Willingness to pay for advice: The role of rational and experiential processing

Everyday, millions of decision makers receive advice from one or more sources. Although research has addressed some of the issues concerning how people take and use advice that they are given, less is known about the psychological processes that underlie decision makers’ willingness to pay for advice. In the present research, we explore the important role that mode of information processing and decision-specific knowledge have on willingness to pay for advice. In a pretest and two experiments, we use a priming procedure to induce either a rational or experiential mode of processing. We find that people processing information rationally are willing to pay substantially more for advice than those who are processing information experientially, and that this effect is moderated by the individual’s decision-specific knowledge.     

The relation of rational and experiential information processing styles to personality, basic beliefs, and the ratio-bias phenomenon.

A new version of the Rational-Experiential Inventory (REI), which measures rational and experiential thinking styles and includes subscales of self-reported ability and engagement, was examined in two studies. In Study 1, the two main scales were independent, and they and their subscales exhibited discriminant validity and contributed to the prediction of a variety of measures beyond the contribution of the Big Five scales. A rational thinking style was most strongly and directly related to Ego Strength, Openness, Conscientiousness, and favorable basic beliefs about the self and the world, and it was most strongly inversely related to Neuroticism and Conservatism. An experiential thinking style was most strongly directly related to Extraversion, Agreeableness, Favorable Relationships Beliefs, and Emotional Expressivity, and it was most strongly inversely related to Categorical Thinking, Distrust of Others, and Intolerance. In Study 2, a rational thinking style was inversely related and an experiential thinking style was unrelated to nonoptimal responses in a game of chance. It was concluded that the new REI is a significant improvement over the previous version and measures unique aspects of personality.     

The admissibility of expert testimony regarding malingering and deception

This article discusses the legal admissibility of expert testimony and the ability of mental health professionals to detect malingering and deception among defendants. A legal analysis of the admissibility of expert testimony regarding malingering and deception in formal legal proceedings is presented. Some guidelines are provided to help mental health professionals and attorneys determine the admissibility of evidence they intend to introduce. Although psychologists and psychiatrists currently have a limited ability to identify accurately malingering and deception, expert testimony about the genuineness of a defendant's mental illness is likely to be held admissible for both practical and evidentiary reasons. In contrast, evidence about a witness' credibility is rarely admissible. In addition, psychologists are ethically obliged to recognize their limitations in making representations about their skills.     

Configurational effects in visual information processing

These experiments show that the perceptual organization of a multielement display affects both the speed and accuracy with which a target letter in it is detected. The first two experiments show that a target is detected more poorly if it is arranged in good form (a perceptual Gestalt) with noise elements than if it is not. This effect is not confounded with target-noise proximity or display size, and it holds for stimuli terminated by the subject’s response as well as for stimuli of very brief duration. Increasing the number of noise elements can actually improve performance if the added noise elements increase the degree to which the noise elements form perceptual groups separately from the target. A third experiment tries out a new method for scaling the perceptual structure of an array, and it shows that the main features of the first two experiments can be predicted from the scaled perceptual structure of the arrays they used.     

True overconfidence: The inability of rational information processing to account for apparent overconfidence

The better-than-average effect describes the tendency of people to perceive their skills and virtues as being above average. We derive a new experimental paradigm to distinguish between two possible explanations for the effect, namely rational information processing and overconfidence. Experiment participants evaluate their relative position within the population by stating their complete belief distribution. This approach sidesteps recent methodology concerns associated with previous research. We find that people hold beliefs about their abilities in different domains and tasks which are inconsistent with rational information processing. Both on an aggregated and an individual level, they show considerable overplacement. We conclude that overconfidence is not only apparent overconfidence but rather the consequence of a psychological bias.     

The dimensional effects of missing information on choice processing

This paper demonstrates that choice processing may be different in missing information situations than in full information situations depending on whether inferences are used to fill in missing values and the overlap of the missing information itself. It is shown that when individuals do not form inferences to fill in missing values, fewer full attribute-based processes and more processes which accommodate for missing attribute values, alternative-based or given-dimension attribute-based, are used. It is also shown that when a processing shift due to missing information does occur, the overlap of the missing values will affect the type of shift that takes place. If overlap is high, a shift to given-dimension attribute-based processing is more likely, and when overlap is low, a shift to alternative-based processing is more likely. When individuals do form inferences to fill in missing values, processing is more similar to that in full information situations. Finally, it is shown that individuals will often partially fill in missing information, thus moderating the proposed effects.     

