Deliberation versus intuition: Global versus local processing in judgment and choice

Decisions and judgments made after deliberation can differ from expert opinion and be more regretted over time than intuitive judgments and decisions. We investigated a possible underlying process of this phenomenon, namely global versus local processing style. We argue that deliberation induces a local processing style. This processing style narrows conceptual attention and can have detrimental effects on judgment and decision-making. Study 1 showed that intuitive judgments of quality of modern paintings were more accurate than were more deliberate, reasoned judgments. Study 2 showed that local versus global processing style is associated with accuracy of quality judgments of paintings, and Study 3 replicated this finding with an experimental manipulation of processing style. Finally, Study 4 showed that the effect of intuitive versus deliberative decision mode on quality judgments of poems is mediated by processing style.     

Deliberation Versus Intuition: Decomposing the Role of Expertise in Judgment and Decision Making

What produces better judgments: deliberating or relying on intuition? Past research is inconclusive. We focus on the role of expertise to increase understanding of the effects of judgment mode. We propose a framework in which expertise depends on a person's experience with and knowledge about a domain. Individuals who are relatively experienced but have modest knowledge about the subject matter (“intermediates”) are expected to suffer from deliberation and to benefit from a more intuitive approach, because they lack the formal knowledge to understand the reasons underlying their preferences. Individuals who are high (“experts”) or low (“novices”) on both experience and knowledge are expected to do well or poorly, respectively, regardless of decision mode. We tested these predictions in the domain of art. Experiments 1 and 2 showed that intermediates performed better when relying on intuition than after deliberation. Judgments of experts and novices were unaffected. In line with previous research relating processing style to judgment mode, Experiment 3 showed that the effect of processing style (global versus local) on judgment quality is similarly moderated by expertise. Copyright © 2012 John Wiley & Sons, Ltd.     

The effect of global versus local processing styles on assimilation versus contrast in social judgment

The authors propose a global/local processing style model (GLOMO) for assimilation and contrast effects in social judgment. GLOMO is based on Schwarz and Bless' (1992, 2007) inclusion-exclusion model, which suggests that when information is included into a category, assimilation occurs, whereas when information is excluded from a category, contrast occurs. According to GLOMO, inclusion versus exclusion should be influenced by whether people process information globally or locally. In 5 experiments, using both disambiguation and social comparison, the authors induced local versus global processing through perceptual tasks and time perspective and showed that global processing produced assimilation, whereas local processing produced contrast. The experiments showed that processing styles elicited in one task can carry over to other tasks and influence social judgments. Furthermore, they found that hemisphere activation and accessibility of judgment-consistent knowledge partially mediated these effects. Implications for current and classic models of social judgment are discussed.     

How global versus local perception fits regulatory focus

We propose a reciprocal relation between regulatory-focus systems and global versus local processing styles-specifically, that global processing fits a promotion focus on advancement, whereas local processing fits a prevention focus on security. In Study 1, participants were shown large letters made of small letters and decided if either of two specific letters appeared on the screen. Strength of promotion focus was positively correlated with speed of processing global letters and negatively correlated with speed of processing local letters, whereas the reverse was true for strength of prevention focus. In Study 2, participants first worked on a global or local task and later chose between two objects. Consistent with our fit proposal, participants who had performed the global task assigned a higher price to their chosen object if they had chosen it in a promotive, eager manner than if they had chosen it in a preventive, vigilant manner, whereas the reverse was true for participants who had performed the local task.     

Locomotion, assessment, and regulatory fit: Value transfer from “how” to “what”

Regulatory fit is experienced when people pursue a goal in a manner that sustains their regulatory orientation. Previous research on promotion and prevention orientations has found that regulatory fit increases people’s perception that a decision they made was “right,” which in turn transfers value to the decision outcome, including being willing to pay more for a product than those who chose the same product without regulatory fit (Higgins, 2000; Higgins et al., in press). We predicted that the effect of regulatory fit on monetary value could be generalized to locomotion and assessment orientations. Participants were willing to pay over 40% more for the same book-light when it was chosen with a strategy that fit their regulatory orientation (assessment/“full evaluation”; locomotion/“progressive elimination”) than when it was chosen with a non-fit strategy.     

