The Effects of Decoys on Preference Shifts: The Role of Attractiveness and Providing Justification

The relative preference for a target product over a competitor can be increased by providing a third alternative (a “decoy”) that is clearly inferior to the target but is not necessarily inferior to the competitor. In 3 experiments, we examined the conditions in which these decoy effects occur. When participants reported their preferences immediately after being exposed to the information about them, the influence of decoys on preferences was attributable to the justification they provided for choosing the target over the competitor. (That is, a decoy had an impact if and only if the target was superior to the decoy but the competitor was not.) When participants evaluated each product individually before making their choices, however, they based their preferences on these evaluations. In this case, decoys exerted their influence through their impact on the values that participants assigned to the attributes on which the evaluations were based. This influence was evident even when the decoy was clearly inferior to both the target and competitor. Moreover, it occurred under conditions in which the target and competitor were in different product categories and also when the decoy was in a totally different product domain than the target and competitor.     

An Examination of the Individual‐Difference Approach to the Role of Norms in the Theory of Reasoned Action1

The relationship between subjective norm and behavioral intentions is the weakest link of the theory of reasoned action. Numerous approaches have addressed this issue, including the assertion that the weak contribution is a result of a small number of individuals who are under normative control. The present research examines this individual‐difference approach in the domain of health behaviors. Respondents were 287 students who rated their intentions, attitudes, and subjective norms in relation to 32 health behaviors and 5 substance‐use behaviors. Regression analyses, between subjects and within subjects, demonstrated that both behaviors and people can be under attitudinal or normative control. Support for an individual‐difference approach was less conclusive when findings were examined separately for specific health behaviors.     

Sadness as Pleasure-Seeking Prime and Anxiety as Attentiveness Prime: The “Different Affect–Different Effect” (DADE) Model

According to popular interpretations of both the mood repair and affect-as-information theories, affective states of the same valence should have equivalent influences on behavior. We propose, instead, the Different Affect–Different Effect (DADE) model. Building on cognitive and psychoevolutionary theories of affect, we predict that while sadness leads to seeking pleasurable stimuli (consistent with mood repair predictions), anxiety leads to becoming more attentive (consistent with affect-as-information predictions). These predictions are tested using consumption stimuli and, across two experiments, results were consistent with our hypotheses. This research helps resolve apparent discrepancies among our findings and those found in previous mood repair and affect-as-information literatures. Specifically, we suggest that in previous demonstrations of mood repair through seeking pleasurable stimuli, the mood-state in question was most closely related to that of sadness. Likewise, we argue that in previous demonstrations of sadness leading to greater attentiveness, the procedure used to evoke sadness is also likely to have evoked anxiety.     

The effects of rapport‐building style on children's reports of a staged event

Three‐ to nine‐year‐old children (n=144) interacted with a photographer and were interviewed about the event either a week or a month later. The informativeness and accuracy of information provided following either open‐ended or direct rapport building were compared. Children in the open‐ended rapport‐building condition provided more accurate reports than children in the direct rapport‐building condition after both short and long delays. Open‐ended rapport‐building led the three‐ to four‐year‐olds to report more errors in response to the first recall question about the event, but they went on to provide more accurate reports in the rest of the interview than counterparts in the direct rapport‐building condition. These results suggest that forensic interviewers should attempt to establish rapport with children using an open‐ended style. Published in 2004 by John Wiley & Sons, Ltd.     

Diffusion of e-commerce in Denmark: An analysis of institutional intervention

This article analyzes the way a series of recent policy statements have been used to promote and shape the take-up of e-commerce in Denmark. Issuing periodic policy statements, with a combination of direct and indirect modes of intervention, is one of the roads governments are taking to influence the evolutions of ICT. The policy statements present the goals, launch initiatives, and assess achievements. Complementing a co-or self-regulation strategy, the policy statement approach has become particularly important in areas where governments seek to influence the take-up of a technology without appearing to tip the scales. She did her Ph.D. at the Center for Electronic Commerce, at Department of Informatics, Copenhagen Business School. Helle Zinner Henriksen has a degree in Law (University of Copenhagen, 1995). Her research interests include: Adoption and diffusion of Interorganizational Information Systems, e-government, and institutional regulation of electronic commerce and e-government. Kim Viborg Andersen is a researcher in organizational and policy aspects of IT. Andersen’s research encompasses various applications: economic models, EIS/BIS, health data network, EDI, e-commerce, and mobile applications primarily within the public sector domain. He is co-founder of the AIS SIG on e-government, vice-chair of the IFIP WG 8.4 on interdisciplinary e-business and on various editorial boards for journals. He is head of the Center for Research on Information Technology in Policy Settings (CIPS) at the Copenhagen Business School.     

Lessons Learned from the Parents Matter! Program

We present a discussion of some of the lessons the investigators learned during the development and implementation phases of the Parents Matter! Program (PMP). Lessons were learned that are relevant to various groups involved in large scale, multi-site, community-based intervention studies: investigators, community leaders, community members, project staff, and participants. Specific lessons learned include: (1) forge collaboration early: (2) maintain communication; (3) clearly delineate policies and procedures; and (4) develop proactive strategies. We also include a list of important questions to consider when contemplating similar projects.     

Five models of players' rule behavior for game balance

Abstract We present a five-part model of players' rule behaviors in a multiplayer online game (utilization, emergence, usefulness, usefulness-balance, and balance-usefulness). The model was identified through a pilot study involving nine expert players. The model fitness was then verified in a main experiment involving eighteen regular players. Our results showed that the utilization (4 players) and emergence (4 players) models were most frequently used, followed by the balance-usefulness (3 players), usefulness (3 players), and usefulness-balance (2 players) models. The coding scheme for this research was built from video observations and a literature review. We suggest this model is applicable for the implementation of a human-like virtual character's artificial intelligence algorithm in the game editors and the server loader for quality assurance.     

Hearing speech in noise: seeing a loud talker is better

Seeing the talker improves the intelligibility of speech degraded by noise (a visual speech benefit). Given that talkers exaggerate spoken articulation in noise, this set of two experiments examined whether the visual speech benefit was greater for speech produced in noise than in quiet. We first examined the extent to which spoken articulation was exaggerated in noise by measuring the motion of face markers as four people uttered 10 sentences either in quiet or in babble-speech noise (these renditions were also filmed). The tracking results showed that articulated motion in speech produced in noise was greater than that produced in quiet and was more highly correlated with speech acoustics. Speech intelligibility was tested in a second experiment using a speech-perception-in-noise task under auditory-visual and auditory-only conditions. The results showed that the visual speech benefit was greater for speech recorded in noise than for speech recorded in quiet. Furthermore, the amount of articulatory movement was related to performance on the perception task, indicating that the enhanced gestures made when speaking in noise function to make speech more intelligible.     

The search for HMAS Sydney II: Analysis and integration of survivor reports

We describe a novel application of cognitive psychology to the search for HMAS Sydney II and HSK Kormoran. Both ships sank off the west coast of Australia following an engagement during World War II. Tragically and mysteriously, there were no survivors from Sydney and, despite considerable interest in locating both ships, their positions remained unknown until their discovery in March 2008. The main evidence regarding the location of both ships consisted of reports by the German survivors from Kormoran. Working with the Finding Sydney Foundation, the group that ultimately found the ships, we developed a method to extract relevant information from these reports and to integrate it with other physical information and used this method to correctly identify the location of Kormoran to within 5 km. We describe this method and discuss the unique role played by cognitive psychology in solving a previously intractable problem. Copyright © 2010 John Wiley & Sons, Ltd.