The choice is yours
Jinkyung Na et al.
Personality and Social Psychology Bulletin, April 2016, Pages 430-443
Abstract:
The present research shows that, when making choices, working-class Americans are more affected by others' opinions than middle-class Americans due to differences in independent versus interdependent self-construal. Experiment 1 revealed that when working-class Americans made decisions to buy products, they were more influenced by the choices of others than middle-class Americans. In contrast, middle-class Americans were more likely to misremember others' choices to be consistent with their own choices. In other words, working-class Americans adjusted their choices to the preference of others, whereas middle-class Americans distorted others' preferences to fit their choices. Supporting our prediction that this social-class effect is closely linked to the independent versus interdependent self-construal, we showed that the differences in self-construal across cultures qualified the social-class effects on choices (Experiment 2). Moreover, when we experimentally manipulated self-construal in Experiment 3, we found that it mediated the corresponding changes in choices regardless of social class.
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Going All In: Unfavorable Sex Ratios Attenuate Choice Diversification
Joshua Ackerman, Jon Maner & Stephanie Carpenter
Psychological Science, forthcoming
Abstract:
When faced with risky decisions, people typically choose to diversify their choices by allocating resources across a variety of options and thus avoid putting "all their eggs in one basket." The current research revealed that this tendency is reversed when people face an important cue to mating-related risk: skew in the operational sex ratio, or the ratio of men to women in the local environment. Counter to the typical strategy of choice diversification, findings from four studies demonstrated that the presence of romantically unfavorable sex ratios (those featuring more same-sex than opposite-sex individuals) led heterosexual people to diversify financial resources less and instead concentrate investment in high-risk/high-return options when making lottery, stock-pool, retirement-account, and research-funding decisions. These studies shed light on a key process by which people manage risks to mating success implied by unfavorable interpersonal environments. These choice patterns have important implications for mating behavior as well as other everyday forms of decision making.
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Jeremy Jamieson et al.
Social Psychological and Personality Science, forthcoming
Abstract:
For students to thrive in the U.S. educational system, they must successfully cope with omnipresent demands of exams. Nearly all students experience testing situations as stressful, and signs of stress (e.g., racing heart) are typically perceived negatively. This research tested the efficacy of a psychosituational intervention targeting cognitive appraisals of stress to improve classroom exam performance. Ninety-three students (across five semesters) enrolled in a community college developmental mathematics course were randomly assigned to stress reappraisal or placebo control conditions. Reappraisal instructions educated students about the adaptive benefits of stress arousal, whereas placebo materials instructed students to ignore stress. Reappraisal students reported less math evaluation anxiety and exhibited improved math exam performance relative to controls. Mediation analysis indicated reappraisal improved performance by increasing students' perceptions of their ability to cope with the stressful testing situation (resource appraisals). Implications for theory development and policy are discussed.
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The good and bad of ambivalence: Desiring ambivalence under outcome uncertainty
Taly Reich & Christian Wheeler
Journal of Personality and Social Psychology, April 2016, Pages 493-508
Abstract:
Decades of past research point to the downside of evaluative inconsistency (i.e., ambivalence), suggesting that it is an unpleasant state that can result in negative affect. Consequently, people are often motivated to resolve their ambivalence in various ways. We propose that people sometimes desire to be ambivalent as a means of strategic self-protection. Across employment, educational and consumer choice settings, we demonstrate that when people are uncertain they can obtain a desired target, they will cultivate ambivalence in order to protect their feelings in the event that they fail to get what they want. Specifically, we show that people consciously desire to cultivate ambivalence as a way to emotionally hedge and that they seek out and process information in ways to deliberately cultivate ambivalence. We find that people are most likely to generate ambivalence when they are most uncertain that they can obtain their desired target. Depending on the outcome, this cultivated ambivalence can either be useful (when the desired target is not obtained) or backfire (when the desired target is obtained).
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Social Networks and Housing Markets
Michael Bailey et al.
NYU Working Paper, March 2016
Abstract:
We document that the recent house price experiences within an individual's social network affect her perceptions of the attractiveness of property investments, and through this channel have large effects on her housing market activity. Our data combine anonymized social network information from Facebook with housing transaction data and a survey. We first show that in the survey, individuals whose geographically-distant friends experienced larger recent house price increases consider local property a more attractive investment, with bigger effects for individuals who regularly discuss such investments with their friends. Based on these findings, we introduce a new and scalable methodology to document large effects of perceptions about the attractiveness of property investments on individual and aggregate housing market outcomes. This methodology exploits plausibly-exogenous variation in the recent house price experiences of individuals' geographically-distant friends as shifters of those individuals' local housing market perceptions. Individuals whose friends experienced a 5 percentage points larger house price increase over the previous 24 months (i) are 3.1 percentage points more likely to transition from renting to owning over a two-year period, (ii) buy a 1.7 percent larger house, and (iii) pay 3.3 percent more for a given house. Similarly, when homeowners' friends experience less positive house price changes, these homeowners are more likely to become renters, and more likely to sell their property at a lower price. A lower dispersion of friends' house price experiences has a similarly positive effect on housing market investments as higher average experiences. We also find that, at the county level, the across-population mean and dispersion of friends' house price experiences affect aggregate house prices and trading volume.
