The asymmetric connection between money and material vs. experiential purchases

We examined the relationship between having a monetary mindset and the pursuit of material goods over experiences and found that people tend to think of their material purchases more in monetary terms than their experiential purchases. Purchase price correlated more highly with participants’ satisfaction with their material goods than their experiences (Study 1) and participants reported that the amount spent on significant components of a purchase (Study 2) would have more impact on their satisfaction with material goods than with experiences, as would a change in purchase price (Study 3). When the same purchase (a 3D TV) was framed in material terms (vs. experiential terms), participants reported that a price change would have a greater impact on their satisfaction. These findings suggest experiences suffer less than material possessions from the extrinsic psychology that comes with thinking about purchases in monetary terms.     

Preference modulates smelling behaviour in olfactory decision tasks

When people are shown a pair of images and asked to identify which one is more attractive, their gaze shifts to the image they will eventually choose, prior to making the decision. Many researchers have examined the relationship between this gaze bias and decision processes, but not the relationships between other sensory modalities and decision processes. This study examined behaviour in relation to olfactory decision tasks. In accordance with the concept of gaze bias, the likelihood of participants smelling the item they eventually chose immediately before the decision was greater when they were instructed to identify an item that was more, versus less, favoured. The likelihood of smelling the item that was eventually chosen last was also greater than chance when participants were instructed to identify the more masculine item. These results suggest that a bias to sample a chosen item last is a common phenomenon regardless of sensory modality.     

What good leaders actually do: micro-level leadership behaviour,leader evaluations,and team decision quality

We supplement broad definitions of leadership behaviour with the concept of micro-level leadership behaviour, leaders’ verbal and non-verbal visible conduct and interaction. For the context of team decision-making, we identify two potentially beneficial micro-level leadership behaviours, question asking and behavioural mimicry. Specifically, we propose that under conditions of informational complexity and unshared information, participative leadership is most appropriate for team decision-making, that its effects are mediated by inquiring and empathy, and that question asking and mimicry are the behavioural micro-level manifestations of inquiring and empathy. We thus hypothesize that the effect of participative leadership on team decision quality and leader evaluation is mediated by question asking and mimicry. We conduct a laboratory experiment with student teams working on a hidden profile decision-making task and measure question asking through behavioural coding and mimicry with motion sensors. Results show that the effect of participative leadership on decision quality is mediated by question asking, and that the effect of participative leadership on leader evaluation as transformational is mediated by leaders’ behavioural mimicry and question asking. Under control of these micro-level behaviours, team decision quality and leader evaluations were unrelated.     

Eye See What You Are Saying: Testing Conversational Influences on the Information Gleaned from Home‐Loan Disclosure Forms

The federal government mandates the use of home‐loan disclosure forms to facilitate understanding of offered loans, enable comparison shopping, and prevent predatory lending. Predatory lending persists, however, and scant research has examined how salespeople might undermine the effectiveness of these forms. Three eye‐tracking studies (a laboratory simulation and two controlled experiments) investigated how conversational norms affect the information consumers can glean from these forms. Study 1 was a laboratory simulation that recreated in the laboratory; the effects that previous literature suggested is likely happening in the field, namely, that following or violating conversational norms affects the information that consumers can glean from home‐loan disclosure forms and the home‐loan decisions they make. Studies 2 and 3 were controlled experiments that isolated the possible factors responsible for the observed biases in the information gleaned from these forms. The results suggest that attentional biases are largely responsible for the effects of conversation on the information consumers get and that perceived importance plays little to no role. Policy implications and how eye‐tracking technology can be employed to improve decision‐making are considered. Copyright © 2015 John Wiley & Sons, Ltd.     

Using the Networked Fire Chief for Ego-Depletion Research: Measuring Dynamic Decision-Making Effort and Performance

This study replicated ego-depletion predictions from the self-control literature in a computer simulation task that requires ongoing decision-making in relation to constantly changing environmental information: the Network Fire Chief (NFC). Ego-depletion led to decreased self-regulatory effort, but not performance, on the NFC task. These effects were also buffered by task enjoyment so that individuals who enjoyed the dynamic decision-making task did not experience ego-depletion effects. These findings confirm that past ego-depletion effects on decision-making are not limited to static or isolated decision-making tasks and can be extended to dynamic, naturalistic decision-making processes more common to naturalistic settings. Furthermore, the NFC simulation provides a methodological mechanism for independently measuring effort and performance when studying ego-depletion.     

Uncovering unknown unknowns: Towards a Baconian approach to management decision-making

Bayesian decision theory and inference have left a deep and indelible mark on the literature on management decision-making. There is however an important issue that the machinery of classical Bayesianism is ill equipped to deal with, that of “unknown unknowns” or, in the cases in which they are actualised, what are sometimes called “Black Swans”. This issue is closely related to the problems of constructing an appropriate state space under conditions of deficient foresight about what the future might hold, and our aim is to develop a theory and some of the practicalities of state space elaboration that addresses these problems. Building on ideas originally put forward by Bacon (1620), we show how our approach can be used to build and explore the state space, how it may reduce the extent to which organisations are blindsided by Black Swans, and how it ameliorates various well-known cognitive biases.     

Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts

While salespeople use adaptive influence tactics in interactions with consumers, consumers can act as goal-oriented individuals attempting to manage those interactions. Prior research has documented a repertoire of consumer response behaviours, but little is known about the motivational forces. The present research examines the effects of regulatory focus on consumer behavioural tendencies in response to personal selling attempts. The findings suggest that the more promotion-focused consumers are more likely to engage in goal-seeking behaviours. This research not only addresses a void in the literature, but more importantly, sheds light on motivational antecedents driving consumer behaviours in customer–salesperson interactions.     

Resisting temptation: alcohol specific self-efficacy mediates the impacts of compensatory health beliefs and behaviours on alcohol consumption

Awareness of health risks linked with excessive alcohol consumption appears to have little influence on how much some people drink. Compensatory health beliefs (CHBs), in which the consequences of unhealthy behaviour are considered to be neutralised by additional healthy behaviours, are one way of justifying poor health choices. Currently, the role of CHBs within the context of drinking behaviour is not well understood. This research examined associations between alcohol specific compensatory health beliefs (ACH-Beliefs) and behaviours (ACH-Behaviours), alcohol consumption and alcohol specific self-efficacy (ASE), via an online survey completed by 249 participants, aged 18 + years (63.1% female; M age = 41.62 years; SD = 14.80). Higher ACH-Beliefs were associated with increases in ACH-Behaviours. While both predicted alcohol consumption, a greater proportion of variance was explained by ACH-Behaviours. ASE was a significant mediator of those relationships, suggesting that those with higher ASE may be better equipped to regulate drinking behaviour. Recommendations for future research include measuring both CHBs and behaviours within an experimental design, and further investigation of related cognitions such as compensatory behaviour intentions. Alcohol misuse interventions may wish to consider the potential roles of CHBs and behaviours in facilitating maladaptive coping strategies, and how addressing these may reduce harms.