Engagement,procedural fairness,and perceived fit as predictors of applicant withdrawal intentions: A longitudinal field study

The current study draws upon image theory to identify predictors of applicant withdrawal intentions and behavior. Applicants from a U.S. manufacturing organization completed measures of engagement, procedural justice, perceived fit, offer expectancy, perceived alternatives, and withdrawal intentions. Results indicate that withdrawal intentions were lower when candidates were more engaged in the selection process, perceived a higher level of procedural justice in the application process, perceived a greater degree of fit, and had higher offer expectancies. Additionally, the person–job fit–withdrawal intentions relationship was moderated by perceived alternatives such that this relationship was strongest when candidates reported having more alternatives. Withdrawal behavior was significantly predicted by person–organization fit, engagement, and withdrawal intentions. These results suggest that withdrawal intentions may be reduced via the development of engaging and procedurally fair selection procedures that help candidates determine their fit with the job and the organization.     

Determinants of the perception of choice

Two experiments were conducted to investigate possible determinants of perceived choice. The first experiment employed an observer paradigm and the second employed an actor paradigm. The results of both studies provided evidence for the hypotheses that perceived choice will be greater when there is a small difference in attractiveness between outcome alternatives than when there is a large difference and under conditions of low certainty about the attractiveness of each outcome alternative than under conditions of high certainty. Also, the results of both studies provided some evidence for the hypothesis that the effect of the relative difference in attractiveness upon perceived choice will be greater under conditions of low certainty than under conditions of high certainty. The hypothesis that perceived choice will be less when there is no difference in attractiveness between outcome alternatives than when there is a small difference was not supported by the results of the first experiment but was supported by the results of the second experiment. The hypothesis that perceived choice will be greater the more time a person takes to select an action from possible actions was supported by results of the first experiment but not by those of the second experiment. The results for the relative difference and certainty variables were discussed in terms of a theoretical analysis of perceived choice.     

Effect of perceived choice,expected outcome,and observed outcome of an action on the causal attributions of actors

An experiment was conducted to test the hypothesis that actors' causal attributions for success and failure would be affected by the degree of perceived choice they had in taking an action. Actors either were assigned, or selected one of four therapeutic outlines which were expected to have either a positive or a negative effect, and which actually had either a positive or negative outcome on a purportedly phobic person. For negative outcomes, it was predicted that perceived choice would induce a sense of personal responsibility when a positive outcome was expected, and lead actors to attribute more responsibility to themselves as a result. Results supported this prediction. For positive outcomes, however, actors attributed responsibility to themselves regardless of expectancy or choice. Actors were also found to attribute generally more responsibility to themselves for positive than negative outcomes. Results were discussed in terms of self-esteem motivation and the information available to the actor.     

The effect of perceived message choice on persuasion

We argue that giving individuals a sense of choice over the product information they receive (i.e., message choice) can have important subsequent effects when individuals are prompted to make inferences about the company. Even when the product information that is received is exactly the same, being given a sense of choice can produce more favorable company evaluations and in turn, more favorable product judgments. The first two experiments support these hypotheses using different means of prompting company inferences: when prompted, those who had been given message choice judged the company more favorably and were more willing to purchase from that company. The third experiment illustrates when message choice effects can backfire. Specifically, when the company itself highlights the provision of message choice in the ad, and consumers are prompted to make inferences about the company, message choice can backfire because it may be perceived as a persuasion tactic rather than a sincere attempt to inform. The results support company evaluations as the mediator of message choice effects and rule out alternate accounts based on dissonance, elaboration, reactance and self-labeling explanations. These findings are important in interactive media environments where marketers have opportunities and imperatives to give consumers a sense of choice in message selection.     

The effects of a concurrent task on human optimization and self control

Memory deficits have been shown to hamper decision making in a number of populations. In two experiments, participants were required to select one of three alternatives that varied in reinforcer amount and delay, and the effect of a concurrent task on a behavioral choice task that involved making either an impulsive, self-controlled, or optimal response was studied. The studies aimed to see whether or not individuals were capable of optimizing when confronted with a three-alternative choice paradigm, and if a concurrent task could induce over-selectivity toward a self-controlled, or impulsive, choice, rather than an optimal choice. Various factors which could possibly influence optimization were also explored. The results suggest that some, but not all, individuals are capable of optimizing in a three-alternative choice paradigm, especially when there is a great differential between reinforcement rates of optimal versus non-optimal behaviors. Participants with a concurrent task (continuously subtracting seven from a large number) displayed over-selectivity, evidenced by the high proportion of self-controlled responses.     

