scholarly journals A Theory of Guilt Appeals: A Review Showing the Importance of Investigating Cognitive Processes as Mediators between Emotion and Behavior

2019 ◽  
Vol 9 (12) ◽  
pp. 117
Author(s):  
Aurélien Graton ◽  
Melody Mailliez
Keyword(s):  
Decision Making ◽  
Cognitive Processes ◽  
Social Behaviors ◽  
Prosocial Behaviors ◽  
Future Research ◽  
Attentional Biases ◽  
Review Of The Literature ◽  
Attentional Processes ◽  
Decision Making Processes ◽  
And Behavior

Guilt appeals in the field of persuasion are quite common. However, the effectiveness of these messages is sometimes ambivalent. It is widely acknowledged that guilt leads people to engage into prosocial behaviors, but the effects of guilt can also be counter-productive (e.g., reactance-like effects). We argue that the explanations for these contradictions remain unsatisfactory and suggest that taking into account the implications of underlying cognitive—especially attentional—mechanisms would provide a better understanding of these paradoxical outcomes. This article provides a brief review of the literature on the link between guilt and pro-social behaviors and its classical interpretations. We propose a reinterpretation of this link by taking into account specific attentional processes triggered by the emotion of guilt. Attentional biases are, in our opinion, better predictors of the effectiveness of a message than the amount of emotion induced by the same message. This consideration should guide future research in the field of guilt appeals and pro-social behaviors. Implications, in terms of a broader comprehension of the emotion–behavior association in decision making processes, are discussed.

scholarly journals Cognitive Biases in Negotiation - Literature Review

2020 ◽  
Vol 12 (2) ◽  
pp. 31-52
Author(s):  
Michał Chmielecki
Keyword(s):  
Decision Making ◽  
Cognitive Biases ◽  
Value Added ◽  
Theoretical Background ◽  
Negotiation Process ◽  
Future Research ◽  
Systematic Assessment ◽  
Decision Making Processes ◽  
New Research ◽  
And Behavior

AbstractObjective: The purpose of this paper is also to thoroughly review those studies in the management literature that focused on bias in negotiation and to ascertain a couple of new research trajectories that could be observed as the result. As a matter of fact, a human’s judgment making capacity and behavior could be greatly influenced by cognitive misperceptions thus affecting decisions in negotiations. Whilst Thompson (2006) analytically examined the effects of biased decision-making processes for negotiations, the intention of this paper is to fill the gap through a systematic assessment of the literature.Methodology: I have provided a theoretical background on decision makers’ cognition in this paper to provide context and introduce the research; after which we take a closer look at the literature and discuss its results. Based on this, I noted that limited research, with alternate results were done based on the interaction between biases bothering on mood, culture, personality as well as education and experience on the negotiators’ judgments. Finally, we suggest that future research trajectories might be on multilateral and integrative negotiations, the role of third parties and a better comprehension of the cognitive bias and how to rise above it in negotiations.Findings: Despite the fact that this topic is considered important, it is surprisingly under-researched. Author was able to identify the void and inadequacies of the literature identified in journal articles systemizing the intersection of negotiation studies, from cognitive biases studies, group decision making and from the decision making and judgment literature.Value Added: This paper showed that there are only a handful of papers that focus on why, how and when cognitive biases influence negotiation process.Recommendations: There is a great need for papers that focus on cognitive biases in the negotiation process.

scholarly journals How Narcissism Shapes Responses to Antisocial and Prosocial Behavior: Hypo-Responsiveness or Hyper-Responsiveness?

2021 ◽  
pp. 014616722110072
Author(s):  
Jiafang Chen ◽  
Barbara Nevicka ◽  
Astrid C. Homan ◽  
Gerben A. van Kleef
Keyword(s):  
Social Behavior ◽  
Prosocial Behavior ◽  
Social Functioning ◽  
Social Order ◽  
Social Behaviors ◽  
Moral Character ◽  
Prosocial Behaviors ◽  
Future Research ◽  
Clear Cut ◽  
Reward And Punishment

