Effects of valence and framing in decision-making: Assessing decision-makers' perceived domains of choice

Abstract: In comparison between choice alternatives, judgments of “How much better is a preferred option?” and “How much worse is a less preferred option?” may differ in their magnitudes. Such discrepancies are called “valence effects”. Previously, Yamagishi and Miyamoto (1996 ) observed systematic positive valence effects (“Better” exceeding “Worse”) in the domain of gains and systematic negative valence effects (“Worse” exceeding “Better”) in the domain of losses. The current experiments used the directions of valence effects as a tool to assess decision‐maker's interpretation of choice tasks under “framing effects” ( Tversky & Kahneman, 1986 ). Preferences under the framing effect switch from certain options in the domain of gains to uncertain options in the domain of losses. Two experiments showed that preferences for certain options were associated with positive valence effects, whereas preferences for uncertain options were associated with negative valence effects. Moreover, conditions wherein the framing manipulations lose the effectiveness were examined. Valence effects showed that framing effects ceased to occur when decision‐makers maintained consistent domain perceptions as pertaining to gains or to losses, across the domains of gains and losses. Implications are discussed.     

面对面和计算机群体决策运用排序法上的比较

通过人员选拔的实验室模拟实验．比较面对面的和以计算机为中介的决策群体在信息是否完全分享及是否采用排序法决策条件下对于决策效标的影响。结果表明：(1)决策前的信息分享通过决策前偏好的人数构成影响了最终的决策准确率。(2)排序法在面对面交流时只在信息非分享的情况下才显著增加了关键信息交流;排序法在计算机交流和信息完全分享下显著增加了关键信息交流。弥补了Hollingshead的研究不足之处。排序法不损害成员对于讨论的满意感。(3)计算机交流更关注文本信息,有更多争论、自我观点阐述和申诉。在关键信息交流上与面对面交流没有差异。(4)在决策准确性上,不同的交流方式没有差异。     

Decisions Under Temporal AND Emotional Pressure: The Hidden Relationships Between the Unconscious,Personality, and Cognitive Styles

The existence of an unaware psychic space that influences the way we think, perceive, and decide has been known for over a century. This space, defined by Freud as the “unconscious,” contains in itself unaware psychic contents. Its sophisticated adaptive functions, implicit and unaware, allow individuals to transform an enormous amount of information into explicit behaviors, influencing their behaviors. In this article, we advance the hypothesis that there is a strong relationship between the unconscious, personality styles, and decisions under conditions of temporal and emotional pressure. The fact that an increase in the quality of a performance follows an increase in excitation, at least up to a certain threshold, clarifies the concept. Beyond this level of activation, not only are the benefits starting to diminish, but we also notice the onset of dysfunctional conditions that consist of anxiety, inner tension, difficulty in concentration, and inability to decide.     

一种齐当别思想下的量子决策模型：对囚徒困境中的分离效应的解释

量子决策模型是近10年来提出的一种新型决策模型, 用以解释那些违背经典决策模型的现象。虽然当前的量子决策模型能够解释囚徒困境中的分离效应, 但其中却存在一些困难, 即会产生反常的概率关系以及无法精确拟合分离效应量较大的实验结果。本研究在分析当前量子决策模型困难的基础上, 结合齐当别思想对模型进行改进和优化。结果表明, 研究所构建的量子决策模型克服了当前模型中的困难, 并且能够预测囚徒困境博弈中由他人收益差距改变而引起的分离效应变化趋势。本研究还是一次启发式决策模型与计算式决策模型相结合的探索。     

Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior

Changes in the business environment are rapidly transforming sales practice and pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social activity produced and reproduced by various actors in a complex sales task environment, we introduce a novel research perspective to the study of unethical sales behavior, namely a practice-based view. With knowledge from a systematic literature review and a practice-based view from organization research, we suggest that unethical behavior should be studied as a practice formed through socialization and interaction with relevant others. This view provides an important alternative as well as a complementary perspective to the ethical decision-making paradigm that has dominated the field for several decades. The study answers scholars’ recent calls to strengthen the theoretical foundation of sales ethics research and further extend its perspective toward the social context of sales. With a focus on dynamics, social relations, and the enactment of practices, the practice-based view produces new types of knowledge on unethical behavior and potential new means for addressing it. The article makes suggestions for future practice-based research and proposes several theories for use in studying unethical behavior in currently important sales contexts.     

金钱激励在社会排斥影响不确定性决策中的调节作用

研究从金钱补偿的视角考察社会排斥对不确定性决策的影响以及金钱激励的调节作用。实验发现,有金钱激励时,被排斥者在爱荷华赌博任务(Iowa gambling task,IGT)中的行为分数(组块2和3的选牌净分数和总的盈利分数)显著高于社会接纳者,表现为风险规避; 在无金钱激励时,被排斥者在IGT任务中的行为分数(组块4和5的选牌净分数和总的盈利分数)显著低于被接纳者,表现为风险寻求。实验结果表明社会排斥对不确定性决策的影响受到金钱激励的调制。     

The influence of episodic memory decline on value-based choice

Recent studies suggest the involvement of episodic memory in value-based decisions as a source of information about subjective values of choice options. We therefore tested the link between age-related memory decline and inconsistencies in value-based decisions in 30 cognitively healthy older adults. Within the pre-registered experiment, the inconsistencies were measured in two ways: i) the consistency between stated preferences and revealed choices; ii) the amount of intransitivities in choice triplets, revealed in a forced paired choice task including all possible pairings of 20 food products. Although no significant association of memory functions to number of intransitive triplets was observed, participants with lower memory scores were more likely to choose the item for which they stated a lower preference. The results suggest a higher noise in the underlying preference signal in participants with lower memory. We discuss the results in the context of the unique needs of elderly consumers.     

税收立法民主化的伦理价值

税收立法民主化的伦理价值主要体现在:税收立法权力来源的人民性,执政党在税收立法权力结构中应当尊重人民的主人翁地位;税收立法程序的公正正义性,能够全面听取各税收关系人的意见;税收立法权责分配结果的合理性,能够有效协调各方税收关系人的利益关系;税法执行的自觉性,确保税收立法目标能够得以充分实现。     

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。     

认知风格对大学生不确定条件下判断和决策的影响

通过3个实验,研究了认知风格对大学生不确定条件下判断和决策的影响。结果表明:(1)认知风格影响大学生在不确定条件下的判断和决策,表现在概率推理中,场依存型比场独立型更容易受“代表性启发”影响。在赌徒推理中,场独立型更少受“赌徒谬误”影响。在风险决策中,场独立型倾向选择受益大、风险也大的决策,场依存型倾向选择稳妥、风险较小的决策。(2)大学生在概率推理、赌徒推理和风险决策时存在显著的性别差异。(3)概率知识学习有助于克服“代表性启发”,但对“赌徒谬误”影响不大。