Ceding and Succeeding: How the Altruistic Can Benefit from the Selfish in Joint Decisions

We examine how the interplay of two partners’ interpersonal orientations (selfish vs. altruistic) in a decision‐making dyad impacts the extent to which the joint decision matches each partners’ individual a priori preferences. Two experiments, in which we manipulate and measure interpersonal orientations, as well as examine real consumption decisions, demonstrate the benefit of mismatching interpersonal orientations (selfish‐altruistic) in dyadic decisions. Specifically, altruistic and selfish consumers reach joint decisions that better reflect their individual preferences when working with a partner who has the opposite interpersonal orientation (heterogeneous dyad) versus a matching one (homogeneous dyad). Initial evidence suggests that this effect occurs because homogeneous dyads are more prone to engage in negotiation (communication that involves departure from one's initial position to a mutually serving position) than heterogeneous dyads. This leads homogeneous dyads to focus more on equally preferred options than on their own most preferred options, which pushes them further down both partners’ preferences lists. This research contributes to the literature on joint decision making and has important implications for consumer well‐being.     

Influence of warmth and competence on the promotion of safe in-group selection: Stereotype content model and social categorization of faces

Categorizing an individual as a friend or foe plays a pivotal role in navigating the social world. According to the stereotype content model (SCM), social perception relies on two fundamental dimensions, warmth and competence, which allow us to process the intentions of others and their ability to enact those intentions, respectively. Social cognition research indicates that, in categorization tasks, people tend to classify other individuals as more likely to belong to the out-group than the in-group (in-group overexclusion effect, IOE) when lacking diagnostic information, probably with the aim of protecting in-group integrity. Here, we explored the role of warmth and competence in group-membership decisions by testing 62 participants in a social-categorization task consisting of 150 neutral faces. We assessed whether (a) warmth and competence ratings could predict the in-group/out-group categorization, and (b) the reliance on these two dimensions differed in low-IOE versus high-IOE participants. Data showed that high ratings of warmth and competence were necessary to categorize a face as in-group. Moreover, while low-IOE participants relied on warmth, high-IOE participants relied on competence. This finding suggests that the proneness to include/exclude unknown identities in/from one's own in-group is related to individual differences in the reliance on SCM social dimensions. Furthermore, the primacy of the warmth effect seems not to represent a universal phenomenon adopted in the context of social evaluation.     

Who do you trust? The impact of facial emotion and behaviour on decision making

During social interactions, we use available information to guide our decisions, including behaviour and emotional displays. In some situations, behaviour and emotional displays may be incongruent, complicating decision making. This study had two main aims: first, to investigate the independent contributions of behaviour and facial displays of emotion on decisions to trust, and, second, to examine what happens when the information being signalled by a facial display is incongruent with behaviour. Participants played a modified version of the Trust Game in which they learned simulated players’ behaviour with or without concurrent displays of facial emotion. Results indicated that displays of anger, but not happiness, influenced decisions to trust during initial encounters. Over the course of repeated interactions, however, emotional displays consistent with an established pattern of behaviour made independent contributions to decision making, strengthening decisions to trust. When facial display and behaviour were incongruent, participants used current behaviour to inform decision making.     

Social Influence on consumer decisions: Motives,modes, and consequences

Research on consumer decision making has long recognized the influence of others. In this comment on Simpson, Griskevicius, and Rothman (this issue), we agree with them that consumer decisions are best understood in the social contexts in which these decisions are made. We explain how research on consumer social influence incorporates social motives, and we trace the effects of these motives on consumers’ information processing and their purchase and consumption decisions.     

