Preference for the outcome that follows a relatively aversive event: Contrast or delay reduction?

Pigeons prefer a positive discriminative (S+) stimulus that follows a less preferred event (a large number of required responses, a longer delay, or the absence of food) over a different S+ with a similar history of reinforcement that follows a more preferred event (a single required response, no delay, or food). We proposed that this phenomenon results from contrast (referred to as within-trial contrast) between the less preferred initial event and the signal for reinforcement. Delay reduction theory (Fantino, 1969) can account for these results by proposing that the less preferred initial event lengthens the duration of the trial, thereby allowing the S+ stimulus to occur later in the trial and thus become a better predictor of reinforcement. In the present experiments, we further explored this effect. In Experiment 1, we controlled for trial duration by using a fixed ratio response (30 pecks) as one initial event and the absence of pecking for the same duration as the other initial event (0 pecks). The pigeons showed a reliable preference for the positive stimulus that followed the least preferred initial event. In Experiment 2, we controlled for trial duration by using 30 pecks as one initial event and 1 peck followed by a delay that matched the duration of the preceding 30-peck trial. (Group Time Same). For Group Time Different, there was no delay following the 1-peck initial event. For Group Time Same, preference for the initial event negatively predicted the pigeons’ preference for the S+ stimulus that followed, supporting the contrast account. A somewhat greater preference for the discriminative stimulus that followed the least preferred initial event was found for Group Time Different suggesting that in addition to contrast, delay reduction also may play a small role. However, the greater initial-event preference found for Group Time Different suggests that contrast can account for the group difference as well.     

Choice among two and three alternatives

Although choice between two alternatives has been widely researched, fewer studies have examined choice across multiple (more than two) alternatives. Past models of choice behavior predict that the number of alternatives should not affect relative response allocation, but more recent research has found violations of this principle. Five pigeons were presented with three concurrently scheduled alternatives. Relative reinforcement rates across these alternatives were assigned 9:3:1. In some conditions three keys were available; in others, only two keys were available. The number of available alternatives did not affect relative response rates for pairs of alternatives; there were no significant differences in behavior between the two and three key conditions. For two birds in the three‐alternative conditions and three birds in the two‐alternative conditions, preference was more extreme for the pair of alternatives with the lower overall pairwise reinforcer rate (3:1) than the pair with higher overall reinforcer rate (9:3). However, when responding during the changeover was removed three birds showed the opposite pattern in the three‐alternative conditions; preference was more extreme for the pair of alternatives with the higher overall reinforcer rate. These findings differ from past research and do not support established theories of choice behavior.     

Promoting prospective self-control through abstraction

When people anticipate that future temptations may undermine valued goals, they use a number of prospective self-control strategies (or “precommitment devices”) to increase the likelihood of future self-control success. Little is known, however, about the conditions under which people are more or less likely to use them. Drawing from construal level theory (e.g., Trope & Liberman, 2003), we argue that people are more likely to engage in prospective self-control when they construe events more abstractly (at higher-level construals). Results from two experiments demonstrated that higher-level construals promote use of two well-documented prospective strategies: choice bracketing and self-imposing punishment. Higher-level construals thus appear to enhance people's efforts to protect their valued goals from anticipated temptations.     

Unstuck from the concrete: Carryover effects of abstract mindsets in intertemporal preferences

Prior research has demonstrated that individuals show decreasing levels of impatience as the delay of consumption gets longer (i.e., present-bias). We examine the psychological underpinnings of such present-biased preferences by conceptualizing timing decisions as part of a series of judgments. We propose that shifts in the abstractness of processing (focusing on details vs. broad aspects) triggered by aspects of an earlier (related or unrelated) decision systematically influence the degree of present-bias in subsequent decisions. The results of five studies show that the processing mindset (concrete vs. abstract) evoked in previous related and unrelated decisions influences the level of construal evoked in subsequent decisions and moderates the extent of present-bias without changes in affect. We further show the default mindset is concrete (displaying high present-bias) and thus the effect of construal is eliminated when the subsequent intertemporal task is inherently more abstract.     

Predicting occupational interests and choice aspirations in Portuguese high school students: A test of social cognitive career theory

The predictive utility of social cognitive career theory’s (SCCT) interest and choice models was examined in a sample of 600 Portuguese high school students. Participants completed measures of occupational self-efficacy, outcome expectations, interests, social supports and barriers, and choice consideration across the six Holland (1997) RIASEC types. The integrated interest-choice model fit the data well across Holland types and generally supported the hypotheses that self-efficacy and outcome expectations jointly predict interests, and that interests mediate the relations of self-efficacy and outcome expectations to choice consideration. Contrary to SCCT, however, social supports and barriers related to choice consideration indirectly, through self-efficacy, rather than directly. The implications of these findings for further research on the cross-cultural validity of SCCT are considered.     