Narcissists have a relatively higher proclivity for displaying antisocial rather than prosocial behaviors, suggesting a comparatively higher tendency for unfavorably impacting societies. However, maintenance of social order also depends on appropriate responses to others’ social behavior. Once we focus on narcissists as observers rather than actors, their impact on social functioning becomes less clear-cut. Theoretical arguments suggest that narcissists could be either hypo-responsive or hyper-responsive to others’ social behavior. Across four studies, we examined narcissists’ responsiveness to variations in others’ antisocial and prosocial behaviors. Results showed that narcissists differentiated less between others’ antisociality/prosociality, as reflected in their subsequent moral character evaluations (Studies 1–4) and reward and punishment (Studies 3 and 4). These results suggest that narcissists are hypo-responsive to others’ social behaviors. Implications and directions for future research are discussed.

scholarly journals Evidence for a Cultural Mindset: Combining Process Data, Theory, and Simulation

2020 ◽  
Author(s):  
LaTasha R Holden ◽  
Michelle LaMar ◽  
Malcolm Bauer
Keyword(s):  
Decision Making ◽  
Student Performance ◽  
Cognitive Modeling ◽  
Cross Cultural ◽  
Simulation Game ◽  
Future Research ◽  
Sequential Decision ◽  
Process Data ◽  
Cultural Contexts ◽  
And Behavior

The goal of the present work is to build a foundation for understanding cognition and decision-making processes in innovative assessment contexts. Specifically, we will assess students’ Cross-Cultural Competence (3C: see Thomas et al., 2008) through a social simulation game. The present work will use Mindset (i.e., individuals beliefs about whether ability is fixed or changeable, see Dweck, 2006) to ground the project in theory because it has been shown to be a powerful motivator for decision-making and behavior in learning and achievement (Dweck & Leggett; 1988; Dweck, 1999), and in cross-cultural contexts (Dweck, 2012). The novel contribution of this paper is to apply Mindset theory to social situations requiring 3C, thus proposing the notion of cultural mindsets—defined here as the set of beliefs including affect, cognition, and behavior people bring to cross-cultural contexts. In cultural mindset, affect and cognition govern the ease with which people adapt, learn, and update cultural information. Additionally, we argue that cultural mindsets are important mechanisms involved in navigating cross-cultural situations effectively and should be considered more in future research. In order to understand how cultural mindset affects student performance, we will apply a computational cognitive modeling approach using Markov decision process (MDP) models. The MDP approach is appropriate for sequential decision-making in non-deterministic environments—as actions are chosen as part of a plan to achieve goals with the knowledge that some action effects will be probabilistic.

Unraveling What’s on Our Minds

2018 ◽  
Author(s):  
Claire M. Zedelius ◽  
Jonathan W. Schooler
Keyword(s):  
Decision Making ◽  
Working Memory ◽  
Task Performance ◽  
Cognitive Processes ◽  
Positive Mood ◽  
Mind Wandering ◽  
Different Types ◽  
And Behavior

Mind-wandering encompasses a variety of different types of thought, involving various different experiential qualities, emotions, and cognitive processes. Much is lost by simply lumping them together, as is typically done in the literature. The goal of this chapter is to explore the nuances that distinguish different types of mind-wandering. The chapter draws on research on mind-wandering as well as other literatures to gain a better understanding of how these different types of mind-wandering affect cognition and behavior. It specifically discusses the distinct effects of different types of mind-wandering on task performance, working memory, mood, and creativity. Finally, the chapter discusses the idea of deliberate engagement in particular types of mind-wandering as a way to achieve desirable outcomes, such as maintaining a positive mood, enhancing creativity, or aiding decision-making.

scholarly journals Spiritual Discernment, the Incorporated Organization, and Corporate Law: The Case of Quaker Business Method

Religions ◽  
2019 ◽  
Vol 10 (1) ◽  
pp. 35
Author(s):  
Nicholas Burton ◽  
Jonathan Bainbridge
Keyword(s):  
Decision Making ◽  
Corporate Law ◽  
Religious Organizations ◽  
Future Research ◽  
Management Innovation ◽  
Society Of Friends ◽  
Spiritual Discernment ◽  
Decision Making Processes ◽  
The Uk ◽  
Religious Society Of Friends