Bioinspired decision-making for a socially interactive robot

Nowadays, robots and humans coexist in real settings where robots need to interact autonomously making their own decisions. Many applications require that robots adapt their behavior to different users and remember each user’s preferences to engage them in the interaction. To this end, we propose a decision making system for social robots that drives their actions taking into account the user and the robot’s state. This system is based on bio-inspired concepts, such as motivations, drives and wellbeing, that facilitate the rise of natural behaviors to ease the acceptance of the robot by the users. The system has been designed to promote the human-robot interaction by using drives and motivations related with social aspects, such as the users’ satisfaction or the need of social interaction. Furthermore, the changes of state produced by the users’ exogenous actions have been modeled as transitional states that are considered when the next robot’s action has to be selected. Our system has been evaluated considering two different user profiles. In the proposed system, user’s preferences are considered and alter the homeostatic process that controls the decision making system. As a result, using reinforcement learning algorithms and considering the robot’s wellbeing as the reward function, the social robot Mini has learned from scratch two different policies of action, one for each user, that fit the users’ preferences. The robot learned behaviors that maximize its wellbeing as well as keep the users engaged in the interactions.     

The gap between medical and monetary choices under risk persists in decisions for others

Decisions under risk in the medical domain have been found to systematically diverge from decisions in the monetary domain. When making choices between monetary options, people commonly rely on a decision strategy that trades off outcomes with their probabilities; when making choices between medical options, people tend to neglect probability information. In two experimental studies, we tested to what extent differences between medical and monetary decisions also emerge when the decision outcomes affect another person. Using a risky choice paradigm for medical and monetary decisions, we compared hypothetical decisions that participants made for themselves to decisions for a socially distant other (Study 1) and to recommendations as financial advisor or doctor (Study 2). In addition, we examined people's information search in a condition in which information about payoff distributions had to be learned from experiential sampling. Formal modeling and analyses of search behavior revealed a similarly pronounced gap between medical and monetary decisions in decisions for others as in decisions for oneself. Our results suggest that when making medical decisions, people try to avoid the worst outcome while neglecting its probability—even when the outcomes affect others rather than themselves.     

Interpersonal effects of strategic and spontaneous guilt communication in trust games

A social partner’s emotions communicate important information about their motives and intentions. However, people may discount emotional information that they believe their partner has regulated with the strategic intention of exerting social influence. Across two studies, we investigated interpersonal effects of communicated guilt and perceived strategic regulation in trust games. Results showed that communicated guilt (but not interest) mitigated negative effects of trust violations on interpersonal judgements and behaviour. Further, perceived strategic regulation reduced guilt’s positive effects. These findings suggest that people take emotion-regulation motives into account when responding to emotion communication.     

Individual differences in women's perceptions of other women's dominance

Recent research on men's dominance perception suggests that the extent to which men perceive masculine men to be more dominant than relatively feminine men is negatively correlated with measures of their own dominance. In the current studies, we investigated the relationship between indices of women's own dominance and their perceptions of other women's facial dominance. Women's own height and scores on a dominance questionnaire were negatively correlated with the extent to which they perceived masculine women to be more dominant than relatively feminine women. In follow‐up studies, we observed similar individual differences when (i) women separately judged other women's social and physical dominance, suggesting that individual differences in women's dominance perceptions generalize across two different types of dominance judgment and (ii) we assessed the perceivers' dominance indirectly by using a questionnaire that measures the extent to which women view interactions with other women in competitive terms. These findings present new evidence that the extent to which people perceive masculine individuals to be more dominant than relatively feminine individuals is negatively correlated with measures of their own dominance and suggest that competition and conflict among women may have shaped individual differences in women's dominance perception. Copyright © 2011 John Wiley & Sons, Ltd.     

High‐Stakes Decision‐Making Within Complex Social Environments: A Computational Model of Belief Systems in the Arab Spring

People experiencing similar conditions may make different decisions, and their belief systems provide insight about these differences. An example of high‐stakes decision‐making within a complex social context is the Arab Spring, in which large numbers of people decided to protest and even larger numbers decided to stay at home. This study uses qualitative analyses of interview narratives and social media addressing individual decisions to develop a computational model tracing the cognitive decision‐making process. The model builds on work by Abelson and Carroll (1965), Schank and Abelson (1977), and Axelrod (1976) to systematically trace the inferences connecting beliefs to decisions. The findings show that protest decisions were often based on positive emotions such as pride, hope, courage, and solidarity, triggered by beliefs about successful protest and self‐sacrifice. By contrast, decisions to stay at home were triggered by beliefs about safety, state approval, and living conditions. As one participant said, “When I heard about the revolution in Tunisia, my heart was filled with solidarity for the people.” In the words of a non‐participant: “When people are killed, we must be careful. There are more important things than protest: safety and stability.” This study of individual explanations about events identifies the role of emotions in high‐stakes decision‐making within complex social environments.     

