Buying an electric car: A rational choice or a norm-directed behavior?

The diffusion of electric cars can contribute to more sustainability in the transport sector, but diffusion rates in most countries are still low. We investigated motives for electric car adoption in German households from an environmental psychology perspective. The public debate focuses on rational aspects such as the purchase price or new technological demands (e.g., limited range and a new charging system). Psychological research on energy-related investment decisions in households confirms the relevance of rational motives, but additionally points to the importance of norm-directed motives (moral and social norms). We investigated the relevance of different motives in an online questionnaire with n = 220 members of German households interested in buying a new car. The questionnaire included possible rational and norm-related predictors of electric car adoption. We tested three action models to explain adoption intention: An adjusted technology acceptance model (TAM), an adjusted norm activation model (NAM), and an integrative model with predictors from both models. We analyzed the hypothesized models with path analyses. All models explained a substantial share of variance in adoption intention. The explained share of variance in the NAM was higher than in the TAM and comparably high to the integrative model. The results demonstrate the important role of moral and social motives for households’ investment decisions. Additionally, the technology’s perceived usefulness was an important rational motive. We discuss the context dependency of the results, as household members might have little knowledge about the new technology during the early stages of a technology’s diffusion process. The results strongly suggest broadening political support schemes, such as informational and image campaigns, as a way to more effectively foster electric car diffusion. More comprehensive assessments appear to be necessary in future analyses of electric car adoption as well as energy-related investment decisions.     

The Influence of Time Estimation and Time‐Saving Preferences on Learning to Make Temporally Dependent Decisions from Experience

In this paper, we merge research related to experiential learning, temporal perception, and the value of time and money by examining decisions where the timing of action (response) determines the outcome received. We predicted that time‐saving preferences and impatience would decrease maximization (i.e., taking action when it returned the largest reward), and that the constraints of temporal perception would compound their effects. Across three studies, participants undershot on average (i.e., responded earlier than the period of time during which a response would return the maximal reward) showed a preference for shorter‐delay options and often did not find the maximal reward. In addition, participants' reliance on temporal perception increased undershooting, increased preferences for shorter‐delay options, and reduced maximization. Nevertheless, participants who found the maximal reward continued to maximize at a high rate rather than opting for shorter delays and smaller rewards. Thus, while most participants appeared to have a preference for saving time, most behaved as reward maximizers rather than temporal discounters. Copyright © 2017 John Wiley & Sons, Ltd.     

心理距离与后果严重性对人身安全决策的影响

已有研究发现决策者在为自己与不同他人决策时,其风险偏好存在差异。但是当对后果严重性不同的事件进行决策时,上述结果也并不总是如此。为了探究在人身安全情境中决策者面对后果严重程度不同的任务时,为自己和为他人决策时风险偏好的差异,实验一采用人际亲密度和决策所带来消极结果的严重程度分别操纵心理距离与后果严重性,结果发现决策者在后果严重任务中的决策比后果不严重任务更保守,为自己和为陌生人决策均比为最好朋友决策更冒险。这可能是由于决策者知觉到的决策责任不同所致。因此在实验一的基础上实验二引入决策责任这一变量,考察其在心理距离对风险决策影响中的作用,研究结果证明了我们的假设。     

Decision-making competence in everyday life: The roles of general cognitive styles,decision-making styles and personality

Research indicates that decision-making competence in everyday life is associated with certain decision-making styles. The aims of this article are to extend this research by examining (a) the extent to which general cognitive styles explain variance in decision-making competence over and above decision-making styles, and (b) the extent to which personality explains variance in decision-making competence over and above both types of style variable. Participants (N = 355) completed measures of everyday decision-making competence (Decision Outcomes Inventory), decision styles (Decision Style Questionnaire; Maximization Inventory), cognitive styles (the Cognitive Styles Inventory; Rational-Experience Inventory), and the Big Five personality variables (IPIP Big-Five factor scales). The results indicate that cognitive styles offer no incremental validity over decision-making styles in predicting decision-making competence, but that personality does offer substantial incremental validity over general cognitive styles and decision-making styles. Jointly decision-making styles and personality account for a substantial amount of variance in everyday decision-making competence.     

