Rachlin's view of self-control is rejected on the grounds that his arguments do not establish the possibility of abstract, external, stimulus patterns and that his experiments, although they show that pigeons and human beings do sometimes choose postponed rather than immediate gratification, do not challenge the commonly held view that internal factors are involved in the former choice.

The challenge of convincing people to change their eating habits towards more environmentally sustainable food consumption (ESFC) patterns is becoming increasingly pressing. Food preferences, choices and eating habits are notoriously hard to change as they are a central aspect of people’s lifestyles and their socio-cultural environment. Many people already hold positive attitudes towards sustainable food, but the notable gap between favorable attitudes and actual purchase and consumption of more sustainable food products remains to be bridged. The current work aims to (...) 1) present a comprehensive theoretical framework for future research on ESFC, and 2) highlight behavioral solutions for environmental challenges in the food domain from an interdisciplinary perspective. First, starting from the premise that food consumption is deliberately or unintentionally directed at attaining goals, a goal-directed framework for understanding and influencing ESFC is built. To engage in goal-directed behavior, people typically go through a series of sequential steps. The proposed theoretical framework makes explicit the sequential steps or hurdles that need to be taken for consumers to engage in ESFC. Consumers need to positively value the environment, discern a discrepancy between the desired versus the actual state of the environment, opt for action to reduce the experienced discrepancy, intend to engage in behavior that is expected to bring them closer to the desired end state, and act in accordance with their intention. Second, a critical review of the literature on mechanisms that underlie and explain ESFC (or the lack thereof) in high-income countries is presented and integrated into the goal-directed framework. This contribution thus combines a top-down conceptualization with a bottom-up literature review; it identifies and discusses factors that might hold people back from ESFC and interventions that might promote ESFC; and it reveals knowledge gaps as well as insights on how to encourage both short- and long-term ESFC by confronting extant literature with the theoretical framework. Altogether, the analysis yields a set of 33 future research questions in the interdisciplinary food domain that deserve to be addressed with the aim of fostering ESFC in the short and long term. (shrink)

In relation to moral judgment, it is the 'reasoning' and 'intuition' of human representative decision mechanism in cognitive science. The first type is intuitive and automatical way of thinking, and second is ratiocinative and reflecting one. Kohlberg asserted that the most powerful impetus comes from moral reasoning to lead moral judgment and behavior. Haidt explained that intuition plays an leading role and reasoning charges only role of post-justification, in the almost majority of moral situation, via social intuitionism model. Greene elucidates (...) that deontological judgement is deduced intuitively by emotional response automatic and immediately, and judgment due to result does so by reasoning, conscious and reflecting cognitive reaction, through dual process theory. Kahneman maintains that humans make incomplete and irrational judgment, because they have incomplete ability of information processing inherently. To make good judgment, there are so many data to be processed, and we need to make decisions rapidly. Therefore, we use, so-called 'shortcut of judgment' of heuristic, that is, intuition. They acknowledges biased intuition as subject to overcome and upholds the effect of intuition used widely in decision-making at the same time. On the other hand, Gigerenzer claims that it does not necessarily define intuition as source of irrational bias and needs to think it as useful environmental adaptation tool box. In current moral education, the reasoning education is being utilized as core factor to enhance the ability of moral judgment. However, according to the opinions of intuitionist along with Haidt, it suggests strongly that it is not so useful the method of moral education based on reasoning in making moral judgment. This might be clearly significant challenge to moral education. It is because that it supports Haidt's argument that plays an important role for intuition resulting from emotion in moral decision making by many empirical studies recently. In this study, it argues that it guards against the view of underestimating role of moral reasoning, and reasoning could be utilized significantly in decision-making. Reasoning used in situation requiring more complex deliberation differs from intuition system used in context to make rapid decision more effectively, in its roles. (shrink)

The target article extends molar behaviorism in two positive ways: beyond average aggregates and beyond restricted laws of Although a molar framework based on purely overt events shows promise for advancing behavior theory, Rachlin's specific form of teleological behaviorism is in need of clarification.