Regulatory fit from attribute‐based versus alternative‐based processing in decision making

This paper discusses the fit between attribute-based versus alternative-based processing and regulatory focus, and its impact on decision outcome valuation. Attribute-based processing was found to occur more frequently under prevention focus, whereas alternative-based processing occurred more frequently under promotion focus. The fit between prevention/promotion focus and attribute-based/alternative-based processing was found to enhance satisfaction with choices and the perceived monetary value of chosen options. Moreover, the effect of fit on outcome valuation was found to be mediated by ease of processing. Finally, the effects of fit on ease of processing and outcome valuation disappeared when consumers first practiced to process information based on either attributes or alternatives.     

Global processing fosters donations toward charity appeals framed in an approach orientation

People are often influenced by how persuasive appeals are framed. While decisions and preferences seem dependent on the effects of a fit between one’s regulatory focus and the motivational orientation of a message, specific cognitive mechanisms involved are not yet clear. This study investigated how perceptual processing styles (global vs local) linked with the scope of attention (broad vs narrow) influence decisions depending on motivation-dependent framing (approach vs avoidance). We found that a global processing style fits approach-oriented message appeals and fosters monetary allocation toward charities framed in eager motivational terms. We discuss implications of the findings on processing styles in relation to affective versus deliberate modes of processing and the need to address in detail the role of attentional scope-dependent processing styles in decision making.     

The effects of person–innovation fit on individual responses to innovation

Drawing on the person–environment fit literature, we propose that cognitive comparisons between person and innovation on meaningful dimensions determine organizational members' affective and behavioural responses to innovations. Specifically, we hypothesize that two different types of person‐innovation fit constructs (value fit and ability fit) differentially predict employees' commitment to implementation and implementation behaviour. The results of this study indicate that congruence between innovation values and personal values is more strongly related to employees' commitment to implementation than to implementation behaviour, whereas the congruence between required abilities and current abilities is more strongly associated with implementation behaviour than with commitment to implementation. In addition, commitment to implementation was more strongly associated with environmental characteristics (innovation values), whereas implementation behaviour was associated more strongly with personal characteristics (personal values, current abilities). This study expands the person–environment fit and innovation implementation literature by applying the fit concept to a new domain and by identifying and testing cognitive processes that determine employees' affective and behavioural responses to innovations.     

Gender differences in global-local perception? Evidence from orientation and shape judgments

Direct examinations of gender differences in global-local processing are sparse, and the results are inconsistent. We examined this issue with a visuospatial judgment task and with a shape judgment task. Women and men were presented with hierarchical stimuli that varied in closure (open or closed shape) or in line orientation (oblique or horizontal/vertical) at the global or local level. The task was to classify the stimuli on the basis of the variation at the global level (global classification) or at the local level (local classification). Women’s classification by closure (global or local) was more accurate than men’s for stimuli that varied in closure on both levels, suggesting a female advantage in discriminating shape properties. No gender differences were observed in global-local processing bias. Women and men exhibited a global advantage, and they did not differ in their speed of global or local classification, with only one exception. Women were slower than men in local classification by orientation when the to-be-classified lines were embedded in a global line with a different orientation. This finding suggests that women are more distracted than men by misleading global oriented context when performing local orientation judgments, perhaps because women and men differ in their ability to use cognitive schemes to compensate for the distracting effects of the global context. Our findings further suggest that whether or not gender differences arise depends not only on the nature of the visual task but also on the visual context.     

The role of career values for work engagement during the transition to working life

The present longitudinal study examined the role of career values for work engagement across the transition from university education to working life. Finnish young adults reported on their career values (intrinsic, rewards, and security values) at the age of 23; and the degree of person–organization fit (value congruence, and congruence between one's education and the job), subjective income and economic stress two years later at the age of 25. Work engagement was assessed at both measurement points. Structural equation modeling results showed, first, that intrinsic but not rewards or security career values were related to work engagement. Second, value congruence and having a job which was related to young adults' educational field were positively associated with work engagement. Our findings suggest that along with person–organization fit, intrinsic career values are a significant factor in shaping and facilitating successful transitions from education to work.     

