Emotional intelligence,cognitive ability and information search in tactical decision-making

Emotional intelligence (EI) may promote more effective decision-making under stress. In the present study, 167 participants completed a situation judgment test for EI, and performed a decision-making task based on an Antarctic rescue scenario. Participants were assigned to either a negative or neutral feedback group. Negative feedback significantly increased distress and impaired decision-making. EI failed to moderate the impacts of negative feedback, but higher EI was associated with greater information-search activity irrespective of feedback condition. It is concluded that ability EI may have a motivational component that may support more exhaustive analysis of both social and non-social stimuli.     

Selective exposure and decision framing: The impact of gain and loss framing on confirmatory information search after decisions

When people make decisions, they often prefer to receive information that supports rather than conflicts with their decision. To date, this effect has mainly been investigated in the context of decisions about gains, whereas decisions about losses have received less attention. Based on Prospect Theory, we expected information search to be differently affected by whether people previously have decided about gains or losses. Three studies have revealed that selectivity of information search is stronger after gain-framed rather than after loss-framed decision problems. An investigation of the underlying psychological processes revealed that gain decisions are made with increased subjective decision certainty (i.e. they are easier and less effortful to make), which in turn systematically increases confirmatory information search.     

Antecedents of consumer relative preference for interpersonal information sources in pre‐purchase search

Past research has demonstrated clearly the importance of pre‐purchase information search within the buying process. Scholars have identified several sources used by consumers in order to obtain information relevant to their purchase situation. Among the various information sources, interpersonal non‐commercial sources seem to play an important role in consumers' choice decisions. The present study examines potential antecedents of consumer relative preference for interpersonal information search. The proposed antecedents include personality traits such as individuals' susceptibility to interpersonal influence, their need for cognition and their self‐confidence, as well as individual differences in product knowledge and perceived risk associated with the purchase of a specific product. Using structural equation modelling on survey data (419 respondents), seven hypotheses — describing relationships between the diverse variables of the model — were tested. The results indicate that consumer relative preference for interpersonal information search was significantly influenced by consumers' susceptibility to interpersonal influence, their need for cognition, their self‐confidence and their product knowledge. Consumers' product knowledge also influenced their perceived risk, which did not affect their preference for interpersonal search significantly. Copyright © 2005 John Wiley & Sons, Ltd.     

Factors influencing the use of internal summary evaluations versus external information in choice

Decision makers cope with more demanding tasks by shifting their cognitive strategies, balancing effort expenditure against the desire to produce an accurate response. In choice tasks, one method for reducing effort while simultaneously maintaining accuracy is to shift from a reliance on information obtained from the external environment to that retrieved from memory, particularly summary evaluations (i.e. relatively stable evaluative reactions to the overall attractiveness of individual alternatives) acquired from previous decision-making experience. We examined four factors that should all encourage decision makers to rely to some extent on internal summary evaluations rather than external information search: (1) increased external search costs, (2) greater time pressure, (3) increased incentives to make an accurate choice, and (4) increased levels of prior experience with the choice context. Sixty experimental subjects chose their preferred alternative from a set of women's magazines. Decision processes were inferred from verbal protocols, computer-generated search records, and decision times. Only increased external search costs led to a greater reliance on summary evaluations. Although increased time pressure, increased incentives, and increased experience with the context did lead to changes in search and evaluation processes, contrary to initial expectations decision makers did not shift to a greater reliance on summary evaluations. These results suggest that while decision makers do sometimes use summary evaluations as a substitute for external search, this is only one of several mechanisms available for effort reduction. Understanding when and where decision makers rely upon summary evaluations probably requires a broader conceptualization of knowledge structures, particularly a consideration of the knowledge that decision makers possess about different choice strategies and their effectiveness.     

A direct comparison of infants' use of featural and spatiotemporal information when individuating objects in a non-occlusion event-monitoring design

A central issue within the field of object individuation concerns the kind of information that infants rely on when they succeed in individuating objects. By means of the violation-of-expectation strategy, the present study reports a comparison of 8.0- and 6.5-month-old infants' use of featural and spatiotemporal information in a new non-occlusion event-monitoring design. Using a mirror setup the memory demands were minimized, because all apparent changes in the unexpected test events took place in full view of the infants. The results indicate that the 8.0- and 6.5-month-old infants individuated objects successfully regardless of whether they were provided with featural or spatiotemporal information. The results are discussed in relation to the relevant literature.