The Role of Anticipated Emotions in the Endowment Effect

This research explored the role of anticipated negative feelings in the observed disparity between buying and selling prices for the same endowed object. We assumed that anticipated negative reactions to losses deter people from trading an endowed object and therefore psychological variables that attenuate the emotional response to negative events should further reduce the price disparity between buyers and sellers. In 3 studies, we tested whether factors that either decrease concern about negative feelings (e.g., positive mood, framing of the transaction as involving no action) or increase the anticipated negative reaction to failure to act (e.g., priming errors of omission) further eliminate the disparity between buying and selling prices. These studies provide a novel conceptualization of the endowment bias and, more generally, illustrate the role of anticipated negative feelings in decision making.     

The substitutability of external control and self-control

Three experiments offered participants the opportunity to undertake an activity that had long-term benefits but either small or large short-term costs. The experiments investigated how self-control efforts to undertake the activity are affected by real or primed externally imposed controls. Two forms of self-control were assessed: bolstering the value of the offered activity and self-imposed penalties for failure to undertake it. The results showed that greater short-term costs elicited more self-control efforts when externally imposed controls were absent and less self-control efforts when externally imposed controls were present. Both externally imposed controls and self-control efforts prevented short-term costs from affecting participants’ intention to undertake the activity. The results were interpreted as suggesting that externally imposed control and self-control are substitutable means for pursuing activities with long-term benefits and short-term costs.     

Emotional transfer in goal systems

Five experimental studies explored the phenomenon of affective transfer in goal systems. We find that affect associated with goal attainment may be transferred to means cognitively associated with such goal-events, and that factors affecting the dimensions of transfer include the magnitude of affect invested in the goal, the quality of invested affect and the strength of association between a given means and the goal-event. Accordingly, the transfer mechanism was shown to impact the magnitude of affect experienced in regard to the means in question, as well as its kind (involving, e.g., promotion-type affect or prevention-type affect), and was shown to influence the interpersonal feelings toward others perceived as helpful to the attainment of various goals.     

Attachment anxiety,intra‐group (dis)respect,actual efforts,and group donation

The current study examines attachment‐style differences in responses to inductions of group respect and disrespect. Participants completed a scale assessing attachment anxiety and avoidance, performed group tasks, and received high, average, or low respect feedback from group members. Then we assessed commitment to this group, actual effort expenditure on behalf of the group, and money donation to the group. For participants scoring relatively high on attachment anxiety, high group respect heightened group commitment and effort expenditure on behalf of the group, whereas group disrespect led to lower group commitment but to more money donation to the group and higher effort expenditure. Participants who scored relatively low on attachment anxiety were not significantly affected by group respect or disrespect. The implications of attachment theory for group dynamics were discussed. Copyright © 2008 John Wiley & Sons, Ltd.     

Simple movement imitation: Are kinematic features sufficient to map perceptions into actions?

The aim of this study was to pinpoint the nature of the visual features used in the automatic mapping of perceived movements into similar executed movements, following the direct matching hypothesis. In Experiment 1 subjects imitated the lifting of one of two fingers, presented with different orientations. As predicted, stimuli which were further rotated away from the posture of the executing hand elicited slower reaction times. In Experiment 2, we verified that this orientation effect was not a purely perceptual effect by presenting the same stimuli but asking subjects to respond verbally. No orientation effect was found using a verbal response. In Experiment 3, we replaced the moving fingers by two arbitrary objects moving with the trajectories of the finger tips of Experiment 1. The same orientation effect as in Experiment 1 was observed. We conclude that in this experiment participants are using purely kinematic features to map perceived into executed movements.     

Form creation in rat: an ego-psychological approach to creativity.

The recent ego-psychological approach to form in art is utilized to understand the significance of form creation to artistic creativity in general. Two kinds of form in art are discussed--"good form" and "perfect form". The first is explained as the means used by the artist's ego to facilitate the expression and communication of latent meanings; the second, as the means used by the artist's ego to order disparate mental elements and to reconcile those opposite wishes, ideas, and emotions, whose opposite valences may endanger the integrity and cohesion of the self. In line with the assumptions presented in the paper, creativity and neurosis are described as two different methods used by the ego to solve the same underlying problems.     

How to Measure Motivation: A Guide for the Experimental Social Psychologist

This article examines cognitive, affective, and behavioral measures of motivation and reviews their use throughout the discipline of experimental social psychology. We distinguish between two dimensions of motivation (outcome‐focused motivation and process‐focused motivation). We discuss circumstances under which measures may help distinguish between different dimensions of motivation, as well as circumstances under which measures may capture different dimensions of motivation in similar ways. Furthermore, we examine situations in which various measures may capture fluctuations in non‐motivational factors, such as learning or physiological depletion. This analysis seeks to advance research in experimental social psychology by highlighting the need for caution when selecting measures of motivation and when interpreting fluctuations captured by these measures.     

Effects of product type and contextual cues on eliciting naive theories of popularity and exclusivity

This research shows in a series of studies that exposing consumers to functional products evokes the naive theory of popularity, whereas exposing them to self-expressive products induces belief in the naive theory of exclusivity. The research further demonstrates that when the naive theory elicited by product type is matched by the appropriate contextual purchasing cues regarding the interest of others, it results in greater purchase intentions than when those cues are mismatched. The research specifies that the matching effect for functional products is mediated by consumers' perceptions of product quality, whereas mediation for self-expressive products occurs through consumers' self-perceptions regarding the extent to which the product conveys uniqueness. Finally, the research illustrates that an explicit signal of product quality (e.g., a favorable rating in Consumer Reports) attenuates the effect associated with the contextual cues regarding the interest of others.     

Domesticated dogs’ (Canis familiaris) use of the solidity principle

Organisms must often make predictions about the trajectories of moving objects. However, often these objects become hidden. To later locate such objects, the organism must maintain a representation of the object in memory and generate an expectation about where it will later appear. We explored adult dogs’ knowledge and use of the solidity principle (that one solid object cannot pass through another solid object) by evaluating search behavior. Subjects watched as a treat rolled down an inclined tube into a box. The box either did or did not contain a solid wall dividing it in half. To find the treat, subjects had to modify their search behavior based on the presence or absence of the wall, which either did or did not block the treat’s trajectory. Dogs correctly searched the near location when the barrier was present and the far location when the barrier was absent. They displayed this behavior from the first trial, as well as performed correctly when trial types were intermingled. These results suggest that dogs direct their searches in accordance with the solidity principle.