It's My Campaign I'll Cry if I Want to: How and When Campaigns Use Emotional Appeals

Recent research in the area of campaign advertising suggests that emotional appeals can influence political attitudes, electoral choices and decision‐making processes. Yet is there any evidence that candidates use emotional appeals strategically during campaigns? Is there a pattern to their use? For instance, are fear appeals used primarily late in the campaign by trailing candidates in order to get voters to rethink their choices? And are enthusiasm appeals used more commonly early on in order to shore up a candidate's base? We use affective intelligence theory—and supplement it with the idea of a voter backlash—to generate expectations about when candidates use certain emotional appeals (namely, anger, fear, enthusiasm, and pride) and which types of candidates are most likely to do so. We then test these ideas using campaign advertising data from several U.S. Senate races from 2004. Our research thus provides a link between research on campaign decision making—here the decision to “go emotional”—and research focusing on the effects of emotional appeals on voters.     

Does Time Constraint on Users Negate the Efficacy of Decision Support Systems?

Time constraint can impair decision performance: time-constrained decision makers process information faster, process less information, and use less rigorous decision strategies. On the other hand, properly designed decision support systems (DSSs) can induce decision makers to process more information and use more rigorous decision strategies, which can result in enhanced performance. In this study, we investigate, drawing on bounded rationality and cost-benefit theories of DSS use, whether these salutary effects of DSSs still hold in time-constrained environments. Our experimental results replicate past research regarding the effects of time constraint and DSSs taken separately and also show that the positive effects of DSSs are maintained when decision makers are under time constraint. That is, consistent with hypotheses, time-constrained participants processed information in a more compensatorylike manner when aided by DSSs than when not. Some of the results suggest that the negative effects of time constraint can be mitigated or even eliminated by the use of DSSs, but some participants did not take full advantage of the DSS to combat time constraint.     

Normative and Descriptive Models of Military Decisions to Deploy Precision Strike Capabilities

Precision strike capabilities represent a significant and highly controversial part of present day military operations. And yet, there is a surprising dearth of empirical research on military decision making in this domain. In this article, we therefore review different psychological perspectives on how these decisions can be made. Specifically, we compare the application of normative models of judgment and choice against the empirical research on human decision making, which suggests that people are more likely to employ heuristic strategies. We suggest that several features of decision tasks in the precision strike domain evoke the use of intuitive (heuristic) decision making whereas other features such as the sometimes unfamiliar (or novel) nature of the decision task requires analytic strategies to generate good solutions. Therefore, decisions about precision strike capabilities are best made with a mixture of intuitive and analytic thought, a mode of thinking known as quasirationality.     

POTENTIAL APPLICATIONS OF BEHAVIORAL DECISION RESEARCH TO TREATMENTS FOR DRUG ABUSE, RELATED RISKY BEHAVIORS, AND OTHER PROBLEMS:

Abstract— This commentary highlights potential applications of behavioral decision research to treatments for substance abuse and related risky behaviors. Some research questions are suggested to help determine how risk information developed with behavioral decision methods could be used with maximal impact to treat and prevent substance use The relevance of behavioral decision research treatments for other problems such as anxiety is briefly discussed. The important and direct applicability of behavioral decision methods to informed consent far research participants also is noted.     

More Rational or More Emotional Than Others? Lay Beliefs About Decision-Making Strategies

Research demonstrates that people utilize both reasoning and feeling in decision making and that both strategies can be advantageous. However, little is known about how people perceive their decision-making relative to others. Despite research findings and popular appeals supporting the use of affective decision processes, across a series of studies, we find that individuals believe they rely more on reasoning, and less on feelings, than others. These effects are driven by the motivation to self-enhance where, in most contexts, individuals believe the use of reasoning is superior, and self-enhancing, compared to the use of feelings. Consistent with this mechanism, beliefs that one’s decisions are more rational than others’ are as follows: (a) stronger for those who exhibit greater beliefs in the superiority of reasoning (vs. feeling), (b) attenuated when the decision context precludes motivational thinking about the self or the self is affirmed, and (c) reversed when the use of feelings is perceived as more self-enhancing. We demonstrate downstream consequences (e.g., decision delegation), rule out alternative explanations, and discuss practical implications of these lay beliefs.     

Invited Review—Survey of Value‐Focused Thinking: Applications,Research Developments and Areas for Future Research

Criteria are the central focus of multi‐criteria decision analysis. Many authors have suggested using our values (or preferences) to define the criteria we use to evaluate alternatives. Value‐focused thinking (VFT) is an important philosophy that advocates a more fundamental view of values in our decision making in our private and professional lives. VFT proponents advocate starting first with our values and then using our values to create decision opportunities, evaluate alternatives and finally develop improved alternatives. It has been 20 years since VFT was first introduced by Ralph Keeney. This paper surveys the VFT literature to provide a comprehensive summary of the significant applications, describe the main research developments and identify areas for future research. We review the scope and magnitude of VFT applications and the key developments in theory since VFT was introduced in 1992 and found 89 papers written in 29 journals from 1992 to 2010. We develop about 20 research questions that include the type of article (application, theory, case study, etc.), the size of the decision space (which, when given, ranged from $200K to billions of dollars), the contribution documented in the article (application benefits) and the research contributions (categorized by preferences, uncertainties and alternatives). After summarizing the answers to these questions, we conclude the paper with suggestions for improving VFT applications and potential future research. We found a large number of significant VFT applications and several useful research contributions. We also found an increasing number of VFT papers written by international authors. Copyright © 2012 John Wiley & Sons, Ltd.     

