I'm free but I'll comply with your request: generalization and multidimensional effects of the “evoking freedom” technique

The “evoking freedom” technique is a verbal compliance procedure that solicits someone to comply with a request by simply telling them they are free to accept or to refuse the request. The measure of the efficiency of this technique on compliance with large samples and the evaluation of its influence on various requests was tested in the first set of experiments. This technique was found to be efficient in increasing the number of people who agreed to give money to a requester, the number of smokers who agreed to give a cigarette, passersby who agreed to respond to a survey, and homeowners who agreed to buy pancakes. In the second set of experiments in which the mode of interaction between the requester and the person solicited was tested, the “evoking freedom” technique was found to be associated with greater compliance with a request addressed by mail and through face‐to‐face, phone‐to‐phone, or computer‐mediated interaction. The third set of experiments tested the effect of semantic variations of the “evoking freedom” technique and the weight of the repetition of the semantic evocation of freedom. These later experiments that used various phrases evoking the freedom to comply were found to be associated with greater compliance. Moreover, a double evocation of freedom was associated with even greater compliance than a single evocation. The importance of this technique for commitment communication is discussed.     

The endowment-institutional affinity effect

The endowment effect occurs when ownership of a good leads consumers to value the good more than its market value. Students who were given College of Business Administration insignia mugs to keep valued them significantly more than students who were given the same mugs to examine and return (nonendowment condition). The endowment effect also occurred for plain white mugs. Students who were given plain white mugs to keep valued them more than students who were given the same mugs to examine and return. Ownership of insignia mugs not only resulted in the endowment effect but also resulted in an institutional affinity effect: Students provided higher satisfaction ratings with the College of Business Administration than did students endowed with plain white mugs and students in nonendowed conditions. This study demonstrates the impact of the endowment effect on institutional affinity for insignia goods. However, the tandem endowment-affinity effect occurs at the attitude formation stage, not when an attitude has already been formed.     

The Endowment—Institutional Affinity Effect

The endowment effect occurs when ownership of a good leads consumers to value the good more than its market value. Students who were given College of Business Administration insignia mugs to keep valued them significantly more than students who were given the same mugs to examine and return (nonendowment condition). The endowment effect also occurred for plain white mugs. Students who were given plain white mugs to keep valued them more than students who were given the same mugs to examine and return. Ownership of insignia mugs not only resulted in the endowment effect but also resulted in an institutional affinity effect: Students provided higher satisfaction ratings with the College of Business Administration than did students endowed with plain white mugs and students in nonendowed conditions. This study demonstrates the impact of the endowment effect on institutional affinity for insignia goods. However, the tandem endowment-affinity effect occurs at the attitude formation stage, not when an attitude has already been formed.     

Inventor perseverance after being told to quit: the role of cognitive biases

We find that approximately one third (29%) of independent inventors continue to spend money and 51% continue to spend time on projects after receiving highly diagnostic advice to cease effort. Using survey data from actual inventors, this paper studies the role of overconfidence, optimism, and the sunk‐cost bias in these decisions. We find that inventors are more overconfident and optimistic than the general population. We also find that optimism and past expenditures increased perseverance after being told to quit, while overconfidence in judgment ability had no effect. After being told to quit, optimists spend 166% more than pessimists and those having already spent, for example, $10 000 spend another $10 000. Copyright © 2007 John Wiley & Sons, Ltd.     

金钱概念对消费者独特性需求的影响研究

本研究探讨了金钱概念对消费者独特性需求的影响。通过三个实验,实验1研究表明启动金钱概念的消费者在进行产品选择时反从众需求更强烈;实验2研究表明金钱的丰富程度会调节金钱概念对消费者创新性选择的影响,金钱富有启动组选择独特性产品的比例要显著高于金钱缺乏启动组和控制组;实验3研究表明金钱概念对消费者独特性需求的影响是通过社交距离的中介作用完成的,启动金钱概念的消费者会感知到更远的社交距离,进而产生更强烈的独特性需求。     

Bad riddance or good rubbish? Ownership and not loss aversion causes the endowment effect

People typically demand more to relinquish the goods they own than they would be willing to pay to acquire those goods if they did not already own them (the endowment effect). The standard economic explanation of this phenomenon is that people expect the pain of relinquishing a good to be greater than the pleasure of acquiring it (the loss aversion account). The standard psychological explanation is that people are reluctant to relinquish the goods they own simply because they associate those goods with themselves and not because they expect relinquishing them to be especially painful (the ownership account). Because sellers are usually owners, loss aversion and ownership have been confounded in previous studies of the endowment effect. In two experiments that deconfounded them, ownership produced an endowment effect but loss aversion did not. In Experiment 1, buyers were willing to pay just as much for a coffee mug as sellers demanded if the buyers already happened to own an identical mug. In Experiment 2, buyers’ brokers and sellers’ brokers agreed on the price of a mug, but both brokers traded at higher prices when they happened to own mugs that were identical to the ones they were trading. In short, the endowment effect disappeared when buyers were owners and when sellers were not, suggesting that ownership and not loss aversion causes the endowment effect in the standard experimental paradigm.     

