The effects of option framing on consumer choices: Making decisions in rational versus experiential processing modes

• In the marketplace, consumers often encounter framed scenarios for optional product features, whereby they can add desired product options to a base model or delete undesired product options from a fully loaded model. The results of two experiments show that such option framing can influence consumers' decision making regarding the total number of finally chosen product options. Also, consumers' processing modes – rational versus experiential, can influence their choice behavior under option framing. Specifically, consumers choose a higher number of options in the delete (versus add) frame, and the effect is magnified when making decisions in an experiential mode, and it is diminished when making decisions in a rational mode. Moreover, cognitive constraints further moderate these effects.

Copyright © 2009 John Wiley & Sons, Ltd.     

Angry faces are more resistant to forgetting than are happy faces: directed forgetting effects on the identity of emotional faces

Using the item-method directed forgetting paradigm (i.e. intentionally forgetting specified information), we examined directed forgetting of facial identity as a function of facial expression and the sex of the expresser and perceiver. Participants were presented with happy and angry male and female faces cued for either forgetting or remembering, and were then asked to recognise previously studied faces from among a series of neutral faces. For each recognised test face, participants also recalled the face’s previously displayed emotional expression. We found that angry faces were more resistant to forgetting than were happy faces. Furthermore, angry expressions on male faces and happy expressions on female faces were recognised and recalled better than vice versa. Signal detection analyses revealed that male faces gave rise to a greater sensitivity than female faces did, and male participants, but not female participants, showed greater sensitivity to male faces than to female faces. Several theoretical implications are discussed.     

Observer age and the social transmission of attractiveness in humans: Younger women are more influenced by the choices of popular others than older women

Being paired with an attractive partner increases perceptual judgements of attractiveness in humans. We tested experimentally for prestige bias, whereby individuals follow the choices of prestigious others. Women rated the attractiveness of photographs of target males which were paired with either popular or less popular model female partners. We found that pairing a photo of a man with a woman presented as his partner positively influenced the attractiveness of the man when the woman was presented as more popular (Experiment 1). Further, this effect was stronger in younger participants compared to older participants (Experiment 1). Reversing the target and model such that women were asked to rate women paired with popular and less popular men revealed no effect of model popularity and this effect was unrelated to participant age (Experiment 2). An additional experiment confirmed that participant age and not stimulus age primarily influenced the tendency to follow others' preferences in Experiment 1 (Experiment 3). We also confirmed that our manipulations of popularity lead to variation in rated prestige (Experiment 4). These results suggest a sophisticated model‐based bias in social learning whereby individuals are most influenced by the choices of those who have high popularity/prestige. Furthermore, older individuals moderate their use of such social information and so this form of social learning appears strongest in younger women.     

Individual differences in using geometric and featural cues to maintain spatial orientation: Cue quantity and cue ambiguity are more important than cue type

Two experiments explored the role of environmental cues in maintaining spatial orientation (sense of selflocation and direction) during locomotion. Of particular interest was the importance of geometric cues (provided by environmental surfaces) and featural cues (nongeometric properties provided by striped walls) in maintaining spatial orientation. Participants performed a spatial updating task within virtual environments containing geometric or featural cues that were ambiguous or unambiguous indicators of self-location and direction. Cue type (geometric or featural) did not affect performance, but the number and ambiguity of environmental cues did. Gender differences, interpreted as a proxy for individual differences in spatial ability and/or experience, highlight the interaction between cue quantity and ambiguity. When environmental cues were ambiguous, men stayed oriented with either one or two cues, whereas women stayed oriented only with two. When environmental cues were unambiguous, women stayed oriented with one cue.     

Beyond global sociosexual orientations: a more differentiated look at sociosexuality and its effects on courtship and romantic relationships

Sociosexuality is usually assessed as the overall orientation toward uncommitted sex, although this global approach may mask unique contributions of different components. In a large online study (N = 2,708) and a detailed behavioral assessment of 283 young adults (both singles and couples) with a 1-year follow-up, the authors established 3 theoretically meaningful components of sociosexuality: past behavioral experiences, the attitude toward uncommitted sex, and sociosexual desire (all measured by a revised version of the Sociosexual Orientation Inventory). Discriminant validity was shown with regard to (a) their factorial structure, (b) sex differences, (c) many established correlates of sociosexuality, and (d) the prediction of observed flirting behavior when meeting an attractive opposite-sex stranger, even down to the level of objectively coded behaviors, as well as (e) the self-reported number of sexual partners and (f) changes in romantic relationship status over the following year. Within couples, the 3 components also showed distinct degrees of assortative mating and distinct effects on the romantic partner. Implications for the evolutionary psychology of mating tactics are discussed.     

