Consumer decisions in relationships

Most research on consumer choice assumes that decisions are usually made by individuals, and that these decisions are based on an individual's personal attitudes, beliefs, and preferences. Yet, much consumer behavior—from joint decisions to individual choices—is directly or indirectly shaped by people with whom we have some relationship. In this target article, we examine how each member in a relationship can affect how consumer decisions are made. After reviewing foundational work in the area, we introduce a powerful and statistically sophisticated methodology to study decisions within relationships—a dyadic framework of decision-making. We then discuss how the study of consumer decisions in relationships can be informed by different theories in the relationships field, including attachment, interdependence, social power, communal/exchange orientations, relationship norms, and evolutionary principles. By building on the seminal foundations of prior joint-decision making research with theories and methods from contemporary relationship science, we hope to facilitate the integration of the consumer and relationships literature to better understand and generate novel hypotheses about consumer decisions in relationships.     

Bridging the gap between joint and individual decisions: Deconstructing preferences in relationships

Most choice research has studied how people make decisions within a narrowly defined choice context and has not paid sufficient attention to the role of social context. We commend Simpson, Griskevicius, and Rothman for directing the attention of choice researchers to the study of joint decision making and current theories on relationships. Building on SGR, we propose that a relationship partner's influence varies with the type of decision at hand and with situational factors. We propose four possible types of decision episodes, defined by whether the decision stage and the consumption stage each occur singly or jointly, and explore how the decision type impacts the extent to which a decision maker will take a partner's preferences into account. We further discuss how situational factors, such as the environment in which the decision is made, as well as the mindset and cognitive resources of the decision maker, are likely to influence decision outcomes.     

But I can’t pass that far! The influence of motor skill on decision making

Objectives

The influence of motor skill on perceptual-cognitive and perceptual-motor decision making has been theorised but not verified empirically.

Method

Expert (n = 19), developmental (n = 20), and lesser-skilled netballers (n = 19) completed tests designed to evaluate three different components of domain-specific expertise: (i) motor skill-execution; (ii) perceptual-cognitive decision making; and (iii) perceptual-motor decision making.

Results

Each of the three measures was found to improve commensurate with domain-specific skill. Decisions requiring movements (perceptual-motor) elicited more accurate decision making than simple verbal responses (perceptual-cognitive), irrespective of participant skill. Although motor skill was found to be related to the successful execution of a most appropriate movement in a game situation, it was not found to limit the nature of the decision made by participants. No evidence was found to support the supposition that lesser-skilled participants bias their perceptual-cognitive decisions towards ones supported by their motor ability.

Conclusions

Results fail to comprehensively support the contemporary models for the development of perceptual-cognitive and perceptual-motor skill in sport.     

Israeli Students' Perspectives Concerning Determinants of Intelligence

Abstract

Students' attitudes toward the nature versus nurture controversy pertaining to a variety of critical phenomena in the intelligence domain were assessed. A student inventory was constructed, pretested, and group administered to 269 students in various academic institutions in northern Israel, and comparisons were made between various sex, social, and ethnic groups. The majority of the students maintained that environment is the main factor influencing both personality and intelligence. Environment and an Environment x Heredity interaction were the most popular categories used to explain various generalizations about differences in ability, particularly among lower-class students. Students of Western origin were more inclined to adopt an environmental perspective on differences in IQ than were their Eastern counterparts. No sex differences were observed.     

The brain's hemispheres and controlled search of the lexicon: evidence from fixated words and pseudowords

Difference between the brain's hemispheres in efficiency of intentional search of the mental lexicon with phonological, orthographic, and semantic strategies was investigated. Letter strings for lexical decision were presented at fixation, with a lateralized distractor to the LVF or RVF. Word results revealed that both hemispheres were capable of using each of the three strategies, but the right hemisphere had better baseline processing of orthography and was better at processing semantics. Pseudoword results supported the right hemisphere advantage for orthography and showed a left hemisphere advantage for phonology and assessment of possible semantic relationships. Taken together, the data support the idea that the right hemisphere uses orthography to make efficient decisions about novelty of an item, while the left engages in grapheme-to-phoneme conversion to test hypotheses about unfamiliar items. The convergence of data with previous research reveals that the procedure, as well as analyses of pseudowords, inform laterality research.     

