Behavioral priming 2.0: enter a dynamical systems perspective

On a daily basis, people are exposed to numerous stimuli, ranging from colors and smells to sounds and words, that could potentially activate different cognitive constructs and influence their actions. This type of influence on human behavior is referred to as priming. Roughly two decades ago, behavioral priming was hailed as one of the core forces that shape automatic behavior. However, failures to replicate some of the representative findings in this domain soon followed, which posed the following question: “How robust are behavioral priming effects, and to what extent are they actually important in shaping people’s actions?” To shed a new light on this question, I revisit behavioral priming through the prism of a dynamical systems perspective (DSP). The DSP is a scientific paradigm that has been developed through a combined effort of many different academic disciplines, ranging from mathematics and physics to biology, economics, psychology, etc., and it deals with behavior of simple and complex systems over time. In the present paper, I use conceptual and methodological tools stemming from the DSP to propose circumstances under which behavioral priming effects are likely to occur. More precisely, I outline three possible types of the influence of priming on human behavior, to which I refer as emergence, readjustment, and attractor switch, and propose experimental designs to examine them. Finally, I discuss relevant implications for behavioral priming effects and their replications

Unburdening the shoulders of giants: a quest for disconnected academic psychology

In current academic psychology, scholars typically develop their research and ideas by drawing on the work of other contemporary and preceding psychological scientists and by following certain conventions of the field. I refer to this variant of psychology as connected because the emphasis is on connecting various research findings and ideas generated by different scholars (e.g., by showing how they are related to each other via referencing). In this article, I argue that, although connected psychology advances psychological knowledge, it restricts the total amount of knowledge that could eventually be produced and therefore limits the potential of the discipline to improve the understanding of psychological phenomena. As a solution, I propose that, alongside the currently existing connected psychology, disconnected psychology should be established. In disconnected psychology, researchers develop their ideas by following the main principles of psychological method, but they are disconnected from a “field” consisting of other psychologists and therefore do not follow the discipline’s norms and conventions. By drawing on one of the core constructs from information theory—information entropy—I argue that combining the two streams of psychology would result in the most significant advancement of psychological knowledge

Too close for comfort: Stimulus valence moderates the influence of motivational orientation on distance perception

The relationship between approach and avoidance motivational orientations and valenced stimuli has previously been discussed in relation to physical distance. However, it has remained unclear whether approach and avoidance can actually change how people perceive the physical distance to valenced stimuli. Drawing on research on motivational orientation and valence as well as the motivated perception account, we predicted that valenced stimuli incompatible with motivational orientation would be perceived as closer than compatible stimuli because they motivate the goal of resolving the inconsistency arising from discrepant affective information. This prediction was supported in a series of 4 experiments. Findings were consistent across different manipulations of motivational orientation, including motor movements (Experiments 1 and 2) and cognitive procedures (Experiments 3 and 4), and across different types of stimuli, including abstract words (Experiments 1, 2, and 4) and photos of concrete objects (Experiment 3). Experiment 4 further investigated the mechanism behind the influence of incompatibility versus compatibility between motivational orientation and valence on distance perception. The findings showed that, relative to compatibility, incompatibility resulted in participants solving more anagrams, presumably because the goal-related motivational state gave rise to a general state of activation. Furthermore, perceptual estimates were correlated with the activity of the Behavioral Inhibition System (BIS) and the activity of the Behavioral Activation System (BAS) relative to the BIS, further suggesting that goal-related motivation may be associated with perception. Overall, the present research adds to a growing body of evidence suggesting that visual perception is shaped by motivational considerations

From libertarian paternalism to liberalism: behavioural science and policy in an age of new technology

Behavioural science has been effectively used by policy makers in various domains, from health to savings. However, interventions that behavioural scientists typically employ to change behaviour have been at the centre of an ethical debate, given that they include elements of paternalism that have implications for people’s freedom of choice. In the present article, we argue that this ethical debate could be resolved in the future through implementation and advancement of new technologies. We propose that several technologies which are currently available and are rapidly evolving (i.e., virtual and augmented reality, social robotics, gamification, self-quantification, and behavioural informatics) have a potential to be integrated with various behavioural interventions in a non-paternalistic way. More specifically, people would decide themselves which behaviours they want to change and select the technologies they want to use for this purpose, and the role of policy makers would be to develop transparent behavioural interventions for these technologies. In that sense, behavioural science would move from libertarian paternalism to liberalism, given that people would freely choose how they want to change, and policy makers would create technological interventions that make this change possible

Revisiting embodied approach and avoidance effects on behavior: the influence of sitting posture on purchases of rewarding foods

