The usefulness of the averaging rule in consumer studies: A partial replication with an eye at neuroeconomics

IntroductionInformation Integration Theory models how different pieces of information are combined by people into unified judgments. Its contribution to decision-making and to consumer studies distinctly relies on a set of empirically established algebraic models for reflecting the cognitive structure of judgments and decisions (cognitive algebra). Among these, the averaging model has particular properties, allowing for operationally distinguishing between the elusive notions of psychological value and importance.ObjectivesThe main goal of the paper is to support the applicability and robustness of the averaging model in consumer studies, by partially replicating a published study that documented averaging. Additionally, it tentatively explores potential contributions of the averaging model to neuroeconomics, by simultaneously recording ratings and electroencephalographic (EEG) responses.MethodsTwenty-five participants rated on a satisfaction scale (format 0-20) a set of experimental conditions arising from the full factorial combination of three levels of sneakers’ branded models and three levels of purchase prices, expanded with conditions in which brands were presented in isolation (sub-design). Simultaneous electrophysiological monitoring was performed with an EEG mask (international system 10-20, referenced to the mastoid apophyses). Segmentation and processing of evoked response potentials were done in Matlab. Both ratings and magnitudes of event-related potentials (ERP) components were analyzed through inspection of the factorial plots with the support of repeated-measures ANOVAs.ResultsThe rating responses revealed an averaging model, with equal weighting in a cluster of subjects and differential weighting in another, but more overall importance of the branded model variable in both cases. The only tentative suggestions of relevant neural correlates involved the LPP and P300 components of the ERP and a reduced number of EEG channels (P4, P3, Fz and T3).ConclusionsThe averaging model is robustly applicable and useful in consumer studies, both for measurement (value and importance) and consumer segmentation (cognitively based clusterization) purposes. While calling attention to the later components of the ERP at specific topographies, the paucity of EEG results suggests that ERP peak amplitude may not be a useful measure for the purpose. Apart from that, a functional measurement approach to neuroeconomics seems feasible in principle and an explorable path in the future.     

Profil motivationnel et performance sportive

The purpose of this study was to analyze the relationship between motivation and performance in the sport domain based on self-determination theory (Deci, E.L., Ryan, R.M., 1985a. Intrinsic motivation and self-determination in human behavior. Plenum, New York). Cluster analysis revealed the presence of three motivational profiles in a sample of French national tennis players (N = 127). Then, an analysis of variance revealed that sport performance differed across these three clusters. More specifically, results showed that a motivational profile characterized by moderate to high levels of autonomous and controlled motivations both at contextual and situational levels was conducive to the worst performances. Implications for future research as well as for athletes and their coaches are discussed.     

Bridging worlds: participatory thinking in Jungian context

Introducing the ‘participatory’ paradigm associated with the work of transpersonalists Richard Tarnas and Jorge Ferrer, the author outlines an approach to Jung's archetypal thinking that might offer a more adequate basis in which to ground a non‐reductive approach to practice. In order to demonstrate the relevance of this outlook at the present time, the author begins by examining recent debates concerning the nature of ‘truth’ in the clinical setting. Reflecting on the difficulties analysts face in attempting to maintain professional authority without falling into an implicit authoritarianism, it is argued that any approach to therapy seeking to orient itself towards ‘the unconscious’ must posit the challenges of pluralism as a central concern for practice. With reference to the relationship between analytical psychology and the psychoanalytic mainstream, attention is drawn to the theoretical problems raised by the relational commitment to constructivist epistemologies, and a consequent tendency towards biological reductionism. Turning to the Jungian literature, similar tensions are observed at play in the present state of analytical psychology. Drawing attention to the process‐oriented qualities of Jung's work, it is suggested that the speculative nature of Jung's psychology offers a more adequate basis for contemporary practice than might be assumed.     

L'intervention des explications causales internes en termes d'effort dans les stratégies d'autoprésentation et le jugement social : perspectives sociocognitives

This article pursues two aims. The first one is to propose an extension of the theory of the social norm of internality by studying the value of various types of internal and external causal explanations of reinforcements. A first study shows that students (n = 155) choose more effort-based explanations to explain spontaneously a success or a failure to an exam. A second study, realized with students placed in judge's position (n = 80), reveals that effort-based explanations are more appreciated than others explanations, regardless of the event desirability. The second aim of this article is to show that attributional approach and the theory of the social norm of internality are based on different definitions of social judgment and concern different psychological phenomena. A third study realized with students (n = 63) placed in judge's position shows that the effect of the type of explanations for explaining a success or a failure varies according to the nature of the judgment (approval/punishment, probability of success, competence and motivation).     

