Information search and presentation in advisor–client interactions

When making a decision, people often search for more information supporting than conflicting with their preferred alternative. This can be counterproductive because potential risks and liabilities of the intended decision may be overlooked. However, when confronted with a decision problem, people often turn to advisors for help. We examined what kind of information advisors search for when confronted with a client’s decision problem and what information they present to their clients. Experiment 1 suggested that advisors (participants in the role of travel agents or friends) conducted a more balanced information search than personal decision-makers. However, when presenting information to their client, mock travel agents passed on more information supporting their recommendation than conflicting with it, whereas friends presented information in a balanced way. Experiment 2 replicated the balanced information search of advisors and suggested that this effect was partly mediated by the advisors’ increased accuracy motivation. Practical and theoretical implications are discussed.     

Psychological effects of the Euro—experimental research on the perception of salaries and price estimations

In five studies we show that the introduction of the Euro influences price estimations and the perception of salaries among people in Germany. People confronted with wages given in Euros compared to the German Mark (DM) showed a reduced willingness to face long distances to get to work when accepting a job offer. When asked to price various consumer goods appropriately, they estimated higher prices if they used the ‘Euro’ currency compared to price estimations made in DM. This phenomenon only occurred with regard to the Euro, but not in comparison with other currencies (cf. the British Pound and Austrian Schilling). The differing price estimations between the Euro and the German Mark were not influenced by participants' attitude towards the Euro. Moreover, it turned out that they depended on how the judgement context was framed. Only if participants expected to make price estimations for shops in their home country, Germany, did the familiar nominal DM figures serve as an anchor heightening the estimated prices in Euro. The same effect disappeared if participants were instructed to make their price estimations for shops in a foreign country (Ireland). Copyright © 2002 John Wiley & Sons, Ltd.     

Taking the Focus Away from the Self: Low Individualism Mediates the Effect of Oxytocin on Creativity

Recently, it has been shown that the hormone oxytocin can enable creative cognition. The aim of this investigation was to examine the psychological mechanism via which oxytocin influences creativity. Two opposing explanatory approaches suggested by previous research were investigated: It was predicted that the effect of oxytocin on creativity would be determined by low versus high individualism, especially in people with low levels of anxiety. Participants filled out an anxiety questionnaire and intranasally administered oxytocin or a placebo. After a 40-min waiting period, they performed a creativity task and indicated their level of individualism. Participants with low levels of anxiety showed heightened creative potential under oxytocin, and this relationship was mediated by low individualism. The results could not be explained by changes in the participants’ affective state. The findings underscore the moderating role of dispositional factors and reveal an important factor to understand the role of oxytocin in human behavior.     

Keeping up day-specific effects of transformational leadership: the role of followers’ emotion regulation

This diary study examines the role of day-specific transformational leadership for followers’ personal initiative. Building on Affective Events Theory, we proposed a direct effect of day-specific transformational leadership on followers’ personal initiative on the same day. Furthermore, we took a closer look at lagged effects of day-specific transformational leadership. More specifically, we hypothesized that positive effects of one day’s transformational leadership can endure until the next day for followers who apply beneficial emotion regulation strategies. We conducted a diary study over five consecutive working days among 97 employees. Two-level hierarchical linear modelling supported our hypotheses. As expected, day-specific transformational leadership positively predicted followers’ personal initiative on the same day. Furthermore, concerning the association between day-specific transformational leadership and followers’ personal initiative on the following day, there was a positive relation for followers applying beneficial emotion regulation strategies in terms of high cognitive reappraisal and low expressive suppression, respectively.     

Towards a conceptual and empirical differentiation between workplace bullying and interpersonal conflict

This study investigates the defining features that distinguish workplace bullying from interpersonal conflict – being frequency, negative social behaviour, power imbalance, length and perceived intent – by contrasting the characteristics of conflict incidents in a group of workplace bullying victims versus a group of non-victims. A group of 47 victims and 62 non-victims were identified based on a questionnaire time 1 and time 2 (time lag of 6 months). The conflict incidents were assessed between time 1 and time 2 using an event-based diary study that was filled out for a period of two times 20 working days with a break of 4 months in between. Hierarchical linear modelling (HLM) showed that conflict incidents differed for victims versus non-victims, in line with the defining aspects of workplace bullying: victims’ conflict incidents related more to the work context and included more personal and work-related negative social behaviour. Victims perceived more inferiority and less control in the conflicts, indicated more continuation of previous conflict incidents and reported more negative intentions from their opponent. These findings validate the conceptual differentiation between interpersonal conflict and workplace bullying, while at the same time adhering to their related nature.     

Luther Research and Ecumenism

Abstract : The article discusses the fundamental conceptual problems underlying the ecumenical vocabulary. These problems result from issues present available in academic studies that often aim at emphasizing the great divide between Luther and medieval theology, as well as providing a justification for the specific and distinctive characteristics of Lutheran theology. The author aims at overcoming the problematic confessionalism which results from these conceptual presuppositions.     

Selective exposure and information quantity: how different information quantities moderate decision makers' preference for consistent and inconsistent information

Empirical evidence on selective exposure to information after decisions is contradictory: Whereas many studies have found a preference for information that is consistent with one's prior decision, some have found a preference for inconsistent information. The authors propose that different available information quantities moderate these contradictory findings. Four studies confirmed this expectation. When confronted with 10 pieces of information, decision makers systematically preferred decision-consistent information, whereas when confronted with only 2 pieces of information, they strongly preferred decision-inconsistent information (Study 1). This effect was not due to differences in processing complexity (Study 2) or dissonance processes (Study 3) but could be traced back to different salient selection criteria: When confronted with 2 pieces of information, the salient selection criterion was information direction (consistent vs. inconsistent), which caused a preference for inconsistent information. In contrast, when confronted with more than 2 pieces of information, the salient selection criterion was expected information quality, which caused a preference for consistent information (Study 4).     

Self-regulation and selective exposure: the impact of depleted self-regulation resources on confirmatory information processing

In the present research, the authors investigated the impact of self-regulation resources on confirmatory information processing, that is, the tendency of individuals to systematically prefer standpoint-consistent information to standpoint-inconsistent information in information evaluation and search. In 4 studies with political and economic decision-making scenarios, it was consistently found that individuals with depleted self-regulation resources exhibited a stronger tendency for confirmatory information processing than did individuals with nondepleted self-regulation resources. Alternative explanations based on processes of ego threat, cognitive load, and mood were ruled out. Mediational analyses suggested that individuals with depleted self-regulation resources experienced increased levels of commitment to their own standpoint, which resulted in increased confirmatory information processing. In sum, the impact of ego depletion on confirmatory information search seems to be more motivational than cognitive in nature.