The body is central to theoretical understanding of approach and avoidance, but previous research comprehensively investigated the embodiment of the two motivational orientations only in relation to basic motor reactions such as push and pull, and psychological processes such as attitudes. Our research addresses the neglected impact on more sophisticated behaviors that go beyond psychological processes or basic motor responses. Specifically, in the present research we probed how leaning (approach) versus reclining (avoidance) influence a representative motivated behavior—purchases of rewarding foods—in the context of an online grocery shopping task. We also examined a personality—Behavioral Activation System (BAS)—and a situational—construal level—moderator of this effect. Across Studies 1 and 2, it was established that leaning made people spend more on rewarding foods compared to reclining, but only for individuals high in the drive component of BAS. In Study 3, leaning again enhanced purchases of rewarding foods, but only in a situation that induced low construal level. The moderated effects had strong evidential value across all three studies (as indicated by a p-curve analysis), yet the main effects were significant only in Studies 1 and 3. These findings underline the importance of adding personality and situational factors when examining the impact of bodily positions that activate approach and avoidance on motivated behavior such as food choice

(Not) eating for the environment: the impact of restaurant menu design on vegetarian food choice

Previous research has shown that restaurant menu design can influence food choices. However, it remains unknown whether such contextual effects on food selection are dependent on people's past behavior. In the present study, we focused on vegetarian food choices, given their important implications for the environment, and investigated whether the influence of different restaurant menus on the likelihood of selecting a vegetarian dish is moderated by the number of days on which people reported eating only vegetarian food during the previous week. In an online scenario, participants were randomly assigned to four different restaurant menu conditions—control (all dishes presented in the same manner), recommendation (vegetarian dish presented as chef's recommendation), descriptive (more appealing description of vegetarian dish), and vegetarian (vegetarian dishes placed in a separate section)—and ordered a dish for dinner. The results showed that the recommendation and descriptive menus increased the likelihood of vegetarian dish choices for infrequent eaters of vegetarian foods, whereas these effects tended to reverse for those who ate vegetarian meals more often. The vegetarian menu had no impact on the infrequent vegetarian eaters' choice but backfired for the frequent vegetarian eaters and made them less likely to order a vegetarian dish. These findings indicate that people's past behavior is an important determinant of the impact of nudging on food choices, and that achieving sustainable eating may require more personalized interventions

Close or far? Affect explains conflicting findings on motivated distance perception to rewards

Research on motivated perception has yielded conflicting findings: Whereas Balcetis and Dunning (2010) showed that people approaching (vs. avoiding) rewarding objects (e.g. food) see them as closer, Krpan and Schnall (2014a) found the opposite. Furthermore, whereas Balcetis (2016) suggested that people who perceive rewarding objects as closer (vs. farther) should subsequently consume more, Krpan and Schnall (2017) showed that they actually ate less. We introduce affect as the missing link to explain these conflicting findings. Two experiments showed that approach and avoidance can either involve, or lack, an affective experience, which in turn determines how they influence perception, and how perception is related to behavior. Consistent with Krpan and Schnall (2017), non-affective approach (vs. avoidance) motivation made candies look farther; seeing candies as farther in turn predicted increased consumption (Experiment 1). In contrast, consistent with Balcetis and Dunning (2010), affective approach (vs. avoidance) motivation made these stimuli look closer; seeing candies as closer was associated with more being eaten (Experiment 2). Our findings therefore reconcile previous inconsistencies on motivated perception, and suggest that people's view of their surroundings is more dynamic than previously assumed

You must stay at home! The impact of commands on behaviours during COVID-19

“You must stay at home!” This is how the UK Prime Minister announced lockdown in March 2020. Many countries implemented similarly assertive messages. Research, however, suggests that authoritative language can backfire by inciting psychological reactance (i.e., feelings of anger arising from threats to one’s autonomy). In a series of three studies, we therefore tested whether commanding versus control and noncommanding messages influence several cognitive and affective indicators of reactance, intentions to comply with COVID-19 recommendations, and the compliance behavior itself. Although people found commanding messages threatening and felt angry and negative toward them, these messages impacted only intentions, but there was no evidence of behavioral reactance. Overall, our research constitutes the most comprehensive examination of cognitive–affective and behavioral indicators of reactance regarding commands to date and offers new insights into both reactance theory and COVID-19 communication

How should we decide when to use artificial intelligence in decision-making?

Should organisations adopt artificial intelligence in their decision-making processes? Does AI work better than human judgment? In the case of recruitment decisions, Grace Lordan, Paris Will, and Dario Krpan write that AI-based methods lead to more efficient hiring decisions, increasing diversity of recruits and leading to the best performance in new hires. However, there is a problem of perceptions. Sentiment towards AI hiring is much more negative than sentiment towards human hiring