The effects of social exclusion on confirmatory information processing

After making a preliminary decision, a balanced search for information that is consistent and inconsistent with one's decision is associated with effective decision making. However, whereas searching for information that is inconsistent with one's preliminary preference arouses the aversive motivational state of cognitive dissonance, evokes negative emotions, and threatens the self, preference‐consistent information reduces dissonance, evokes positive emotions, and has positive implications for the self. Thus, searching for information in a balanced way requires the willingness to face the negative implications of searching for preference‐inconsistent (relative to preference‐consistent) information. Social exclusion has been shown to be associated with impulsive, undercontrolled behavior. Therefore, we expected socially excluded (relative to included or control) participants to be less willing to confront oneself with the unappealing qualities of preference‐inconsistent information and more willing to seek for the appealing qualities of preference‐consistent information. This hypothesis was supported in two studies, with the use of different manipulations of social exclusion. Copyright © 2012 John Wiley & Sons, Ltd.     

Emotional agency appraisals influence responses to preference inconsistent information

Bringing together the literature on emotional appraisals and the literature on biased processing in judgment, two studies investigate how incidental emotions varying in valence and agency influence decision making after exposure to preference consistent vs. inconsistent information. We show that emotions differ in their response to preference inconsistent information due to their differences in self vs. other agency appraisals, whereas no emotional differences were found in response to preference consistent information. Negative emotions associated with other agency appraisals increase resistance to preference inconsistent information whereas negative emotions associated with self agency appraisals encourage acceptance of preference inconsistent information relative to neutral conditions. We show this pattern reverses for positive emotions. These effects were driven by changes in confidence after exposure to inconsistent information and reflected in evaluative judgments. We discuss the significance of these findings for the emotions, preference consistency, and decision-making literatures.     

Confirmation bias in sequential information search after preliminary decisions: an expansion of dissonance theoretical research on selective exposure to information

Research on selective exposure to information consistently shows that, after having made a decision, people prefer supporting over conflicting information. However, in all of these experiments participants were given an overview of all available pieces of information, selected them simultaneously, and did not process the requested information during the selection phase. In the present research the authors show that an even stronger preference for supporting information arises if information is presented and processed sequentially instead of simultaneously (Experiment 1), and they demonstrate that this stronger confirmation bias is due to sequential presentation and not to sequential processing of information (Experiment 2). The authors provide evidence that the increase in confirmation bias under sequential presentation is caused by heightened commitment due to the participants' increased focusing on their decision (Experiments 3 and 4).     

Preference Consistency and Preference Strength: Processing and Judgmental issues1

Recent research in motivated reasoning has examined processing of information that is consistent or inconsistent with one's preferences. This paper extends the work by examining the micro‐processes of the processing of such information. In addition, it examines the moderating impact of preference strength and argument quality on processing of and judgments associated with preference‐consistent and preference‐inconsistent information. Across 2 studies, evidence was obtained suggesting that preference‐inconsistent information is processed in greater depth as well as in a more biased manner. Findings are also reported indicating that when preferences are weak, people are less resistant to changing their preferences, particularly when exposed to strong arguments accompanying preference‐inconsistent information. Implications for comparative advertising in a consumer marketing context are discussed.     

Giving advice or making decisions in someone else's place: the influence of impression, defense, and accuracy motivation on the search for new information

When making decisions, people have been found predominantly to seek information supporting their preferred choice and to neglect conflicting information. In this article, the authors investigate to what extent different types of advisors, who recommend a choice to someone or make a decision on behalf of someone, show the same confirmatory information search. In Experiment 1, the authors presented participants, in the role of advisors, with a client's decision problem and found that when making a recommendation, advisors conducted a more balanced information search than participants who were making a decision for themselves. However, advisors who had to make a decision on behalf of their clients revealed an increased preference for information supporting their position. Experiment 2 suggested that this confirmatory information search was caused by impression motivation: The advisors bolstered their decision to justify it to the client. The results are discussed within the multiple motive framework of the heuristic systematic model.     

