Goal attainment as a resource: The cushion effect in risky choice above a goal

Goals are a ubiquitous part of life and have been shown to change behavior in many domains. This research studied the influence of goal attainment on risky choice behavior. Previous research has shown that goals tend to increase risk‐seeking behavior when potential outcomes fall below a goal. We examined a new problem: Choice behavior when all potential outcomes in a choice set achieve or exceed the goal. Two studies show a “cushion effect” of goal attainment on choice under risk. When all possible outcomes of all options are above a salient and specific goal, decision makers are more likely to choose a risky option over a certain outcome with equal expected value (EV). We hypothesized that the attainment of a goal serves as a cushion that softens the negative emotions associated with receiving a gamble's low outcome. This allows risk taking that would otherwise be unattractive. Copyright © 2009 John Wiley & Sons, Ltd.     

Self‐framing of risky choice

Previous research on framing effects has largely focused on how choice information framed by external sources influences the response of a decision maker. This research examined how decision makers framed choice options and how the hedonic tone of self‐framing influenced their risk preference. By using pie charts and a complementary sentence‐completion task in Experiment 1, participants were able to interpret and frame the expected choice outcomes themselves before making a choice between a sure option and a gamble in either a life–death or a monetary problem. Each of these self‐frames (phrases) was then rated by a group of independent judges in terms of its hedonic tone. The hedonic tone of self‐frames was mostly positive and was more positive in the life–death than the monetary context, suggesting a motivational function of self‐framing. However, positive outcomes were still more likely to be framed positively than negative outcomes. In Experiment 2, choice outcomes were depicted with a whole‐pie chart instead of a pie slice in order to emphasize positive and negative outcomes equally. The results showed that the hedonic tone of self‐framing was still largely positive and more positive in the life domain than the monetary domain. However, compared to Experiment 1, the risk preference in the life–death domain was reversed, showing an outcome salience effect: when the pie‐slice chart emphasized only survival outcomes, participants were more risk taking under positive hedonic frames whereas when the whole‐pie chart depicted both survival and mortality outcomes, they became risk averse under positive frames. In sum, self‐framing reflected a positive bias in encoding risk information and affected the risk preference of the decision maker. Like the tone of voice used in communication, the hedonic tone of self‐framing, either positive or negative, can affect risk perception of a choice problem. Copyright © 2003 John Wiley & Sons, Ltd.     

Risk Taking for Sexual Versus Monetary Outcomes using the Balloon Analogue Risk Task

The present study examined risk-taking behavior in relation to sexual and monetary outcomes using the Balloon Analogue Risk Task (BART). Adult men (n = 61) completed two modified BART tasks (one with monetary outcomes and one with sexual outcomes) and a battery of self-report measures concerning sexual and nonsexual constructs. Several findings are reported. First, risk-taking behavior concerning sexual outcomes can be evoked and quantified using the modified BART task reported here. Second, risk-taking for money was associated with latent factors associated with criminal behavior, drug use, and gambling. Third, risk taking for sexual outcomes was associated with the latent factors of sexual excitability and criminal behavior. Results suggest that stimulus-specific measures of risk taking are better associated with some outcomes. Study findings are discussed in terms of their relevance to laboratory research on the behavioral processes that underlie risky decision making.

     

Improving judgement with prepaid expert advice

Decision makers (“Judges”) often make decisions after obtaining advice from an Advisor. The two parties often share a psychological “contract” about what each contributes in expertise to the decision and receives in monetary outcomes from it. In a laboratory experiment, we varied Advisor Experitise and the opportunity for monetary rewards. As expected, these manipulations influenced advice quality, advice taking, and Judge post‐advice decision quality. The main contribution of the study, however, was the manipulation of the timing of monetary rewards (before or after the advising interaction). We found, as predicted, that committing money for expert—but not novice—advice increases Judges' use of advice and their subsequent estimation accuracy. Implications for advice giving and taking are discussed. Copyright © 2004 John Wiley & Sons, Ltd.     

