Deliberation versus intuition: Global versus local processing in judgment and choice

Decisions and judgments made after deliberation can differ from expert opinion and be more regretted over time than intuitive judgments and decisions. We investigated a possible underlying process of this phenomenon, namely global versus local processing style. We argue that deliberation induces a local processing style. This processing style narrows conceptual attention and can have detrimental effects on judgment and decision-making. Study 1 showed that intuitive judgments of quality of modern paintings were more accurate than were more deliberate, reasoned judgments. Study 2 showed that local versus global processing style is associated with accuracy of quality judgments of paintings, and Study 3 replicated this finding with an experimental manipulation of processing style. Finally, Study 4 showed that the effect of intuitive versus deliberative decision mode on quality judgments of poems is mediated by processing style.     

Social comparison orientation as related to two types of closeness

Two studies examined the relationship between social comparison orientation (SCO) and two types of closeness (dimensional closeness and psychological closeness) in the context of appearance-related comparisons among women. A pilot study showed that these two types were relatively independent constructs, and provided evidence for the differential validity of the constructs. Consistent with our expectations, women high in SCO perceived more dimensional closeness with other women in terms of appearance (Study 1, n = 94) and perceived more psychological closeness with other women (Study 2; n = 126) than women low in SCO. Overall, women, but especially women high in SCO, reported most dimensional closeness in response to the most attractive women and most psychological closeness in response to women of medium levels of attractiveness.     

Honey,Sweetie, Dear: Terms of Endearment Communicate,Reflect, and Reinforce Sexism Toward Adult Women

Four studies demonstrated how terms of endearment (ToE; e.g., “honey,” “dear”) communicate, reflect, and reinforce sexism toward adult women outside of close relationships. Study 1 participants reported more negative reactions to ToE as their endorsement of benevolent sexism decreased, and older women reacted more negatively than men and younger women. In Study 2, an interviewer either used or did not use ToE when interviewing women from upper-level business classes. ToE use caused women relatively low in benevolent sexism to feel less positive, warm, and competent, whereas women higher in benevolent sexism were unaffected by the use of ToE. Shifting focus to ToE users, Study 3 participants read about a day in the life of a man protagonist (Tim) who did or did not use ToE. Participants inferred that Tim more strongly endorsed sexist attitudes and hierarchy-enforcing ideologies if he used ToE than if he did not. Finally, Study 4 showed that the more participants self-reported using ToE, the more they endorsed several of these sexist attitudes and ideologies. Altogether, this research demonstrates the deleterious effects of seemingly harmless language and extends knowledge about everyday sexism through language.

     

Event components in autobiographical memories

Autobiographical memories contain activity, location, temporal, and participant information (Lancaster & Barsalou, 1997). Our study analysed potential dominance of activity information in autobiographical memories. The results indicated stability in dominance of the activity component, defined as similar occurrence in first and subsequent reports, and a relative absence of the temporal component in these verbal reports. Activity dominance also occurred when activity information from the verbal reports was used as a retrieval cue for a subsequent report. Temporal information demonstrated a greater lack of facilitation as a retrieval cue. These findings can be explained from the perspective of embodied cognition in which underlying perceptual states that contain activity, location, and other participant information are reconstructed during retrieval, whereas temporal information, as a more abstract component, is not.     

An experimental test of the relationship between voice intonation and persuasion in the domain of health

Objective: In the process of behaviour change, intonation of speech is an important aspect that may influence persuasion when auditory messages are used. In two experiments, we tested to what extent different levels of intonation are related to persuasion and whether for some recipients the threat posed by the message information might become too strong to face.

Design: In Study 1, 130 respondents listened to a health message with either a low, moderate or high level of intonation. In Study 2 (N?=?143), the same manipulations of intonation were applied but half of the respondents were affirmed before they listened to the persuasive message. Intention to increase fruit and vegetable intake was used as a dependent variable.

Results: Both studies showed that high intonation led to a significant drop in intention among respondents who perceived their own health as good. After self-affirmation, persuasion was increased.

Conclusion: A high level of intonation seems to induce self-regulatory defences in people who do not see the necessity to change their health behaviour, whereas people with poor perceived health might perceive potential to change. The use of a normal level of intonation in auditory health messages is recommended.     

The persuasive effects of framing messages on fruit and vegetable consumption according to regulatory focus theory

According to Regulatory Focus theory (RFT), outcomes in persuasive messages can be framed in four different ways, as gains, non-gains, losses or non-losses. In study 1, the persuasiveness of all four frames was compared and the presence/absence effect that was expected on the basis of the feature-positive effect was verified: Statements about present outcomes (gain, loss) were more persuasive than those about absent outcomes (non-gain, non-loss). However, this study failed to support the prediction that a gain-framed message would be more persuasive than a loss-framed message when promoting a prevention behaviour. Study 2 was designed to examine the latter finding. It was hypothesised that the threat posed by the loss-framed message in study 1 was too low to elicit a defensive reaction. Therefore, in study 2, the personal relevance of the gain and the loss framed message was manipulated. Consistent with predictions, the gain-framed message was more persuasive than the loss-framed message, but only when the message was personalised to increase self-relevance. Moreover, the effect was due to a significant drop in persuasion in the loss condition, probably caused by a defensive reaction. These data shed a new light on the findings of past framing studies.     

Deliberation Versus Intuition: Decomposing the Role of Expertise in Judgment and Decision Making

What produces better judgments: deliberating or relying on intuition? Past research is inconclusive. We focus on the role of expertise to increase understanding of the effects of judgment mode. We propose a framework in which expertise depends on a person's experience with and knowledge about a domain. Individuals who are relatively experienced but have modest knowledge about the subject matter (“intermediates”) are expected to suffer from deliberation and to benefit from a more intuitive approach, because they lack the formal knowledge to understand the reasons underlying their preferences. Individuals who are high (“experts”) or low (“novices”) on both experience and knowledge are expected to do well or poorly, respectively, regardless of decision mode. We tested these predictions in the domain of art. Experiments 1 and 2 showed that intermediates performed better when relying on intuition than after deliberation. Judgments of experts and novices were unaffected. In line with previous research relating processing style to judgment mode, Experiment 3 showed that the effect of processing style (global versus local) on judgment quality is similarly moderated by expertise. Copyright © 2012 John Wiley & Sons, Ltd.