Buying/Selling Price Preference Reversals: Preference for Environmental Changes in Buying versus Selling Modes

Many studies have shown that the most people are willing to pay to obtain an object often is significantly less than the least they will accept to relinquish the object (i.e., selling prices tend to be higher than buying prices). Most tests of the buying/selling price discrepancy have elicited values either for everyday market items (e.g., mugs, candy bars) or for environmental changes (e.g., a decrease in air quality, a landfill clean-up). The literature indicates a possible interaction between buying/selling prices and commodity type; buying/selling price differences seem greater for environmental improvements than for market items. In other words, people show more relative preference for environmental improvements in selling modes than they do in buying modes. A significant difference in preference due to elicitation mode is commonly termed a "preference reversal." The four experiments presented here establish this new preference reversal and examine the reasons for it. The results from these studies provide information about the nature of preference reversals, the valuation process as a whole, and the unique problem of valuing complex and risky items such as environmental changes.     

我会在谁面前舍弃利益?——博弈对象的能力与社会距离对名利博弈倾向的影响

通过构造虚拟的捐献情境及贸易情境,结合博弈任务,以大学生为被试探讨了名利博弈对象的能力和社会距离对名利博弈中博弈者的博弈行为倾向的影响。结果表明,在捐献情境下,被试在高能力的名利博弈对象面前比在低能力的名利博弈对象面前更倾向于做出接近自己半数报酬的捐献行为,牺牲利益以获取好名声。在贸易情境下存在名利博弈对象的能力与社会距离的交互作用,被试仅在面对低能力的名利博弈对象时会考虑社会距离因素,在社会距离近的名利博弈对象面前比在社会距离远的名利博弈对象面前提出更低的售价,牺牲自己的利益以获得好名声。研究结果初步证实名利博弈对象能力与社会距离对名利博弈具有重要影响以及个体在名利博弈中具有策略性。     

Revisiting the Effects of Anger on Risk‐Taking: Empirical and Meta‐Analytic Evidence for Differences Between Males and Females

That anger elicited in one situation can carry over to drive risky behavior in another situation has been described since the days of Aristotle. The present studies examine the mechanisms through which and the conditions under which such behavior occurs. Across three experiments, as well as a meta‐analytic synthesis of the data, results reveal that incidental anger is significantly more likely to drive risky decision making among males than among females. Moreover, the experiments document that, under certain circumstances, such risk‐taking pays off financially. Indeed, the present experiments demonstrate that, because the expected‐value‐maximizing strategy in these studies rewarded risk‐taking, angry‐male individuals earned more money than did both neutral‐emotion males and angry females. In sum, these studies found evidence for robust disparities between males and females for anger‐driven risk‐taking. Importantly, although men did not experience more anger than women, they did show a heightened tendency to respond to anger with risk‐taking. Published 2016. This article has been contributed to by US Government employees and their work is in the public domain in the USA.     

Escaping affect: how motivated emotion regulation creates insensitivity to mass suffering

As the number of people in need of help increases, the degree of compassion people feel for them ironically tends to decrease. This phenomenon is termed the collapse of compassion. Some researchers have suggested that this effect happens because emotions are not triggered by aggregates. We provide evidence for an alternative account. People expect the needs of large groups to be potentially overwhelming, and, as a result, they engage in emotion regulation to prevent themselves from experiencing overwhelming levels of emotion. Because groups are more likely than individuals to elicit emotion regulation, people feel less for groups than for individuals. In Experiment 1, participants displayed the collapse of compassion only when they expected to be asked to donate money to the victims. This suggests that the effect is motivated by self-interest. Experiment 2 showed that the collapse of compassion emerged only for people who were skilled at emotion regulation. In Experiment 3, we manipulated emotion regulation. Participants who were told to down-regulate their emotions showed the collapse of compassion, but participants who were told to experience their emotions did not. We examined the time course of these effects using a dynamic rating to measure affective responses in real time. The time course data suggested that participants regulate emotion toward groups proactively, by preventing themselves from ever experiencing as much emotion toward groups as toward individuals. These findings provide initial evidence that motivated emotion regulation drives insensitivity to mass suffering.     