Religious Social Networks and Volunteering: Examining Recruitment via Close Ties

A growing number of studies point to religious social networks as the critical link between religion and volunteering, mediating the effect of religious participation and predicting volunteering more strongly than beliefs. Previous studies have examined how the presence or absence of religiously based social ties predicts volunteering behavior. However, few studies have focused on the role of recruitment in personal networks. Examining the sources and frequency of recruitment efforts is especially important, since being asked to volunteer is one of the strongest predictors of volunteering. Using data from the nationally representative Portraits of American Life Study, this study examines the frequency and effectiveness of volunteer recruitment via close, same-faith ties. I find that same-faith friends and family members vary widely in their propensity to make volunteer requests, depending on whether religion is a salient aspect of the relationship and whether the relationship is connected to congregational social networks. I also find that, for churchgoers and non-churchgoers alike, ties to people actively involved in a congregation are important sources of volunteer invitations. As expected, having been asked to volunteer is a strong predictor of volunteering. However, the recruitment source appears to be less critical. I explore how these findings shed light on the mechanisms linking religious networks and volunteering.     

For the Win: Risk‐Sensitive Decision‐Making in Teams

Risk‐sensitivity theory predicts that decision‐makers should prefer high‐risk options in high need situations when low‐risk options will not meet these needs. Recent attempts to adopt risk‐sensitivity as a framework for understanding human decision‐making have been promising. However, this research has focused on individual‐level decision‐making, has not examined behavior in naturalistic settings, and has not examined the influence of multiple levels of need on decision‐making under risk. We examined group‐level risk‐sensitive decision‐making in two American football leagues: the National Football League (NFL) and the National College Athletic Association (NCAA) Division I. Play decisions from the 2012 NFL (Study 1; N = 33 944), 2013 NFL (Study 2; N = 34 087), and 2012 NCAA (Study 3; N = 15 250) regular seasons were analyzed. Results demonstrate that teams made risk‐sensitive decisions based on two distinct needs: attaining first downs (a key proximate goal in football) and acquiring points above parity. Evidence for risk‐sensitive decisions was particularly strong when motivational needs were most salient. These findings are the first empirical demonstration of team risk‐sensitivity in a naturalistic organizational setting. Copyright © 2016 John Wiley & Sons, Ltd.     

Money does not stink: Using unpleasant odors as stimulus material changes risky decision making

Odors are strong elicitors of affect, and they play an important role in guiding human behavior, such as avoiding fire or spoiled food. However, little is known about how risky decision making changes when stimuli are olfactory. We investigated this question in an experimental study of risky decision making with unpleasant odors and monetary losses in a fully incentivized task with real outcomes. Odor and monetary decisions were matched so that monetary losses corresponded to the amount of money participants were willing to pay to avoid smelling an odor. Hierarchical Bayesian analyses using prospect theory show that participants were less sensitive to probabilities when gambling with odors than when gambling with money. These results highlight the importance of taking the sensory modality into account when studying risky decision making.     

Risk Taking in Decision Making for Others Versus the Self1

In two studies, we examined people's level of risk taking when making monetary decisions for other people rather than for themselves. Experiment 1 examined the role of regret in these situations; results show that regret concerns led to increased risk avoidance both when participants made decisions for other people as well as when making decisions for themselves. Experiment 2 tested whether skill tasks would lead to greater risk avoidance when the decision was for another person versus for oneself. This hypothesis was not supported, although men were more risk seeking than were women in both situations. Taken together, these studies suggest that many of the findings from risk research on individual decision making regarding financial situations generalize to decision making for others.     

When does being paid an hourly wage make it difficult to be a happy volunteer?

When people willingly volunteer their time, how does the salience of the opportunity costs of their time influence their experience of the activity? Study 1 uses the American Time Use Survey Well-Being module to examine whether the subjective experience of happiness while volunteering is influenced by how people are paid and the opportunity costs of their time spent volunteering. Among hourly paid workers for whom there is a salient heuristic for the opportunity costs of time, we found that higher opportunity costs of time as indicated by income and duration of the activity were associated with diminished happiness experienced during volunteering. No differences across income and duration emerged among non-hourly workers for whom there was not a salient heuristic for the opportunity costs of time. Using a student population who all volunteered for the same charity activity, Study 2 tested whether making the opportunity costs salient caused less happiness to be reported from the activity than those in the control condition. These studies contribute to our understanding of the psychological consequences of thinking about time in terms of money and how it may influence the hedonic experience of activities people choose to undertake in the applied context of volunteering.     