Children's decision strategies and their adaptation to task characteristics

Recent research has established decision making as an important type of strategic problem solving. From this perspective, the present paper examines strategic decision behavior in children and, in particular, the ability to adapt decision strategies to task characteristics. Twelve-year-olds' strategies were identified through analyses of information search patterns with different-sized matrices of information. Using a similar procedure, Payne (1976, Organizational Behavior and Human Performance, 16, 366–387) found that adults shifted to more efficient (but less “optimal”) strategies as task complexity increased. The present study indicates that, by 12 years of age, children understand many of the basic concepts of strategic decision making, such as compensation and elimination, and, like adults, they modify their strategies appropriately in response to complexity. However, their behavior differs from that reported for adults in that the distinctions among specific decision strategies are not clear cut, and there is frequent use of less demanding, cost-cutting strategies even with smaller decision tasks. Memory capacity and topic interest also affect decision strategy. The results support the feasibility of further developmental study of decision strategies. Analytical techniques developed here for use with children may profitably be applied in studies with adults as well.     

决策过程中的建议采纳

建议采纳是指决策者参考他人建议并形成最终决策的过程。在过去的20年中,建议采纳研究集中探讨了三方面问题：（1）评判者多大程度上采纳了他人建议;（2）他人建议对决策质量的提升作用;（3）建议者和评判者在决策中的信心。本文首先介绍了建议采纳研究的实验范式,并从测量方法和研究成果两方面对上述三个问题进行回顾。未来的研究应注意丰富“建议”的外延、关注“建议者”角色、拓展决策任务、并探讨情绪在建议采纳过程中的作用。     

How formulating implementation plans and remembering past actions facilitate the enactment of effortful decisions

Building on prior research studying effortful decision making and enactment processes (Bagozzi, Dholakia, & Basuroy, 2003; BDB), we identify and provide an in‐depth understanding of two specific self‐regulatory strategies: (1) formulating an implementation plan, and (2) remembering past actions, that decision makers can use in facilitating enactment of effortful decisions. The results of three experiments, in which the decision maker's goal and self‐regulatory strategy were manipulated, showed that for goals that decision makers chose volitionally, the motivational effects of both these strategies lay in increasing levels of proximal implementation‐related variables (implementation intentions, plan completeness, plan enactment, and goal realization) significantly. In contrast, for goals that were assigned to participants, these strategies' motivational effects additionally extended to significantly increasing distal goal‐related variables (goal desire, goal intentions, perceived self‐efficacy, and implementation desires). The theoretical implications of our findings are discussed, and future research opportunities are explored. Copyright © 2007 John Wiley & Sons, Ltd.     

The latent structure of decision styles

Responding to calls for theoretical development in research on decision styles, this article focuses on their structural relationships. A two-component model of decision styles is proposed. One component, pertaining to dual process theories of thinking, is concerned with the processes people use to make decisions, and the other is concerned with processes used to regulate decisions (e.g. whether they should be made immediately or delayed). The results of a first study (N = 629) using items from a comprehensive decision style measure (the Decision Styles Questionnaire), support the two-component model. The results of a second study (N = 305), based on an alternative set of style measures, provide support for an extended version of the model. Implications of the theory and research findings for future work on decision styles are discussed.     

The Influence of Decision Makers' Goals on Their Concerns About Procedural Justice1

Two studies examine how decision makers' goals of enhancing organizational effectiveness and promoting positive interpersonal relations shape their decision making when they are allocating scarce resources among group members. Past research has conceptualized this problem as one of balancing between the use of two distributive justice principles: equity and equality. The studies reported examine the degree to which authorities are also concerned about issues of procedural justice. The results suggest that experienced decision makers—both managerial and administrative—believe that when trying to maintain positive interpersonal relations it is as important to use decision-making procedures that will be regarded as fair (procedural justice) as it is to allocate outcomes in ways which will be regarded as fair (distributive justice). Decision makers' definitions of procedural justice are also examined.     

Cognitive-behavioral therapy and decision science

In recent decades cognitive-behavioral therapy (CBT) and decision science (DS) have emerged within the field of psychological science. Though these are two vastly different areas of study, they are similar in that they address human information processing, cognition, behavior, and the link between them. In this article, we provide brief summaries of CBT and decision science, discuss their similarities and differences, and discuss how future research can identify ways in which these fields can inform each other. Several CBT techniques that might be of use to the efforts of the decision science field to prevent cognitive biases are suggested. Research that integrates these two fields may lead to the improvement of both.     

