Journal of Behavioral Decision Making最新文献

{"title":"Prior behavior and wording of norm nudge requests shape compliance and reciprocity","authors":"Andrea Pittarello,&nbsp;Thekla Schmidt,&nbsp;Assaf Segel,&nbsp;Ruth Mayo","doi":"10.1002/bdm.2327","DOIUrl":"10.1002/bdm.2327","url":null,"abstract":"<p>We examined the effect of explicit norm nudge requests for compliance in a field study on workplace dishonesty and three controlled experiments on reciprocity. The requests were presented either with affirmation (e.g., “please pay” and “please remember to pay”) or negation (e.g., “please, do not forget to pay”) and solicited by either one person or three people who were also the beneficiaries of compliance. We also explored how these requests affected first time and repeated behaviors. We found no effect of the number of people soliciting the requests. However, we did find that for first-time behaviors, any request increased compliance compared with no request, and those worded with affirmation were more effective than those worded with negation. We replicated this pattern in repeated behaviors—both at the group and at the individual level—but only when the initial compliance, before the request, was low. Importantly, no increase emerged when individuals did not receive requests, showing that requests only, and not regression to the mean, explained the effect.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2327","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43139080","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Relating the visceral factor of pain to domain-specific risk attitudes","authors":"Adriana N. König,&nbsp;Birgit Linkohr,&nbsp;Annette Peters,&nbsp;Karl-Heinz Ladwig,&nbsp;Michael Laxy,&nbsp;Lars Schwettmann","doi":"10.1002/bdm.2323","DOIUrl":"10.1002/bdm.2323","url":null,"abstract":"<p>Visceral factors are negative emotions and drive and feeling states that grab people's attention and motivate them to engage in certain behaviors. They can contribute to discrepancies between an individual's long-term self-interest and their actual behavior. One such discrepancy concerns risk-taking in health contexts as well as in a variety of other domains such as financial or career-related decisions. This study examines the relationship between somatic symptoms of pain and domain-specific risk attitudes in participants of a large population-based cohort study. Somatic symptoms refer to back pain; pain in arms, legs, or joints; and headache. We show that the association between pain and risk attitudes is especially robust for the financial and leisure/sports domain across different model specifications. Pain is negatively associated with willingness to take risks in both domains. When controlling for fatigue (another visceral factor), the relationship between pain and risk attitudes persists only in the financial context. However, associations between fatigue and risk attitudes emerge in the general, health, leisure/sports, and career domains. We discuss potential implications of our findings especially in light of financial decision-making.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-03-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2323","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43203448","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The value of control","authors":"Moritz Reis,&nbsp;Roland Pfister,&nbsp;Katharina A. Schwarz","doi":"10.1002/bdm.2325","DOIUrl":"10.1002/bdm.2325","url":null,"abstract":"<p>Voluntary actions are accompanied by a sense of control over this action and its effects. Forming an appropriate sense of control (or sense of agency) has widespread consequences of individual and societal relevance. Moreover, perceived control might serve as a powerful action motivator, although this critical function has been addressed scarcely so far. Thus, in two experiments (<i>N</i> = 101 adults for each study), we directly examined the value of control for human agents by allowing participants to choose between financial gain and situational control. Crucially, a significant share of participants chose to be in control even when this option was less financially rewarding. That is, participants had to be offered 66% (Study 1) and 34% (Study 2) of expected asset earnings as an additional reward to make them predictably waive control. In addition to the value of objective decision rights, we also measured subjectively perceived control. This is a further extension of prior research as similar levels of objective control can lead to substantially different subjective feelings of control. Hereby, we found a share of the participants to create an illusionary sense of agency in situations of little objective control. These results portray perceived control as a powerful motivator for human behavior that comes with a unique and quantifiable value for individual agents.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-03-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2325","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49164695","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Demand for information about potential wins and losses: Does it matter if information matters?","authors":"Matthew D. Hilchey,&nbsp;Dilip Soman","doi":"10.1002/bdm.2322","DOIUrl":"10.1002/bdm.2322","url":null,"abstract":"<p>The ostrich effect refers to the observation that people prioritize gathering information about prospectively positive financial outcomes. It is especially problematic when information about negative and positive outcomes is equally useful for making sound financial decisions. Yet, it is unclear to what extent this phenomenon is moderated by whether outcome information is useful for making choices. Here, we test whether making outcome information instrumental to choice moderates the ostrich effect by randomly assigning 800 adults to one of two computer-based gambling tasks, one in which they chose between two 50/50 win/lose gambles and another in which the computer chose one for them at random. The four possible outcomes were concealed by win/loss marked tiles, and participants were required to reveal three of the four possible outcomes before a gamble could be selected. The key finding was that demand for full information about losses increased significantly when participants made their own choices, and thus, outcome information was instrumental. The findings suggest that information about losses is de-prioritized particularly when people cannot take action to influence payoffs.