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Do as I say, not as I do: Choice-advice differences in decisions to learn information
Rachel Barkan, Shai Danziger & Yaniv Shani
Journal of Economic Behavior & Organization, May 2016, Pages 57-66
Abstract:
We find that people choose to learn interesting but useless information, yet advise others to resist this temptation. By contrast, when the information is boring but important people recommend others to learn it, but are less likely to learn it themselves. In five experiments participants were randomly assigned the role of chooser or adviser. Experiment 1a showed choosers paid real money for useless information, whereas advisers recommended others to resist the temptation. Experiment 1b showed this choice-advice difference persisted when participants introspected on their decisions in a hypothetical setting. Using an introspection task, Experiment 2 demonstrated choosers' decisions relied more heavily on curiosity, whereas advisers' recommendations relied on the value of the information. Next, we examined the case where information is boring but important. In a hypothetical setting, Experiment 3a revealed the vast majority of advisers recommended to learn the important information, whereas choosers were less enthusiastic about the boring information. Finally, Experiment 3b demonstrated the majority of choosers chose not to pay actual money to learn the important information, whereas the majority of advisers recommended paying to learn it. We conclude by offering ways to utilize curiosity to encourage people to learn important information.
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Samantha Heintzelman & Laura King
Journal of Personality and Social Psychology, March 2016, Pages 477-492
Abstract:
Three correlational studies and 2 experiments examined the association between meaning in life (MIL) and reliance on intuitive information processing. In Studies 1-3 (total N = 5,079), Faith in Intuition (FI) scale and MIL were correlated positively, controlling for religiosity, positive mood, self-esteem, basic need satisfaction, and need for cognition. Two experiments manipulated processing style. In Study 4 (N = 614), participants were randomly assigned to complete the Cognitive Reflection Task (CRT; Fredrick, 2005) either immediately before (reflective/low intuitive mindset condition) or immediately after (control condition) rating MIL. Condition did not affect MIL. However, low MIL rated before the CRT predicted superior performance and greater time spent on the task. The association between reflection and MIL was curvilinear, such that MIL was strongly negatively related to CRT performance particularly at low levels of MIL. In Study 5 (N = 804), intuitive or reflective mindsets were induced and FI and MIL were measured. Induced processing style study did not affect MIL. However, those high in MIL were more responsive to the intuitive mindset induction. The relationship between FI and MIL was curvilinear (in this and the correlational studies), with intuitive processing being strongly positively related to MIL particularly at higher levels of MIL. Although often considered in the context of conscious reflection, MIL shares a positive relationship with reliance on gut feelings, and high MIL may facilitate reliance on those feelings.
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Crowd Wisdom Relies on Agents' Ability in Small Groups with a Voting Aggregation Rule
Marc Keuschnigg & Christian Ganser
Management Science, forthcoming
Abstract:
In the last decade, interest in the "wisdom of crowds" effect has gained momentum in both organizational research and corporate practice. Crowd wisdom relies on the aggregation of independent judgments. The accuracy of a group's aggregate prediction rises with the number, ability, and diversity of its members. We investigate these variables' relative importance for collective prediction using agent-based simulation. We replicate the "diversity trumps ability" proposition for large groups, showing that samples of heterogeneous agents outperform same-sized homogeneous teams of high ability. In groups smaller than approximately 16 members, however, the effects of group composition depend on the social decision function employed: diversity is key only in continuous estimation tasks (averaging) and much less important in discrete choice tasks (voting), in which agents' individual abilities remain crucial. Thus, strategies to improve collective decision making must adapt to the predictive situation at hand.
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Decision Fatigue, Choosing for Others, and Self-Construal
Evan Polman & Kathleen Vohs
Social Psychological and Personality Science, forthcoming
Abstract:
Past research has shown that people tend to feel depleted by their decisions. In contrast, we found people report that making decisions for others (vs. the self) is less depleting because it is more enjoyable. Our investigation thus replicated a prior finding (that decision-making is depleting), moderated it by target of decision (self vs. other), and demonstrated mediation (enjoyment). We further measured chronic focus on self or others (self-construal) and established a full process model that marries prior findings with the current ones: Choosing for others is more enjoyable and less depleting to the extent that decision makers are independent, and less enjoyable and more depleting to the extent that decision makers are interdependent. That a mismatch between chronic and state orientation leads to the better outcomes for self-control indicates a special link between self-construal and decision-making.