Follow the liar: the effects of adult lies on children's honesty

Recent research shows that most adults admit they lie to children. We also know that children learn through modeling and imitation. To date there are no published studies that examine whether lying to children has an effect on children's honesty. We aimed to bridge the gap in this literature by examining the effects of adults' lies on elementary and preschool‐aged children's behavior using a modified temptation resistance paradigm, in which children are tempted to peek at a toy they have been told not to look at, and later given a chance to either admit peeking, or try to conceal their transgression by lying. Prior to being tested, half of the children were told a lie and half were not. We then measured both cheating (peeking) and lie‐telling behaviors. We hypothesized that lying to a child would increase the likelihood that they would both peek at the toy and lie about having done so. Results showed that school‐age children were more likely to peek if they had been lied to, and were also more likely to lie about peeking. In contrast with the school‐age children, there was no difference in peeking or lying for preschoolers who were and were not lied to. These results have important implications for parenting and educational settings.     

Criterion Development and Validity of the CQT in Field Application

Two experiments evaluated the competing interpretations of cognitive dissonance and impression management theories regarding the pill and misattribution studies of attitude change in the forced compliance situation. Attitude change was eliminated when subjects were told about the tension side effects of taking a placebo, replicating the usual effect. Attitude change was also eliminated, however, when subjects took the pill following counterattitudinal behavior. In one condition of the second experiment, subjects were given instructions about tension side effects but were also told that the drug would not affect their moral judgment or behavior. These instructions eliminated attitude change in a standard pill condition. The typical finding of attitude change was manifested in the misattribution/no-excuse condition. The primary and secondary data from both studies provided more support for the impression management interpretation of the standard misattribution manipulations than for a theory of misattribution of dissonance-produced arousal.     

Message framing of products causes a preference shift in consumers' choices

• Using two experiments, this paper demonstrates that framing causes a preference shift when consumers choose between a better and more expensive product and an inferior and cheaper alternative product. In Experiment 1, car owners chose between original parts and non‐original parts to replace parts they were told had broken down. Participants could either save money by choosing a cheaper and inferior non‐original part (positive framing) or lose money by choosing a better and more expensive original part (negative framing). Consumers preferred the original parts in the positive framing condition relative to the negative framing condition. Experiment 2 replicated this finding using other products – an expensive well known, international brand of high quality vs. a cheaper private brand of lower quality. Experiment 2 included an additional two experimental groups in which the quality characteristic of these products was framed positively (gain quality) or negatively (lose quality). The results showed that participants chose the better and more expensive product more when presented with negative framing relative to positive framing of the quality. The results of both experiments can be explained using Kahneman and Tversky's ( 1979 ) value function presented in their Prospect Theory: Because losses are experienced more intensely than gains of similar objective magnitude, consumers exhibit a preference shift regarding the two products. The significance of these findings for both retailers and consumers considering two alternative products that differ in price and quality are discussed.

Copyright © 2010 John Wiley & Sons, Ltd.     

A bird in hand: discouraging gambling on a slot machine simulation

Using a slot machine simulation, our laboratory has found that participants, given the opportunity not to gamble and to keep the money they have been staked, almost always choose to play the simulation. In this study, the authors investigated whether increasing the salience of the money for which participants played or increasing the response effort required to gamble the money would decrease gambling. In Experiment 1, participants in different groups were told about, were shown, or held the dollars 10 they were to be staked to play the simulation. Results showed that participants who held the money prior to gambling played fewer trials and bet less money than participants in other groups. In Experiment 2, participants in different groups were staked with dollars 5 in nickels, quarters, or their choice of nickels or quarters. Results showed that the participants staked with nickels ultimately gambled a similar amount of money as did participants staked with quarters. They did so by playing the simulation more times than the other participants. Participants staked with nickels did, however, end the session with the most money. Findings suggest ways that gambling and gambling losses can be lessened.     

Innocent but proven guilty: Eliciting internalized false confessions using doctored‐video evidence

More powerful computers and affordable digital‐video equipment means that desktop‐video editing is now accessible and popular. In two experiments, we investigated whether seeing fake‐video evidence, or simply being told that video evidence exists, could lead people to believe they committed an act they never did. Subjects completed a computerized gambling task, and when they returned later the same day, we falsely accused them of cheating on the task. All of the subjects were told that incriminating video evidence existed, and half were also exposed to a fake video. See‐video subjects were more likely to confess without resistance, and to internalize the act than told‐video subjects, and see‐video subjects tended to confabulate details more often than told‐video subjects. We offer a metacognitive‐based account of our results. Copyright © 2008 John Wiley & Sons, Ltd.     

