When repetitive consumption leads to predictions of faster adaptation

Hedonic adaptation can explain why individuals enjoy their products less over time. One key feature of hedonic adaptation is its dependence on consumption repetition. Our research investigates when the perception of repetitive consumption leads consumers to predict faster hedonic adaptation (i.e., less enjoyment). We conducted four studies testing the impact of repetition on predicted enjoyment (Studies 1A and 1B), the interaction between repetition and assortment variety (Study 2), and the interaction between repetition and attention drawn by the product (Study 3). Results show that repetition leads consumers to predict less future enjoyment, weakens the effect of assortment variety on hedonic adaptation prediction, and strengthens the effect of attention drawn by product on hedonic adaptation prediction. Our results also show that consumers who predict less future enjoyment with a product are less likely to purchase this product. Overall, the findings advance knowledge on hedonic adaptation by presenting the impact of the most relevant feature of hedonic adaptation (i.e., consumption repetition) when it is made salient for consumers, and its interaction with common contextual cues.     

绿色助推

我们人类当前的生活方式不是可持续的。提升可持续性的途径之一是发展更绿色的科学技术, 另一种补充性途径是改变人们的态度、习惯和行为。在本文中, 我们讨论了6种心理技术, 其宗旨是推动或助推(nudge)人们做出更环保的选择和行为。这些心理技术涵盖范围非常广泛, 有些可以远程使用, 如在通知公告中建构沟通信息, 有些则涉及对人们的决策情境做出的改变。因此, 本综述关乎到各行业从业人员, 如市场营销人员、政策制定者、消费者代表等。对于每项心理技术, 我们讨论了其认知和(或)情绪的理论性基础。此外, 我们探讨了目前文献中存在的空白, 并提出了可填补这些空白的未来研究方向。     

Pecunia olet: the role of incidental disgust in the ultimatum game

We address the role of the incidental emotion of disgust in the Ultimatum Game. Participants had to choose whether or not to accept a ? offer from a ?0 pot made by another participant; 120 were in a room where a disgusting smell was released and 120 were in a room with no particular smell. Acceptance rates were higher in the room with the disgusting smell. The effect was mainly carried by the male participants who also reported more disgust with the disgusting smell and judged the offer as less unfair than females. We propose a spontaneous discounting explanation. Acceptance rates were higher in the room with the disgusting smell because participants misattributed the disgust induced by the offer to the ambient disgusting smell.     

Contingent application of the cancellation editing operation: the role of semantic relatedness between risky outcomes

This article presents findings on the restructuring component of the decision process. Two experiments are described employing hypothetical vacation choice dilemmas. The aim was to explore the conditions under which outcomes common to two risky prospects with the same probabilities of occurrence are or are not cancelled and how consequent decisions are influenced. The design of the options presented to participants was based on pilot work to establish appropriate contexts. The key independent variable was the semantic relatedness between outcomes of the same risky prospect. The main finding was that the participants did not cancel the outcome shared by two prospects when it was semantically related to another outcome within the same prospect. In this case, the prospect with greater risk was chosen significantly more frequently in comparison to when the common outcome was unrelated to other outcomes. An interpretation of the findings is presented in terms of contingent editing processes. Copyright © 2004 John Wiley & Sons, Ltd.     

Neurophysiological bases underlying the organization of intentional actions and the understanding of others’ intention

Philosophical and neuroscientific investigation on intentional actions focused on several different aspects, making difficult to define what should be meant with the concept of intention. Most of our everyday actions are constituted by complex and finely organized motor sequences, planned and executed in order to attain a desired final goal. In this paper, we will identify the final goal of the action as the motor intention of the acting individual. First, we will review the relative contribution of the vast neuroscientific literature on the role of different cortical areas in the organization of goal-directed movement. In particular, we will describe recent data on the cortical organization of natural action sequences, showing that this organization could be at the basis not only of our capacity of acting intentionally, but also of our ability to understand the motor intentions underlying others’ behaviour which is crucial during social interactions.     

Graph‐Framing Effects in Decision Making

This study manipulated the graphical representation of options by framing the physical characters in figures and found that preferences could be affected even when the words and numbers of the problem were constant. Based on attribute substitution theory and an equate‐to‐differentiate approach, we proposed a two‐process model of graph‐framing effects. In the first mental process, the graph‐editing process, the physical features (e.g., distance, size) represented in the graph are visually edited, and the perceived numerical difference between the options is judged based on its physical features. The second mental process, the preferential choice process, occurs by an equate‐to‐differentiate approach in which people seek to equate the difference between options on the dimension on which the difference is smaller, thus leaving the greater other‐dimensional difference to be the determinant of the final choice. Four experiments were tested for graph‐framing effects. Experiment 1 found a graph‐framing effect in coordinate graphs resting on the (de)compression of the scales employed in the figures. Experiment 2 revealed additional graph‐framing effects in other question scenarios and showed that preference changes were mediated by perceived numerical distances. Experiment 3 further confirmed the presence of graph‐framing effects in sector graphs similar to those found in coordinate ones. Experiment 4 suggested that such graph‐framing effects could be eliminated when logical processing (e.g., introducing a mathematical operation before a choice task) was encouraged. This paper discusses related research and a possible substrate basis for graph‐framing effects. Copyright © 2011 John Wiley & Sons, Ltd.     

A modified mark test for own-body recognition in pig-tailed macaques (Macaca nemestrina)

Classic mirror self-recognition mark tests involve familiarizing the subject with its mirror image, surreptitiously applying a mark on the subject’s eyebrow, nose, or ear, and measuring self-directed behaviors toward the mark. For many non-human primate species, however, direct gaze at the face constitutes an aggressive and threatening signal. It is therefore possible that monkeys fail the mark test because they do not closely inspect their faces in a mirror and hence they have no expectations about their physical appearance. In the current study, we prevented two pig-tailed macaques (Macaca nemestrina) from seeing their own faces in a mirror, and we adopted a modified version of the classic mark test in which monkeys were marked on the chest, a body region to which they normally have direct visual access but that in the current study was visible only via a mirror. Neither monkey tried to touch the mark on its chest, possibly due to a failure to understand the mirror as a reflective surface. To further the monkeys’ understanding of the mirror image, we trained them to reach for food using the mirror as the only source of information. After both monkeys had learned mirror-mediated reaching, we replicated the mark test. In this latter phase of the study, only one monkey scratched the red dye on the chest once. The results are consistent with other findings suggesting that monkeys are not capable of passing a mark test and imply that face and body recognition rely on the same cognitive abilities.     

Escalation of commitment with transparent future outcomes

A frequent case of irrational decision making is the tendency to escalate commitment to a chosen course of action after unsuccessful prior investments of money, effort, or time (sunk costs). In previous research it is argued that escalation does not occur when future outcomes and alternative investments are transparent. Inconsistent with this argument, in an experiment in which undergraduates were presented fictitious investment problems with sunk costs, escalation was demonstrated when full information was given about investment alternatives and estimates of future returns. Thus, it is indicated that people may escalate despite knowing that it will not make them economically better off. A more comprehensive understanding of escalation requires disentangling people's noneconomic reasons for escalation.