Intrinsic vs. extrinsic motivational orientations and the volunteer process

The present study incorporated the constructs of intrinsic and extrinsic motivation into an investigation of dispositional factors that contribute to volunteering. Recent research has conceptualized motivational tendencies as akin to personality variables, stable across time and situations. Volunteer motives, volunteer role identity, and prosocial personality were assessed, along with motivational orientation and time devoted to volunteering. Intrinsic motivation was positively associated with a volunteer self-concept, prosocial personality, volunteer time, and motive strength. This was particularly true for “internal” motives, those that are satisfied by the volunteer activity itself. Extrinsic orientation was most closely associated with “external” motives (specifically career aspirations), which require an outcome separate from the volunteer work in order to be fulfilled. The study was the first to consider constructs from the prevailing conceptual view of the volunteer process in the context of motivational orientation. The wider theoretical perspective offers insight into human behavior beyond volunteerism.     

Hormonal changes after competition predict sex‐differentiated decision‐making

Recent neuroendocrinology research has pointed out that testosterone (T) and cortisol (C) changes after social interactions can predict risk‐taking behavior in decision‐making, depending on the sex of participants. However, previous research has focused on the effects of the changes in only one hormone, rather than the interaction between them, even though C can suppress T activity. Our aim was to test, in men and women, the role of T changes moderated by C changes after competition in decision‐making. Thus, 48 males and 46 females completed the Iowa Gambling Task (IGT) after a laboratory competition or a noncompetitive task (control task). Saliva samples were collected before and after the competition/control task. IGT was employed to measure risk‐taking decision‐making, considering the degree of uncertainty. Our results showed sex‐differentiated effects of T and C changes on risk‐taking behavior. On the one hand, men from both task groups (Competition/Control) who had higher C and T changes after competition showed more risk‐taking decision‐making (higher IG Risk). On the other hand, women from the competitive task who had high C and T showed conservative decision‐making. Therefore, these results show sex‐differentiated decision‐making profiles, which would help to understand how men and women behave after experiencing a competitive social context.     

Emotion,Decision, and Risk: Betting on Gambles versus Betting on People

We examined the effects of two emotions, fear and anger, on risk‐taking behavior in two types of tasks: Those in which uncertainty is generated by a randomizing device (“lottery risk”) and those in which it is generated by the uncertain behavior of another person (“person‐based risk”). Participants first completed a writing task to induce fear or anger. They then made choices either between lotteries (Experiment 1) or between actions in risky two‐person decisions (Experiments 2 and 3). The experiments involved substantial real‐money payoffs. Replicating earlier studies (which used hypothetical rewards), Experiment 1 showed that fearful participants were more risk‐averse than angry participants in lottery‐risk tasks. However—the key result of this study—fearful participants were substantially less risk‐averse than angry participants in a two‐person task involving person‐based risk (Experiment 2). Experiment 3 offered options and payoffs identical to those of Experiment 2 but with lottery‐type risk. Risk‐taking returned to the pattern of Experiment 1. The impact of incidental emotions on risk‐taking appears to be contingent on the class of uncertainty involved. For lottery risk, fear increased the frequency of risk‐averse choices and anger reduced it. The reverse pattern was found when uncertainty in the decision was person‐based. Further, the effect was specifically on differences in willingness to take risks rather than on differences in judgments of how much risk was present. The impact of different emotions on risk‐taking or risk‐avoiding behavior is thus contingent on the type, as well as the degree, of uncertainty the decision maker faces. Copyright © 2010 John Wiley & Sons, Ltd.     

