The Force is with You
Religion Replenishes Self-Control
Kevin Rounding et al.
Psychological Science, forthcoming
Abstract:
Researchers have proposed that the emergence of religion was a cultural adaptation necessary for promoting self-control. Self-control, in turn, may serve as a psychological pillar supporting a myriad of adaptive psychological and behavioral tendencies. If this proposal is true, then subtle reminders of religious concepts should result in higher levels of self-control. In a series of four experiments, we consistently found that when religious themes were made implicitly salient, people exercised greater self-control, which, in turn, augmented their ability to make decisions in a number of behavioral domains that are theoretically relevant to both major religions and humans' evolutionary success. Furthermore, when self-control resources were minimized, making it difficult for people to exercise restraint on future unrelated self-control tasks, we found that implicit reminders of religious concepts refueled people's ability to exercise self-control. Moreover, compared with morality- or death-related concepts, religion had a unique influence on self-control.
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Playing a First-person Shooter Video Game Induces Neuroplastic Change
Sijing Wu et al.
Journal of Cognitive Neuroscience, June 2012, Pages 1286-1293
Abstract:
Playing a first-person shooter (FPS) video game alters the neural processes that support spatial selective attention. Our experiment establishes a causal relationship between playing an FPS game and neuroplastic change. Twenty-five participants completed an attentional visual field task while we measured ERPs before and after playing an FPS video game for a cumulative total of 10 hr. Early visual ERPs sensitive to bottom-up attentional processes were little affected by video game playing for only 10 hr. However, participants who played the FPS video game and also showed the greatest improvement on the attentional visual field task displayed increased amplitudes in the later visual ERPs. These potentials are thought to index top-down enhancement of spatial selective attention via increased inhibition of distractors. Individual variations in learning were observed, and these differences show that not all video game players benefit equally, either behaviorally or in terms of neural change.
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"Boom, Headshot!": Effect of Video Game Play and Controller Type on Firing Aim and Accuracy
Jodi Whitaker & Brad Bushman
Communication Research, forthcoming
Abstract:
Video games are excellent training tools. Some writers have called violent video games "murder simulators." Can violent games "train" a person to shoot a gun? There are theoretical reasons to believe they can. Participants (N = 151) played a violent shooting game with humanoid targets that rewarded headshots, a nonviolent shooting game with bull's-eye targets, or a nonviolent nonshooting game. Those who played a shooting game used either a pistol-shaped or a standard controller. Next, participants shot a realistic gun at a mannequin. Participants who played a violent shooting game using a pistol-shaped controller had 99% more headshots and 33% more other shots than did other participants. These results remained significant even after controlling for firearm experience, gun attitudes, habitual exposure to violent shooting games, and trait aggressiveness. Habitual exposure to violent shooting games also predicted shooting accuracy. Thus, playing violent shooting video games can improve firing accuracy and can influence players to aim for the head.
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Reducing self-control by weakening belief in free will
Davide Rigoni et al.
Consciousness and Cognition, forthcoming
Abstract:
Believing in free will may arise from a biological need for control. People induced to disbelieve in free will show impulsive and antisocial tendencies, suggesting a reduction of the willingness to exert self-control. We investigated whether undermining free will affects two aspects of self-control: intentional inhibition and perceived self-control. We exposed participants either to anti-free will or to neutral messages. The two groups (no-free will and control) then performed a task that required self-control to inhibit a prepotent response. No-free will participants showed less intentional inhibitions than controls, suggesting a reduction of self-control. We assessed perceived self-control by asking participants whether the response resulted from a deliberate intention or from an impulsive reaction. Perceived self-control was lower in the no-free will group than in control group. Our findings show that undermining free will can degrade self-control and provide insights into how disbelieving in free will leads to antisocial tendencies.