Information search and presentation in advisor–client interactions

When making a decision, people often search for more information supporting than conflicting with their preferred alternative. This can be counterproductive because potential risks and liabilities of the intended decision may be overlooked. However, when confronted with a decision problem, people often turn to advisors for help. We examined what kind of information advisors search for when confronted with a client’s decision problem and what information they present to their clients. Experiment 1 suggested that advisors (participants in the role of travel agents or friends) conducted a more balanced information search than personal decision-makers. However, when presenting information to their client, mock travel agents passed on more information supporting their recommendation than conflicting with it, whereas friends presented information in a balanced way. Experiment 2 replicated the balanced information search of advisors and suggested that this effect was partly mediated by the advisors’ increased accuracy motivation. Practical and theoretical implications are discussed.     

Identity salience moderates processing of group-relevant information

When an individual is categorized as a member of a group, the individual’s social identity becomes his or her frame for perceiving the world. This research investigates how information can be perceived and processed differently when relevant social identities are salient. In two studies, participants’ individual, student, or American identities were made salient before they read strong or weak arguments in favor of the institution of comprehensive exams at their university in 10 years time. In both studies, student-salient participants analytically processed the message whereas self-salient (Study 1) and American-salient (Study 2) participants failed to agree differentially with strong and weak messages. These data suggest that social-identity salience changes the information that individuals consider relevant, providing clear support for the contention that social identities have a profound impact on the way individuals perceive and interact with the world around them.     

The redux of cognitive consistency theories: evidence judgments by constraint satisfaction

The authors suggest that decisions made from multiple pieces of evidence are performed hy mechanisms of parallel constraint satisfaction, which are related to cognitive consistency theories. Such reasoning processes are bidirectional--decisions follow from evidence, and evaluations of the evidence shift toward coherence with the emerging decision. Using a factually complex legal case, the authors observed patterns of coherence shifts that persisted even when the distribution of decisions was manipulated (Study 1) and influenced by the participants' attitudes (Study 2). The evaluations of the evidence cohered with the preferred decision even when participants changed their preference (Study 3). Supporting the bidirectionality of reasoning. Study 4 showed that assigning participants to a verdict affected their evaluation of the evidence. Coherence shifts were observed also in related background knowledge. This research suggests that cognitive consistency theories should play a greater role in the understanding of human reasoning and decision making.     

Threat and selective exposure: the moderating role of threat and decision context on confirmatory information search after decisions

Previous studies on the impact of perceived threat on confirmatory information search (selective exposure) in the context of decision making have yielded mixed results. Some studies have suggested that confirmatory information search is reduced, yet others have found contradictory effects. The present series of 5 studies consistently found that the crucial moderator for these inconsistent findings was whether the induced threat was contextually related to the subsequent decision and information search tasks. Contextual incongruence (e.g., an induction of terrorist threat followed by an economic decision case) results in reduced levels of confirmatory information search, whereas a congruent threat (e.g., an induction of terrorist threat followed by a decision case on terrorism) results in increased levels of confirmatory information search. Analyses of the underlying psychological processes revealed that decision-unrelated threat inductions increase decision makers' experienced decision uncertainty, thus reducing confirmatory information search.     

Satisficing when buying information

In two studies expected value, expected utility, and satisficing approaches to one's decision to buy information were compared. The task for the first study was to judge the maximum worth of information by bidding to reduce an ambiguous prospect to a risky one when given an option between a risky prospect and an ambiguous one. A within-subjects design was used in which, for the risky prospect, the probability of gain and expected value were varied. The results were inconsistent with both expected value and expected utility models, but were consistent with a satisficing strategy. The second study was similar to the first but with context changes in the stimuli and a slightly different decision task. The results showed that the effects are robust across task and context. The main behavioral effect is that people appear more willing to buy information that may decrease an expected loss than information that may increase an expected gain. A decision justification principle is consistent with that effect.     

The distortion of criteria after decision-making

The results of two experiments indicate that decision-makers separately distort their interpretations of decision criteria and evaluations of information in a manner that justifies their decisions. In Study 1, participants reported a yes/no decision either before or after they rated the applicable decision criterion and problem information. Participants distorted their criterion and information ratings more when they reported their decisions before, rather than after, they rated the decision criterion and problem information. Study 2 demonstrated that distortion of decision criterion ratings occurred after a decision had been made whereas distortion of information evaluations occurred during the process of reaching a decision. These results are consistent with a two-stage model of decision-making in which the distortion of decision criteria is distinct from the distortion of decision information.     