行为贫困陷阱的心理机制与管理对策：基于认知与动机双视角

借鉴行为经济学家开创的应用行为决策于贫困研究的新范式, 选取我国“连片特困地区”的贫困者为研究对象。首先建构“认知和动机双视角的行为贫困陷阱”的立论模型; 然后通过“贫困所致认知后果影响后继决策行为的心理机制和神经机制”, 以及“贫困所致认知和动机后果共同影响后继决策行为的作用机制”来探索贫困所致心理后果与后继决策行为间的因果效应; 最后进行“贫困所致认知功能改变影响后继决策行为的随机控制实验”和“贫困所致自我认同改变影响后继决策行为的现场干预研究”, 旨在通过“扶志和扶智”达到“授人以渔”, 并从中提炼出可供扶贫政策参考的管理对策。     

Teenagers’ Perceptions of Volunteering Following the 2010–2011 Canterbury Earthquakes,New Zealand

ABSTRACT

Limited research exists of teenagers’ involvement in the response phase of a natural disaster. There is little, for example on volunteering, and of specifically what motivates teenagers to volunteer and the activities they participate in. Therefore, this study investigated teenagers’ involvement and perceptions of volunteering following the 2010–2011 Canterbury, New Zealand, earthquakes. Six focus groups were conducted with 31 teenagers aged 16–18 who had experienced the earthquakes. The data were analyzed using thematic analysis leading to four themes, namely sense of control, sense of purpose, shift in perspective, and restrictions. Findings emphasize the importance of organizing youth-focused volunteer groups, due to volunteering potentially reducing teenagers’ psychological distress postdisaster.     

Adolescent Motivations to Engage in Pro‐Social Behaviors and Abstain From Health‐Risk Behaviors: A Self‐Determination Theory Approach

The present study used self‐determination theory to examine adolescents' motivations to engage in charitable donating and community volunteering and to abstain from sexual intercourse and marijuana use. The sample consisted of 419 late adolescents recruited from across the country through an online survey panel. Participants completed online measures of motivations to engage in donating and volunteering, motivations to abstain from sex and marijuana, and single‐item indexes of the four behaviors. Variable‐centered analyses (correlation and regression) found evidence for a general motivational factor, motivational specificity by behavioral domain (positive and negative behaviors), motivational specificity by particular behavior (charitable donating, volunteering, sexual risk‐taking, and marijuana use), and a stronger relative role for autonomous motivations than controlled motivations. Person‐centered analyses (cluster analysis) found four motivation profiles (low motivation, medium motivation, high motivation, and mixed motivation) for all four behaviors and suggested that level of autonomous motivation was a key factor differentiating the groups on levels of behavior. The findings suggest different levels of motivational specificity and highlight the importance of autonomous motivations in predicting behaviors as compared to controlled motivations. Further, similar patterns were found for motivations to engage and to abstain.     

Motivation as Mediator Between National Identity and Intention to Volunteer

Although there is a large volume of research on the relationship between social identity and volunteerism, little attention was given to national identity in volunteerism research. This study examined the role of national identity in motivating people to volunteer in the Chinese culture and its role in differentiating those who showed no interest in voluntary work (i.e. non‐volunteers) from those who wanted to volunteer but did not (i.e. potential volunteers). Two hundred ninety‐nine participants (age, M = 34.14 years) filled out a questionnaire on their demographics, experience of volunteering, intention to volunteer, volunteer motivations, and national identity. Results showed that a stronger national identity was associated with greater volunteer motivations. Mediation analyses further supported the positive indirect effect of national identity on intention to volunteer through strengthening volunteer motivations. Marital status was the only significant factor that differentiated current volunteers from potential volunteers. We concluded that citizens’ volunteer motivation increases with national identity, yet concrete measures to bring potential volunteers to actual volunteering need to be further explored. Copyright © 2012 John Wiley & Sons, Ltd.     