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What People Desire, Feel Conflicted About, and Try to Resist in Everyday Life
Wilhelm Hofmann, Kathleen Vohs & Roy Baumeister
Psychological Science, forthcoming
Abstract:
In the present study, we used experience sampling to measure desires and desire regulation in everyday life. Our analysis included data from 205 adults, who furnished a total of 7,827 reports of their desires over the course of a week. Across various desire domains, results revealed substantial differences in desire frequency and strength, the degree of conflict between desires and other goals, and the likelihood of resisting desire and the success of this resistance. Desires for sleep and sex were experienced most intensively, whereas desires for tobacco and alcohol had the lowest average strength, despite the fact that these substances are thought of as addictive. Desires for leisure and sleep conflicted the most with other goals, and desires for media use and work brought about the most self-control failure. In addition, we observed support for a limited-resource model of self-control employing a novel operationalization of cumulative resource depletion: The frequency and recency of engaging in prior self-control negatively predicted people's success at resisting subsequent desires on the same day.
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J.-L. Beauvois, D. Courbet & D. Oberlé
European Review of Applied Psychology, forthcoming
Introduction: Today's fascination with television makes us wonder whether it might not represent an authority capable of leading people in a television studio to inflict cruel acts on others, even though they condemn those acts.
Objective: The experiment reported here allows us to answer this question in the affirmative. Therefore, we transposed Milgram's famous experimental obedience paradigm to the context of a "real" TV game show, in the studio of a large television production company, with a live audience and no prizes.
Method: We set up several experimental conditions designed to tell us if, in such contexts, obedience was the dominant response, as it is in the often-replicated classic situation. We also wished to know if the introduction of variations would reduce obedience.
Results: The results show that obedience to the host is the dominant response, as it is in Milgram's classic situation. However, variations that are assumed to reduce this obedience do not in fact demonstrate the expected effects. An additional experimental condition appears to demonstrate that a determining factor of obedience is the physical proximity of the host incarnating the televisual power.
Conclusion: We offer a conclusion addressing the societal aspects of obedience.
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Extremely difficult negotiator goals: Do they follow the predictions of goal-setting theory?
Edward Miles & Elizabeth Clenney
Organizational Behavior and Human Decision Processes, forthcoming
Abstract:
Traditional goal-setting theory has been applied extensively in negotiation research. We examine one of the major tenets of the theory that has yet to be tested in the negotiation context, the argument that goals that are challenging yet attainable result in optimal performance. Specifically, we test whether goals set substantially beyond challenging yet attainable result in either plateaued or decreased objective negotiation outcomes. Across two studies, our results indicate that goals that are extremely difficult, beyond the challenging yet attainable level set forth in goal-setting theory, produce greater negotiated outcomes. We propose that this effect occurs because of the counter-intuitive notion that negotiators possessing insufficient information have a key advantage over well-informed negotiators.
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Led into Temptation? Rewarding Brand Logos Bias the Neural Encoding of Incidental Economic Decisions
Carsten Murawski et al.
PLoS ONE, March 2012
Abstract:
Human decision-making is driven by subjective values assigned to alternative choice options. These valuations are based on reward cues. It is unknown, however, whether complex reward cues, such as brand logos, may bias the neural encoding of subjective value in unrelated decisions. In this functional magnetic resonance imaging (fMRI) study, we subliminally presented brand logos preceding intertemporal choices. We demonstrated that priming biased participants' preferences towards more immediate rewards in the subsequent temporal discounting task. This was associated with modulations of the neural encoding of subjective values of choice options in a network of brain regions, including but not restricted to medial prefrontal cortex. Our findings demonstrate the general susceptibility of the human decision making system to apparently incidental contextual information. We conclude that the brain incorporates seemingly unrelated value information that modifies decision making outside the decision-maker's awareness.
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Machiavellian people's success results from monitoring their partners
Andrea Czibor & Tamas Bereczkei
Personality and Individual Differences, forthcoming
Abstract:
This study is aimed at exploring the decision making processes underlying the Machiavellians' exploitation of others in a social dilemma situation. Participants (N = 150) took part in a competitive version of public goods game (PGG), and filled out the Mach-IV and TCI test. Our results showed that high Mach people gained a higher amount of money by the end of the game, compared to low Machs. The regression analyses have revealed that Machiavellian persons were more sensitive to the signals of social context and took the behavior of their partners into consideration to a greater extent when making a decision than did non-Machiavellians. We discuss the Machiavellian players' success in terms of personality and situational factors, and suggest that Machiavellian people may have certain cognitive and social skills that enable them to properly adapt to the challenges of environmental circumstances.
