Profit maximization versus disadvantageous inequality: the impact of self‐categorization

Choice behavior researchers (e.g., Bazerman, Loewenstein, & White, 1992 ) have found that individuals tend to choose a more lucrative but disadvantageously unequal payoff (e.g., self—$600/other—$800) over a less profitable but equal one (e.g., self—$500/other—$500); greater profit trumps interpersonal social comparison concerns in the choice setting. We suggest, however, that self‐categorization (e.g., Hogg, 2000 ) can shift interpersonal social comparison concerns to the intergroup level and make trading disadvantageous inequality for greater profit more difficult. Studies 1–3 show that profit maximization diminishes when recipients belong to different social categories (e.g., genders, universities). Study 2 further implicates self‐categorization, as self‐categorized individuals tend to forgo profit whether making a choice for themselves or another ingroup member. Study 3, moreover, reveals that social categorization alone is not sufficient to diminish profit maximization; individuals must self‐categorize and identify with their categorization. Copyright © 2005 John Wiley & Sons, Ltd.     

Cognitive Therapy for Command Hallucinations: Not a Quasi-Neuroleptic

Command hallucinations (CH) are a distressing and high-risk group of symptoms that have long been recognised but little understood, with few effective treatments. In this paper we report and discuss the efficacy of cognitive therapy (CT) modified in accordance with ‘social rank theory,’ in a single blind randomised controlled trial. 38 patients with command hallucinations were randomly allocated to CT or treatment as usual and followed up for 6 then 12 months. Large reductions in compliance behaviour were obtained (effect size = 0.97) favouring the CT group. Other significant differences were found and maintained at 6 months follow up.     

Enlarging the Societal Pie Through Wise Legislation

ABSTRACT— We offer a psychological perspective to explain the failure of governments to create near-Pareto improvements. Our tools for analyzing these failures reflect the difficulties people have trading small losses for large gains: the fixed-pie approach to negotiations, the omission bias and status quo bias, parochialism and dysfunctional competition, and the neglect of secondary effects. We examine the role of human judgment in the failure to find wise trade-offs by discussing diverse applications of citizen and government decision making, including AIDS treatment, organ-donation systems, endangered-species protection, subsidies, and free trade. Our overall goal is to offer a psychological approach for understanding suboptimality in government decision making.     

Self‐efficacy as a moderator of negative and positive self‐fulfilling prophecy effects: mothers' beliefs and children's alcohol use

This research examined two issues relevant to self‐fulfilling prophecies. First, it examined whether children's risk for alcohol use, as indicated by their self‐efficacy to refuse alcohol from peers, moderated their susceptibility to negative and positive self‐fulfilling prophecy effects created by their mothers. Second, it explored behavioral mediators that could be involved in the self‐fulfilling process between mothers and children. Longitudinal data from 540 mother–child dyads indicated that (1) low self‐efficacy children were more susceptible to their mothers' positive than negative self‐fulfilling effects, whereas high self‐efficacy children's susceptibility did not vary, (2) mothers' global parenting and children's perception of their friends' alcohol use partially mediated mothers' self‐fulfilling effects, and (3) these mediators contributed to low self‐efficacy children's greater susceptibility to positive self‐fulfilling prophecy effects. The power of self‐fulfilling prophecies, their link to social problems, and the potential for mothers' favorable beliefs to have a protective influence on adolescent alcohol use are discussed. Copyright © 2007 John Wiley & Sons, Ltd.     

Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How That Knowledge Can Help Us Reduce Short-Sighted Decision Making

ABSTRACT— Although observers of human behavior have long been aware that people regularly struggle with internal conflict when deciding whether to behave responsibly or indulge in impulsivity, psychologists and economists did not begin to empirically investigate this type of want/should conflict until recently. In this article, we review and synthesize the latest research on want/should conflict, focusing our attention on the findings from an empirical literature on the topic that has blossomed over the last 15 years. We then turn to a discussion of how individuals and policy makers can use what has been learned about want/should conflict to help decision makers select far-sighted options.     

Dyadic processes of disclosure and reciprocity in bargaining with communication

We offer a study revealing the mechanisms through which communication helps actual bargaining behavior outperform economic predictions. The possibility of individually strategic behavior in the presence of private information leads to game‐theoretic predictions of less than full efficiency. We present a one‐stage, simultaneous offers bargaining game in which buyers and sellers have independent, privately held valuations for the item being sold (i.e. a bilateral auction with two‐sided private information). In three communication treatments, parties are: (a) allowed face‐to‐face communication prior to submitting offers; (b) allowed written communication prior to submitting offers; or (c) allowed no‐communication prior to submitting offers. When parties are allowed pre‐play communication, we find nearly full efficiency (98%). We examine two systematically predictable aspects of dyadic interaction—disclosure and reciprocity—to explain how negotiators achieve this efficiency. Copyright © 2002 John Wiley & Sons, Ltd.     

Predicting athletic performance from cardiovascular indexes of challenge and threat

This study examined the relationship between pre-performance motivational states (challenge vs. threat) and subsequent performance in athletic competition. Prior to the season, college baseball and softball players imagined and gave a speech about a specific baseball/softball playing situation while cardiovascular indexes of challenge and threat were recorded. These physiological challenge/threat indexes significantly predicted athletic performance during the subsequent season, such that players who experienced challenge in the laboratory performed better relative to those who experienced threat. The implications for personnel selection and the biopsychosocial model of challenge and threat are discussed.     

Photographs of facial expression: Accuracy, response times, and ratings of intensity

Equal numbers of male and female participants judged which of seven facial expressions (anger, disgust, fear, happiness, neutrality, sadness, and surprise) were displayed by a set of 336 faces, and we measured both accuracy and response times. In addition, the participants rated how well the expression was displayed (i.e., the intensity of the expression). These three measures are reported for each face. Sex of the rater did not interact with any of the three measures. However, analyses revealed that some expressions were recognized more accurately in female than in male faces. The full set of these norms may be downloaded fromwww.psychonomic.org/archive/.