Stemming the tide: Predicting women engineers' intentions to leave

This investigation adapts and extends the Social Cognitive Career Theory (SCCT) by integrating it with central constructs from turnover theory. The extended model proposes that domain specific self-efficacy and outcome expectations predict job satisfaction and organizational commitment — the two key job attitudes that have been established as influential predictors of turnover cognitions and behaviors. Further, we proposed that one form of organizational supports, specifically developmental opportunities at work, are sources of self efficacy and outcome expectations, and that the relationship between organizational supports and job attitudes is mediated by self-efficacy and outcome expectations. The proposed model was tested on a national sample of 2,042 women engineers. Overall, the results provided support for our newly developed model. Implications for theory, research, and practice are discussed.     

Learning to Make Selection and Detection Decisions: The Roles of Base Rate and Feedback

The effects of type of feedback and base rate on threshold learning in a multiple‐cue decision task were examined. In most such decision experiments, participants receive feedback after every trial (full feedback), and a single base rate (usually 0.5) is used. Our experiment explored conditional feedback (feedback only after positive decisions) representing common selection and detection tasks (such as hiring), where the decision maker receives no feedback unless the decision is positive (e.g., hire the applicant). We used three base rates (0.2, 0.5, and 0.8). As expected, performance was best in full feedback, but after 300 learning trials, the difference was small. Conditional feedback generally resulted in fewer positive decisions than full feedback, but this difference was not found in the low (0.2) base rate condition. There were interactions between base rates and types of feedback. Results provide partial support for the constructivist encoding hypothesis of Elwin and colleagues. Simulation results suggest that our results may reflect overconfidence when feedback is not given. With respect to rate of learning, when the base rate was 0.2, conditional feedback participants reached approximately the same selection rate but did so more slowly than the full feedback participants. Partial feedback participants learned slower and appeared to be still learning after 500 trials. When the base rate was 0.5 or 0.8, partial feedback was nearly as good as full feedback, but conditional feedback resulted in a systematically lower rate of positive decisions. Copyright © 2011 John Wiley & Sons, Ltd.     

A calibration explanation of serial position effects in evaluative judgments

Judges often evaluate stimulus series on dimensions for which no physical scale exists; for example, when judging academic ability in oral examinations. We propose that judges deal with this problem by calibrating an internal judgment scale that maps stimulus input onto available judgment categories. This calibration process implies serial position effects: Judges should initially avoid extreme categories, because using extreme categories reduces judgmental degrees of freedom, thereby increasing the possibility of internal consistency violations. In four experiments, we show that judgments become indeed more extreme later in a series of judgments. Judges evaluated the same good (poor) performances more positive (negative) at the end of a sequence compared to the beginning. Judges’ expertise did not prevent the effect, but allowing end-of-sequence judgments reduced serial position effects. We discuss the implications and possible remedies of these calibration effects on judgment extremity.     

Children's response to sales promotions and their impact on purchase behavior

Despite the growth in children's purchasing power, surprisingly little is known about how children respond to sales promotions. We conduct two experiments to address this issue. Study 1 shows that elementary-aged (second and fifth grade) children's purchase decisions are influenced by the presence of sales. Study 2 demonstrates that both age groups favor conceptually easier promotions, even when the sale is inferior. Additionally, we find that children have difficulty applying mathematical concepts to sales promotions, regardless of classroom mastery of the associated operations. Together, these results indicate that elementary-aged children routinely incorporate sales into purchase decisions, sometimes with suboptimal results.     

When less is more: Consumer aversion to unused utility

A series of experiments demonstrates that consumers exhibit aversion to waste during forward-looking purchase. These experiments further reveal that such behavior is driven by distaste for unused utility, a reaction that is shown to be distinct from an aversion to squandering money. Waste aversion is especially pronounced when consumers anticipate future consequences and deprivation is salient. In addition to demonstrating robustness across consumers and marketing contexts, the results also demonstrate how waste aversion can lead to self-defeating behavior in which consumers forego desired utility. Finally, the present research demonstrates and discusses the implications of waste aversion for a variety of marketing issues, including buy-rent markets, bundling, and the fundamental distinction between goods and services.