HUMAN RESPONDING ON RANDOM‐INTERVAL SCHEDULES OF RESPONSE‐COST PUNISHMENT: THE ROLE OF REDUCED REINFORCEMENT DENSITY

An experiment with adult humans investigated the effects of response‐contingent money loss (response‐cost punishment) on monetary‐reinforced responding. A yoked‐control procedure was used to separate the effects on responding of the response‐cost contingency from the effects of reduced reinforcement density. Eight adults pressed buttons for money on a three‐component multiple reinforcement schedule. During baseline, responding in all components produced money gains according to a random‐interval 20‐s schedule. During punishment conditions, responding during the punishment component conjointly produced money losses according to a random‐interval schedule. The value of the response‐cost schedule was manipulated across conditions to systematically evaluate the effects on responding of response‐cost frequency. Participants were assigned to one of two yoked‐control conditions. For participants in the Yoked Punishment group, during punishment conditions money losses were delivered in the yoked component response independently at the same intervals that money losses were produced in the punishment component. For participants in the Yoked Reinforcement group, responding in the yoked component produced the same net earnings as produced in the punishment component. In 6 of 8 participants, contingent response cost selectively decreased response rates in the punishment component and the magnitude of the decrease was directly related to the punishment schedule value. Under punishment conditions, for participants in the Yoked Punishment group response rates in the yoked component also decreased, but the decrease was less than that observed in the punishment component, whereas for participants in the Yoked Reinforcement group response rates in the yoked component remained similar to rates in the no‐punishment component. These results provide further evidence that contingent response cost functions similarly to noxious punishers in that it appears to suppress responding apart from its effects on reinforcement density.     

The effect of friendly touch on delay-of-gratification in preschool children

Physical touch has many documented benefits, but past research has paid little attention to the effects of touch on children's development. Here, we tested the effect of touch on children's compliance behaviour in a modified delay-of-gratification task. Forty children (M?=?59 months) were randomly assigned to a touch or no touch group. Children in the intervention condition received a friendly touch on the back while being told that they should wait for permission to eat a candy. Results showed that children in the touch condition waited an average of two minutes longer to eat the candy than children in the no touch condition. This finding has implications for the potential of using touch to promote positive behaviours in children.     

时间定价与主观时间流逝速度感对利他行为的影响

采用筛选图片时间任务作为被试利他意愿的指标,考察在两种主观时间流逝速度（时间飞逝和时间缓慢）条件下,被试（时间定价组和非时间定价组）对利他行为的影响。结果发现,非时间定价组在时间飞逝和缓慢条件下利他行为差异不显著,但是时间定价组在时间飞逝条件下比在时间缓慢条件下利他行为时间明显较短。结果表明,时间定价组在时间飞逝条件下充分显现时间的价值,减少利他时间,而在时间缓慢条件下,在可接受的时间成本范围内,被试表现出较为乐于助人,证实了主观时间流逝速度会对个体利他行为产生影响。     

Possession attachment: Individual differences in the endowment effect

The endowment effect suggests that people become attached to objects that are in their possession, and they demand a higher price to sell an object they own than they would be willing to pay to buy the same object. The results of four experiments support the suggestion that “possession attachment” is related to adult attachment styles in close relationships. Measures of attachment style in close relationships significantly predicted both actual and hypothetical selling prices moderating the endowment effect (Study 1), and significantly correlate with ratings of possession attachment (Study 2). Specifically, attachment anxiety is positively correlated with the selling prices of objects, while attachment avoidance shows no significant relation with object evaluation. The third and fourth experimental studies further demonstrated that attachment anxiety enhances possession evaluation and inhibits trades. The studies used real commodities and real money, and therefore, they have implications for everyday decisions as well as for the development of theories to better understand decisions about trades, negotiations, and choice of goods. Copyright © 2010 John Wiley & Sons, Ltd.     

Property and prejudice: How racial attitudes and social‐evaluative concerns shape property appraisals

Property evaluations rarely occur in the absence of social context. However, no research has investigated how intergroup processes related to prejudice extend to concepts of property. In the present research, we propose that factors such as group status, prejudice and pressure to mask prejudiced attitudes affect how people value the property of racial ingroup and outgroup members. In Study 1, White American and Asian American participants were asked to appraise a hand‐painted mug that was ostensibly created by either a White or an Asian person. Asian participants demonstrated an ingroup bias. White participants showed an outgroup bias, but this effect was qualified. Specifically, among White participants, higher racism towards Asian Americans predicted higher valuations of mugs created by Asian people. Study 2 revealed that White Americans' prejudice towards Asian Americans predicted higher valuations of the mug created by an Asian person only when participants were highly concerned about conveying a non‐prejudiced personal image. Our results suggest that, ironically, prejudiced majority group members evaluate the property of minority group members whom they dislike more favourably. The current findings provide a foundation for melding intergroup relations research with research on property and ownership.