选择集大小对网购决策态度和行为的影响

研究探讨网络购物中选择集大小对决策态度和行为的影响,以及目标确定性和产品类型对该关系的调节作用。采用2(大选择集vs.小选择集)×2(目标明确vs.目标不明确)×2(体验型产品vs.搜索型产品)的组间设计,发现大选择集组选择满意度、自信心更高,但延迟选择更多,出现态度-行为分离。目标不明确时,大选择集组延迟选择更多。     

Help,Likability, and Social Influence1

What factors affect an aid-giver's perceived helpfulness and likeability and the amount of positive and negative social influence he is able to exert? In experiment I, subjects performing a difficult task expected or did not expect to receive help which they subsequently received or did not receive. No significant differences were found in reactions to the aid-giver in the two expectancy confirmation conditions. However, reactions were markedly different in the two disconfirmation conditions-very positive when unexpected help was received and very negative when expected help was not received. The two hypothesized main effects were found (p < .05) on the negative social influence, or counter-conformity, measure. In experiment II, the perceived nature of the task was varied. Subjects received or did not receive unexpected help on a relatively unimportant task which yielded only extrinsic rewards or on an intelligence test which yielded only intrinsic, ego-rewards. This time, social influence and counter-conformity measures both showed predicted interaction effects (p < .05), while attitudinal measures did not.     

Familiarity influences judgments of sex: the case of voice recognition

Two experiments are reported in which subjects made judgments about the sex or the familiarity of a voice. In experiment 1, subjects were fans of the BBC-radio soap opera, The Archers, and familiar voice clips were taken from this programme. Subjects showed a large reduction in response times when making sex judgments to familiar voices, despite the fact that sex judgments are generally much faster than familiarity judgments. In experiment 2, the same familiar clips were played to subjects unfamiliar with the soap opera, and no difference was observed in times to make sex judgments to Archers or non-Archers voices. We conclude that, unlike the case of face recognition, sex and identity processing of voices are not independent. The findings constrain models of person recognition across multiple modalities.     

Better to Decide Together: Shared Consumer Decision Making,Perceived Power,and Relationship Satisfaction

Shared consumer decisions, particularly those made with a relationship partner, can be very different from decisions that are made alone. Across multiple studies, we investigate how shared consumer decision making affects perceptions of power and relationship satisfaction. We integrate two streams of research to create a novel theory about consumer decision making and perceived power. Specifically, we suggest that shared consumer decision making combines two necessary components of power—an individual's influence over and a partner's engagement in the decision—and that these combined components drive power perceptions. In other words, individuals who relinquish some control and make a decision with their partner, ironically, perceive having greater power than if they had made the decision alone. We further find that shared decision making and greater perceived power lead to greater satisfaction with the relationship in which the decisions are made. By focusing on consumer decision making within relationships, the current research contributes to the literatures on decision making, social influences in consumer behavior, close relationships, consumer well-being, and power.     

Taurek, Numbers and Probabilities

In his paper, “Should the Numbers Count?" John Taurek imagines that we are in a position such that we can either save a group of five people, or we can save one individual, David. We cannot save David and the five. This is because they each require a life-saving drug. However, David needs all of the drug if he is to survive, while the other five need only a fifth each. Typically, people have argued as if there was a choice to be made: either numbers matter, in which case we should save the greater number, or numbers don't matter, but rather there is moral value in giving each person an equal chance of survival, and therefore we should toss a coin. My claim is that we do not have to make a choice in this way. Rather, numbers do matter, but it doesn't follow that we should always save the greater number. And likewise, there is moral value in giving each person an equal chance of survival, but it doesn't follow that we should always toss a coin. In addition, I argue that a similar approach can be applied to situations in which we can save one person or another, but the chances of success are different.     

Correspondence Bias and American Sentiment in the Wake of September 11, 20011

This experiment examined correspondence bias associated with the expression of pro‐ or anti‐American sentiment in the months following September 11, 2001. Participants read a pro‐ or anti‐United States essay written by a person whose name was varied to suggest that he either was or was not a Muslim. Participants were informed either that the position taken in the essay had been chosen or assigned. Inferences made about the essay writer's true opinions demonstrated strong and consistent correspondence bias only when participants believed the essay writer was not a Muslim. When participants believed the essay writer was a Muslim, correspondence bias was diminished on one measure and disappeared completely on another. These findings are consistent with the notion that participants were concerned about rushing to incorrect conclusions about a Muslim target person. The strong correspondence bias exhibited by participants making judgments about a non‐Muslim is consistent with Gilbert and Malone's (1995) assertion that unrealistic expectations lead to correspondence bias.     