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2322","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43688172","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Paradigm constraints on moral decision-making dynamics","authors":"Flora Gautheron,&nbsp;Jean-Charles Quinton,&nbsp;Dominique Muller,&nbsp;Annique Smeding","doi":"10.1002/bdm.2324","DOIUrl":"10.1002/bdm.2324","url":null,"abstract":"<p>Investigating decision making with two-alternative forced choice (2AFC) tasks may artificially constrain decisions, especially in the moral domain where we may want to express nuance. We aimed at examining whether paradigm constraints—that is, binary (as in 2AFC tasks) versus continuous response mode—constrained early decision-making dynamics, as traceable in mouse movements. In the moral domain, long sentences are often used, and we therefore developed a new mouse-tracking design adapted to long-to-process stimuli while also introducing mouse-tracking-compatible continuous response scales. Two preregistered studies, with adapted (Study 1) and newly designed (Study 2) mouse-tracking paradigms tested how trajectories differed between response modes from an early stage onwards. Overall, findings provide evidence consistent with hypothesis, ruling out alternative explanations in terms of motor planning, hence questioning the prevalence of 2AFC tasks in decision-making research. Discussion further focuses on paradigmatic challenges addressed by the present research and basic contributions regarding the bidirectional influences between ongoing actions and decisions.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44940716","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The common origin of both oversimplified and overly complex decision rules","authors":"Taly Bonder,&nbsp;Ido Erev,&nbsp;Elliot A. Ludvig,&nbsp;Yefim Roth","doi":"10.1002/bdm.2321","DOIUrl":"10.1002/bdm.2321","url":null,"abstract":"<p>Many deviations from rational choice imply the neglect of important evidence and suggest the use of simple heuristics. In contrast, other deviations imply sensitivity to irrelevant evidence and suggest the use of overly complex rules. The current analysis takes two steps toward identifying the conditions that trigger these contradictory deviations from efficient reasoning. The first step involves a theoretical analysis. It shows that the contradictory deviations can be captured without assuming the use of rules of different complexity in different settings. Both deviations can be the product of a reliance on small samples of similar past experiences. This reliance on small samples triggers apparent overcomplexity when the optimal rule is simple, but more complex rules yield better outcomes in most cases; the opposite tendency, oversimplification, emerges when the optimal rule is complex, and simple rules yield better outcomes in most cases. The second step involves a preregistered experiment with 325 participants (Mechanical Turk workers). The experiment shows that human decision makers exhibit the pattern predicted by the reliance-on-small-samples assumption. In the experiment, participants chose between the status quo and a risky alternative in a multi-attribute decision with three binary cues. They used uninformative cues when this strategy was best in most cases yet ignored two informative cues when this strategy was best in most cases. In addition, describing the cues as recommendations given by three experts increased the tendency to follow the modal recommendation (even when reliance on only one of the experts was optimal), but people still behaved as though they relied on a small sample of past experiences.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-03-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2321","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43450107","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Order in multi-attribute product choice decisions: Evidence from discrete choice experiments combined with eye tracking","authors":"Nick Zuschke","doi":"10.1002/bdm.2320","DOIUrl":"10.1002/bdm.2320","url":null,"abstract":"<p>Over time, research on order effects during information searching and choice tasks has received thorough attention in marketing, psychology, and economics. When early information search influences choice in favor of that information, it is called <i>primacy</i>; the equivalent for later information search is called <i>recency</i>. However, research that disentangles primacy and recency effects during multi-attribute product choice, as well as studies on the cognitive processes underlying primacy and recency effects are lacking. I address this gap with two choice-based conjoint experiments combined with eye tracking and by means of multilevel mediation analysis. Consistent with my prediction that to counterbalance the impact of decision irrelevant information on choice through early information search by later information search is mentally too costly, I find that “spatial position” biases choice due to primacy rather than recency. This bias, however, is small. This suggests that for decision irrelevant information, the causal influence of attention on choice generalizes to more complex decisions, though with little impact. Consistent with my prediction that the level of information elaboration moderates the mediation process, increasing task motivation decreases the dominance of primacy.