Things are always more complicated than you think: An open systems approach to the organizational effects of computer-automated technology

The effects of computerized office and factory automation are examined. An open systems framework is used to organize this literature. The review suggests that the benefits of technology are derived from theintermediate effects of the technology on organizational processes (the task structure, personnel system, formal structure, and informal organization). Thus, it is misleading to examine thedirect effects of computerized technology on organizational outcomes such as profits and satisfaction. Some of the effects of technology on the organizational processes are inevitable (e.g., changes in informal communication patterns). Others are determined less by the technology than by management decisions. The key to achieving success with computerized technology is matching changes in organizational processes to each other, as well as to the technology and the larger environment of the organization.Ann Majchrzak is currently Associate Professor of Human Factors at the Institute of Safety and Systems Management at the University of Southern California. She has recently written two books on the subject of technological change. Katherine J. Klein is an Assistant Professor of Industrial and Organizational Psychology in the Psychology Department of the University of Maryland at College Park.     

Catching more than pocket monsters: Pokémon Go's social and psychological effects on players

ABSTRACT

The augmented reality mobile game Pokémon Go has reached unprecedented popularity since its release in 2016. The game has received intense media attention, but scientific inquiry into its popularity and the effects of play are in the early stages. Previous work has used secondary data or simple correlational analysis to draw early conclusions. A seven-day diary study was conducted to investigate potential health, psychological, and social outcomes of daily gameplay. Daily time spent playing Pokémon Go was related to higher scores of life satisfaction, vitality, and greater social interactions and conversation with both friends and strangers, but not with increased daily exercise. Increased total gameplay across the week was associated with increased interaction and conversations along with more exercise. Future directions for this unique type of game along with the need for theoretical development for unique style of games are discussed.     

Influence of role and gender on the use of distributive versus procedural justice principles

Differences in perceptions of fairness may result from differential emphasis on distributive and procedural justice. The author found that organizational role and gender influenced the extent to which distributive and procedural justice principles were used when participants allocated and evaluated pay raises. When participants took the role of a supervisor, they were more likely to use procedural justice principles; when they took the role of a subordinate, they were more likely to use distributive justice principles. Also, men were more likely to use distributive justice than procedural justice principles when allocating and evaluating raises. These findings suggest that organizations should become aware of individual and role-based differences in emphasis on justice-related factors that could potentially lead to perceptions of unfairness.     

Valuing money more than people: The effects of materialism on work–family conflict

Can valuing money and material possessions lead to conflict between work and family? In this paper, we build on Carlson and Kacmar's call for more research on personal values in the context of the work–family interface. In a field study, we examined the relationship between materialism and two components of work–family conflict: work interference with family (WIF) and family interference with work (FIW). Results supported our main hypotheses that materialism is associated with both forms of work–family conflict. Further, work overload mediated the relationship between materialism and WIF, while FIW moderated the association between materialism and work overload, thus supporting a model of mediated moderation. By linking materialism to work–family conflict, this study adds to the growing evidence of the deleterious effects of holding materialistic values.     

Converging on a new role for analogy in problem solving and retrieval: when two problems are better than one

People often fail to retrieve examples analogous to a current problem or situation. There is good evidence that comparing structurally matching cases facilitates subsequent analogical access. However, current approaches offer little at the time of memory search to promote retrieval of a routinely encoded analogous source. We adapted Gick and Holyoak's (1980, 1983) classic paradigm to investigate whether comparing two unsolved problems at test promotes retrieval of a single previously studied analogue. In Experiment 1, comparison of test problems facilitated analogical problem solving. Experiment 2 showed that comparison is the critical factor since solving two test problems separately proved ineffective. In Experiment 3, comparing two problems led to greater success for participants who read a prior analogous story than those who did not, demonstrating specifically that comparison facilitates retrieval. The three studies show that analogical access is powerfully determined by problem encoding. Implications for psychological theory and real-world applications are discussed.     

Recollection-based prospective metamemory judgments are more accurate than those based on confidence: judgments of remembering and knowing (JORKS)

Five experiments were conducted to examine whether the nature of the information that is monitored during prospective metamemory judgments affected the relative accuracy of those judgments. We compared item-by-item judgments of learning (JOLs), which involved participants determining how confident they were that they would remember studied items, with judgments of remembering and knowing (JORKs), which involved participants determining whether studied items would later be accompanied by contextual details (i.e., remembering) or would not (i.e., knowing). JORKs were more accurate than JOLs when remember-know or confidence judgments were made at test and when cued recall was the outcome measure, but not for yes-no recognition. We conclude that the accuracy of metamemory judgments depends on the nature of the information monitored during study and test and that metamemory monitoring can be improved if participants are asked to base their judgments on contextual details rather than on confidence. These data support the contention that metamemory decisions can be based on qualitatively distinct cues, rather than an overall memory strength signal.     

Temporal framing and the decision to take part in type 2 diabetes screening: effects of individual differences in consideration of future consequences on persuasion.

Reliable individual differences in the extent to which people consider the long- and short-term consequences of their own behaviors are hypothesized to influence the impact of a persuasive communication. In a field experiment, the time frame of occurrence of positive and negative consequences of taking part in a proposed Type 2 diabetes screening program was manipulated in a sample of 210 adults with a mean age of 53 years. Individual differences in consideration of future consequences (CFC; A. Strathman, F. Gleicher, D. S. Boninger, & C. S. Edwards, 1994) moderated (a) the generation of positive and negative thoughts and (b) the persuasive impact of the different communications. Low-CFC individuals were more persuaded when positive consequences were short term and negative consequences were long term. The opposite was true of high-CFC individuals. Path analyses show that net positive thoughts generated mediated the effect of the CFC x Time Frame manipulations on behavioral intentions.     