Good fortune but bad luck? Predictable versus unpredictable gains and losses in risky choice

This study examines the effects of two different types of good and bad experiences on risk‐taking preferences: fortune and luck. We define fortune as a relatively stable positive or negative context within which choices are made and luck as a more unpredictable series of better or worse outcomes. With the use of a lottery‐based paradigm, fortune was operationalized as a preponderance of all‐gain or all‐loss two‐outcome option pairs within a larger set of mixed‐outcome control lotteries. Luck was operationalized as the experienced frequency of better versus worse outcomes when playing the lotteries. We predicted that fortune and luck would lead to opposite risk‐taking tendencies within control lotteries. An assimilation effect of fortune was predicted, with risk‐averse preferences for control lotteries when surrounded by good fortune and risk‐seeking preferences when surrounded by bad fortune. In contrast, we expected that high rates of success with good luck would lead to risk‐seeking preferences, whereas low rates of success with bad luck would yield risk‐averse preferences. Our predictions for fortune were confirmed; however, there was no evidence of any effect on risk taking based on experiencing good versus bad luck. Moreover, we observed a striking disconnect between impressions of the experience and risk‐taking behavior. Both identification and attributions of luck and fortune were highly correlated with the number of gain outcomes that participants experienced but were uncorrelated with risk taking. We review these surprising findings considering several prominent theories of risk‐taking behavior, particularly drawing attention to the differential roles of predecisional and postdecisional information in choice.     

Consistent constructs in individuals’ risk taking in decisions from experience

The current research evaluates the consistency of different constructs affecting risk taking in individuals’ experiential decisions across different levels of risk. Specifically, we contrast three major views concerning the psychological constructs that underlie risk taking behavior. The first is the classical economic approach which views risk as the sensitivity to differences in variance. The second is the latent-components approach suggesting the importance of sensitivity to losses and diminishing sensitivity to marginal increases in payoffs. The third approach, risk acceptance, relates to the willingness to accept probable outcomes over certainty. The results of three studies indicate that (1) Individuals do not exhibit consistency in their sensitivity to variance. (2) Consistent diminishing sensitivity is found within the gain and loss domains, but across these domains individuals seem to be consistent only when deciding between constant versus probable outcomes, suggesting that they reliably differ in their risk acceptance. (3) Risk acceptance appears to entail different psychological constructs when the decision problem involves co-occurring gains and losses.     

The first year: influences on the satisfaction, involvement, and persistence of new community volunteers

This investigation tests an elaborated form of Omoto and Snyder's volunteer process model, which explains how the helping behavior of volunteers is influenced by antecedent factors and by subjective experiences while volunteering. Two-hundred-thirty-eight community volunteers from nine different organizations were recruited at the time of initial orientation and completed measures of personality and motivation. They were contacted at four times during their first year of volunteering and queried regarding their emotional reactions (sympathy, distress), satisfaction, and degree to which their motivations for volunteering were being fulfilled. Consistent with the elaborated model, feelings of sympathy, distress, and motive fulfillment were substantially predicted by antecedent factors, and satisfaction with the volunteer work was substantially predicted by these subjective experiences. Also consistent with the elaborated model, volunteer involvement (hours per week volunteered) was predicted by satisfaction, although volunteer persistence over time was not. Implications of these findings are discussed.     

The gap between medical and monetary choices under risk persists in decisions for others

Decisions under risk in the medical domain have been found to systematically diverge from decisions in the monetary domain. When making choices between monetary options, people commonly rely on a decision strategy that trades off outcomes with their probabilities; when making choices between medical options, people tend to neglect probability information. In two experimental studies, we tested to what extent differences between medical and monetary decisions also emerge when the decision outcomes affect another person. Using a risky choice paradigm for medical and monetary decisions, we compared hypothetical decisions that participants made for themselves to decisions for a socially distant other (Study 1) and to recommendations as financial advisor or doctor (Study 2). In addition, we examined people's information search in a condition in which information about payoff distributions had to be learned from experiential sampling. Formal modeling and analyses of search behavior revealed a similarly pronounced gap between medical and monetary decisions in decisions for others as in decisions for oneself. Our results suggest that when making medical decisions, people try to avoid the worst outcome while neglecting its probability—even when the outcomes affect others rather than themselves.