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-02-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2320","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43785253","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Innovative ideas desire earlier communication: Exploring reverse serial-order effect and liberating cognitive constraint for organizational problem-solving","authors":"Paul Hangsan Ahn,&nbsp;Lyn M. Van Swol,&nbsp;Runzhi Mary Lu,&nbsp;Sang Jung Kim,&nbsp;Hyelin Park,&nbsp;Robert G. Moulder","doi":"10.1002/bdm.2312","DOIUrl":"10.1002/bdm.2312","url":null,"abstract":"<p>The serial-order effect wherein originality increases over time is one of the most robust findings in modern psychology. This effect, found in <i>either</i> individual <i>or</i> group sessions, is based on associative and spreading activation mechanisms: Mental association takes place in temporal sequential order from commonly (closely) to unusually (distantly) related semantic concepts stored in long-term memory. Thus, data from previous studies might suggest that, in collective problem-solving, we endure long meetings and pay closer attention to ideas presented toward the end of the meeting. However, members in innovative organizations have been reported to typically generate ideas on their own before group brainstorming. We hypothesized that in the subsequent group brainstorming session members would state their most appealing ideas first due to impression management. Our results from the individual-then-group hybrid brainstorming paradigm show that idea quality during the group session peaks early and then decays, in terms of both the number of high-quality ideas produced and the proportion of ideas that are high-quality. This “reverse” serial-order effect implies that meeting for a reasonably brief time and looking into ideas shared early during the meeting may lead to better decisions—if individuals generated ideas prior to the meeting. We also found that flexibility (the rate at which new idea categories were introduced) dropped rapidly, but at a certain point of time, it stopped decreasing. This potentially suggests that extended group interaction after individual idea generation could bring greater idea diversity rather than higher overall quality. In addition, we found that the updated, cognitively constrained organizational norm for brainstorming, which likely narrows the scope of search, led to greater idea quantity (fluency), quality, and flexibility than the traditional, unconstrained norm. Our work challenges the traditional application of spreading activation theory to interpersonal, group, or organizational settings and calls for attention to the specific communicative processes of problem-solving and decision-making in question.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/bdm.2312","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42582462","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Life is either a daring adventure, or it is boring: The impact of COVID-19 on immoral and nonmoral risk taking behaviors","authors":"Heng Li","doi":"10.1002/bdm.2319","DOIUrl":"10.1002/bdm.2319","url":null,"abstract":"<p>Findings from correlational research suggest that people more likely to take risk during COVID-19. However, little is known about the causal role of the coronavirus threat in the emergence of risk taking behaviors. Here, we conducted three diverse studies involving questionnaire-based responses and actual measures of risk-taking behavior across nonmoral and immoral domains. In support of our theoretical perspective, Experiment 1 revealed that participants who were exposed to the COVID-19 threat were more prone to take risks than those in the control condition. Experiment 2 aimed to replicate the findings of Experiment 1 using a behavioral measure to capture participants' interest in risk taking. The results showed that the salience of COVID-19 can increase individuals' willingness to take risks in a nonmoral domain, namely, bungee jumping. Experiment 3 provided a behavioral confirmation of the relationship uncovered in an immoral domain (i.e., bribery). Across three experiments, we found that boredom state mediated the effect of the pandemic influence on risk taking. Together, our research rounds out the picture of contributors to risk taking and underscores the cumulative destructive effect of COVID-19. We discuss implications for research on COVID-19 and risk taking, as well as practical significance for society at large.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-01-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48772333","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The opposing impacts of advice use on perceptions of competence","authors":"Mauricio Palmeira,&nbsp;Marisabel Romero Lopez","doi":"10.1002/bdm.2318","DOIUrl":"10.1002/bdm.2318","url":null,"abstract":"<p>We examine the impact of advice use on perceptions of competence. We propose that advice use sends opposing signals to an advisor regarding the advisee's competence. Greater advice use signals respect for the advisor, which is reciprocated by enhancing competence perceptions. However, greater advice use also indicates a lack of independence in judgment, reducing perceptions of competence. As a result, as advice use increases (i.e., gets closer to the exact advice provided), perceptions of competence first increase but then decrease. We further argue that the impact of advice use on competence is influenced by perceptions of information accessibility, such that when advisor and advisee have access to the same information, lower reliance on advice is more tolerated and less impactful on competence. We show that this effect is conceptually and empirically distinct from advisor's confidence and subsequent preference for advice use.</p>","PeriodicalId":48112,"journal":{"name":"Journal of Behavioral Decision Making","volume":null,"pages":null},"PeriodicalIF":2.0,"publicationDate":"2023-01-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49031397","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"心理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}