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The Labor of Lies: How Lying for Material Rewards Polarizes Consumers' Outcome Satisfaction
Christina Anthony & Elizabeth Cowley
Journal of Consumer Research, forthcoming
Abstract:
Consumers often find themselves in situations in which they are tempted to lie in order to obtain otherwise unattainable material rewards or financial benefits (e.g., when refunding or exchanging a product, qualifying for discounts and promotions, negotiating with a salesperson, etc.). This research examines how lying during an interaction with a service provider influences the consumer's outcome satisfaction. Six studies demonstrate that because lying interferes with the ability to use diagnostic cues to update outcome expectations, liars are less prepared for the final outcome. This reduced outcome preparedness, in turn, leads to more polarized satisfaction judgments. These findings suggest that lying may not only have financial ramifications but that there are evaluative consequences as well.
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Personalized Persuasion: Tailoring Persuasive Appeals to Recipients' Personality Traits
Jacob Hirsh, Sonia Kang & Galen Bodenhausen
Psychological Science, forthcoming
Abstract:
Persuasive messages are more effective when they are custom-tailored to reflect the interests and concerns of the intended audience. Much of the message-framing literature has focused on the advantages of using either gain or loss frames, depending on the motivational orientation of the target group. In the current study, we extended this research to examine whether a persuasive appeal's effectiveness can be increased by aligning the message framing with the recipient's personality profile. For a single product, we constructed five advertisements, each designed to target one of the five major trait domains of human personality. In a sample of 324 survey respondents, advertisements were evaluated more positively the more they cohered with participants' dispositional motives. These results suggest that adapting persuasive messages to the personality traits of the target audience can be an effective way of increasing the messages' impact, and highlight the potential value of personality-based communication strategies.
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The Sweet Smell of the Requester: Vanilla, Camphor, and Foot-in-the-Door
Roxane Saint-Bauzel & Valérie Fointiat
Social Behavior and Personality, April 2012, Pages 369-374
Abstract:
Several researchers have shown that odors affect human behavior. However, odors have not been studied in the context of specific compliance without pressure. Specifically, the impact of the odor worn by a requester during the foot-in-the-door procedure has not been documented. To address this issue, an experiment was carried out in an ecological setting. Using the foot-in-the-door procedure, a well-known technique for increasing the likelihood that a person will comply with one's request, the requester was perfumed with vanilla, camphor, or nothing. The results show a strong effect of the foot-in-the-door technique when the requester was perfumed with vanilla and no effect of the procedure when the requester was perfumed with camphor. These results are incompatible with the main theoretical interpretations of foot-in-the-door phenomena: self-perception and commitment theories.
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Adapting to the Destitute Situations: Poverty Cues Lead to Short-Term Choice
Lei Liu et al.
PLoS ONE, April 2012
Background: Why do some people live for the present, whereas others save for the future? The evolutionary framework of life history theory predicts that preference for delay of gratification should be influenced by social economic status (SES). However, here we propose that the decision to choose alternatives in immediate and delayed gratification in poverty environments may have a psychological dimension. Specifically, the perception of environmental poverty cues may induce people alike to favor choices with short-term, likely smaller benefit than choices with long-term, greater benefit.
Methodology/Principal Findings: The present study was conducted to explore how poverty and affluence cues affected individuals' intertemporal choices. In our first two experiments, individuals exposed explicitly (Experiment 1) and implicitly (Experiment 2) to poverty pictures (the poverty cue) were induced to prefer immediate gratification compared with those exposed to affluence pictures (the affluence cue). Furthermore, by the manipulation of temporary perceptions of poverty and affluence status using a lucky draw game; individuals in the poverty state were more impulsive in a manner, which made them pursue immediate gratification in intertemporal choices (Experiment 3). Thus, poverty cues can lead to short-term choices.
Conclusions/Significance: Decision makers chose more frequently the sooner-smaller reward over the later-larger reward as they were exposed to the poverty cue. This indicates that it is that just the feeling of poverty influences intertemporal choice - the actual reality of poverty (restricted resources, etc.) is not necessary to get the effect. Furthermore, our findings emphasize that it is a change of the poverty-affluence status, not a trait change, can influence individual preference in intertemporal choice.