The purpose of this paper is to examine the extent to which practices from the spiritual traditions—in our case, spiritual discernment—may offer opportunities for management innovation in non-religious organizations in designing collaborative and participative decision-making processes. We examine the case of a spiritual discernment practice associated with the Religious Society of Friends (Quakers) in the UK—known as the Quaker Business Method (QBM)—to help illuminate the opportunities of spiritual discernment in private limited companies. Given that the majority of non-religious, trading organizations are structured as private limited companies, our paper addresses the extent to which QBM can be utilized by such entities. Thus, we bring religion and corporate law into conversation to address this under-explored terrain. We find that embedding many elements of Quaker spiritual discernment in private limited companies pose non-trivial challenges. However, many of these challenges can be overcome so long as those involved in managing and owning organizations actively engage with corporate law, and specifically consider the benefits of adopting bespoke articles of association or entering into a separate shareholder agreement to reflect the practice of spiritual discernment. We necessarily adopt a practice-orientated perspective, and conclude by proposing new pathways for future research.

scholarly journals P140: Emergency department decision-making for incapacitated and unrepresented patients: a comprehensive review of the literature

CJEM ◽  
2016 ◽  
Vol 18 (S1) ◽  
pp. S124-S125
Author(s):  
J.L. Willinsky ◽  
I. Hyun
Keyword(s):  
Decision Making ◽  
Emergency Department ◽  
Medical Decision Making ◽  
Hospital Setting ◽  
Ethics Committees ◽  
Medical Decision ◽  
Review Of The Literature ◽  
Comprehensive Review ◽  
Patient Cohort ◽  
Decision Making Processes

Introduction: Incapacitated patients who lack substitute decision-makers (SDM) are commonly encountered in the emergency department (ED). The number of these patients will rise dramatically as the Baby Boomers age. We can expect an influx of elderly patients who lack decisional capacity due to dementia and other illnesses, and who present without family. It is estimated that 3 to 4 percent of U.S. nursing home residents have no SDM or advance directives. Medical decision-making for this cohort poses an ethical challenge, particularly in the ED setting. Methods: A comprehensive review of the literature was conducted surrounding decision-making for incapacitated and unrepresented patients in the hospital setting. Articles were identified using MEDLINE (1946-October 2015) and Embase (1974-October 2015). The reference lists of relevant articles were hand searched. Articles describing decision-making processes that have been proposed, tested or applied in practice were chosen for full review. The aim of this review was to outline recognized medical decision-making processes for incapacitated and unrepresented patients, and to identify areas for future research. Results: The search yielded 20 articles addressing decision-making for incapacitated and unrepresented patients in the hospital setting. All of these articles focus on the intensive care unit and other hospital wards; no literature on the ED setting was found. Five types of formal consulting bodies exist to assist physicians in applying the best interest standard for this patient cohort: internal hospital ethics committees, external ethics committees, public guardians, court-appointed guardians, or judges. The majority of decisions for these patients, however, are made informally by a single physician or by a healthcare team, although it is well recognized that this approach lacks appropriate safeguards. There is no consensus surrounding the optimal approach to decision-making in these cases, and as such there is significant inconsistency in how medical decisions are made for these patients. Conclusion: There are several articles describing decision-making processes for incapacitated and unrepresented patients, none of which focus on the ED. These processes are not practical for use in the ED. Further inquiry is needed into the most ethical and respectful method of decision-making for this patient cohort in the ED.

scholarly journals Understanding Key Antecedents of Consumer Loyalty toward Sharing-Economy Platforms: The Case of Airbnb

2019 ◽  
Vol 11 (19) ◽  
pp. 5195 ◽  
Author(s):  
Kim
Keyword(s):  
Decision Making ◽  
Consumer Satisfaction ◽  
Structural Equation ◽  
Sustainable Consumption ◽  
Sharing Economy ◽  
Equation Modeling ◽  
Future Research ◽  
Consumer Loyalty ◽  
Collaborative Consumption ◽  
Decision Making Processes

Amidst collaborative consumption and developments in information and communication technology, the sharing economy has attracted worldwide attention, being considered sustainable consumption as it shares time, resources, and materials with others. However, because sharing-economy platforms offer nearly homogeneous assets to traditional business firms, enhancing consumer loyalty presents a huge challenge. This study provides a theoretical view for understanding the mechanisms behind user loyalty in the sharing economy. It identifies consumer satisfaction and trust in Airbnb as the key antecedents of consumer loyalty. Moreover, this study investigates the different effects of economic, hedonic, and symbolic benefits on consumers’ decision-making processes. A structural equation modeling method was used to check the research hypotheses based on a sample of 317 Airbnb consumers in South Korea. The analysis results reveal that in the case of Airbnb, consumer loyalty is jointly shaped by consumer satisfaction and trust, with entertainment and recognition significantly influencing both consumer satisfaction and trust. Moreover, money savings and exploration are not significantly related to consumers’ decision-making processes. Although social benefits significantly influence trust in Airbnb, these have no significant effect on consumer satisfaction. The findings provide theoretical and practical implications and future research direction.