认知闭合需要、框架效应与决策偏好

在带有模糊性的决策情境中,决策者个人的认知特征会对其判断决策产生重要影响。通过实验的方法,考察了认知闭合需要和特征框架效应对个体决策偏好的影响。93名工商管理硕士（MBA）参与了实验,研究的结果支持了本研究的3个假设,即认知闭合需要与特征框架效应不仅对被试的决策偏好存在显著的影响,而且二者还存在显著的交互作用。具体来说,研究发现,在模糊情境中：高认知闭合需要的被试偏好于立刻做出决策,而低认知闭合需要的被试偏好于暂缓做出决策;接收到正向框架信息的被试偏好于立刻做出决策,而接收到负向框架信息的被试偏好于暂缓做出决策;认知闭合需要与特征框架对被试的决策偏好还存在显著的交互作用。研究结论为根据个体认知闭合需要的水平来选拔决策者、利用框架效应来影响个体的信息加工方式进而提高决策质量提供了理论依据     

The role of risk,regret, and rejoice in non-instrumental information seeking

Standard theories suggest that humans should seek information only when it can help them make better decisions. However, recent work suggests that people choose to seek information even when it cannot influence the outcome of a choice. Across three experiments, we examined how this preference for non-instrumental information was related to the risk, regret, and rejoice associated with different choices. Experiment 1 examined how risk preference informed the appetite for non-instrumental information and tested how risk and information preference in a gamble-task related to the desire for knowledge across a range of hypothetical real-world scenarios. In Experiment 2, we tested how risk, operationalized as variance, related to non-instrumental information seeking when allowing participants to mentally simulate the potential outcomes of gambles. In Experiment 3, we provided explicit feedback about forgone options, intending to make the potential for regret or rejoice more salient. Taken together, our results show a consistent appetite for information that was robust to changes across all experimental manipulations. We found some evidence of a positive correlation between the desire for knowledge and the level of anticipated regret (Experiment 1), but overall, our data appear more consistent with the idea that non-instrumental information seeking is driven by a general aversion to uncertainty than by an attempt to regulate specific future emotions.     

Empower my decisions: The effects of power gestures on confirmatory information processing

Recent research has shown that social power systematically influences information processing in many ways, and can be induced simply via powerful gestures or postures. The current studies investigated the impact of embodied power on confirmatory information processing after decision making. Based upon previous social power research, we hypothesized that individuals who posed in powerful ways (making a clenched fist or sitting in an open, expansive posture) would systematically prefer decision-consistent over decision-inconsistent information; an effect known as selective exposure, or biased assimilation. Four studies consistently indicated that bodily positioning associated with high levels of power induced greater confirmatory tendencies in the evaluation and search stages of a subsequent, decision-relevant information task (Studies 1–4). This tendency is unlikely to be due to mere physical strain (Study 4), and was mediated by differences in experienced decision certainty (Studies 3 and 4); indicating that the embodiment of high power makes people more confident regarding the validity of their decisions. Consequently, high-power posers systematically prefer information that is consistent with their decision preference.     

Roles of cognitive load and self-relevance during emotional information searching on decision-making

Older adults have been found to favor positive stimuli over negative stimuli; further, developing a negative preference may be a cognitively demanding process. In the present study, we focused on the joint effects task self-relevance and cognitive load have on older adults' emotional information preferences when performing decision-making. To examine this, we used multi-attribute decision tasks and process-tracing procedure to measure their searching process. The study composed of a 2 (age: young/old) × 2 (cognitive load: load/non-load) × 3 (attribute valence: positive/neutral/negative) × 3 (task self-relevance: high/medium/low) mixed design. Sixty-one young adults and 62 older adults viewed 5 (alternatives) × 5 (attributes) decision matrices that contained positive, negative, and neutral information, with the total views and mean time spent viewing each different valence (positive, negative, and neutral information) set as dependent variables. The results indicated that both young and old adults have no emotional information preference in regard to self-relevance. When under no cognitive load, both positive and negative information were viewed more than neutral information; however, under cognitive load, preference for negative information decreased; this effect size was more robust in older adults. There was also a main effect of self-relevance on total views and mean checking time, with attributes concerning higher self-relevance tasks being more likely to attract attention. Older adults exhibited a consistent hedonic focus, even in highly self-relevant contexts; however, this effect disappeared under cognitive load. Overall, the findings suggest that cognitive resources play an important role in emotional information processing during decision processes.     