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Deliberation versus Intuition: Global versus Local Processing in Judgment and Choice
Koen Dijkstra et al.
Journal of Experimental Social Psychology, forthcoming
Abstract:
Decisions and judgments made after deliberation can differ from expert opinion and be more regretted over time than intuitive judgments and decisions. We investigated a possible underlying process of this phenomenon, namely global versus local processing style. We argue that deliberation induces a local processing style. This processing style narrows conceptual attention and can have detrimental effects on judgment and decision-making. Study 1 showed that intuitive judgments of quality of modern paintings were more accurate than were more deliberate, reasoned judgments. Study 2 showed that local versus global processing style is associated with accuracy of quality judgments of paintings, and Study 3 replicated this finding with an experimental manipulation of processing style. Finally, Study 4 showed that the effect of intuitive versus deliberative decision mode on quality judgments of poems is mediated by processing style.
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Seeing is believing: Priors, trust, and base rate neglect
Matthew Welsh & Daniel Navarro
Organizational Behavior and Human Decision Processes, forthcoming
Abstract:
Kahneman and Tversky (1973) described an effect they called ‘insensitivity to prior probability of outcomes', later dubbed base rate neglect, which describes people's tendency to underweight prior information in favor of new data. As probability theory requires that prior probabilities be taken into account, via Bayes' theorem, the fact that most people fail to do so has been taken as evidence of human irrationality and, by others, of a mismatch between our cognitive processes and the questions being asked (Cosmides & Tooby, 1996). In contrast to both views, we suggest that simplistic Bayesian updating using base rates is not necessarily rational. To that end, we present experiments in which base rate neglect is often the right strategy, and show that people's base rate usage varies systematically as a function of the extent to which the data that make up a base rate are perceived as trustworthy.
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Belief Revision and Delusions: How Do Patients with Schizophrenia Take Advice?
Mariia Kaliuzhna et al.
PLoS ONE, April 2012
Abstract:
The dominant cognitive model that accounts for the persistence of delusional beliefs in schizophrenia postulates that patients suffer from a general deficit in belief revision. It is generally assumed that this deficit is a consequence of impaired reasoning skills. However, the possibility that such inflexibility affects the entire system of a patient's beliefs has rarely been empirically tested. Using delusion-neutral material in a well-documented advice-taking task, the present study reports that patients with schizophrenia: 1) revise their beliefs, 2) take into account socially provided information to do so, 3) are not overconfident about their judgments, and 4) show less egocentric advice-discounting than controls. This study thus shows that delusional patients' difficulty in revising beliefs is more selective than had been previously assumed. The specificities of the task and the implications for a theory of delusion formation are discussed.
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Zen meditation and access to information in the unconscious
Madelijn Strick et al.
Consciousness and Cognition, forthcoming
Abstract:
In two experiments and two different research paradigms, we tested the hypothesis that Zen meditation increases access to accessible but unconscious information. Zen practitioners who meditated in the lab performed better on the Remote Associate Test (RAT; Mednick, 1962) than Zen practitioners who did not meditate. In a new, second task, it was observed that Zen practitioners who meditated used subliminally primed words more than Zen practitioners who did not meditate. Practical and theoretical implications are discussed.
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Effects of Self-Other Decision Making on Regulatory Focus and Choice Overload
Evan Polman
Journal of Personality and Social Psychology, May 2012, Pages 980-993
Abstract:
A growing stream of research is investigating how choices people make for themselves are different from choices people make for others. In this paper, I propose that these choices vary according to regulatory focus, such that people who make choices for themselves are prevention focused, whereas people who make choices for others are promotion focused. Drawing on regulatory focus theory, in particular work on errors of omission and commission, I hypothesize that people who make choices for others experience a reversal of the choice overload effect. In 6 studies, including a field study, I found that people who make choices for themselves are less satisfied after selecting among many options compared to few options, yet, people who make choices for others are more satisfied after selecting among many options compared to few options. Implications and suggestions for other differences in self-other decision making are discussed.