冲突视阈下类别信息与个体信息知觉负载的认知控制效应

个体根据知觉选择、反应偏向以及实时更新的情境信息调节自身状态,以适应性地促进对当前知觉信息的灵活编码,这一过程即为印象形成的认知控制。采用词语判断任务与侧抑制任务的变式将他人信息(类别信息vs.个体信息)分成高、低知觉负载两种水平,考察了冲突视阈下认知控制策略对他人印象形成的调控作用及知觉负载的效应。结果发现:(1)知觉负载影响他人印象形成的认知控制策略。(2)当类别信息与个体信息存在知觉冲突且个体的知觉负载较高时,受到反应性控制的作用,他人印象形成易出现冲突适应偏向; 当个体的知觉负载较低时,他人印象形成易受主动性控制的作用,从而产生冲突抑制偏向。这些结果表明,当个体形成他人印象时,其认知控制策略因受知觉负载影响而呈现分阶段加工特征。     

Sensitivity to Affective Information and Investors' Evaluation of Past Performance: An Eye‐tracking Study

In the present work, we used the eye‐tracking methodology to investigate how affective reactions influence investment decision making. In addition, we looked at individual differences in terms of people's sensitivity to affective information and how efficiently they regulate it, that is, trait emotional intelligence. We demonstrated that people who are more sensitive to affective information have larger pupil dilation when looking at the past performance of a stock fund. In addition, we also found that participants' larger pupil dilation had an impact on their investment decisions (whether people were more likely to sell their shares, hold on to the investment, or buy more shares). A larger pupil dilation led people to be more consistent and willing to invest more money on a fund regardless from its past performance (positive or negative). We also tested the hypothesis that individuals with a larger pupil dilation should be more influenced by a fund's past performance (e.g., selling their shares more often when the past performance of the fund was negative and buying additional shares more often when the past performance was positive). However, results did not support this explanation. Finally, our data revealed that the effect of individual differences in trait emotional intelligence on investment decisions was significantly mediated by pupil dilation. In the discussion, we explored the relationship between our results and previous evidence on the role of pupil dilation in processing information under uncertainty and the role of affect in decision making. Copyright © 2015 John Wiley & Sons, Ltd.     

Dogs (<Emphasis Type="Italic">Canis familiaris</Emphasis>) adjust their social behaviour to the differential role of inanimate interactive agents

Dogs are able to flexibly adjust their social behaviour to situation-specific characteristics of their human partner’s behaviour in problem situations. However, dogs do not necessarily detect the specific role played by the human in a particular situation: they may form expectations about their partners’ behaviour based on previous experiences with them. Utilising inanimate objects (UMO—unidentified moving object) as interacting agents offers new possibilities for investigating social behaviour, because in this way we can remove or control the influence of previous experience with the partner. The aim of the present study was to investigate whether dogs are able to recognise the different roles of two UMOs and are able to adjust their communicative behaviour towards them. In the learning phase of the experiment, dogs were presented with a two-way food-retrieval problem in which two UMOs, which differed in their physical appearance and abilities, helped the dog obtain a piece of food in their own particular manner. After a short experience with both UMOs, dogs in the test phase faced one of the problems in the presence of both inanimate agents. Overall, dogs displayed similar levels of gazing behaviour towards the UMOs, but in the first test they looked, approached and touched the relevant partner first. This rapid adjustment of social behaviour towards UMOs suggests that dogs may generalise their experiences with humans to unfamiliar agents and are able to select the appropriate partner when facing a problem situation.     