Overcoming focusing failures in competitive environments

This paper attacks one of the chief limitations of the field of behavioral decision research—the past inability to use this literature to improve decision making. Building on the work of Thompson, Gentner, Loewenstein and colleagues (Loewenstein, Thompson, & Gentner, 1999; Thompson, Gentner, & Loewenstein, 2000; Gentner & Markman, 1997), the current paper finds that it is possible to reduce bias in one of the most robust problems in the decision literature, the Acquiring a Company Problem (Samuelson & Bazerman, 1985). Past research has shown that individuals make suboptimal offers as a result of the failure to think about the decisions of others and to incorporate a clear understanding of the rules of the game. In the current study, we find that by allowing study participants to see and understand differences in seemingly unrelated decision problems—versions of the Monty Hall Game (Nalebuff, 1987; Friedman, 1998) and Multiparty Ultimatum Game (Messick, Moore, & Bazerman, 1997; Tor & Bazerman, 2003)—study participants can learn to focus more accurately on the decisions of other parties and the rules of the game, the keys to solving the Acquiring a Company Problem. This research offers a new piece of evidence that comparative and analogical processes may be a successful direction for improving decision making. Copyright © 2004 John Wiley & Sons, Ltd.     

Moving beyond categorization to understand affective influences on real world health decisions

This paper provides an overview of affect and health decision‐making research, with a focus on identifying gaps, opportunities, and challenges to guide future research. We begin by defining common categorical distinctions of affective processes that influence health decisions: integral (i.e., related to the decision) and incidental (i.e., normatively unrelated to the decision) influences, and current (experienced in the moment) and anticipated (“cognitive representations” of future affect) affect. We then summarize key discoveries within the most common categories of affective influences on health decision making: current integral affect, current incidental affect, and anticipated integral affect. Finally, we highlight research gaps, challenges, and opportunities for future directions for research aimed at translating affective and decision science theory to improve our understanding of, and ability to intervene upon, health decision making.     

Eliciting Consumer Choice Heuristics: Sales Representives' Persuasion Strategies

Research has shown that consumers spend little cognitive effort in marketplace decisions (i.e., information acquisition, evaluation of alternatives). In fact, consumers simplify decision making by using decision rules learned from previous purchases. The present research explores the notion that during the course of a sales interaction, sales representatives may use expressions (i.e., primes) that encourage consumers to invoke previously used decision rules. These decision rules lead consumers to consider factors not necessarily relevant to the purchase decision (e.g., what others will think, reciprocate sales representatives' efforts, missed opportunities). Thus, consumers' thoughts are diverted from more pertinent factors such as budget and timing of the purchase. Moreover, consumers persuade themselves to purchase via thoughts concerning the decision rule and visual imagery associated with consumption. The notions of priming and schema- directed thinking are used to explain how sales representatives elicit consumers' decision rules from long-term memory. Implications of these techniques are made with regards to relationship management.     

Escalation research: providing new frontiers for applying behavior analysis to organizational behavior

Decision fiascoes such as escalation of commitment, the tendency of decision makers to "throw good money after bad," can have serious consequences for organizations and are therefore of great interest in applied research. This paper discusses the use of behavior analysis in organizational behavior research on escalation. Among the most significant aspects of behavior-analytic research on escalation is that it has indicated that both the patterns of outcomes that decision makers have experienced for past decisions and the patterns of responses that they make are critical for understanding escalation. This research has also stimulated the refinement of methods by researchers to better assess decision making and the role reinforcement plays in it. Finally, behavior-analytic escalation research has not only indicated the utility of reinforcement principles for predicting more complex human behavior but has also suggested some additional areas for future exploration of decision making using behavior analysis.     

Deception research involving children: ethical practices and paradoxes

This commentary draws on the thoughtful contemplation and innovative procedures described in the special section articles as well as current professional codes and federal regulations to highlight ethical practices and paradoxes of deception research involving children. The discussion is organized around 4 key decision points for the conduct of responsible deception research involving children: (a) evaluating the scientific validity and social value of deception research within the context of alternative methodologies, (b) avoiding and minimizing experimental risk, (c) the use of child assent procedures as questionable ethical safeguards, and (d) debriefing as both remedy and risk.     

眼动轨迹匹配法：一种研究决策过程的新方法

眼动轨迹匹配法是近年来新兴的一种眼动数据分析方法, 该方法包括注视数据的预处理、兴趣区划分和编码、形成眼动轨迹字符串、计算相似性得分四个步骤。研究者采用眼动轨迹匹配法对决策过程理论及其影响因素进行的探索性研究, 证实了眼动轨迹匹配法在决策领域的可行性、精确性和高价值性。未来的研究应进一步利用眼动轨迹匹配法加强对各种决策理论及其影响因素的研究, 以揭示决策的认知过程, 构建更加完善的决策理论模型。     

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