Cultural complex,death anxiety and individuation during times of populism: a dialogue between Jungian psychology and social psychology

A trend towards political polarization and radicalization is observable in many countries across the world. The rise of populist movements and an increasingly heated polarized discourse in the face of mounting environmental and cultural challenges calls for a multifaceted psychological engagement with these phenomena. C.G. Jung’s vision of individuation remains crucial for understanding, and possibly mitigating, developments towards radicalization and division within and between cultures. This paper considers classic and contemporary depth psychological ideas regarding individuation, shadow work and cultural complexes, and applies these ideas to current socio-political developments. To further elucidate, Jungian thought is brought into conversation with the findings of a body of literature within social psychology called Terror Management Theory (TMT) which points to unconscious death anxiety as amplifying a sense of separation and otherness, as well as judgment and conflict between individuals and groups. This paper aims to deepen the understanding of current cultural polarization phenomena as well as to collective healing and growth by synthesizing ideas from Jung and TMT research, and to rekindle the fire of individuation as a counter to the trend of polarization, alienation and conflict.     

Systèmes de personnalité au niveau de l'individu : vers une évaluation de l'architecture sociocognitive de la personnalité

This paper addresses conceptual strategies in the assessment of intra-individual personality architecture, including the assessment of those social-cognitive structures and dynamics that contribute to personality coherence. The paper also relates social-cognitive analyses of intra-individual personality architecture to trait-theoretic analyses of inter-individual differences in the population. An overarching theme is that these alternative research traditions should be understood as approaches to different scientific problems. Unlike, for example, the lexical Big Five tradition of personality research, social-cognitive theories are concerned fundamentally with mental structures and dynamics that causally contribute to personality functioning and coherence, and with understanding how these cognitive and affective systems develop and function in interaction with the social environment. As has been explained by Lamiell (2003) and others, inter-individual analyses cannot substitute for the study of intra-individual personality dynamics and dispositions.     

Jungian dialogism and the problem of depth

Notions of dialogical inquiry and of the dialogical self have become increasingly influential in contemporary psychology in response to the limitations of the traditional view of monologically encapsulated and radically disengaged consciousness. Conceptions of self and inquiry as intrinsically embedded in and constituted by our shared life with others seem to do better justice to the richly interconnected character of contemporary life. At the same time, our highly interconnected global world has also tended to foster a flattening of cultural and inter‐cultural horizons that undermines dialogical engagement in any deeply meaningful sense. What is needed is to enrich current conceptions of dialogue with an understanding of experiential and cultural depth. This paper seeks an understanding of the depth dimensions of dialogue through an engagement of dialogical self theory with Jungian dialogical thought. Critical to this engagement is to appreciate the expressive potential of Jungian dialogism beyond Jung's theoretical claims about dialogue.     

Religiousness,collectivism, and helping behavior: The invigorating role of abusive supervision

IntroductionVoluntary helping behaviors are important for spurring organizational effectiveness.ObjectivesThis study investigates how employees’ religiousness and collectivism might enhance their propensity to help their peers on a voluntary basis, as well as how this relationship might be invigorated by the presence of abusive supervision.MethodsSurvey data were collected from employees and their supervisors in Pakistan-based organizations. The hypotheses were tested with hierarchical regression analysis.ResultsReligiousness relates positively to helping behavior, and this relationship is stronger when employees experience abusive supervision, possibly because their religiousness motivates them to protect their colleagues against the hardships created by such a resource-draining leadership style. Although collectivism does not have a direct significant relationship with helping behavior overall, abusive supervision invigorates this relationship.ConclusionFor organizations seeking to increase voluntary work behaviors, the results show that religiousness and collectivism are two personal resources that can enhance an organizational culture that promotes collegiality and mutual support, particularly when employees believe that their supervisors are hostile to followers and abuse their leadership positions.