Thinking about Others versus Another: Three Reasons Judgments about Collectives and Individuals Differ

In this article, we review evidence that people are more positive in assessments of specific individuals than they are about collectives of others, even when people have essentially no information about the individual or collective they are judging. We offer three explanations for this difference. First, evaluative “attacks” on individuals are more aversive than similar attacks on collectives. Second, to encourage or smooth interaction, people sometimes “assume the best” about individuals until proven wrong. Social interaction occurs between specific individuals, so such optimism does not extend to people in general. Third, in making judgments of individuals versus collectives, people naturally focus on different types of information. For an individual, people spontaneously consider influences that operate inside an individual (e.g., one's will, one's moral conscience). But for collectives, people instead contemplate influences that operate at a social level (e.g., social influence, social norms). We explore how these three proposals help predict when judgments of individuals and collectives do or do not differ.     

Risk Taking in Decision Making for Others Versus the Self1

In two studies, we examined people's level of risk taking when making monetary decisions for other people rather than for themselves. Experiment 1 examined the role of regret in these situations; results show that regret concerns led to increased risk avoidance both when participants made decisions for other people as well as when making decisions for themselves. Experiment 2 tested whether skill tasks would lead to greater risk avoidance when the decision was for another person versus for oneself. This hypothesis was not supported, although men were more risk seeking than were women in both situations. Taken together, these studies suggest that many of the findings from risk research on individual decision making regarding financial situations generalize to decision making for others.     

Multiple contest experiences interact to influence each other’s effect on subsequent contest decisions in a mangrove killifish

Many animals modify behavioural decisions based on information they have previously acquired. Contest behaviour is often affected by previous contest experiences: individuals behave more and less aggressively after a victory and defeat, respectively (winner/loser effect). Individuals in the field sometimes encounter multiple competitors in quick succession, but whether these experiences interact to influence each other’s importance is unclear. We tested five hypotheses for experience interaction (no interaction, retroactive interference, proactive interaction, reinforcement and diminishing returns) using Kryptolebias marmoratus. Focal individuals were paired up with opponents having the same 1-month contest outcome (1 month before the experiment), as this difference in actual or perceived fighting ability has been shown to affect the fish’s response to new experiences. We gave the focal individual of a pair a winning or losing experience on day 1. Then both fish of the pair received the same winning, losing or no-contest experience on day 2. Then we organised fights between the two. The effect of a day-1 losing experience did depend on the fish’s actual or perceived fighting ability: one-month losers readily showed loser effects from the day-1 losing experience, irrespective of the day-2 experience (i.e. no interaction between day-1 and day-2 experiences). One-month winners, however, only showed loser effects from a day-1 losing experience when the day-2 experience was also a loss (i.e. reinforcement). Day-1 winning experiences did not interact with day-2 experiences in 1-month losers or winners. Therefore, multiple experiences sometimes reinforce each other, but how they combine to influence behaviour depends on an individual’s actual or perceived fighting ability.     

Ostracism Reduces Reliance on Poor Advice from Others during Decision Making

Decision making is rarely context‐free, and often, both social information and non‐social information are weighed into one's decisions. Incorporating information into a decision can be influenced by previous experiences. Ostracism has extensive effects, including taxing cognitive resources and increasing social monitoring. In decision making situations, individuals are often faced with both objective and social information and must choose which information to include or filter out. How will ostracism affect the reliance on objective and social information during decision making? Participants (N = 245) in Experiment 1 were randomly assigned to be included or ostracized in a standardized, group task. They then performed a dynamic decision making task that involved the presentation of either non‐social (i.e. biased reward feedback) or social (i.e., poor advice from a previous participant) misleading information. In Experiment 2, participants (N = 105) completed either the ostracism non‐social condition or social misleading information condition with explicit instructions stating that the advice given was from an individual who did not partake in the group task. Ostracized individuals relied more on non‐social misleading information and performed worse than included individuals. However, ostracized individuals discounted misleading social information and outperformed included individuals. Results of Experiment 2 replicated the findings of Experiment 1. Across two experiments, ostracized individuals were more critical of advice from others, both individuals who may have ostracized them and unrelated individuals. In other words, compared with included individuals, ostracized individuals underweighted advice from another individual but overweighed non‐social information during decision making. We conclude that when deceptive objective information is present, ostracism results in disadvantageous decision making. Copyright © 2015 John Wiley & Sons, Ltd.     

