A neural perspective on when and why trait greed comes at the expense of others

Depending on the point of view, conceptions of greed range from being a desirable and inevitable feature of a well-regulated, well-balanced economy to the root of all evil - radix omnium malorum avaritia (Tim 6.10). Regarding the latter, it has been proposed that greedy individuals strive for obtaining desired goods at all costs. Here, we show that trait greed predicts selfish economic decisions that come at the expense of others in a resource dilemma. This effect was amplified when individuals strived for obtaining real money, as compared to points, and when their revenue was at the expense of another person, as compared to a computer. On the neural level, we show that individuals high, compared to low in trait greed showed a characteristic signature in the EEG, a reduced P3 effect to positive, compared to negative feedback, indicating that they may have a lack of sensitivity to adjust behavior according to positive and negative stimuli from the environment. Brain-behavior relations further confirmed this lack of sensitivity to behavior adjustment as a potential underlying neuro-cognitive mechanism which explains selfish and reckless behavior that may come at the expense of others

I can't wait! Neural reward signals in impulsive individuals exaggerate the difference between immediate and future rewards

Waiting for rewards is difficult, and highly impulsive individuals with low self-control have an especially hard time with it. Here, we investigated whether neural responses to rewards in a delayed gratification task predict impulsivity and self-control. The EEG was recorded from participants engaged in a guessing game in which on each trial they could win either a large or small reward, paid either now or after 6 months. Ratings confirmed that participants preferred immediate, large rewards over small, delayed rewards. Electrophysiological reward signals reflecting the difference between immediate and future rewards predicted self-report measures of impulsivity and self-control. Further, these signals were highly reliable across two sessions over a 1-week interval, showing high temporal stability like stable personality traits. These results suggest that greater valuation of immediate rewards causes impulsive individuals to redirect control away from delayed rewards, indicating why it is so hard for them to wait

Decision-making in blackjack : an electrophysiological analysis

Previous studies have identified a negative potential in the event-related potential (ERP), the error-related negativity (ERN), which is claimed to be triggered by a deviation from a reward expectation. Furthermore, this negativity is related to shifts in risk taking, strategic behavioral adjustments, and inhibition. We used a computer Blackjack gambling task to further examine the process associated with the ERN. Our findings are in line with the view that the ERN process is related to the degree of reward expectation. Furthermore, increased ERN amplitude is associated with the negative evaluation of ongoing decisions, and the amplitude of the ERN is directly related to risk-taking and decision-making behavior. However, the findings suggest that an explanation exclusively based on the deviation from a reward expectation may be insufficient and that the intention of the participants and the importance of a negative event for learning and behavioral change are crucial to the understanding of ERN phenomena

What you give is what you get : payment of one randomly selected trial induces risk-aversion and decreases brain responses to monetary feedback

In economic studies, it is standard practice to pay out the reward of only one randomly selected trial (pay-one) instead of the total reward accumulated across trials (pay-all), assuming that both methods are equivalent. We tested this assumption by recording electrophysiological activity to reward feedback from participants engaged in a decision-making task under both a pay-one and a pay-all condition. We show that participants are approximately 12% more risk averse in the pay-one condition than in the pay-all condition. Furthermore, we observed that the electrophysiological response to monetary rewards, the reward positivity, is significantly reduced in the pay-one condition relative to the pay-all condition. The difference of brain responses is associated with the difference in risky behavior across conditions. We concluded that the two payment methods lead to significantly different results and are therefore not equivalent

Personalization & Trust-Enhancing Signals in E-Commerce

Despite worldwide growing revenue rates in e-Commerce, a lot of economic potential remains unused, which is manifesting in low conversion rates. Only a fraction of website visitors can be transformed to website buyers, which may be explained by a lack of trust in the retailer. In e-Commerce, trustworthiness can be signaled through special stimuli presented on the website as interaction platform between customer and retailer. By personalization of these signals, consumers can conveniently collect information needed to reduce their individual risk concerns. The objective of this study is to understand whether and how the personalization of trust-enhancing signals has an effect on trusting attitudes, buying intentions and buying behaviors. First promising preliminary results refer to the central importance of trust-enhancing signals for both a trustworthy impression and trust-related buying behavior. These insights will hold practical and managerial implications for web designers, online retailers and the integration of personalization into the business model

Differential gaze behavior towards sexually preferred and non-preferred human figures

The gaze pattern associated with image exploration is a sensitive index of our attention, motivation and preference. To examine whether an individual’s gaze behavior can reflect his/her sexual interest, we compared gaze patterns of young heterosexual men and women (M = 19.94 years, SD = 1.05) while viewing photos of plain-clothed male and female figures aged from birth to sixty years old. Our analysis revealed a clear gender difference in viewing sexually preferred figure images. Men displayed a distinctive gaze pattern only when viewing twenty-year-old female images, with more fixations and longer viewing time dedicated to the upper body and waist-hip region. Women also directed more attention at the upper body on female images in comparison to male images, but this difference was not age-specific. Analysis of local image salience revealed that observers’ eye-scanning strategies could not be accounted for by low-level processes, such as analyzing local image contrast and structure, but were associated with attractiveness judgments. The results suggest that the difference in cognitive processing of sexually preferred and non-preferred figures can be manifested in gaze patterns associated with figure viewing. Thus, eye-tracking holds promise as a potential sensitive measure for sexual preference, particularly in men

Domain-specific greed

Greed, the insatiable and excessive desire and striving for more even at the expense of others, may be directed toward various goods. In this article, we propose that greed may be conceptualized as a domain-specific construct. Based on a literature review and an expert survey, we identified 10 domains of greed which we operationalized with the DOmain-SPEcific Greed (DOSPEG) questionnaire. In Study 1 (N = 725), we found support for the proposed structure and convergent validity with related constructs. Bifactor-(S-1) models revealed that generic greed is differentially related to the greed domains, indicating that generic greed primarily captures a striving for money and material things. In the second study (N = 591), we found that greed domains had incremental validity beyond generic greed with regard to corresponding criteria assessed via self- and other-reports. We conclude that greed can be conceptualized as a domain-specific construct and propose an onion model reflecting this structure