187 research outputs found
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Bragging Through an Intermediary
The use of an intermediary to convey positive information about a target person is received more favorably and is more effective than direct self -promotion by the target person . These effects persist irrespective of whether the intermediary is motivated by self-interest . However, intermediation may carry image costs for the intermediary
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Debiasing training transfers to improve decision making in the field
The primary objection to debiasing training interventions is a lack of evidence that they transfer to improve decision making in field settings, where reminders of bias are absent. We gave graduate students in three professional programs (N = 290) a one-shot training intervention that reduces confirmation bias in laboratory experiments. Natural variance in the training schedule assigned participants to receive training before or after solving an unannounced business case modeled on the decision to launch the Space Shuttle Challenger. We used case solutions to surreptitiously measure their susceptibility to confirmation bias. Trained participants were 29% less likely to choose the inferior hypothesis-confirming solution than untrained participants. Analysis of case write-ups suggests that a reduction in confirmatory hypothesis testing accounts for their improved decision making in the case. The results provide promising evidence that debiasing training effects transfer to field settings and can improve consequential decisions in professional and private life
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Presence of Meaning in Life Improves Response to Othersā Self-Promotion
Self-promotion is prevalent and aversive. We observe that people who think their life is meaningful tend to experience less negative emotional responses to othersā self-promotional attempts. A simple intervention involving a reflection on the presence of meaning in oneās life significantly improves recipientsā responses to othersā self-promotion
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Disclosure of Positive and Negative Experiences as Social Utility
We propose that disclosing oneās positive and negative experiences carries social utility for both senders and recipients. We show that consumers consider this utility when deciding whether to disclose their experiences with others. In three preregistered studies, consumers respond in kind to the disclosures of positive and negative experiences by others
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Pleasure, Guilt and Regret in Hedonic Consumption: Revisiting the Vice-Virtue Categorization in Theories of Self-Control
The popular characterization of self-control conflicts as a choice between hedonic vices and utilitarian virtues leads to the unrealistic prediction that hedonic consumption is always accompanied by feelings of guilt and regret. The paradox is resolved by recognizing that excess consumption - rather than hedonics - is the defining characteristic of vices
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Gamification Can Help Consumers Reach Their Saving Goals
Individuals often have difficulty saving money because they discount the long-term benefits of saving. Thus, they prefer the immediate pleasure of spending over the delayed reward of having savings. We hypothesize that the use of gamification can increase oneās propensity to save by adding immediate psychological rewards to an otherwise unpleasant behavior such as saving. In a field study, we tested whether a gamified version of a web app to track savings enhanced participantsā likelihood to achieve their saving goal compared to a control (non-gamified) version of the same web app. In the study, participants initially set a saving goal to be achieved in four weeks. They were then randomly assigned to either the gamified or the control version of a web app on which they logged any savings toward their goal over the four-week period. Our results showed that participants in the gamified condition were more likely to achieve their saving goal than participants in the control condition
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Response to Commentaries on Exerting Self-Control ā Sacrificing Pleasure
Lamberton (2020) presents a brilliant and enriching read of our main arguments through a series of analogies with the life and work of Charles Sanders Peirce on selfācontrol. Lamberton also presents examples of āreflective selfācontrol conflictsā that involve choosing among ideals, social norms, and moral values rather than just consumption goals. These questions are arguably much more fascinating than the mundane consumption decisions that we have discussed in our paper, and we thank Lamberton for raising them
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He Said, She Said: Gender Differences in Disclosure
We explore gender differences in disclosure and find that men and women are similar in their desire and propensity to disclose positive information, but men are significantly less likely to want to disclose negatively-valenced information and more likely to cite self-presentational motives as underlying their disclosing behavior, relative to women
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