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Regional White Matter Volumes Correlate with Delay Discounting
Rongjun Yu
PLoS ONE, February 2012
Abstract:
A preference for immediate gratification is a central feature in addictive processes. However, the neural structures underlying reward delay tolerance are still unclear. Healthy participants (n = 121) completed a delay discounting questionnaire assessing the extent to which they prefer smaller immediate rewards to larger delayed reward after undergoing magnetic resonance imaging (MRI) scanning. Whole brain voxel-based morphometric analysis shows that delay discounting severity was negatively correlated with right prefrontal subgyral white matter volume and positively correlated with white matter volume in parahippocampus/hippocampus, after whole brain correction. This study might better our understanding of the neural basis of impulsivity and addiction.
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Choosing with confidence: Self-efficacy and preferences for choice
Andrew Reed, Joseph Mikels & Corinna Löckenhoff
Judgment and Decision Making, March 2012, Pages 173-180
Abstract:
Previous research on the role of choice set size in decision making has focused on decision outcomes and satisfaction. In contrast, little is known about interindividual differences in preferences for larger versus smaller choice sets, let alone the causes of such differences. Drawing on self-efficacy theory, two studies examined the role of decision-making self-efficacy in preferences for choice. Using a correlational approach, Study 1 (n = 89) found that decision-making self-efficacy was positively associated with preferences for choice across a range of consumer decisions. This association was found both between- and within-subjects. Study 2 (n = 65) experimentally manipulated decision-making self-efficacy for an incentive-compatible choice among photo printers. Preferences for choice and pre-choice information seeking were significantly lower in a low-efficacy condition compared to a high-efficacy condition and a control group. Future research directions and implications for decision-making theory and public policy are discussed.
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Lyin' Eyes: Ocular-Motor Measures of Reading Reveal Deception
Anne Cook et al.
Journal of Experimental Psychology: Applied, forthcoming
Abstract:
Our goal was to evaluate an alternative to current methods for detecting deception in security screening contexts. We evaluated a new cognitive-based test of deception that measured participants' ocular-motor responses (pupil responses and reading behaviors) while they read and responded to statements on a computerized questionnaire. In Experiment 1, participants from a university community were randomly assigned to either a "guilty" group that committed one of two mock crimes or an "innocent" group that only learned about the crime. Participants then reported for testing, where they completed the computer-administered questionnaire that addressed their possible involvement in the crimes. Experiment 2 also manipulated participants' incentive to pass the test and difficulty of statements on the test. In both experiments, guilty participants had increased pupil responses to statements answered deceptively; however, they spent less time fixating on, reading, and rereading those statements than statements answered truthfully. These ocular-motor measures were optimally weighted in a discrimination function that correctly classified 85% of participants as either guilty or innocent. Findings from Experiment 2 indicated that group discrimination was improved with greater incentives to pass the test and the use of statements with simple syntax. The present findings suggest that two cognitive processes are involved in deception - vigilance and strategy - and that these processes are reflected in different ocular-motor measures. The ocular-motor test reported here represents a new approach to detecting deception that may fill an important need in security screening contexts.
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Geoffrey Brookshire & Daniel Casasanto
PLoS ONE, April 2012
Background: According to decades of research on affective motivation in the human brain, approach motivational states are supported primarily by the left hemisphere and avoidance states by the right hemisphere. The underlying cause of this specialization, however, has remained unknown. Here we conducted a first test of the Sword and Shield Hypothesis (SSH), according to which the hemispheric laterality of affective motivation depends on the laterality of motor control for the dominant hand (i.e., the "sword hand," used preferentially to perform approach actions) and the nondominant hand (i.e., the "shield hand," used preferentially to perform avoidance actions).
Methodology/Principal Findings: To determine whether the laterality of approach motivation varies with handedness, we measured alpha-band power (an inverse index of neural activity) in right- and left-handers during resting-state electroencephalography and analyzed hemispheric alpha-power asymmetries as a function of the participants' trait approach motivational tendencies. Stronger approach motivation was associated with more left-hemisphere activity in right-handers, but with more right-hemisphere activity in left-handers.
Conclusions: The hemispheric correlates of approach motivation reversed between right- and left-handers, consistent with the way they typically use their dominant and nondominant hands to perform approach and avoidance actions. In both right- and left-handers, approach motivation was lateralized to the same hemisphere that controls the dominant hand. This covariation between neural systems for action and emotion provides initial support for the SSH.