Entrepreneurial decision-making: new conceptual perspectives

2019 ◽  
Vol 58 (7) ◽  
pp. 1283-1300 ◽  
Author(s):  
Kaylee De Winnaar ◽  
Frances Scholtz
Keyword(s):  
Decision Making ◽  
Business Environment ◽  
Theory And Practice ◽  
Future Research ◽  
Conceptual Approach ◽  
Content Type ◽  
Business Environments ◽  
Theoretical Perspectives ◽  
Decision Making Processes ◽  
Entrepreneurial Decision

Purpose The purpose of this paper is to call for inclusion of alternative but complementary conceptual perspectives in entrepreneurial decision-making theory and practice. Design/methodology/approach A conceptual approach, drawing on two sets of theoretical perspectives relating to decision making of entrepreneurs, is adopted. Findings The paper presents a conceptual framework of entrepreneurial decision making utilising the intersection between a metacognitive model of the entrepreneurial mindset and the recognition-primed decision-making theory. The paper argues that the convergence of these theoretical viewpoints provides a selection of decision-making processes for entrepreneurs in an uncertain business environment. Practical implications Decision-making models and tools are available to entrepreneurs; however, the relevance and applicability are restrained by the complexity and uncertainty of business environments in which entrepreneurs operate. New and more inclusive conceptual perspectives are required to improve the accuracy of decision making. Originality/value The study offers a framework that integrates two diverse theoretical dimensions of entrepreneurial decision making. The findings of this study provide direction for practice and for future research on entrepreneurial decision making. The paper intends to encourage researchers to support a new combined theoretical approach and to help practitioners better understand the reasons for entrepreneurial decision failure.

How does familiarity shape destination image and loyalty for visitors and residents?

2020 ◽  
pp. 135676672096974
Author(s):  
Gian Luca Casali ◽  
Yulin Liu ◽  
Angelo Presenza ◽  
Char-Lee Moyle
Keyword(s):  
Decision Making ◽  
Destination Image ◽  
Future Research ◽  
Tourism Destination ◽  
Holistic Model ◽  
Behavioural Intentions ◽  
Place Image ◽  
Decision Making Processes

Destination familiarity is thought to critically influence tourists’ decision-making processes. Yet the role of familiarity in shaping tourists’ and residents’ image of, and loyalty to, a destination remains uncertain. This research tests a complex and holistic model of familiarity, affective, cognitive and overall images, and the conative behavioural intentions of visiting and recommending the destination for both residents and visitors in the context of the emerging tourism destination of Molise, Italy. The results reveal that residents and visitors differ in terms of their familiarity and intention to visit a place, with familiarity being less likely to influence residents’ intentions. There is heterogeneity between residents and visitors’ affective image and intention to visit, as well as between their overall image and intention to recommend Molise. Hence, unlike visitors, residents are more likely to respond to factual cognitive imaging, rather than emotional messaging, suggesting that shifting residents’ perceptions of place image requires a different approach to that of visitors. Future research should seek to confirm the relationships in a multi-destination study.

Cognitive Model of Team Collaboration: Macro-Cognitive Focus

2005 ◽  
Vol 49 (3) ◽  
pp. 269-273 ◽  
Author(s):  
Norman Warner ◽  
Michael Letsky ◽  
Michael Cowen
Keyword(s):  
Decision Making ◽  
Cognitive Processes ◽  
Empirical Data ◽  
Cognitive Model ◽  
Distributed Teams ◽  
Descriptive Model ◽  
Team Collaboration ◽  
Face To Face ◽  
Human Decision ◽  
Decision Making Processes

The purpose of this paper is to describe a cognitive model of team collaboration emphasizing the human decision-making processes used during team collaboration. The descriptive model includes the domain characteristics, collaboration stages, meta- and macro cognitive processes and the mechanisms for achieving the stages and cognitive processes. Two experiments were designed to provide empirical data on the validity of the collaboration stages and cognitive processes of the model. Both face-to-face and asynchronous, distributed teams demonstrated behavior that supports the existence of the collaboration stages along with seven cognitive processes.

Sign in / Sign up

Export Citation Format

Share Document