People appear to be unrealistically optimistic about their future prospects, as reflected by theo... more People appear to be unrealistically optimistic about their future prospects, as reflected by theory and research in the fields of psychology, organizational behavior, behavioral economics, and behavioral finance. Many real-world examples (e.g., consumer behavior during economic recessions), however, suggest that people are not always overly optimistic. I suggest that people can be both overly optimistic and pessimistic in their beliefs about future events, depending on whether they focus on success or on failure. More specifically, people judge the likelihood of desirable and undesirable events to be higher than similar neutral events because they misattribute the arousal those events evoke to their greater perceived likelihood. I demonstrated this stake-likelihood effect in 4 studies. In Study 1, arousal was shown to increase likelihood judgments. Study 2 demonstrated that such elevated likelihood judgments are due to misattribution of the arousal from having a stake in the outcome...
Defaults effects can be created by social contexts. The observed choices of others can become soc... more Defaults effects can be created by social contexts. The observed choices of others can become social defaults, increasing their choice share. Social default effects
are a novel form of social influence not due to normative or informational influence: participants were more likely to mimic observed choices when choosing in private than in public (experiment 1) and when stakes were low rather than high (experiment 2). Like other default effects, social default effects were greater for uncertain rather than certain choices (experiment 3) and were weaker when choices required
justification (experiment 4). Social default effects appear to occur automatically as they become stronger when cognitive resources are constrained by time pressure or load, and they can be sufficiently strong to induce preference reversals (experiments 5 and 6).
... Peter Stüttgen (pstuettg@andrew.cmu.edu) is a doctoral candidate in Marketing, and Joachim Vo... more ... Peter Stüttgen (pstuettg@andrew.cmu.edu) is a doctoral candidate in Marketing, and Joachim Vosgerau (vosgerau@cmu.edu) and Peter Boatwright (boatwright@cmu.edu) are Associate ... Greenwald, Nosek, & Banaji, 2003; Hofmann, Gawronski, Gschwender, & Schmitt, 2005). ...
The consumption of a food typically leads to a decrease in its subsequent intake through habituat... more The consumption of a food typically leads to a decrease in its subsequent intake through habituation—a decrease in one’s responsiveness to the food and motivation to obtain it.
We demonstrated that habituation to a food item can occur even when its consumption is merely imagined. Five experiments showed that people who repeatedly imagined eating a food (such as cheese) many times subsequently consumed less of the imagined food than did people
who repeatedly imagined eating that food fewer times, imagined eating a different food (such as candy), or did not imagine eating a food. They did so because they desired to eat it less, not because they considered it less palatable. These results suggest that mental representation alone can engender habituation to a stimulus.
... In Study 1, we demonstrate an IAT effect in favor of Coca-Cola when Coca-Cola is first paired... more ... In Study 1, we demonstrate an IAT effect in favor of Coca-Cola when Coca-Cola is first paired with the positive stimuli but no IAT effect when it is first paired with the negative stimuli. ... 375 left response key must be pressed for Pepsi and the right response key for Coca-Cola. ...
Data quality is one of the major concerns of using crowdsourcing websites such as Amazon Mechanic... more Data quality is one of the major concerns of using crowdsourcing websites such as Amazon Mechanical Turk (MTurk) to recruit participants for online behavioral studies. We compared two methods for ensuring data quality on MTurk: attention check questions (ACQs) and restricting participation to MTurk workers with high reputation (above 95% approval ratings). In Experiment 1, we found that high-reputation workers rarely failed ACQs and provided higher-quality data than did low-reputation workers; ACQs improved data quality only for low-reputation workers, and only in some cases. Experiment 2 corroborated these findings and also showed that more productive high-reputation workers produce the highest-quality data. We concluded that sampling high-reputation workers can ensure high-quality data without having to resort to using ACQs, which may lead to selection bias if participants who fail ACQs are excluded post-hoc.
SESSION OVERVIEW The capacity to exert self-control is an important feature of human nature. Give... more SESSION OVERVIEW The capacity to exert self-control is an important feature of human nature. Given the adaptive benefits of being able to control inner states and behavioral responses, self-control is of significant importance for achieving success in life (cf. ...
People appear to be unrealistically optimistic about their future prospects, as reflected by theo... more People appear to be unrealistically optimistic about their future prospects, as reflected by theory and research in the fields of psychology, organizational behavior, behavioral economics, and behavioral finance. Many real-world examples (e.g., consumer behavior during economic recessions), however, suggest that people are not always overly optimistic. I suggest that people can be both overly optimistic and pessimistic in their beliefs about future events, depending on whether they focus on success or on failure. More specifically, people judge the likelihood of desirable and undesirable events to be higher than similar neutral events because they misattribute the arousal those events evoke to their greater perceived likelihood. I demonstrated this stake-likelihood effect in 4 studies. In Study 1, arousal was shown to increase likelihood judgments. Study 2 demonstrated that such elevated likelihood judgments are due to misattribution of the arousal from having a stake in the outcome...