More than skin deep: visceral states are not projected onto dissimilar others

What people feel shapes their perceptions of others. In the studies reported here, we examined the assimilative influence of visceral states on social judgment. Replicating prior research, we found that participants who were outside during winter overestimated the extent to which other people were bothered by cold (Study 1), and participants who ate salty snacks without water thought other people were overly bothered by thirst (Study 2). However, in both studies, this effect evaporated when participants believed that the other people under consideration held political views opposing their own. Participants who judged these dissimilar others were unaffected by their own strong visceral-drive states, a finding that highlights the power of dissimilarity in social judgment. Dissimilarity may thus represent a boundary condition for embodied cognition and inhibit an empathic understanding of shared out-group pain. Our findings reveal the need for a better understanding of how people's internal experiences influence their perceptions of the feelings and experiences of those who may hold values different from their own.     

The deliberate control of emotional experience through control of expressions

Recent research suggests that deliberate manipulation of expressive behaviours might self-regulate emotional experiences. Eighty people were first induced to adopt emotional expressions in a successfully disguised procedure that identified whether their feelings were affected by their expressive behaviour when they were unaware of the nature and purpose of that behaviour. They then deliberately attempted to change emotional feelings by adopting or inhibiting emotional behaviours, or by focusing on or being distracted from situational cues for emotion. Participants more responsive to their own behaviour in the disguised procedure felt more intensely when they adopted emotional behaviours, and less intensely when they inhibited those behaviours. In contrast, people identified as unresponsive to their own emotional behaviour were most affected by deliberate focus on or distraction from emotional thoughts. The effectiveness of techniques for emotional self-regulation depends on a match with characteristics of the person.     

Decision-Making by Children and Young People in the Home: The Nurture of Trust,Participation and Independence

This article presents the findings of a qualitative research study of children and young people (aged 7–17 years) in Ireland. It seeks to investigate whether, for the children and young people involved, the home is a space where supportive, trusting family relationships can be nurtured; where independence grows with age; and where parents listen, discuss and explain decisions made. It furthermore outlines the views and experiences of parents with regard to children and young people’s participation in the home and will focus on relational and spatial aspects of child participation within the home. The study recognizes children and young people as social actors and is also informed by a relational and spatial approach to children’s participation which recognizes the respective roles and positions of children in facilitating child participation. The results indicate that age and issues of trust and tokenism were significant barriers in young people’s participation and decision making at home. Key enablers of children and young people’s participation included spaces where discussion can happen at home, good family relationships, being listened to by parents, trust and growing levels of independence with age, seeing decisions as fair and having the rationale for decisions explained to them by parents. Among suggestions for improvements the most important were designated family spaces for discussion, encouragement of active listening by parents, and promotion of explanation by adults of their decisions.     

Eating disorders in the course of life: A qualitative approach to vital change

Eating disorders (EDs) have become one of the biggest mental-health problems in the last decades, especially among youth and women. The present study aims to analyse the suitability of Prochaska and DiClemente’s Transtheoretical Model of Change when applied to the living experiences of people diagnosed with ED and their carers. For this purpose, we applied a narrative biographic approach to the ways in which people face their problems and vital development in the ED domain. Through the narrative analysis of these autobiographies, we aimed to study the patients’ own notions of ‘change’, ‘problem’ and ‘vital trajectory’. We focused on five autobiographic interviews of persons diagnosed as ED (four women and a man). The analysis yields three discourses which organize and give sense to our participants’ vital transitions: a discourse of functional adaptation to events and experiences; one that pays attention to random events and people entering your life; and one that has the personal initiative and agency of an individual agent at its core. It also illuminates particular ways of understanding determination, contemplation and pre-contemplation. These ways of understanding change are shown to extend the possible ways of thinking about people’s lives and ED patients’ perspectives.