Idiosyncratic matching and choice: When less is more

In three studies, reliance on “goodness-of-fit” criteria exerted an influence on assessments of pay-TV packages that challenged normative standards relating to the principle of dominance. Studies 1 and 2 showed that the addition of one or more non-favored channels to a package of favored ones resulted in lower consumer interest, and the subtraction of one or more non-favored channels from a mixed package resulted in greater consumer interest, even when the relevant offering price remained unchanged. Study 3 demonstrated the specific relevance of perceived idiosyncrasy to this phenomenon. Thus, participants responded more positively to a given price reduction for relinquishing a channel they did not like when they believed that their preference ordering was idiosyncratic rather than one shared by their peers. These findings, buttressed by additional data collection to rule out some alternative interpretations and permit within-subject as well as between-subject comparisons, extend the theoretical and practical implications of previous research on the non-normative use of personal “goodness-of-fit” criteria in evaluating the attractiveness of products and programs.     

How Financial Constraints Influence Consumer Behavior: An Integrative Framework

Financial constraints are economic limitations on behavior. Given that millions of people experience chronic or episodic financial constraints, we sought to review research that provides insight into how they affect consumer behavior. We propose an integrative framework that draws insights from multiple literatures that have examined financial constraints from different perspectives. The framework distinguishes between four perspectives, which are rooted in literatures on resource scarcity, choice restriction, social comparison, and environmental uncertainty and highlights different temporal stages of responding to financial constraints, distinguishing between reacting, coping, and adapting. Beyond the obvious negative effects of financial constraints, our framework emphasizes consumer resilience, highlighting that consumers often successfully cope with and devise adaptive strategies to deal with financial constraints. By broadening the behavioral and temporal scope of financial constraints considered within consumer psychology, this framework helps us to understand the often strong and sometimes counterintuitive effects of financial constraints on consumer behavior.     

Longitudinal relations of self-efficacy to outcome expectations, interests, and major choice goals in engineering students

We examined the nature of the temporal relations among the core person variables in the social cognitive model of academic and career choice [Lent, R. W., Brown, S. D., & Hackett, G. (1994). Toward a unifying social cognitive theory of career and academic interest, choice, and performance [Monograph]. Journal of Vocational Behavior, 45, 79-122.]. Participants were 209 students taking beginning level engineering courses at either a predominantly White or a historically Black university. They completed measures of self-efficacy, outcome expectations, interests, and goals near the end of two consecutive semesters. Path analyses indicated support for a model in which self-efficacy served as a temporal precursor of outcome expectations, interests, and goals. There was less support for a model in which the latter variables produced reciprocal paths to self-efficacy. Implications for future longitudinal research on SCCT’s (social cognitive career theory’s) choice hypotheses are discussed.     

Preference for oddity: uniqueness heuristic or hierarchical choice process?

Traditional economic theories assume decision makers in multialternative choice tasks "assign" a value to each option and then express rational preferences. Here, I report an apparent violation of such rationality in gray jays (Perisoreus canadensis). I tested the jays' preference in a quaternary choice task where three options were the same color and the fourth option was a different color. All options offered an identical food reward and so the strictly rational expectation was that subjects would choose the odd-colored option in 25% of choices. In clear disagreement, every subject chose the odd option more frequently than expected. I speculate as to how this surprising preference for oddity might have been ecologically rational: by using a unique-choice heuristic, the jays might have been able to bypass a deliberative phase of the decision process and devote more attention to scanning for predators. Alternatively, it is conceivable that the jays did not prefer oddity per se. Instead, they might have used a hierarchical process, assigning options to color categories and then choosing between categories. If so, their behavior matches expectation after all (on average, subjects chose the odd option 50% of the time). It should be straightforward to test these competing hypotheses. The current results can be viewed as a new example of how simple mechanisms sometimes produce economically puzzling yet ecologically rational decision making.     

Food and token quantity discrimination in capuchin monkeys (<Emphasis Type="Italic">Cebus apella</Emphasis>)

Quantity discrimination is adaptive in a variety of ecological contexts and different taxa discriminate stimuli differing in numerousness, both in the wild and in laboratory settings. Quantity discrimination between object arrays has been suggested to be more demanding than between food arrays but, to our knowledge, the same paradigm has never been used to directly compare them. We investigated to what extent capuchin monkeys’ relative numerousness judgments (RNJs) with food and token are alike. Tokens are inherently non-valuable objects that acquire an associative value upon exchange with the experimenter. Our aims were (1) to assess capuchins’ RNJs with food (Experiment 1) and with tokens (Experiment 2) by presenting all the possible pair-wise choices between one to five items, and (2) to evaluate on which of the two proposed non-verbal mechanisms underlying quantity discrimination (analogue magnitude and object file system) capuchins relied upon. In both conditions capuchins reliably selected the larger amount of items, although their performance was higher with food than with tokens. The influence of the ratio between arrays on performance indicates that capuchins relied on the same system for numerical representation, namely analogue magnitude, regardless of the type of stimuli (food or tokens) and across both the small and large number ranges.