On the classical instrumental view, practical reason is an all-things-considered enterprise, concerned not merely with identifying and evaluating appropriate means to the realization of ends construed as uncriticizable, but also with coordinating achievement of their sum. The concept of a totality of ranked concerns is the cornerstone of the theory of utility. This paper discusses some of the ways that practical reasoning, on the ground, is not instrumental in this sense. The paper will demonstrate that some of what goes on (...) by way of practical reasoning on the ground involves a certain simple inference schema—to be called “imitative reasoning”—that involves mobilization of what has been alternately referred to as archetypes, scripts, stereotypes and schemas including most importantly self-schemas or self-concepts. Imitative reasoning, as the paper will argue, is especially hostile to deliberations that involve the sorts of tradeoffs that applications of utility theory routinely advise. It is therefore no expression or realization, however imperfect, of the notion of maximization. What is more, this framework routinely evokes as authoritative the norms of privilege, however removed from or irrelevant to the matter at hand, which might be as simple as where to go for dinner. For it is the basis of—among other things—class and race consciousness. Furthermore, it is highly subject to manipulation by the unscrupulous; such as, for example, by those who market consumer goods, especially to children. For this form of reasoning is employed so as to protect or enhance self-concepts: imitative reasoning is a form of motivated reasoning. Laying it out in schema form will shed light on the sort of reasoning processes that transpire in many cases of cognitive dissonance reduction. (shrink)

The willingness to trade off large but ill-defined future consequences for immediate work characterizes social problems such as environmental sustainability. This commentary argues that important applications of behavioral models of self-control are being overlooked in the experimental literature. Tying the experimental literature to longterm health, environmental, and other risks makes the experimental work more germane, and raises new research questions for experimental modeling.

Mercier & Sperber (M&S) claim that the phenomenon of belief bias provides fundamental support for their argumentative theory and its basis in intuitive judgement. We propose that chronometric evidence necessitates a more nuanced account of belief bias that is not readily captured by argumentative theory.

The first goal of this study was to validate the Rational-Experiential Inventory (REI) and the Cognitive Reflection Test (CRT) through checking their relation to the transitivity axiom. The second goal was to test the relation between decision strategies and cognitive style as well as the relation between decision strategies and the transitivity of preferences. The following characteristics of strategies were investigated: requirements for trade-offs, maximization vs. satisficing and option-wise vs. attribute-wise information processing. Respondents were given choices between two multi-attribute options. (...) The options were designed so that the choice indicated which strategy was applied. Both the REI-R and the CRT were found to be good predictors of the transitivity of preferences. Respondents who applied compensatory strategies and the maximization criterion scored highly on the REI-R and in the CRT, whereas those who applied the satisficing rule scored highly on the REI-R but not in the CRT. Attribute-wise information processing was related to low scores in both measurements. Option-wise information processing led to a high transitivity of preferences. (shrink)

It is estimated that more than half of all online transactions are abandoned before completion. This paper investigates the psychological factors that influence online shopping behavior, with a view to improving transactional success rates. Through a critical review of the literature, we identify a range of factors which predict abandonment of online shopping, highlighting affective and motivational dimensions in addition to processing style and characteristics of the consumer, device, and product. We conclude that online purchasing and payment systems that boost (...) consumers’ motivation to buy and prevent or attenuate negative affective states will demonstrate the greatest rates of transactional success. However, with rapid advancement in technology, continued research is needed to fully understand the potential impact on future online purchasing behavior. (shrink)

In two experiments, we investigated the relationship between confidence and accuracy in syllogistic reasoning. Participants judged the validity of conclusions and provided confidence ratings twice for each problem: once quickly and again after further deliberation. Correlations between confidence and accuracy were small or nonexistent. In addition, confidence and accuracy were mediated by different variables. Confidence judgments appeared to reflect external cues, so that confidence was greater when the participants were allowed additional time to think about the problem, as well as (...) when the conclusion was either believable or unbelievable, rather than neutral. In contrast, accuracy changed little as a function of the amount of time available and did not differ for believable and neutral problems. These data support a model in which initial decisions are made quickly, on the basis of heuristic cues, and analytic processes are used to justify or rationalize the earlier decision. (shrink)

The costliness of disrupting a pattern may not be a useful criterion for distinguishing between acts and patterns; there are instances in which omitted components of patterns are hard to detect (e.g., typographical errors), or in which distortions are easily introduced (e.g., slurred words in a trite phrase). Are there behavioral criteria for distinguishing between acts and patterns?

Rachlin overlooks that free will determines when and in what direction acts that appear impulsive will occur. Because behavioral patterns continuously evolve, animals are not guaranteed when they will, or how to, maximize larger-later reinforcements. An animal therefore uses self-control to emit free acts to vary behavioral patterns to optimize larger-later rewards.