Individual commitment to risky and conservative choices as a determinant of shifts in group decisions1

The consistently positive relationship between initial riskiness and perceived influence obtained in past work led us to speculate that (1) the deliberative effort involved in making a choice increases with its riskiness, as a result (2) individuals who select a risky course of action will be more committed to their choice than conservative individuals, and (3) the former will be more influential in group decisions. The following support was obtained for these conjectures When individuals had to select a reaction time interval to beat, those who were risky, that is, who selected a short interval, were more confident in having chosen wisely, were less likely to feel they might change their choice given the opportunity, and took longer to make their choice than those who were conservative, that is, who selected a long interval The first two of these measures were assumed to reflect commitment to the choice, and the third was taken as a rough indication of the amount of effort involved in choosing A group decision was also made regarding the reaction time interval It tended to be riskier than that preferred by the average individual prior to the decision if the riskiest member was more committed and/or expended more effort in choosing than his partners, on the other hand, it tended to be more conservative than the average prior preference if the most conservative member was more committed and or expended more effort     

Effects of difficulty and diagnosticity on choice among tasks in relation to achievement motivation and perceived ability.

The experiment is a partial replication of a study conducted by Trope. It investigates the effects of two person characteristics (achievement motive and perceived own ability) and two task characteristics (difficulty and diagnostic value about own ability) on choice among achievement tasks. In accordance with the results of Trope, it was found that high-diagnostic tasks were preferred to low-diagnostic tasks, independent of their difficulty. Trope's finding that high resultant achievers choose high-diagnostic tasks over low-diagnostic tasks to a greater extent than low resultant achievers was not replicated. However, the perceived degree of own ability affected choice behavior: When easy and difficult tasks were both high in diagnosticity, subjects high in perceived ability preferred difficult over easy tasks, whereas subjects low in perceived ability preferred easy over difficult tasks. From this latter finding it is concluded that a self-informational conception of choice behavior has to include the subjective probability of success at tasks as a determinant of choice, in addition to objective difficulty and diagnostic value.     

Choosing what to choose from: Preference for inclusion over exclusion when constructing consideration sets from large choice sets

Decision making is a two‐stage process, consisting of, first, consideration set construction and then final choice. Decision makers can form a consideration set from a choice set using one of two strategies: including the options they wish to further consider or excluding those they do not wish to further consider. The authors propose that decision makers have a relative preference for an inclusion (vs. exclusion) strategy when choosing from large choice sets and that this preference is driven primarily by a lay belief that inclusion requires less effort than exclusion, particularly in large choice sets. Study 1 demonstrates that decision makers prefer using an inclusion (vs. exclusion) strategy when faced with large choice sets. Study 2 replicates the effect of choice set size on preference for consideration set construction strategy and demonstrates that the belief that exclusion is more effortful mediates the relative preference for inclusion in large choice sets. Studies 3 and 4 further support the importance of perceived effort, demonstrating a greater preference for inclusion in large choice sets when decision makers are primed to think about effort (vs. accuracy; Study 3) and when the choice set is perceived as requiring more effort because of more information being presented about each alternative (vs. more alternatives in the choice set; Study 4). Finally, Study 5 manipulates consideration set construction strategy, showing that using inclusion (vs. exclusion) in large choice sets leads to smaller consideration sets, greater confidence in the decision process, and a higher quality consideration set.     

Not afraid to trust you: Trustworthiness moderates gaze cueing but not in highly anxious participants

Gaze cueing (i.e., the shifting of person B's attention by following person A's gaze) is closely linked with human interaction and learning. To make the most of this connection, researchers need to investigate possible moderators enhancing or reducing the extent of this attentional shifting. In this study we used a gaze cueing paradigm to demonstrate that the perceived trustworthiness of a cueing person constitutes such a moderator for female participants. Our results show a significant interaction between perceived trustworthiness and the response time trade-off between valid and invalid gaze cues [gaze cueing effect (GCE)], as manifested in greater following of a person's gaze if this person was trustworthy as opposed to the following of an untrustworthy person's gaze. An additional exploratory analysis showed potentially moderating influences of trait-anxiety on this interaction (p = .057). The affective background of the experiment (i.e., using positive or negative target stimuli) had no influence.     

How western scrub-jays (Aphelocoma californica) select a nut: effects of the number of options, variation in nut size, and social competition among foragers

Western scrub-jays (Aphelocoma californica) often visually assess and handle several whole (unshelled) peanuts before selecting one to transport and cache; this behavior is a search for a preferred heavy nut. I repeatedly video-taped individually identifiable jays as they landed on a feeding platform and chose from presentations of peanuts that varied in the number of items or in the distribution of sizes. I examined how differences among these presentations and a bird’s social status affected the amount of assessment and the economic consequences of choice. I also examined the specific patterns of handling peanuts, called sampling, to quantify the degree to which sampling sequences were typified by repeated comparisons among sampled peanuts (retrospective sampling), or sequential assessment and rejection of peanuts (prospective sampling). Peanut assessment was more extensive and prospective when there were many options from which to choose than when there were few. Peanut assessment was more extensive and retrospective when options were similar in size than when they varied. Scrub-jays were more likely to make repeated comparisons immediately before selecting a peanut than elsewhere in a sampling sequence. Subordinate scrub-jays, who were at the greatest risk of pre-emption by competitors, assessed peanuts less extensively and were more prospective in their sampling than dominants. Unless peanuts were very similar in size, jays were more accurate at selecting a high-quality peanut and achieved a higher rate of food storage than if they had not assessed. These results show that scrub-jays can adaptively modify how they search to improve their rate of food storage, and also suggest some of the specific search tactics used by jays when assessing peanuts. Received: 26 April 1999 / Accepted after revision: 10 October 1999     