Defaults effects can be created by social contexts. The observed choices of others can become soc... more Defaults effects can be created by social contexts. The observed choices of others can become social defaults, increasing their choice share. Social default effects
are a novel form of social influence not due to normative or informational influence: participants were more likely to mimic observed choices when choosing in private than in public (experiment 1) and when stakes were low rather than high (experiment 2). Like other default effects, social default effects were greater for uncertain rather than certain choices (experiment 3) and were weaker when choices required
justification (experiment 4). Social default effects appear to occur automatically as they become stronger when cognitive resources are constrained by time pressure or load, and they can be sufficiently strong to induce preference reversals (experiments 5 and 6).
... Peter Stüttgen (pstuettg@andrew.cmu.edu) is a doctoral candidate in Marketing, and Joachim Vo... more ... Peter Stüttgen (pstuettg@andrew.cmu.edu) is a doctoral candidate in Marketing, and Joachim Vosgerau (vosgerau@cmu.edu) and Peter Boatwright (boatwright@cmu.edu) are Associate ... Greenwald, Nosek, & Banaji, 2003; Hofmann, Gawronski, Gschwender, & Schmitt, 2005). ...
The consumption of a food typically leads to a decrease in its subsequent intake through habituat... more The consumption of a food typically leads to a decrease in its subsequent intake through habituation—a decrease in one’s responsiveness to the food and motivation to obtain it.
We demonstrated that habituation to a food item can occur even when its consumption is merely imagined. Five experiments showed that people who repeatedly imagined eating a food (such as cheese) many times subsequently consumed less of the imagined food than did people
who repeatedly imagined eating that food fewer times, imagined eating a different food (such as candy), or did not imagine eating a food. They did so because they desired to eat it less, not because they considered it less palatable. These results suggest that mental representation alone can engender habituation to a stimulus.
... In Study 1, we demonstrate an IAT effect in favor of Coca-Cola when Coca-Cola is first paired... more ... In Study 1, we demonstrate an IAT effect in favor of Coca-Cola when Coca-Cola is first paired with the positive stimuli but no IAT effect when it is first paired with the negative stimuli. ... 375 left response key must be pressed for Pepsi and the right response key for Coca-Cola. ...
Data quality is one of the major concerns of using crowdsourcing websites such as Amazon Mechanic... more Data quality is one of the major concerns of using crowdsourcing websites such as Amazon Mechanical Turk (MTurk) to recruit participants for online behavioral studies. We compared two methods for ensuring data quality on MTurk: attention check questions (ACQs) and restricting participation to MTurk workers with high reputation (above 95% approval ratings). In Experiment 1, we found that high-reputation workers rarely failed ACQs and provided higher-quality data than did low-reputation workers; ACQs improved data quality only for low-reputation workers, and only in some cases. Experiment 2 corroborated these findings and also showed that more productive high-reputation workers produce the highest-quality data. We concluded that sampling high-reputation workers can ensure high-quality data without having to resort to using ACQs, which may lead to selection bias if participants who fail ACQs are excluded post-hoc.
SESSION OVERVIEW The capacity to exert self-control is an important feature of human nature. Give... more SESSION OVERVIEW The capacity to exert self-control is an important feature of human nature. Given the adaptive benefits of being able to control inner states and behavioral responses, self-control is of significant importance for achieving success in life (cf. ...
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Papers by Joachim Vosgerau
are a novel form of social influence not due to normative or informational influence: participants were more likely to mimic observed choices when choosing in private than in public (experiment 1) and when stakes were low rather than high (experiment 2). Like other default effects, social default effects were greater for uncertain rather than certain choices (experiment 3) and were weaker when choices required
justification (experiment 4). Social default effects appear to occur automatically as they become stronger when cognitive resources are constrained by time pressure or load, and they can be sufficiently strong to induce preference reversals (experiments 5 and 6).
We demonstrated that habituation to a food item can occur even when its consumption is merely imagined. Five experiments showed that people who repeatedly imagined eating a food (such as cheese) many times subsequently consumed less of the imagined food than did people
who repeatedly imagined eating that food fewer times, imagined eating a different food (such as candy), or did not imagine eating a food. They did so because they desired to eat it less, not because they considered it less palatable. These results suggest that mental representation alone can engender habituation to a stimulus.
are a novel form of social influence not due to normative or informational influence: participants were more likely to mimic observed choices when choosing in private than in public (experiment 1) and when stakes were low rather than high (experiment 2). Like other default effects, social default effects were greater for uncertain rather than certain choices (experiment 3) and were weaker when choices required
justification (experiment 4). Social default effects appear to occur automatically as they become stronger when cognitive resources are constrained by time pressure or load, and they can be sufficiently strong to induce preference reversals (experiments 5 and 6).
We demonstrated that habituation to a food item can occur even when its consumption is merely imagined. Five experiments showed that people who repeatedly imagined eating a food (such as cheese) many times subsequently consumed less of the imagined food than did people
who repeatedly imagined eating that food fewer times, imagined eating a different food (such as candy), or did not imagine eating a food. They did so because they desired to eat it less, not because they considered it less palatable. These results suggest that mental representation alone can engender habituation to a stimulus.