Memory effects in visual spatial information processing

Eight, ten and twelve year old children were tested on a novel procedure involving the successive presentation of the standard and comparison stimuli. Two hypotheses were evaluated, one dealing with memory effects, and the other with children's pre-testing of choice responses in spatial information processing. It was found, in general, for both spatial perception and coordination of perspectives tasks, that there was no short memory decay for spatial information, but that opportunities to pre-test choice responses improved performance. It was inferred from these data that the performance superiority under simultaneous than successive conditions is attributable to opportunities to pre-test responses and not to memory effects, as opposed to successive conditions is attributable to opportunities to pre-test responses and not to memory effects.     

Killing kids: The juvenile death penalty and community sentiment

In the Supreme Court's Eighth Amendment jurisprudence, “community sentiment” plays a central if not dispositive role in determining if a punishment is disproportionate. To gauge sentiment on the death penalty for juveniles, two experiments with death-qualified subjects were run, where age (a 15–25 age range) and case (heinousness) were varied in the first, and type of defendant (principal, accessory, or felony-murder accessory) and an extended age range (13–25) varied in the second. Significant age effects occur in both experiments, with approximately 75% and 65% refusing to give the death penalty for the youngest (13–15) and next youngest (16–18) groups, whereas 60% give the death penalty for the 25-year-old. In their reasons for their decisions, the killing kid was judged less blameworthy and death-worthy. Although politicians have called for “a man-sized punishment for a man-sized crime,” this community does not see that “man-sized” punishment fitting the kid.     

The impact of expert testimony on trials of battered women who kill their husbands

Increased attention to family violence is reflected, in part, in the growing number of social scientists who have applied the results of their work in trials of battered women who have killed their husbands. Acting as expert witnesses, these individuals detail their knowledge and offer opinions in order to educate jurors about the social and psychological consequences of abuse within marital relationships. Little is known about the actual impact of expert testimony on jury deliberation in cases involving battered women. Those engaged in studying the interface of psychology and criminal justice have relied primarily on anecdotal evidence which suggests that expert testimony shapes jurors' attitudes and their ultimate decisions. (Ellison & Buckhout, 1981). This article summarizes psychological research on how individuals, including battered women, react to victimization and provides a preliminary theoretical formulation of this problem.     

The effects of divided attention on information processing in manual tracking.

Six subjects performed a manual tracking task concurrently uith each of two secondary tasks: in input task (auditory signal detection) and an output task (application of a constant force). A feedback-control analysis of tracking performance was utilized to analyze the time-sharing decrements observed in mean squared errer, in terms of components due to processing delay, addition of internal processing noise, and change in response bias (tracking gain). The results indicated that only the parameters measuring noise and gain were sensitive to time-sharing conditions, and these only to concurrent performance of the force application task. It is concluded that limits of attention in dual-task performance are more severe in output than in input stages of processing, but that these limits are not necessarily those of a single-channel bottleneck. Instead, a broader conception of attention is proposed: one that included changes in processing noise and shifts in response bias, as attention-related phenomena.     

Levels of processing in disruptive effects of prior information

Under certain conditions, advance information about possible letter alternatives may depress recognition of single tachistoscopically presented letters followed by a pattern mask. Neill and Walling (1981) found that this “before-disruption effect” occurred specifically when alternatives were featurally similar. In contrast, Experiment 1 of the present study found that precuing facilitated identification of unfamiliar stimuli composed of letterlike features, particularly when alternatives differed in only one critical feature. Contrary to Smith, Haviland, Reder, Brownell, and Adams (1976), composition of letterlike features is therefore not sufficient to produce the before-disruption effect. The before-disruption effect appears to occur when there is opportunity to represent the stimulus at a deeper (i.e., name) level, but foreknowledge of a critical distinguishing feature biases processing instead toward the level of physical features. Congruent with this analysis, Experiment 2 found the before-disruption effect for letters to be attenuated when targets were unpredictably upper- and lowercase, necessitating name-level matching to the alternatives. Experiment 3 found the superior identification of unprecued letters to be paradoxically associated with inferior target detection, as indicated by concurrent presence/absence judgments. In addition, identification of unprecued letters, but not precued letters, was significantly above chance on trials in which overt target detection failed to occur. The results are consistent with recent suggestions that pattern masking does not terminate perceptual processing, but rather interferes with conscious awareness of completed visual analysis.     

