Social Motives and Strategic Misrepresentation in Social Decision Making.

In 4 experiments, the authors studied the influence of social motives on deception and strategic misrepresentation. In a newly developed information provision game, individuals faced a decision maker whose decision would affect both own and other's outcomes. By withholding information or by giving (in)accurate information about payoffs, participants could try to influence other's decision making. Less accurate and more inaccurate information was given when the decision maker was competitive rather than cooperative (Experiment 1), especially when participants had a prosocial rather than selfish value orientation (Experiments 3 and 4). Accurate information was withheld because of fear of exploitation and greed, and inaccurate information was given because of greed (Experiment 2). Finally, participants engaged in strategic misrepresentation that may trick competitive others into damaging their own and increasing the participant's outcomes. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Creeping dispositionism: The temporal dynamics of behavior prediction.

Four studies tested the hypothesis that temporal distance increases the weight of global dispositions in predicting and explaining future behavior. Study 1 found that the correspondence bias was manifested more strongly in predictions of distant future behavior than of near future behavior. Study 2 found that participants predicted higher cross-situational consistency in distant future behavior than in near future behavior. Study 3 found that participants sought information about others' more global dispositions for predicting distant future than near future behavior. Finally, Study 4 found that participants made more global causal attributions for distant future outcomes than for near future outcomes. The results were interpreted as supporting the assumption of construal level theory that perceivers use more abstract representations (higher level construals) to predict and explain more distant future behaviors. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Negotiation from a near and distant time perspective.

Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in conceding on the highest priority issue (Experiment 2). Lastly, they found increased temporal distance from an event being negotiated produced a greater proportion of multi-issue offers, a greater likelihood of conceding on the lowest priority issue in exchange for a concession on the highest priority issue, and greater individual and joint outcomes (Experiment 3). Implications for conflict resolution and construal level theory are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Predicting the near and distant future.

Four studies investigated individuals' confidence in predicting near future and distant future outcomes. Study 1 found that participants were more confident in theory-based predictions of psychological experiments when these experiments were expected to take place in the more distant future. Studies 2-4 examined participants' confidence in predicting their performance on near and distant future tests. These studies found that in predicting their more distant future performance, participants disregarded the format of the questions (e.g., multiple choice vs. open ended) and relied, instead, on their perceived general knowledge (e.g., history knowledge). Together, the present studies demonstrate that predictions of the more distant future are based on relatively abstract information. Individuals feel more confident in predicting the distant future than the near future when the predictions concern outcomes that are implied by relatively abstract information. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Making sense of surprise: An investigation of the factors influencing surprise judgments.

Surprise is often defined in terms of disconfirmed expectations, whereby the surprisingness of an event is thought to be dependent on the degree to which it contrasts with a more likely, or expected, outcome. The authors investigated the alternative hypothesis that surprise is more accurately modeled as a manifestation of an ongoing sense-making process. In a series of experiments, participants were given a number of scenarios and rated surprise and probability for various hypothetical outcomes that either confirmed or disconfirmed an expectation. Experiment 1 demonstrated that representational specificity influences the relationship that holds between surprise and probability ratings. Experiment 2 demonstrated that the inclusion of an enabling event lowers surprise ratings for disconfirming outcomes. Experiment 3 explored the reason for this effect, revealing that enabling events lower surprise by reducing uncertainty, thus enhancing ease of integration. Experiment 4 evaluated the contrast hypothesis directly, showing that differences in contrast are not correlated with differences in surprise. These results provide converging support for the view that the level of surprise experienced for an event is related to the difficulty of integrating that event with an existing representation. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Pitch and time, tonality and meter: How do musical dimensions combine?

The authors examined how the structural attributes of tonality and meter influence musical pitch–time relations. Listeners heard a musical context followed by probe events that varied in pitch class and temporal position. Tonal and metric hierarchies contributed additively to the goodness-of-fit of probes, with pitch class exerting a stronger influence than temporal position (Experiment 1), even when listeners attempted to ignore pitch (Experiment 2). Speeded classification tasks confirmed this asymmetry. Temporal classification was biased by tonal stability (Experiment 3), but pitch classification was unaffected by temporal position (Experiment 4). Experiments 5 and 6 ruled out explanations based on the presence of pitch classes and temporal positions in the context, unequal stimulus quantity, and discriminability. The authors discuss how typical Western music biases attention toward pitch and distinguish between dimensional discriminability and salience. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Temporal Construal Effects on Abstract and Concrete Thinking: Consequences for Insight and Creative Cognition.

