought. However, the evidence was obtained for choices between hypothetical alternatives with quality of choice operationalized normatively. As quality of decision is essentially subjective, in the current experiment participants chose between real objects with quality operationalized as post-choice satisfaction. In a paradigm based on work by Wilson and colleagues [Wilson, T. D., Lisle, D., Schooler, J. W., Hodges, S. D., Klaaren, K. J., & LaFleur, S. J. (1993). Introspecting about reasons can reduce post-choice satisfaction. Personality and Social Psychology Bulletin, 19, 331-339], participants were briefly presented with five art posters, and chose one either (a) immediately, (b) after thorough conscious thinking about each poster, or (c) after a period of distraction. Participants took their favorite poster home and were phoned 3-5 weeks later. As hypothesized, unconscious thinkers were more satisfied with their choice than participants in the other two conditions.     

Implicit emotional biases in decision making: the case of the Iowa Gambling Task

Many authors have endorsed the hypothesis that previous emotional experiences may exert a covert influence on behavior, but some findings and replications of the original studies challenged this view. We investigated this topic by carrying out an experiment with the Iowa Gambling Task (IGT), where a dissociation procedure was adopted to successfully isolate possible implicit components. After a typical interaction with the IGT, participants performed a "blind" card selection phase without receiving any feedback. Half of them were instructed to continue choosing as they did before, the other half was told that good card decks turned bad, and vice versa, so that explicit knowledge was necessary to overcome the previously learned deck-outcome associations. The results confirmed the existence of early acquired implicit biases, confirming that previously experienced emotional events may covertly affect subsequent behavior.     

Preference for oddity: uniqueness heuristic or hierarchical choice process?

Traditional economic theories assume decision makers in multialternative choice tasks "assign" a value to each option and then express rational preferences. Here, I report an apparent violation of such rationality in gray jays (Perisoreus canadensis). I tested the jays' preference in a quaternary choice task where three options were the same color and the fourth option was a different color. All options offered an identical food reward and so the strictly rational expectation was that subjects would choose the odd-colored option in 25% of choices. In clear disagreement, every subject chose the odd option more frequently than expected. I speculate as to how this surprising preference for oddity might have been ecologically rational: by using a unique-choice heuristic, the jays might have been able to bypass a deliberative phase of the decision process and devote more attention to scanning for predators. Alternatively, it is conceivable that the jays did not prefer oddity per se. Instead, they might have used a hierarchical process, assigning options to color categories and then choosing between categories. If so, their behavior matches expectation after all (on average, subjects chose the odd option 50% of the time). It should be straightforward to test these competing hypotheses. The current results can be viewed as a new example of how simple mechanisms sometimes produce economically puzzling yet ecologically rational decision making.     

Ignoring information in binary choice with continuous variables: When is less “more”?

When can a single variable be more accurate in binary choice than multiple sources of information? We derive analytically the probability that a single variable (SV) will correctly predict one of two choices when both criterion and predictor are continuous variables. We further provide analogous derivations for multiple regression (MR) and equal weighting (EW) and specify the conditions under which the models differ in expected predictive ability. Key factors include variability in cue validities, intercorrelation between predictors, and the ratio of predictors to observations in MR. Theory and simulations are used to illustrate the differential effects of these factors. Results directly address why and when “one-reason” decision making can be more effective than analyses that use more information. We thus provide analytical backing to intriguing empirical results that, to date, have lacked theoretical justification. There are predictable conditions for which one should expect “less to be more.”     

Neural correlates of affective influence on choice

Making the right choice depends crucially on the accurate valuation of the available options in the light of current needs and goals of an individual. Thus, the valuation of identical options can vary considerably with motivational context. The present study investigated the neural structures underlying context dependent evaluation. We instructed participants to choose from food menu items based on different criteria: on their anticipated taste or on ease of preparation. The aim of the manipulation was to assess which neural sites were activated during choice guided by incentive value, and which during choice based on a value-irrelevant criterion. To assess the impact of increased motivation, affect-guided choice and cognition-guided choice was compared during the sated and hungry states. During affective choice, we identified increased activity in structures representing primarily valuation and taste (medial prefrontal cortex, insula). During cognitive choice, structures showing increased activity included those implicated in suppression and conflict monitoring (lateral orbitofrontal cortex, anterior cingulate). Hunger influenced choice-related activity in the ventrolateral prefrontal cortex. Our results show that choice is associated with the use of distinct neural structures for the pursuit of different goals.     

Erroneous choice and foregone gains in hoarding gray jays (Perisoreus canadensis)

Under the conventional assumption that natural selection favors choice behavior that maximizes some fitness-related currency, a forager making repeated binary choices should consistently choose the more valuable option. Under the alternative assumption that natural selection favors choice behavior that minimizes costly errors, erroneous choice is not only expected but is expected to be common when the cost of errors is low. This cost depends on the potential rate of return: the higher this rate, the smaller the cost of choosing the less valuable option. When this rate is very high, a forager may err frequently and yet forego no appreciable fitness gain. Errors should thus be more common when interruptions to foraging are shorter. Our experimental results supported this prediction: gray jays chose the less valuable option more frequently when subjected to shorter interruptions (experimentally imposed delays to access to food rewards). This tendency is consistent with the idea that an adaptive decision-making process may routinely produce errors, not because errors are in some way adaptive but because their fitness cost is minimal, particularly when delays are short. From a proximate perspective, this tendency to commit errors more frequently following shorter delays may be due to constraints on the jays’ information-processing capacity. In general, choice behavior should be viewed as the joint byproduct of adaptive decision making and cognitive constraints. Received: 8 June 2000 / Accepted after revision: 21 October 2000     

Experiencing and regulating sadness: Physiological and cognitive effects

No prior study has examined the two most prominent response-focused regulation strategies (suppression and exaggeration) using a within-subjects design. Utilizing this design allows for a direct comparison of physiological patterns and cognitive impairment associated with such efforts. One hundred and nine participants were asked to view a series of three films, each preceded by a 10-second instructional slide which indicated the regulation strategy they were to perform (natural-watch, exaggerate, or suppress). Exaggeration was associated with increased sympathetic activation as indicated by an increase in galvanic skin conductance level (GSL) and shortened pre-ejection period (PEP). Suppression, much like the natural-watch condition, was associated with greater sympathetic withdrawal (i.e., decreased GSL, longer PEP). Both suppression and exaggeration led to reduced memory for the emotional movie, with exaggeration causing more impairment than suppression. Results suggest that exaggeration and suppression not only have very different behavioral manifestations, but physiological outcomes as well when utilized during a sad context.