According to the argumentative theory of reasoning, humans have evolved reasoning abilities for argumentative purposes. This implies that some reasoning skills should be universals. Such a claim seems to be at odd with findings from cross-cultural research. First, a wealth of research, following the work of Luria, has shown apparent difficulties for illiterate populations to solve simple but abstract syllogisms. It can be shown, however, that once they are willing to accept the pragmatics of the task, these participants can perform (...) at or near ceiling. Second, historical, sociological and anthropological research has been used to claim that some Eastern cultures have not developed argumentation. These claims are the result of oversimplifications and of a selective view of the data. A closer looks reveals instead very elaborate forms of argumentation, in Chinese culture particularly. Third, cross-cultural psychologists have carried out an extensive research program aimed at showing that Easterners do not rely on the principle of non-contradiction and that they use holistic rather than analytic thinking. A review of these experiments shows that no qualitative difference emerges in the way Easterners and Westerners deal with argumentation and that in the proper context both populations can easily have recourse to holistic or analytic thinking. It is possible to conclude from this critical review that the reasoning skills involved in argumentation seem to be universal even though they can be used in different ways in various cultural contexts. (shrink)

This article looks at the way people determine the antecedent of a pronoun in sentence pairs, such as: Albert invited Ron to dinner. He spent hours cleaning the house. The experiment reported here is motivated by the idea that such judgments depend on reasoning about identity . Because the identity of an individual over time depends on the causal-historical path connecting the stages of the individual, the correct antecedent will also depend on causal connections. The experiment varied how likely it (...) is that the event of the first sentence would cause the event of the second for each of the two individuals . Decisions about the antecedent followed causal likelihood. A mathematical model of causal identity accounted for most of the key aspects of the data from the individual sentence pairs. (shrink)

Homo sociologicus and homo oeconomicus are, for different reasons, unsatisfactory models for the social sciences. A third model, called “rational model in the broad sense”, seems better endowed to cope with the many different expressions of rationality of the social agent. Some contributions by Weber, Durkheim and Marx are early examples of the application of this model of social explanation based on good subjective reasons. According to this model and to the evidence of cognitive anthropology, it is possible to reconcile (...) primitive thinking with the inferential principles of Western people. Lastly, cognitive psychology can contribute to the discovery of generalizations of reason-based choices that can strengthen the explanatory power of “rational model in the broad sense”. (shrink)

The present intractability of and near intractability of make self-control a difficult topic.

Rachlin's view of self-control as a sequence or chain of behaviors is contrasted with traditional behavioral analyses of self-control which emphasize a simplistic interpretation of the hyperbolic function relating small-sooner (SS) and larger-later (LL) reinforcers to specific behaviors. The validity of Rachlin's teleological analysis is examined in relation to the acquisition and steady-state performance of self-control behaviors. Central to an analysis of self-control is the functional difference between behavior under the control of SS and LL reinforcers, because SS-reinforced behavior is (...) more complex due to temporal parameters. (shrink)

The magnitude of public concerns about agricultural innovations has often been underestimated, as past examples, such as pesticides, nanotechnology, and cloning, demonstrate. Indeed, studies have proven that the agricultural sector presents an area of tension and often attracts skepticism concerning new technologies. Digital technologies have become increasingly popular in agriculture. Yet there are almost no investigations on the public acceptance of digitalization in agriculture so far. Our online survey provides initial insights to reduce this knowledge gap. The sample represents the (...) German population in terms of gender, age, education and size of place of residence. Results showed that if the potential of digital farming technologies regarding animal welfare and environmental protection was described, respondents reacted positively. Thus, the general attitudes of respondents toward the benefits of DFT were mostly positive. The approval to increasing adoption rates of particular DFT by providing subsidies was also high. Linear regression models showed that the dominant positive influences on respondents’ attitudes toward the benefits of DFT were a generally positive attitude toward farming and a strong trust in farmers in Germany. Confronting respondents with pictures showing DFT resulted in many spontaneous negative associations and general criticism of agricultural production. The latter holds true for DFT in animal husbandry in particular. However, as agriculture as a whole is criticized by many groups in Germany, it is unlikely that benefits from digitalization will significantly increase the public acceptance of agriculture as a whole. (shrink)