Hierarchical models of simple mechanisms underlying confidence in decision making

Choice confidence is a central measure in psychological decision research, often being reported on a probabilistic scale. Simple mechanisms that describe the psychological processes underlying choice confidence, including those based on error and confirmation biases, have typically received support via fits to data averaged over subjects. While averaged data ease model development, they can also destroy important aspects of the confidence data distribution. In this paper, we develop a hierarchical model of raw confidence judgments using the beta distribution, and we implement two simple confidence mechanisms within it. We use Bayesian methods to fit the hierarchical model to data from a two-alternative confidence experiment, and we use a variety of Bayesian tools to diagnose shortcomings of the simple mechanisms that are overlooked when applied to averaged data. Bugs code for estimating the models is also supplied.     

Is the go/no-go lexical decision task preferable to the yes/no task with developing readers?

The lexical decision task is probably the most common laboratory visual word identification task together with the naming task. In the usual setup, participants need to press the “yes” button when the stimulus is a word and the “no” button when the stimulus is not a word. A number of studies have employed this task with developing readers; however, error rates and/or response times tend to be quite high. One way to make the task easier for young readers is by employing a go/no-go procedure: “If word, press ‘yes’; if not, refrain from responding.” Here we conducted a lexical decision experiment that systematically compared the yes/no and go/no-go variants of the lexical decision task with developing readers (second- and fourth-grade children). Results showed that (a) error rates for words and nonwords were much lower in the go/no-go task than in the yes/no task, (b) lexical decision times were substantially faster in the go/no-go task, and (c) there was less variability in the latency data of the go/no-go task for high-frequency words. Thus, the go/no-go lexical decision task is preferable to the “standard” yes/no task when conducting experiments with developing readers.     

A group construal account of drop-in-the-bucket thinking in policy preference and moral judgment

Decisions, both moral and mundane, about saving individuals or resources at risk are often influenced not only by numbers saved and lost, but also by proportions of groups saved and lost. Consider choosing between a program that saves 60 of 240 lives at risk and one that saves 50 of 100. The first option maximizes absolute number saved; the second, proportion saved. In two studies, we show that the influence of proportions on such decisions depends on how items at risk are mentally represented. In particular, we show that proportions have greater influence on people's decisions to the extent that the items at risk are construed as forming groups, as opposed to distinct individuals. Construal was manipulated by means of animated displays in which resources at risk moved either independently (promoting individual construal) or jointly (promoting group construal). Results support the hypothesis that (a) decision makers form mental representations which vary in the degree to which resources at risk are construed as groups versus individuals and (b) construal of resources as groups promotes the influence of proportions on decisions and moral judgments.     

Modeling the effect of reward amount on probability discounting

The present study with college students examined the effect of amount on the discounting of probabilistic monetary rewards. A hyperboloid function accurately described the discounting of hypothetical rewards ranging in amount from $20 to $10,000,000. The degree of discounting increased continuously with amount of probabilistic reward. This effect of amount was not due to changes in the rate parameter of the discounting function, but rather was due to increases in the exponent. These results stand in contrast to those observed with the discounting of delayed monetary rewards, in which the degree of discounting decreases with reward amount due to amount-dependent decreases in the rate parameter. Taken together, this pattern of results suggests that delay and probability discounting reflect different underlying mechanisms. That is, the fact that the exponent in the delay discounting function is independent of amount is consistent with a psychophysical scaling interpretation, whereas the finding that the exponent of the probability-discounting function is amount-dependent is inconsistent with such an interpretation. Instead, the present results are consistent with the idea that the probability-discounting function is itself the product of a value function and a weighting function. This idea was first suggested by Kahneman and Tversky (1979), although their prospect theory does not predict amount effects like those observed. The effect of amount on probability discounting was parsimoniously incorporated into our hyperboloid discounting function by assuming that the exponent was proportional to the amount raised to a power. The amount-dependent exponent of the probability-discounting function may be viewed as reflecting the effect of amount on the weighting of the probability with which the reward will be received.     

A Qualitative Analysis of Power Differentials in Ethical Situations in Academia

Power and organizational hierarchies are ubiquitous to social institutions that form the foundation of modern society. Power differentials may act to constrain or enhance people’s ability to make good ethical decisions. However, little scholarly work has examined perceptions of this important topic. The present effort seeks to address this issue by interviewing academics about hypothetical ethical problems that involve power differences among those involved. Academics discussed what they would do in these scenarios, often drawing on their own experiences. Using a think-aloud protocol, participants were prompted to discuss their reasoning and thinking behind their ethical decisions. These interview data were content analyzed using a semantic analysis program that identified a number of distinct ways that academics think about power differences and abuses in ethical situations. Implications of these findings are discussed.