直觉和分析在不同任务条件下的逃生决策效果

目的：探讨针对简单和复杂逃生任务时, 直觉和分析在不同判断依据条件下的逃生决策效果。方法：采用两个主实验和两个预备实验。实验一和实验二的被试人数分别为：85人和87人。两个主实验均采取2 (思维方式：直觉和分析) × 2 (判断依据：简单和复杂)组间实验设计。主要结果：(1)针对简单逃生任务, 直觉组和分析组在不同判断依据条件下的逃生决策效果差异不明显; (2)针对复杂逃生任务, 在简单判断依据条件下分析决策优于直觉决策; 在复杂判断依据条件下直觉决策优于分析决策。主要结论：直觉性和分析性逃生决策的效果主要与决策任务的复杂程度有关, 而与判断依据的复杂程度关系不大。     

The role of career values for work engagement during the transition to working life

The present longitudinal study examined the role of career values for work engagement across the transition from university education to working life. Finnish young adults reported on their career values (intrinsic, rewards, and security values) at the age of 23; and the degree of person–organization fit (value congruence, and congruence between one's education and the job), subjective income and economic stress two years later at the age of 25. Work engagement was assessed at both measurement points. Structural equation modeling results showed, first, that intrinsic but not rewards or security career values were related to work engagement. Second, value congruence and having a job which was related to young adults' educational field were positively associated with work engagement. Our findings suggest that along with person–organization fit, intrinsic career values are a significant factor in shaping and facilitating successful transitions from education to work.     

时间分解效应及其对跨期决策的影响

本文基于经典的分解效应, 提出并证实了一种影响人们判断与决策中时间知觉的新因素--时间分解效应。共包括两个研究, 分别在“时间够用”判断与跨期决策中检验了该效应的存在性与稳固性。实验结果表明：(1)相比未分解条件, 分解条件下的被试判断给定时间内完成某项任务的时间更够用, 即时间知觉更长。该效应受到任务难度的调节, 在较简单的任务中时间分解效应更显著; (2)在跨期决策中, 分解操纵增大了人们对较大较远的收益(larger & later, LL)选项中时间延迟的知觉, 证实了时间分解效应。此外, 还发现时间分解效应会导致人们在跨期决策中更偏好较小较近的收益(smaller & sooner, SS)选项, 对时间延迟的知觉中介了这一过程。总之, 本研究不仅在理论上提出了一种新的分解效应, 同时对现实生活中的决策(如计划制定等)有重要的应用价值。     

Gender Effects in Information Processing on a Nonverbal Decoding Task

Women typically outperform men on the ability to assess other people??s nonverbal behavior. This difference might occur because women are taught to be more sensitive to emotional and nonverbal cues at a very early age compared to men. As a consequence, women might use a more favorable cognitive processing style than men during nonverbal decoding. The present study investigated whether this gender difference is due to the use of different cognitive information processing styles (global or local). Participants (N?=?137) were Swiss undergraduate students that were randomly assigned to either a global (focusing on the whole) or a local (focusing on details) priming of information processing style, or to a control group. They then performed a nonverbal decoding task. Results showed that compared to the control group, local priming had beneficial and global priming detrimental effects for nonverbal decoding accuracy. This was due to an improved performance in men after the local priming; women??s performance was not significantly affected by the local priming. Global priming increased nonverbal decoding accuracy in men and decreased performance in women. We conclude that women already use the more beneficial local processing style by default and that men??s performance can be boosted when providing them a processing strategy.     

WORK VALUE CONGRUENCE AND INTRINSIC CAREER SUCCESS: THE COMPENSATORY ROLES OF LEADER-MEMBER EXCHANGE AND PERCEIVED ORGANIZATIONAL SUPPORT

We hypothesized that leader-member exchange (LMX) and perceived organizational support (POS) would each interact with work value congruence in relation to intrinsic career success. In a sample of 520 teachers from 30 high schools in Turkey, we found that work value congruence was positively related to job and career satisfaction when POS was low but not related to job and career satisfaction when POS was high. Similarly, work value congruence was positively related to career satisfaction when LMX was low but not related when LMX was high. The results contribute to the POS, LMX, and person-organization fit literatures by demonstrating the compensatory nature of LMX and POS for low value congruence in its relation to job and career satisfaction.     