The influence of morphological information on cataphoric pronoun assignment

In 3 eye-tracking experiments, the authors investigated the use of morphological information during pronoun resolution. Experiments 1 and 2 showed that disruption occurred when a preferred assignment was inconsistent with gender information. Experiment 2 ensured that this difficulty was not due to the introduction of a new discourse entity. Experiment 3 showed that disruption also occurred when number information was inconsistent with the preferred assignment. The results indicate that the use of morphological information is delayed until after the computation of coreference relations.     

The loss‐bet paradox: Actuaries,accountants, and other numerate people rate numerically inferior gambles as superior

Psychologists have convincingly demonstrated that preferences are not always stable and, instead, are often “constructed” based on information available in the judgment or decision context. In 4 studies with experts (accountants and actuaries in Studies 1 and 2, respectively) and a diverse lay population (Studies 3 and 4), the evidence was consistent with the highly numerate being more likely than the less numerate to construct their preferences by rating a numerically inferior bet as superior (i.e., the bets effect). Thus, the effect generalizes beyond a college student sample, and preference construction differs by numeracy. Contrary to prior thinking about preference construction, however, high expertise and high ability (rather than low) consistently related to the paradoxical phenomenon. Results across studies including Study 3's experimental modifications of the task supported the hypothesized number comparison process (and not a lack of expertise with monetary outcomes and probabilities or numeracy‐related differences in attention to numbers) as the effect's underlying cause. The bets effect was not attenuated by Study 4's instructions to think about what would be purchased with bet winnings. Task results combined with free‐response coding supported the notion that highly numerate participants have a systematic and persistent inclination for doing simple and complex number operations that drive their judgments (even after controlling for nonnumeric intelligence). Implications for 3 types of dual‐process theories are discussed. The results were inconsistent with default‐interventionist theories, consistent or unclear with respect to fuzzy trace theory, and consistent with interactive theories.     

Children's strategy preferences for resolving contradictory story information under two social conditions

This paper attempted to examine how children, when confronted with a literary implicature, resolve this implicature under two types of social conditions. More specifically, this paper identified five types of strategies which people employ to resolve text anomalies arising when old information in a story setting is incompatible with new information in a story ending. Two experiments demonstrated that third graders (8.4 and 8.6 years) and sixth graders (12.5 and 12.8 years) consistently selected certain strategies for resolving old and new, empirical and value, contradictory information. Although third and sixth graders demonstrated a similar strategy preference for resolving contradictory old and new information in formal conditions, the principal difference was that third graders modified old information to fit new information while sixth graders modified new information to fit old information. In contrasting the formal and informal conditions, third graders shifted their strategy preferences so as to minimize the amount of text restructuring in the formal condition; sixth graders, on the other hand, shifted their strategy preferences so as to maximize the amount of text restructuring in informal conditions. These findings suggest that story schema structures are more interpretive than story grammar psychologists presently assume.     

Reactions to blatantly contradictory information

In two experiments, subjects were shown a complex event and were later exposed to misinformation about that event. In addition, some subjects received a piece of blatantly contradictory misinformation. Blatant misinformation both was rejected by subjects and caused them to be more resistant to other misinformation that they would ordinarily have been inclined to accept the “spillover” effect. However, delaying the blatant misinformation until the other pieces of false information had already been processed destroyed its ability to make subjects immune to such “ordinary” misinformation. These results are consistent with the idea that subjects incorporate new information into memory at the time it is initially introduced and use this information to update an existing memorial representation.