The social epistemology of science would benefit from paying more attention to the nature of argumentative exchanges. Argumentation is not only a cognitive activity but a collaborative social activity whose functioning needs to be understood from a psychological and communicative perspective. Thus far, social and organizational psychology has been used to discuss how social diversity affects group deliberation by changing the mindset of the participants. Argumentative exchanges have comparable effects, but they depend on cognitive diversity and emerge through critical interaction. (...) An example of a cognitive psychological theory is discussed that explains how mutual reasoning affects how we think, make decisions, and solve problems, as well as how cognitive biases may facilitate an efficient division of cognitive labor. These observations are compared with the existing results in the social epistemology of science. Moreover, I explicate the conceptual differences between the distributed and social processing of information. While argumentative exchanges belong to the latter domain, most existing simulations model distributed processing, which may compromise their real-world relevance and proper conceptual interpretation. However, I aim not to criticize the existing simulation methods but to promote an approach from the cognitive psychology of reasoning that complements the current use of organizational psychology and computer simulations by investigating a different set of mechanisms relating to similar phenomena of interest in the social epistemology of science. (shrink)

Self-control is in the eye of the beholder. However, we speak of if a person has come to think conscious thoughts that change the motivational value of stimuli in the outside world. It is claimed that conscious thinking, and not habits bordering on compulsion, is behind self-control.

In this paper I examine Don Ross’s application of unificationism as a methodological criterion of theory appraisal in economics and cognitive science. Against Ross’s critique that explanations of the preference reversal phenomenon by the ‘heuristics and biases’ programme is ad hoc or ‘Ptolemaic’, I argue that the compatibility hypothesis, one of the explanations offerd by this programme, is theoretically and empirically well-motivated. A careful examination of this hypothesis suggests several strengths of a procedural approach to modelling cognitive processes underlying individual (...) decision making, compared to a multiple-agent approach which Ross promotes. I argue that the debate between economists and psychologists are both theoretical and empirical, but cannot be resolved by appealing to the ideal of unification. (shrink)

Five experiments investigated how people use categories to make inductions about objects whose categorisation is uncertain. Normatively, they should consider all the categories the object might be in and use a weighted combination of information from all the categories: bet-hedging. The experiments presented people with simple, artificial categories and asked them to make an induction about a new object that was most likely in one category but possibly in another. The results showed that the majority of people focused on the (...) most likely category in making inductions, although there was a group of consistently normative responders who used information from both categories (about 25% of our college population). Across experiments the overall pattern of results suggests that performance in the task is improved not by understanding the underlying principles of bet-hedging but by increasing the likelihood that multiple categories are in working memory at the time of the induction. We discuss implications for improving everyday inductions. (shrink)

You cannot overcome addiction or impulsiveness through abstract patterns alone. They show you the way to go, but do not fuel the effort. Some further variable is needed in the equation, some internal force or motivational mechanism, whatever its nature. Overlooking this leads to a neo-Socratic exaggeration of the role of cognition in selfcontrol.

Consumers are increasingly facing product evaluation and choice situations that include information about product sustainability, i.e., information about a product’s relative environmental and social impact. In many cases, consumers have to make decisions that involve a trade-off between product sustainability and other valued product attributes. Similarly, product and marketing managers need to make decisions that reflect how consumers will respond to different trade-off scenarios. In the current research, we study consumer responses across two different possible trade-off scenarios: one in which (...) consumers face a trade-off between product sustainability and hedonic value, and another in which they must trade-off between product sustainability and utilitarian value. Our results suggest that, overall, consumers are more likely to trade-off hedonic value for sustainability than to trade-off utilitarian value for sustainability. In Studies 1A and 1B, we presented participants with a product choice task and also measured their anticipatory emotions as they contemplated their options. The results suggest that given a trade-off, consumers are more likely to choose a sustainable product when they have to trade-off hedonic value than when they have to trade-off utilitarian value. Further, these studies provide some insight into the emotions underlying this effect. In Study 2, we use a different consumer response measure, relative purchase likelihood, and investigate the effect of trade-off type across categories that vary in the degree to which hedonic and utilitarian attributes are perceived to be important. Our results suggest that the effect of trade-off type still holds, yet is moderated by product type such that consumers’ greater willingness to trade-off hedonic value for sustainability is attenuated as the relative importance of hedonic attributes increases. In addition to building on our theoretical understanding of decision making given trade-offs with moral attributes, this research is also intended to support managers as they define and choose among various strategic, product development, and marketing promotion options. (shrink)

Because reasoning allows us to justify our beliefs and evaluate these justifications it is central to folk epistemology. Following Sperber, and contrary to classical views, it will be argued that reasoning evolved not to complement individual cognition but as an argumentative device. This hypothesis is more consistent with the prevalence of the confirmation and disconfirmation biases. It will be suggested that these biases render the individual use of reasoning hazardous, but that when reasoning is used in its natural, argumentative, context (...) they can represent a smart way to divide labor without loosing epistemic value. (shrink)