The lure of choice

We report three studies demonstrating the ‘lure of choice’ people prefer options that allow them to take further choices over those that do not, even when the extra choices cannot improve the ultimate outcome. In Studies 1 and 2, participants chose between two options: one solitary item, and a pair of items between which they would then make a further choice. Consistent with the lure of choice, a given item was more likely to be the ultimate choice when it was initially part of a choice pair than when it was offered on its own. We also demonstrate the lure of choice in a four‐door version of the Monty Hall problem, in which participants could either stick with their original choice or switch to one of two unopened doors. Participants were more likely to switch if they could first ‘choose to choose’ between the two unopened doors (without immediately specifying which) than if they had to choose one door straightaway. We conclude by suggesting that the lure of choice is due to a choice heuristic that is very reliable in the natural world, but much less so in a world created by marketers. Copyright © 2003 John Wiley & Sons, Ltd.     

The impact of magnitude of harm and perceived difficulty of making reparations on group‐based guilt and reparation towards victims of historical harm

The present research investigates how reading stories about past mistreatment of children who had been in institutional care affects support for reparations, perceived difficulty of reparations and group‐based guilt were investigated in two experiments. In Study 1 we showed that, when the stories increased in perceived harm, so did the perceived difficulty of making reparations whereas group‐based guilt decreased. Furthermore, both perceived difficulty of making reparations and group‐based guilt predicted support for reparation. It was suggested that these findings were due to a natural confound between the severity of harm and the difficulty of reparations. Study 2 included a direct manipulation of perceived difficulty that was intended to weaken or strengthen the ability to make reparations. This study demonstrated stronger group‐based guilt when reparations were potentially possible and not when they are impossible. Moreover, support for reparations varied as a function of perceived difficulty of reparations and group‐based guilt mediated that relationship. The research has two key implications. First, advocates of reparations as a mechanism for reconciliation and community healing need to consider the degree to which reparations are perceived to be possible and consider ways of addressing those perceptions. Second, the research provides an experimental demonstration to the power of stories about experience to bolster support for social change. Copyright © 2009 John Wiley & Sons, Ltd.     

Decision making under uncertainty: a comparison of simple scalability, fixed-sample, and sequential-sampling models

The purpose of this article is to investigate the learning and memory processes involved in decision making under uncertainty. In two different experiments, subjects were given a choice between a certain alternative that produced a single known payoff and an uncertain alternative that produced a normal distribution of payoffs. Initially this distribution was unknown, and in the first experiment it was learned through feedback from past decisions, whereas in the second experiment it was learned by observing sample outcomes. In the first experiment, a response deadline was used to limit the amount of time available for making a decision. In the second experiment, an observation cost was used to limit the number of samples that could be purchased. The mean and variance of the uncertain alternative and the value of the certain alternative were factorially manipulated to study their joint effects on choice probability, choice response time (Experiment 1), and number of observations purchased (Experiment 2). Algebraic-deterministic theories developed for decision making with simple gambles fail to explain the present results. Two new models are developed and tested--fixed- and sequential-sampling models--that attempt to describe the learning and memory processes involved in decision making under uncertainty.     

Risking Everything in Obsessive–Compulsive Disorder: An Analogue Decision-Making Study

An experiment examined decision-making processes among nonclinical participants with low or high levels of OCD symptomatology (N?=?303). To better simulate the decision environments that are most likely to be problematic for clients with OCD, we employed decision tasks that incorporated “black swan” options that have a very low probability but involve substantial loss. When faced with a choice between a safer option that involved no risk of loss or a riskier alternative with a very low probability of substantial loss, most participants chose the safer option regardless of OCD symptom level. However, when faced with choices between options that had similar expected values to the previous choices, but where each option had some low risk of a substantial loss, there was a significant shift towards riskier decisions. These effects were stronger when the task involved a contamination based, health-relevant decision task as compared to one with financial outcomes. The results suggest that both low and high symptom OC participants approach decisions involving risk-free options and decisions involving risky alternatives in qualitatively different ways. There was some evidence that measures of impulsivity were better predictors of the shift to risky decision making than OCD symptomatology.