Why do otherwise well-intentioned managers make decisions that have negative social or environmental consequences? To answer this question, the authors combine the literature on construal level theory with the compromise effect to explore the circumstances that lead to seemingly unethical decision-making. The results of two studies suggest that the degree to which managers make high-risk tradeoffs is highly influenced by how they mentally represent the decision context. The authors find that managers are more likely to make seemingly unethical tradeoffs when (...) psychological distance is high (rather than low) and when they are forced to choose between competing alternatives. However, when given the option not to choose, managers better reflect on the consequences of each alternative, and thus become more likely to choose options with less risk of negative consequences. The results suggest that simply offering managers the option not to choose may reduce psychological distance and help organizations avoid seemingly unethical decision-making. (shrink)

Zillmann's mood-management theory has acquired a prominent place in media psychology and makes reliable predictions about people's hedonistically motivated mood regulation via entertainment offerings. However, the full potential for explaining affect regulation through media usage has not been exhausted so far. Therefore, we aim at an integrative view of the field based on empirical findings from communication studies as well as on the background of contemporary theories of mood and emotion. The purpose of this analysis is to argue towards an (...) integrative theoretical perspective which considers both unconscious and conscious/reflected processes of affect regulation through media, supplements the hedonistic motive with other non-hedonistic, instrumental motives of affect regulation, looks at selection behavior as well as at other behavioral and cognitive strategies of affect regulation, and encompasses individual attributes. (shrink)

Dual process theorists in psychology maintain that the mind’s workings can be explained in terms of conscious or controlled processes and automatic processes. Automatic processes are largely nonconscious, that is, triggered by environmental stimuli without the agent’s conscious awareness or deliberation. Automaticity researchers contend that even higher level habitual social behaviors can be nonconsciously primed. This article brings work on automaticity to bear on our understanding of habitual virtuous actions. After examining a recent intuitive account of habitual actions and habitual (...) virtuous actions, the author offers her own explanation in terms of goal-dependent automaticity. This form of automaticity provides an account of habitual virtuous actions that explains the sense in which these actions are rational, that is, done for reasons. Habitual virtuous actions are rational in the sense of being purposive or goal-directed and are essentially linked with the agent’s psychological states. Unlike deliberative virtuous actions, the agent’s reasons for habitual virtuous actions are not present to her conscious awareness at the time of acting. (shrink)

The subjective feeling of free choice is an important feature of human experience. Experimental tasks have typically studied free choice by contrasting free and instructed selection of response alternatives. These tasks have been criticised, and it remains unclear how they relate to the subjective feeling of freely choosing. We replicated previous findings of the fMRI correlates of free choice, defined objectively. We introduced a novel task in which participants could experience and report a graded sense of free choice. BOLD responses (...) for conditions subjectively experienced as free identified a postcentral area distinct from the areas typically considered to be involved in free action. Thus, the brain correlates of subjective feeling of free action were not directly related to any established brain correlates of objectively-defined free action. Our results call into question traditional assumptions about the relation between subjective experience of choosing and activity in the brain’s so-called voluntary motor areas. (shrink)

Despite a strong sensitization to the corruption problem and a large body of interdisciplinary research, scientists have only rarely investigated which motivational, volitional, emotional, and cognitive components make decision makers in companies act corruptly. Thus, we examined how their interrelation leads to corruption by proposing an action model. We tested the model using a business simulation game with students as participants. Results of the PLS structural equation modeling showed that both an attitude and subjective norm favoring corruption led to a (...) desire to act corruptly. Given high perceived behavioral control, this desire was transformed into an intention that finally resulted in corrupt action. Components related to general private and professional goals did not allow for any prediction. Based on these results, we discuss preventative measures and methods for combating intra- and inter-organizational corruption. (shrink)

This article describes three experiments that would advance our understanding of the import of data already generated by scientific work on free will and related issues. All three can be conducted with existing technology. The first concerns how reliable a predictor of behavior a certain segment of type I and type II RPs is. The second focuses on the timing of conscious experiences in Libet-style studies. The third concerns the effectiveness of conscious implementation intentions. The discussion of first two experiments (...) highlights some important problems with certain inferences made on the basis of existing data in scientific work on free will. The discussion of the third calls attention to powerful evidence that conscious intentions sometimes are among the causes of corresponding actions. This evidence has been largely ignored in the literature on free will. (shrink)

With the advent of computers in the experimental labs, dynamic systems have become a new tool for research on problem solving and decision making. A short review of this research is given and the main features of these systems (connectivity and dynamics) are illustrated. To allow systematic approaches to the influential variables in this area, two formal frameworks (linear structural equations and finite state automata) are presented. Besides the formal background, the article sets out how the task demands of system (...) identification and system control can be realised in these environments, and how psychometrically acceptable dependent variables can be derived. (shrink)