Personal self and collective self: when academic choices depend on the context of social comparison

This research examines the impact of same-sex versus opposite-sex social comparisons on the perception of one’s own abilities at school and subsequent reported marks and academic choices. During their final year, male and female high school students were asked to describe themselves either in comparison with boys in their class, in comparison with girls in their class or without any explicit social comparison (control group). The interaction effects of gender and comparison context on academic selfconcept, school marks and academic choices indicated that gender differences depend on the comparison context. Particularly, as predicted, gender differences disappeared in the same-sex social comparison condition, and even became inverted for the intended academic choices. Here, boys intended to choose more than girls Preparatory Courses for Higher Education (PCHE) in the opposite-sex social comparison condition, while girls more often chose a prestigious PCHE than boys in the same-sex social comparison condition. The theoretical, methodological and practical implications of these findings are discussed.     

Aesthetic issues in spatial composition: effects of vertical position and perspective on framing single objects

Aesthetic preference for the vertical composition of single-object pictures was studied through a series of two-alternative forced-choice experiments. The results reveal the influence of several factors, including spatial asymmetries in the functional properties of the object and the typical position of the object relative to the observer. With asymmetric side views of objects, people generally prefer objects typically located below the observer's viewpoint (e.g., a bowl or swimming stingray) to be below the center of the frame and objects typically located above the observer's viewpoint (e.g., a light fixture or flying eagle) to be above the center of the frame. In addition, people generally prefer symmetric views of those same objects from directly above or directly below to be closer to the center of the frame. We suggest that these results can be unified by the hypothesis that people prefer the object's "affordance space" to be centered within the frame.     

A fiery conflict: Attachment orientations and the effects of relational conflict on sexual motivation

This study examined the effects of relational conflict on sexual motivation. Sixty‐one couples were videotaped while discussing either a major relationship problem or their daily routine. Both partners then completed measures of sexual motives and rated their romantic partner's sexual attractiveness. Results showed that conflict discussion inhibited relationship‐based motives and had an adverse effect on women's perceptions of partner's attractiveness, but a beneficial effect on men's perceptions. Conflict discussion also inhibited self‐serving sexual motives such as having sex to obtain relief from stress among people with avoidant partners, suggesting that people are unlikely to turn to avoidant partners for sexual consolation. Implications for understanding the role of the sexual system in regulating reactions to relationship distressful events are discussed.     

Effects of power on perceived and objective group variability: evidence that more powerful groups are more variable

The perception of group variability is affected by social power and status. Three different mechanisms may be responsible for these effects: (a) the power of the perceiver affects perceived group variability; (b) the power of the perceived group affects its perceived variability; and (c) the power of the group affects its actual variability. Two studies are reported to tease apart these three mechanisms and provide support for the third. In the first study, high- and low-power groups interacted and subsequently judged each other. In the second study, participants observed and rated the Study 1 groups, either knowing their power relationship or not. Results suggest that members of high-power groups manifest greater interpersonal variability than members of low-power groups.     

Motivated decision making: effects of activation and self-centrality of values on choices and behavior

Six studies examined the value-behavior relation and focused on motivational properties of values, the self, and value activation. Priming environmental values enhanced attention to and the weight of information related to those values, which resulted in environmentally friendly consumer choices. This only occurred if these values were central to the self-concept. Value-congruent choices were also found in response to countervalue behavior in an unrelated context. Donating behavior congruent with central altruistic values was found as a result of enhanced self-focus, thus demonstrating the importance of the self in the value-behavior relation. The external validity of the value-centrality measure and its distinction from attitudes were demonstrated in the prediction of voting. Values were thus found to give meaning to, energize, and regulate value-congruent behavior, but only if values were cognitively activated and central to the self.     

Many stimuli are frightening,but some are more frightening than others: The contributions of preparedness,dangerousness, and unpredictability to making a stimulus fearful

The nonrandom distribution of situational fears has been explained by evolutionary survival relevance of specific fears. Thirty-eight stimuli were taken from the literature on preparedness and were scored on fearfulness, objective dangerousness, and spatiotemporal unpredictability by three separate groups of students. The same items were scored on survival relevance by 15 biologists. Fearfulness of cues significantly correlated not only with survival relevance but also, and even more strongly, with dangerousness and unpredictability. While the fear/survival relevance association virtually disappeared when the unpredictability contribution was partialed out, the fear/unpredictability correlation was only marginally affected when controlling for survival relevance. This suggests that nonrandomness of feared stimuli may result from the spatiotemporal unpredictability that is attributed to these stimuli. The current practice of using snakes and spiders as phobia-relevant, and flowers and mushrooms as neutral, cues was not justified by the ratings of the 15 independent experts.This study was supported in part by a grant from the Dutch Organization for Fundamental Research (ZWO/Psychon, 560-268-001).