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Measuring Intuition: Nonconscious Emotional Information Boosts Decision Accuracy and Confidence
Galang Lufityanto, Chris Donkin & Joel Pearson
Psychological Science, forthcoming
Abstract:
The long-held popular notion of intuition has garnered much attention both academically and popularly. Although most people agree that there is such a phenomenon as intuition, involving emotionally charged, rapid, unconscious processes, little compelling evidence supports this notion. Here, we introduce a technique in which subliminal emotional information is presented to subjects while they make fully conscious sensory decisions. Our behavioral and physiological data, along with evidence-accumulator models, show that nonconscious emotional information can boost accuracy and confidence in a concurrent emotion-free decision task, while also speeding up response times. Moreover, these effects were contingent on the specific predictive arrangement of the nonconscious emotional valence and motion direction in the decisional stimulus. A model that simultaneously accumulates evidence from both physiological skin conductance and conscious decisional information provides an accurate description of the data. These findings support the notion that nonconscious emotions can bias concurrent nonemotional behavior - a process of intuition.
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A Flexible Influence of Affective Feelings on Creative and Analytic Performance
Jeffrey Huntsinger & Cara Ray
Emotion, forthcoming
Abstract:
Considerable research shows that positive affect improves performance on creative tasks and negative affect improves performance on analytic tasks. The present research entertained the idea that affective feelings have flexible, rather than fixed, effects on cognitive performance. Consistent with the idea that positive and negative affect signal the value of accessible processing inclinations, the influence of affective feelings on performance on analytic or creative tasks was found to be flexibly responsive to the relative accessibility of different styles of processing (i.e., heuristic vs. systematic, global vs. local). When a global processing orientation was accessible happy participants generated more creative uses for a brick (Experiment 1), successfully solved more remote associates and insight problems (Experiment 2) and displayed broader categorization (Experiment 3) than those in sad moods. When a local processing orientation was accessible this pattern reversed. When a heuristic processing style was accessible happy participants were more likely to commit the conjunction fallacy (Experiment 3) and showed less pronounced anchoring effects (Experiment 4) than sad participants. When a systematic processing style was accessible this pattern reversed. Implications of these results for relevant affect-cognition models are discussed.
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When existence is not futile: The influence of mortality salience on the longer-is-better effect
Simon McCabe, Melissa Spina & Jamie Arndt
British Journal of Social Psychology, forthcoming
Abstract:
This research examines how death reminders impact the valuation of objects of various ages. Building from the existence bias, the longer-is-better effect posits that which exists is good and that which has existed for longer is better. Integrating terror management theory, it was reasoned that mortality reminders fostering a motivation to at least symbolically transcend death would lead participants to evaluate older objects more positively as they signal robustness of existence. Participants were reminded of death (vs. control) and evaluated new, 20-, or 100-year-old objects. Results indicated death reminders resulted in greater valuation of older objects. Findings are discussed with implications for terror management theory, the longer-is-better effect, ageism, materialism, and consumer behaviour.
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Igor Grossmann, Baljinder Sahdra & Joseph Ciarrochi
Frontiers in Behavioral Neuroscience, April 2016
Abstract:
Cardiac vagal tone (indexed via resting heart rate variability [HRV]) has been previously associated with superior executive functioning. Is HRV related to wiser reasoning and less biased judgments? Here we hypothesize that this will be the case when adopting a self-distanced (as opposed to a self-immersed) perspective, with self-distancing enabling individuals with higher HRV to overcome bias-promoting egocentric impulses and to reason wisely. However, higher HRV may not be associated with greater wisdom when adopting a self-immersed perspective. Participants were randomly assigned to reflect on societal issues from a self-distanced- or self-immersed perspective, with responses coded for reasoning quality. In a separate task, participants read about and evaluated a person performing morally ambiguous actions, with responses coded for dispositional vs. situational attributions. We simultaneously assessed resting cardiac recordings, obtaining six HRV indicators. As hypothesized, in the self-distanced condition, each HRV indicator was positively related to prevalence of wisdom-related reasoning (e.g., prevalence of recognition of limits of one's knowledge, recognition that the world is in flux/change, consideration of others' opinions and search for an integration of these opinions) and to balanced vs. biased attributions (recognition of situational and dispositional factors vs. focus on dispositional factors alone). In contrast, there was no relationship between these variables in the self-immersed condition. We discuss implications for research on psychophysiology, cognition, and wisdom.
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Backward planning: Effects of planning direction on predictions of task completion time
Jessica Wiese, Roger Buehler & Dale Griffin
Judgment and Decision Making, March 2016, Pages 147-167
Abstract:
People frequently underestimate the time needed to complete tasks and we examined a strategy - known as backward planning - that may counteract this optimistic bias. Backward planning involves starting a plan at the end goal and then working through required steps in reverse-chronological order, and is commonly advocated by practitioners as a tool for developing realistic plans and projections. We conducted four experiments to test effects on completion time predictions and related cognitive processes. Participants planned for a task in one of three directions (backward, forward, or unspecified) and predicted when it would be finished. As hypothesized, predicted completion times were longer (Studies 1-4) and thus less biased (Study 4) in the backward condition than in the forward and unspecified conditions. Process measures suggested that backward planning may increase attention to situational factors that delay progress (e.g., obstacles, interruptions, competing demands), elicit novel planning insights, and alter the conceptualization of time.