Termination of information evaluation in auditing

A screening decision is about whether a candidate fails to meet a decision maker's criteria and must be rejected, or whether it meets the criteria and can be accepted. Image theory contends that screening decisions are based on a simple, noncompensatory process that focuses solely upon the candidate's negative attributes. This contention has received empirical support in a job screening context in which students role-played a hypothetical person seeking a job. But how robust is image theory's prediction? The present work was done in the context of professional auditors screening prospective clients. The client screening context is a particularly interesting setting to test the implications of image theory. If auditors reject clients with negative attributes, as predicted by image theory, this will indicate that some clients are being denied access to a socially useful service. Further, auditors can accept prospective clients with negative attributes and simply adjust the audit plan and fees to compensate for the client's riskiness. Thus, it is not clear that the preliminary findings obtained in a job screening context will generalize to the audit context. On the other hand, results consistent with the image theory prediction would suggest a robust theory. Even in the client screening context, where auditors used their own criteria to screen prospective clients, we found overwhelming support for image theory's view of screening. The results indicate the potential payoffs of image theory as a robust framework to address audit and other substantive problems. Implications of a noncompensatory, negative oriented, client screening strategy are discussed.     

The influence of biased exposure to forgone outcomes

After making decisions, we often get feedback concerning forgone outcomes (what would have happened had we chosen differently). Yet, many times, our exposure to such feedback is systematically biased. For example, your friends are more likely to tell you about a party you missed if it was fun than if it was boring. Despite its prevalence, the effects of biased exposure to forgone outcomes on future choice have not been directly studied. In three studies (five experiments) using a simplified learning task, we study the basic influence of biased exposure to forgone outcomes in the extreme case in which decision makers can easily infer the missing information such that the biased exposure carries almost no informational value. The results in all studies suggest that nevertheless, the biased exposure to forgone outcomes affected choice. Exposure to forgone outcomes only when they were better than the obtained outcomes (Only-Better-Forgone) increased selections of the forgone option compared with exposure to forgone outcomes only when they were worse than the obtained outcome (Only-Worse-Forgone). Moreover, relative to an unbiased exposure to all forgone outcomes, the effect of exposure to Only-Worse-Forgone was larger than the effect of exposure to Only-Better-Forgone feedback. However, these effects were not universal: In environments that include rare negative events (“disasters”), biased exposure to forgone outcomes had very little effect. We raise potential explanations and further discuss implications for marketing and risk awareness.     

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.     

Protective Factors as Moderators of Risk Factors in Adolescence Bullying

The present study examined the role played by protective factors in moderating the effects of risk factors over bullying and victimization in a sample of 679 male adolescents recruited in Italian high schools. Boys’ involvement in bullying revealed that one in three students has bullied others at least sometimes in the previous three months, and one in six has been victimized at the same rate; victimization decreases with age. The family related risk factor (conflicting parents) was positively associated with bullying and with victimization (together with punitive parenting); the same applied for risk factor related to the individual ways of dealing with problems (emotionally oriented coping skills). Protective factors related to the family context (supportive and authoritative parents) and to the individual (problem solving coping skills) were negatively associated to bullying and victimization. Hierarchical regression analyses revealed a moderating effect of supportive parenting on punitive parenting and on emotionally oriented coping strategies in predicting victimization. Problem solving coping strategies helped buffer the negative impact of emotionally oriented coping strategies over bullying. Implications of results for practitioners and for future studies are addressed.     

Systematic application and removal of protective equipment in the assessment of multiple topographies of self-injury

We evaluated the effects of systematic application and removal of protective equipment on three topographies of self-injurious behavior (SIB) exhibited by a girl who had been diagnosed with autism. Results showed that when protective equipment was applied, SIB decreased to near-zero levels. In addition, withdrawal of protective equipment for specific topographies of SIB (by removing only the corresponding padding) increased rates of SIB only for that topography of SIB. Next, a functional analysis of hand SIB showed that protective equipment suppressed this behavior in all conditions and that the behavior was maintained by automatic reinforcement when padding was removed. Results are discussed in terms of sensory extinction as a possible mechanism responsible for response suppression.     

On the relation between object manipulation and stereotypic self-injurious behavior

Results from a number of studies have shown an inverse relationship between stereotypic behavior and object manipulation. The purposes of this study were to determine whether techniques similar to those used previously (prompting and reinforcement) would be effective in increasing object manipulation under both prompted and unprompted conditions, and to ascertain whether increases in object manipulation would result in decreases in stereotypic self-injurious behavior (SIB). Two individuals with developmental disabilities who engaged in SIB maintained by automatic reinforcement participated. Results showed that object manipulation increased from baseline levels when experimenters prompted participants to manipulate leisure items, but that object manipulation was not maintained under unprompted conditions, and rates of SIB stayed within baseline levels. We then attempted to increase object manipulation further by (a) reinforcing object manipulation, (b) blocking SIB while reinforcing manipulation, and (c) preventing SIB by applying protective equipment while reinforcing object manipulation. Reinforcing object manipulation alone did not affect levels of object manipulation. Blocking effectively reduced attempts to engage in SIB for 1 participant but produced no increase in object manipulation. When the 2nd participant was prevented from engaging in SIB through the use of protective equipment, rates of object manipulation increased dramatically but were not maintained when the equipment was removed. These results suggest that stimulation derived from object manipulation, even when supplemented with arbitrary reinforcement, may not compete with stimulation produced by stereotypic SIB; therefore, direct interventions to reduce SIB are required.     

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.