The interpersonal effects of emotions in negotiations: a motivated information processing approach

Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1, participants received information about the opponent's emotion (anger, happiness, or none) in a computer-mediated negotiation. As predicted, they conceded more to an angry opponent than to a happy one (controls falling in between), but only when they had a low (rather than a high) need for cognitive closure. Experiment 2 similarly showed that participants were only affected by the other's emotion under low rather than high time pressure, because time pressure reduced their degree of information processing. Finally, Experiment 3 showed that negotiators were only influenced by their opponent's emotion if they had low (rather than high) power. These results support the motivated information processing model by showing that negotiators are only affected by their opponent's emotions if they are motivated to consider them.     

The effects of social support on children's eyewitness testimony

Child witnesses often give only short accounts of witnessed events. Part of the reason for this failing centres on the stress present during an interview. The most obvious means of reducing stress in children, through the provision of social support, has typically been neglected in eyewitness research, presumably because of fears over children's excessive suggestibility. Social support is also believed to inhibit children during interviews. However, these fears appear to stem more from general suspicions about children's competencies rather than empirical findings. Studies are described which show that child witnesses express a strong desire for social support, and that support may be provided in a number of different ways, from peers as well as adults. It is argued that social support is one of the most unfairly neglected issues in eyewitness research, and the minimal evidence available suggests that allowing support may have a facilitative effect on task performance, including free-recall memory.     

The information effect: constructive memory, testimony, and epistemic luck

The incorporation of post-event testimonial information into an agent’s memory representation of the event via constructive memory processes gives rise to the misinformation effect, in which the incorporation of inaccurate testimonial information results in the formation of a false memory belief. While psychological research has focussed primarily on the incorporation of inaccurate information, the incorporation of accurate information raises a particularly interesting epistemological question: do the resulting memory beliefs qualify as knowledge? It is intuitively plausible that they do not, for they appear to be only luckily true. I argue, however, that, despite its intuitive plausibility, this view is mistaken: once we adopt an adequate (modal) conception of epistemic luck and an adequate (adaptive) general approach to memory, it becomes clear that memory beliefs resulting from the incorporation of accurate testimonial information are not in general luckily true. I conclude by sketching some implications of this argument for the psychology of memory, suggesting that the misinformation effect would better be investigated in the context of a broader “information effect”.     

Jurors' locus of control and defendants' attractiveness in death penalty sentencing

The authors examined the relationship between jurors' locus of control and defendants' attractiveness in death penalty sentencing. Ninety-eight participants voluntarily served as mock jurors. The authors administered J. B. Rotter's (1966) Internal-External Locus of Control Scale to participants and then randomly assigned them to a group with either an attractive or an unattractive defendant (represented by photographs). Participants read a murder vignette and selected a punishment--either a lifetime jail sentence or the death penalty-for the defendant. Results indicated that neither jurors' locus of control nor defendants' attractiveness influenced sentencing. However, jurors' age and gender significantly influenced sentencing. Men, with the exception of the youngest men, were more likely than women to choose the death penalty. Additionally, young women were more likely than older women to select the death penalty. The authors discuss the implications of these results for the study of jury behavior and bias.     

The therapeutic effects of rational masturbation

Editor's Note: Dr. Kujoth's article inaugurates theClinician's Corner of JRECBT. Clinician's Corner will present case studies, therapeutic techniques, self-help articles and other material which has direct relevance for clinical practice. In this article, Dr. Kujoth, a licensed clinical psychologist, presents a case of his that illustrates how the philosophy of REBT towards human sexuality has a long-term liberating and self-actualizing effect on an ‘at risk’ juvenile.     

Bias and expert testimony of mental health professionals in adversarial proceedings: A preliminary investigation

The role of mental health professionals testifying as expert witnesses has been the subject of increasing criticism. Cases in which opposing experts reach different conclusions are dismissed as “battles of the experts” and psychologists and psychiatrists are described as “hired guns.” This preliminary, analogue study examined the degree to which the opinions and testimony of mental health professionals may differ according to which side retains the expert. Results provided some support for the proposition that mental health professionals' testimony may vary according to the side by which they are retained.