Six studies investigate whether and how distant future time perspective facilitates abstract thinking and impedes concrete thinking by altering the level at which mental representations are construed. In Experiments 1-3, participants who envisioned their lives and imagined themselves engaging in a task 1 year later as opposed to the next day subsequently performed better on a series of insight tasks. In Experiments 4 and 5 a distal perspective was found to improve creative generation of abstract solutions. Moreover, Experiment 5 demonstrated a similar effect with temporal distance manipulated indirectly, by making participants imagine their lives in general a year from now versus tomorrow prior to performance. In Experiment 6, distant time perspective undermined rather than enhanced analytical problem solving. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Depression and pessimism for the future: Biased use of statistically relevant information in predictions for self versus others.

The cognitive theories of depression emphasize the role of pessimism about the future in the etiology and maintenance of depression. The present research was designed for two reasons: (a) to provide a clear demonstration that depressed individuals' predictions of the likelihood of future outcomes are more pessimistic than those of nondepressed individuals given identical information with which to make forecasts and identical conditions for forecasting, and (b) to test two additional hypotheses regarding possible mechanisms underlying depressives' relative pessimism in forecasting: a social-comparison and a differential attributional-style hypothesis. We used a modification of the cue-use paradigm developed by Ajzen (1977, Experiment 1) and examined depressed and nondepressed people's predictions of the likelihood of future positive and negative outcomes for themselves and for others. The results provided strong support for pessimism on the part of depressed individuals relative to nondepressed individuals in forecasts for both self and others. In addition, whereas nondepressives exhibited a self-enhancing bias in which they overestimated their probability of success and underestimated their probability of failure relative to that of similar others, depressives did not succumb to either positive or negative social comparison biases in prediction. Finally, in line with the attributional-style hypothesis, depressed–nondepressed differences in subjects' cue-use patterns were obtained, especially in forecasts for self. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Coordination success and interpersonal perceptions: Matching versus mismatching.

Coordination is an essential part of social functioning. The authors distinguish 2 types of coordination: matching and mismatching. In matching, coordination is successful if parties choose the same action. In mismatching, coordination is successful if people choose different actions. In 3 studies, the authors investigated the downstream social consequences of tacit coordination for interpersonal perceptions. In all studies, participants repeatedly choose between 2 bets with equivalent expected values, and payoffs increased either when they choose the same bet or when they choose different bets. In the 1st 2 studies, coordination success increased the perceptions of interpersonal similarity and liking when matching was required but not when mismatching was required. The authors' interpretation is that matching responses and coordination success had countervailing effects in the mismatching task. Also, percentage of matched responses did not affect perceptions when coordination was not required (Experiment 2). In 4 person teams, a frequently matching partner was viewed more favorably (smarter, more similar to self, and more liked) than were other teammates, even when mismatching increased payoffs (Experiment 3). (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Motivated information processing, strategic choice, and the quality of negotiated agreement.

The authors tested a motivated information-processing model of negotiation: To reach high joint outcomes, negotiators need a deep understanding of the task, which requires them to exchange information and to process new information systematically. All this depends on social motivation, epistemic motivation (EM), and their interaction. Indeed, when EM (manipulated by holding negotiators process accountability or not) was high rather than low and prosocial rather than proself, negotiators recall more cooperative than competitive tactics (Experiment 1), had more trust, and reached higher joint outcomes (Experiment 2). Experiment 3 showed that under high EM, negotiators who received cooperative, rather than competitive, tactics reached higher joint outcomes because they engaged in more problem solving. Under low EM, negotiators made more concessions and reached low joint outcomes. Implications for negotiation theory and for future work in this area are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Discounting of past outcomes.