This article explores impact investing within the renewable energy sector. Drawing on ethical decision making and sensemaking, this article contributes to an enhanced understanding of the complex ethical sensemaking process of impact investors when facing plausible situations in a world of contested truths. Addressing the ethical tensions faced by impact investors with mixed motives, this study investigates the way decision makers use context-specific reasons to make sense of and shape the renewable energy investment process. This represents an initial attempt to (...) understand ethical sensemaking in impact investing made within the renewable energy sector using a multi-stakeholder approach. Our findings show that prosocial, personal, reputational, and economic motives are the main drivers of REI, with prosocial and personal motives being value-based, and reputational and economic motives being evidence-based. We find three different modes of ethical sensemaking, allowing for the construction of the four motives noted above. These motives are based on the context-specific reasons of impact investing decision makers in the RE sector. This article contributes to the academic discourse on ethical sensemaking with some key processes involved in ethical decision making, and a better understanding of the underlying motivations of impact investing in the RE sector. (shrink)

Previous studies reported that consumers choose a higher number of options in subtractive framing, which delete the unnecessary options from the full model with all options chosen than in additive framing, which adds options to a simple base model. The purposes of this study are to examine the effect of age on option framing and the differences of product type on the option framing effect using two product scenarios. Participants were 40 younger and 40 older adults. We measured the number (...) of options chosen, total price, choice difficulty, and choice satisfaction. In addition, cognitive functions were assessed. Results revealed that older and younger adults chose more options in the -OF condition for both the scenarios. For the medical examination, older adults chose more options than did the younger adults in both -OF and +OF conditions. Developmental shift in goals and motivation related to life-span may explain the differences between the age differences. (shrink)

The disjunction effect (Tversky and Shafir in Psychol Sci 3:305–309, 1992) occurs when decision makers prefer option x (versus y) when knowing that event A occurs and also when knowing that event A does not occur, but they refuse x (or prefer y) when not knowing whether or not A occurs. This form of incoherence violates Savage’s (Cognition 57:31–95, 1954) sure-thing principle, one of the basic axioms of the rational theory of decision-making. The phenomenon was attributed to a lack of (...) clear reasons for accepting an option (x) when the subjects are under uncertainty. Through a pragmatic analysis of the task and a consequent reformulation of it, we show that the effect does not depend on the presence of uncertainty, but on the introduction into the text-problem of a non-relevant goal. (shrink)

This study investigated the interaction between sampling behavior and preference formation underlying subjective decision making for like and dislike decisions. Two-alternative forced-choice tasks were used with closely-matched musical excerpts and the participants were free to listen and re-listen, i.e. to sample and resample each excerpt, until they reached a decision. We predicted that for decisions involving resampling, a sampling bias would be observed before the moment of conscious decision for the like decision only. The results indeed showed a gradually increasing (...) sampling bias favouring the choice before the moment of overt response for like decisions. Such a bias was absent for dislike decisions. Furthermore, the participants reported stronger relative preferences for like decisions as compared to dislike decisions. This study demonstrated distinct differences in preference formation between like and dislike decisions, both in the implicit orienting/sampling processes prior to the conscious decision and in the subjective evaluation afterwards. (shrink)

Prospect theory is an alternative theory of choice under conditions of risk, and deviates from expected utility theory by positing that people evaluate choices with respect to gains and losses from a reference point. They tend to overweight losses with respect to comparable gains and engage in risk-averse behavior with respect to gains and risk-acceptant behavior with respect to losses. They also respond to probabilities in a non-linear manner. I begin with an overview of prospect theory and some of the (...) evidence upon which it is based, and then consider some of the implications of the theory for American politics, international relations, and the law. I end with a brief discussion of some of the conceptual and methodological problems confronting the application of prospect theory to the study of politics. (shrink)

Teleological behaviorism, unlike Skinnerian behaviorism, recognizes that are needed to account adequately for human behavior, but it rejects the essential role in behavioral explanations of the subjective perspective of the agent. I argue that teleological behaviorism fails because of this rejection.

Regarding Rachlin's behavioral act/pattern theory of self-control, it is argued that some cases of self-control involve pattern/ pattern conflicts rather than merely act/pattern conflicts and that some patterns must be viewed as internal representational states of mind (plans) rather than merely as patterns of actual overt behavior.