Retrieval Induced Forgetting refers to the finding that the retrieval of some items from memory impairs the retrieval of related items. The RIF effect is indicated by a comparison of RP- with unrelated but also tobe- remembered items. Since RIF appears during intentional memorizing of words, therefore we checked whether it depends on attentional control involved in goal maintenance, and also if implicit evaluations of to-be-remembered contents moderate this process. In three experiments, each including AC as the independent variable, we (...) found AC to be related to the RIF effect. Only high but not low AC subjects showed the presence of RIF. The results of the affective priming procedure showed that implicit evaluations of NRP items moderate the relationship of high AC and the RIF effect. The explanation why temporarily devaluated NRP could enhance the RIF effect and suggestion concerning future research summarize the article. (shrink)

I present an overview of emotion theories, organised around the question of emotion causation. I argue that theories of emotion causation should ideally address the problems of elicitation, intensity, and differentiation. Each of these problems can be divided into a subquestion that asks about the relation between stimuli and emotions (i.e., the functional level of process description, cf. Marr, 1982) and a subquestion that asks about the mechanism and representations that intervene (i.e., the algorithmic level of process description). The overview (...) reveals that theories of emotion causation sometimes differ with regard to the kind of process that they hold responsible for emotion causation. More precisely, they hold different assumptions regarding the conditions under which the process is supposed to operate (optimal versus suboptimal), the format of the representations involved (propositional versus perceptual), and the object or input of the central process (stimulus versus responses/experience). Further, the overview reveals that theories of emotion causation sometimes differ with regard to the level of process description that they focus on. Finally, the overview brings to light several similarities among the theories discussed. (shrink)

I address the questions of whether cognitive methods are suited to the study of emotion, and whether they are suited to the study of the unique aspect of emotion. Based on a definition of cognitive processes as those that mediate between variable input–output relations by means of representations, and the observation that the relation between stimuli and emotions is often variable, I argue that cognition is often involved in emotion and that cognitive methods are suited to study them. I further (...) propose that the unique feature of emotion has to do with the content of the representations involved in the transition from stimulus input to emotion. Emotions are elicited when stimuli contain information about the satisfaction status of goals (i.e., when they are goal relevant). Given that cognitive methods are fit to study any representation-mediated process regardless of their content, they can a fortiori be used to study a process that operates on representations with goal-relevant content. I compare this process to processes that have no or a different relation to goals, including the process that deals with purely valenced information. (shrink)

We propose the Selfish Goal model, which holds that a person's behavior is driven by psychological processes called goals that guide his or her behavior, at times in contradictory directions. Goals can operate both consciously and unconsciously, and when activated they can trigger downstream effects on a person's information processing and behavioral possibilities that promote only the attainment of goal end-states (and not necessarily the overall interests of the individual). Hence, goals influence a person as if the goals themselves were (...) selfish and interested only in their own completion. We argue that there is an evolutionary basis to believe that conscious goals evolved from unconscious and selfish forms of pursuit. This theoretical framework predicts the existence of unconscious goal processes capable of guiding behavior in the absence of conscious awareness and control (theautomaticity principle), the ability of the most motivating or active goal to constrain a person's information processing and behavior toward successful completion of that goal (thereconfiguration principle), structural similarities between conscious and unconscious goal pursuit (thesimilarity principle), and goal influences that produce apparent inconsistencies or counterintuitive behaviors in a person's behavior extended over time (theinconsistency principle). Thus, we argue that a person's behaviors are indirectly selected at the goal level but expressed (and comprehended) at the individual level. (shrink)

ABSTRACT The list of proposed addictions has recently grown to include television, videogames, shopping, day trading, kleptomania, and use of the Internet. These activities share with a more established entry, gambling, the property that they require no delivery of a biological stimulus that might be thought to unlock a hardwired brain process. I propose a framework for analyzing that class of incentives that do not depend on the prediction of physically privileged environmental events: people have a great capacity to coin (...) endogenous reward; we learn to cultivate it, and, where it is entrapping, to minimize it, by managing internally generated appetites for it. The basic method of cultivating endogenous reward is to learn cues that predict when best to harvest the reward that has been made possible by the growth of these appetites. This hedonic management occurs in the same motivational marketplace as the instrumental planning that seeks environmental goods in the conventional manner, and presumably obeys the same laws of temporal difference learning; but these laws are no longer limiting. Furthermore, instrumental contingencies often provide the most productive structure for hedonic management as well, for reasons that I discuss; but the needs of hedonic management create incentives both to pursue instrumental goals in a suboptimal manner and to avoid noticing how the hedonic incentive affects this pursuit. The result is the apparent irrationality that is often observed in process addictions. (shrink)

Mental simulations and implementation intentions are two self-regulation techniques that further successful goal attainment. The present research examined whether the two mindsets associated with the two techniques differed regarding processing of information. The first two studies indicated that mental simulation induces a mindset associated with more open-minded processing of information, while implementation intentions induce a mindset associated with more closed-minded processing of information. The final two studies investigated activation levels of mental representations of mental simulation and implementation intention via a (...) lexical decision task. Forming implementation intentions was found to result in heightened activation of both situational cues and behavioral responses compared to mental simulation. The implications of these findings are discussed on the basis of the model of action phases. (shrink)