Drug use, abuse, and addiction are common behavioral manifestations of impulsiveness. A useful and popular laboratory analogue of impulsiveness is temporal discounting. Temporal discounting refers to the reduction in the present, subjective value of outcomes that are temporally distant in the future. The extensive literature on temporal discounting indicates hyperbolic discounting, the magnitude effect, and the sign effect. It is possible that the same principles may apply to other dimensions of psychological distance, including past temporal distance. The purpose of the present study was to examine the possibility that outcomes in the past are discounted hyperbolically and at a similar rate to outcomes in the future. The magnitude and sign effects were also examined in past discounting. Indifference points of college students were determined from a paper-and-pencil questionnaire of future and past discounting. The results demonstrate that humans discount temporally distant past outcomes similarly to future outcomes. Discounting of the future and past are qualitatively and quantitatively similar; discounting of past outcomes is orderly, hyperbolic, and consistent with most empirical observations from studies of future discounting, including the magnitude and sign effects. The present study indicates that the discounting of past outcomes is a quantifiable phenomenon, and the results are similar to observations from the established future-discounting literature. Past discounting may be of use in the study of drug-dependent and other impulsive populations. Implications of a relationship between future and past discounting are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

How do feelings influence effort? An empirical study of entrepreneurs’ affect and venture effort.

How do feelings influence the effort of entrepreneurs? To obtain data on this issue, the authors implemented experience sampling methodology in which 46 entrepreneurs used cell phones to provide reports on their affect, future temporal focus, and venture effort twice daily for 24 days. Drawing on the affect-as-information theory, the study found that entrepreneurs’ negative affect directly predicts entrepreneurs’ effort toward tasks that are required immediately. Results were consistent for within-day and next-day time lags. Extending the theory, the study found that positive affect predicts venture effort beyond what is immediately required and that this relationship is mediated by future temporal focus. The mediating effects were significant only for next-day outcomes. Implications of findings on the nature of the affect–effort relationship for different time lags are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Conceptual knowledge in the interpretation of idioms.

The authors examined how people determine the contextual appropriateness of idioms. In Experiment 1, idioms referring to the same temporal stage of a conceptual prototype were judged to be more similar in meaning than idioms referring to different temporal stages. In Experiment 2, idioms in a prototypical temporal sequence were more meaningful than idioms in sentences that violated the temporal sequence. In Experiment 3, idioms referring to the same stage of a conceptual prototype were differentiable on the basis of conceptual information. The conceptual coherence between idioms and contexts facilitated the processing speed of idioms in Experiment 4. Experiment 5 showed that speakers can recover the underlying conceptual metaphors that link an idiom to its figurative meaning. Experiment 6 showed that the metaphoric information reflected in the lexical makeup of idioms also determined the metaphoric appropriateness of idioms in certain contexts. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Spontaneous assimilation of continuous values and temporal information in causal induction.

Existing models of causal induction primarily rely on the contingency between the presence and the absence of a causal candidate and an effect. Yet, classification of observations into these four types of covariation data may not be straightforward because (a) most causal candidates, in real life, are continuous with ambiguous, intermediate values and because (b) effects may unfold after some temporal lag, providing ambiguous contingency information. Although past studies suggested various reasons why ambiguous information may not be used during causal induction, the authors examined whether learners spontaneously use ambiguous information through a process called causal assimilation. In particular, the authors examined whether learners willingly place ambiguous observations into one of the categories relevant to the causal hypothesis, in accordance with their current causal beliefs. In Experiment 1, people's frequency estimates of contingency data reflected that information ambiguous along a continuous quantity dimension was spontaneously categorized and assimilated in a causal induction task. This assimilation process was moderated by the strength of the upheld causal hypothesis (Experiment 2), could alter the overall perception of a causal relationship (Experiment 3), and could occur over temporal sequences (Experiment 4). (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Temporal construal and time-dependent changes in preference.