Our research focuses on the perception of difference in the evaluations of positive and negative options. The literature provides evidence for two opposite effects: on the one hand, negative objects are said to be more differentiated, on the other, people are shown to see greater differences between positive options. In our study, we investigated the perception of difference between fictitious political candidates, hypothesizing greater differences among the evaluations of favorable candidates. Additionally, we analyzed how positive and negative information affect candidate (...) evaluation, predicting further asymmetries. In three experiments, participants evaluated various candidate profiles presented in a numeric and narrative manner. The evaluation tasks were designed as individual or joint assessments. In all three studies, we found more differentiation between positive than negative options. Our research suggests that after exceeding a certain, relatively small level of negativity, people do not see any further increase in negativity. The increase in positivity, on the other hand, is more gradual, with greater differentiation among positive options. Our findings are discussed in light of cognitive-experiential self-theory and density hypothesis. (shrink)

Transcendence, defined as the capacity to perceive the immediate stimulus environment in relation to long-range or abstract concerns, is a key aspect of self-control, and indeed self-regulation often breaks down because attention becomes focused exclusively on the immediate stimuli (i.e., transcendence fails). Factors that restrict attention to the here and now will weaken self-control, whereas factors that promote transcendence will enhance it. Guilt may be one example of the latter.

Portraying psychological process as extended over time in multiply overlapping scales is a conceptual advance that can be understood as analogous to our understanding of spatial relationships. There may be a residual contradiction, however, when Rachlin invokes in ways that seem to imply earlier conceptions. The roles of superimposed or conditionally related stimuli also remain to be addressed.

Previous theory and research on bounded rationality has emphasized how limited cognitive resources constrain people from making utility maximizing choices. This paper expands the concept of bounded rationality to consider how people’s rationality may be constrained by their internalization of a qualitatively distinct standard for sound judgment, which is commonly labeled reasonableness. In contrast to rationality, the standard of reasonableness provides guidance for making choices in situations that involve balancing incommensurable values and interests or reconciling conflicting points-of-view. We review recent (...) evidence showing that laypeople readily recognize the distinctions between rationality and reasonableness and thus are able to utilize these as distinct standards to inform their everyday decision-making. The fact that people appear to have internalized rationality and reasonableness as distinct standards of sound judgment supports the notion that people’s pursuit of rationality may be bounded by their determination to also be reasonable. (shrink)

We examine how opinion on a controversial real-world issue shifts as a function of reading relevant arguments and engaging in a specific mental simulation about a future, fictional state of affairs involving the target issue. Individuals thought either counterfactually about a future event (“if only X had not happened …”) or semifactually about it (“even if X had not happened …”). In Experiment 1, as expected, individuals became more in favour of a course of action (the electronic tagging of children) (...) after reading relevant supporting arguments. They also became more in favour after they thought counterfactually how a negative future event could have been avoided if only electronic tagging had not been banned some years earlier. The effects of argument relevance and type of mental simulation were additive. Using a similar procedure but a different target issue (whether the UK should join the Economic Monetary Union), Experiment 2 confirmed that the type of mental simulation exerts a substantial effect on the impact of relevant arguments. Much weaker effects arose when the mental simulation was not relevant to the target issue. We set and discuss our results in terms of dual-processing theory. (shrink)

“Das Adam Smith Problem” is the name given by eighteenth-century German scholars to the question of how to reconcile the role of self-interest in the Wealth of Nations with Smith’s advocacy of sympathy in Theory of Moral Sentiments. As the discipline of economics developed, it focused on the interaction of selfish agents, pursuing their private interests. However, behavioral economists have rediscovered the existence and importance of multiple motivations, and a new Das Adam Smith Problem has arisen, of how to accommodate (...) self-regarding and pro-social motivations in a single system. This question is particularly important because of evidence of motivation crowding, where paying people can backfire, with payments achieving the opposite effects of those intended. Psychologists have proposed a mechanism for the crowding out of “intrinsic motivations” for doing a task, when payment is used to incentivize effort. However, they argue that pro-social motivations are different from these intrinsic motivations, implying that crowding out of pro-social motivations requires a different mechanism. In this essay I present an answer to the new Das Adam Smith problem, proposing a mechanism that can underpin the crowding out of both pro-social and intrinsic motivations, whereby motivations are prompted by frames and motivation crowding is underpinned by the crowding out of frames. I explore some of the implications of this mechanism for research and policy. (shrink)

There may be evolutionary as well as economic reasons why organisms generally act impulsively. I discuss this possibility and suggest some follow-up experiments that may clarify the exciting empirical and theoretical contributions made by the experiments discussed in the target article.