Person-culture fit boosts national pride: A cross-cultural study among 78 societies

Individuals whose personal values match the values of the culture to which they belong to (i.e., person-culture fit) have a better evaluation of themselves. However, whether individuals who experience person-culture fit endorse more positive evaluations of the culture they belong to (e.g., nationality) remains an open question. We tested whether person-culture fit in terms of values (i.e., value congruence) would be associated with national pride (N = 171,528). Response surface analyses showed that value congruence effects on national pride were contingent on the type of values examined. Value congruence in terms of achievement, security, conformity, tradition, benevolence, and universalism was associated with higher national pride. In contrast, value congruence in terms of self-direction, stimulation, hedonism, and power was associated with lower national pride.     

知觉流畅性对判断和决策的影响

流畅性是个体对加工信息难易程度的一种主观体验, 它分为知觉流畅性、概念流畅性、提取流畅性等。研究者通过操纵刺激与背景的颜色对比度、刺激的字体类型、清晰程度等因素来控制知觉流畅性, 发现知觉流畅性会影响一系列判断和决策任务, 如命题真实性、类别判断、偏好、熟悉性等。知觉流畅性既可以作为判断的直接线索也可以通过选择不同线索和认知策略来间接影响判断和决策。     

JUDGMENTS OF FIT IN THE SELECTION PROCESS: THE ROLE OF WORK VALUE CONGRUENCE

Work values were examined as an antecedent of recruiters' judgments of applicant fit with the organization. Data were collected on the work values of recruiters, their organizations, and job applicants in actual job interviews conducted through the placement center of a large university. Following the interviews, recruiters evaluated applicants' general employability and organization-specific fit. Approximately 4 months following the interviews, data on whether the applicants were invited for a second interview were also obtained. Work value congruence between the applicant and the recruiter was found to be related to judgments of general employability and organization-specific fit. Congruence between the applicant and the organization (as perceived by the recruiter) was not related to judgments of employability and organization-specific fit. Recruiter ratings of employability were related to the decision to invite the applicant for a second interview. Work value congruence was not related to second interview decisions. It is concluded that if work values and judgments of applicant fit influence the personnel selection process, they are more likely to do so at later stages when job offer decisions are made. Work values and judgments of applicant fit seem to have minimal impact on decisions to retain the applicant for additional consideration in early stages of the selection process.     

Individual strategy preferences and decisional fit

The present research introduces the concept of decisional fit. A decision maker experiences decisional fit when the individually preferred decision strategy fits the actually applied strategy. In accordance to other fit‐concepts in psychology (e.g., person–environment fit), we expected positive effects of decisional fit. Five studies examine the effects of a fit between the individual preference for intuition and deliberation (PID) and the actually used decision strategy (intuition or deliberation). A comparison of extreme types (according to participants' values on the PID scale) revealed that decisional fit enhances the perceived value of the chosen or evaluated object (Studies 1–3). In Studies 4 and 5, participants experienced less regret after decisional fit. The findings highlight the importance of considering individual differences when comparing intuitive and deliberate decision making, because strategy preferences interact with applied strategies. Copyright © 2008 John Wiley & Sons, Ltd.     

The Price of a Piece of Cheese: Value from Fit Between Epistemic Needs and a Learning Versus an Outcome Focus

In decision making, people can focus on decisional outcomes (outcome focus), but they can also focus on gaining knowledge about the decisional domain (learning focus). Furthermore, people differ in the strength of their epistemic needs—their preference for developing a rich and accurate understanding of the world. We invoke the regulatory fit theory to predict that higher epistemic needs better fit a learning focus than lower epistemic needs, resulting in a greater increase in valuation of the chosen option when a learning rather than an outcome focus is induced. This general hypothesis was tested and supported in three studies, each focusing on a different proxy to epistemic needs. Thus, individuals experienced greater value when they had lower expertise (Study 1), higher need for assessment (Study 2), and higher need for cognition (Study 3) when a learning rather than an outcome focus was induced. Implications for work on epistemic needs, regulatory fit theory, and decision‐making practice are discussed. Copyright © 2011 John Wiley & Sons, Ltd.