Five studies tested the predictions of temporal construal theory and time-discounting theories regarding evaluation of near future and distant future options (outcomes, activities, products). The options had abstract or goal-relevant features (called high-level construal features) as well as more concrete or goal-irrelevant features (called low-level construal features). The studies varied the valence (positive vs. negative) and the type of valence (affective vs. cognitive) of the low-level and high-level construal features. The results show that the weight of high-level construal features, compared with the weight of low-level construal features, is greater in determining distant future preferences than near future preferences. The implications of the results for extant theories of time-dependent changes in preference are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Exploring how constraints created by other people influence intraindividual variation in objective performance measures.

Objective performance indicators have low test-retest reliability, particularly in complex jobs. Yet, little is actually known about the reasons why objective performance indicators lack temporal stability. The authors address this issue by using data from a sample of 106 professional football players to explore how the actions of other people influence intraindividual variation in performance. Results suggest that weekly measures of performance outcome exhibit substantial variability within individuals. A significant portion of this within-person variance is explained by environmental fluctuation created by the constraining actions of other people. Individuals with highly fluctuating past performance exhibit stronger relationships between the actions of competitors and subsequent performance outcomes. The intraindividual relationship between fluctuating constraints and performance outcomes is also stronger for individuals in more complex jobs. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The Pros and Cons of Temporally Near and Distant Action.

The present research demonstrated that in considering an action, considerations against (con) the action tend to be subordinate to considerations in favor of (pro) the action in that cons are considered only if the level of pros is sufficient, whereas pros are considered independent of the level of cons (Studies 1A and IB). The authors therefore concluded that pros constitute a higher construal level than cons and predict, on the basis of temporal construal processes (Y. Trope & N. Liberman. 2003). that pros would be more salient in making decisions for the more distant future, whereas the reverse should hold for cons. As predicted, participants generated more pros and fewer cons toward new exam procedures (Study 2), public policies (Study 3), and personal and interpersonal behaviors (Studies 4-6) that were expected to take place in the more distant future. This research also examined the limiting conditions and the evaluative consequences of these shifts. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Sublexical and Lexical Representations in Speech Production: Effects of Phonotactic Probability and Onset Density.

Phonotactic probability, neighborhood density, and onset density were manipulated in 4 picture-naming tasks. Experiment 1 showed that pictures of words with high phonotactic probability were named more quickly than pictures of words with low phonotactic probability. This effect was consistent over multiple presentations of the pictures (Experiment 2). Manipulations of phonotactic probability and neighborhood density showed only an influence of phonotactic probability (Experiment 3). In Experiment 4, pictures of words with sparse onsets were named more quickly than pictures of words with dense onsets. The results of these experiments provide additional constraints on the architecture and processes involved in models of speech production, as well as constraints on the connections between the recognition and production systems. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Target location probability effects in visual search: An effect of sequential dependencies.

Target location probability was manipulated in a visual search task. When the target was twice as likely to appear on 1 side of the display as the other, manual button-press response times were faster (Experiment 1A) and first saccades were more frequently directed (Experiment 1B) to the more probable locations. When the target appeared with equal probability at each location in this search task, performance benefited from repetition of target location in the preceding trials (Experiment 2). When the trial sequence was constrained so that target location did not repeat within a series of 4 trials, there was no longer an advantage for more probable locations (Experiment 3). The authors conclude that the search benefits for more probable locations resulted from short-term target location repetitions. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

How temporal distance changes novices' attitudes towards unconventional arts.

The authors suggest that, just like other attitudes, attitudes toward art may be malleable, and may thus also depend on situational factors. In particular, the authors propose that thinking styles vary within the situation and that an abstract versus concrete thinking style has an influence on attitudes toward conventional (e.g., Mona Lisa by da Vinci) versus unconventional (e.g., Fat Corner by Beuys) artworks. Construal Level Theory predicts that when people think about the distant future they automatically start thinking in a more abstract way, relative to when people think about the near future, which is supposed to elicit a concrete thinking style. In an experiment, the authors asked participants to think about their lives a year from now or tomorrow. Afterward, in an allegedly unrelated task, participants were asked to evaluate conventional and unconventional artworks. Results showed that participants that had thought about distant events and presumably thought more abstractly were more likely to include unconventional artworks into the category of arts than participants that had thought about near events, and thus presumably thought in more concrete terms. Implications for applied settings are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)