Subjects: Psychology >> Applied Psychology submitted time 2024-05-20
Abstract： “Understanding and improving decision-making” is considered to be a major priority for researchers in behavioral decision-making. Investigating framing effects can simultaneously achieve the goals of understanding and improving decision-making. Currently, framing effects are mainly studied and applied in multi-attribute and risky decision-making fields, with relatively less attention directed toward the exploration of intertemporal and spatial decision-making despite their common occurrences in real-life scenarios. Given the interchangeable nature of time and space, this project seeks to investigate the potential existence of a new time-space framing effect (i.e., preference changes resulting from using a time or space framing to describe the same decision problem) that can effectively contribute to understanding and improving real-life spatiotemporal decision-making. To address the proposed question, this project intends to examine the phenomenon of the time–space framing effect (Study 1), unravel its psychological mechanisms (Studies 2 and 3), and ascertain its practical implications for nudging behavior (Study 4) by employing multiple methods, such as cognitive-behavioral approach, eye-tracking technique, and field experiment. The findings of this project are anticipated to provide a new research perspective and paradigm for understanding intertemporal and spatial decision-making while furnishing psychological insights to nudge individuals and organizations toward making more judicious decisions.
Subjects: Psychology >> Developmental Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： Richard Thaler was awarded the 2017 Bank of Sweden Prize in Economic Sciences in Memory of Alfred Nobel for his contributions to behavioral economics. Based on bounded rationality, procrastination, loss aversion, and self-control, Thaler proposed the “Save More Tomorrow” plan that nudge employees to save more for their retirement by increasing the amount saved with every salary raised. Starting at the beginning, Thaler suggested that automatic enrollment can be used as the default option for employees to increase 401(k) participation. At the later stage, automatic escalation, which automatically allocates a fraction of the employees’ future pay increase to 401(k) contribution, is proposed to nudge the increase of contribution rates. The SMarT program, which was labeled as libertarian paternalism, can result in not only increased participation and contribution rates, but also the broad diversification of portfolios. The SMarT program profoundly affected policy in England, New Zealand, and other countries in which governments have established policies to make automatic enrollment the default option for employees to participate in retirement savings plan. Researchers have also been inspired to investigate the mechanism of retirement savings behavior. We first analyze the present status given that the three primary sources of retirement income are disproportionate in China. Then, we discuss and suggest nudge methods to incorporate behavioral economic insights, such as default option, framing effect, mental account and manipulating the “two-route loss” to “one-route loss” to promote retirement savings. Improvements to the participation and contribution rates can also be nudged by designing a plan and formulating a policy on retirement savings in China.
Subjects: Psychology >> Social Psychology submitted time 2023-03-27 Cooperative journals: 《心理学报》
Abstract： The global challenge of organ shortage has grown severe in China because of its large population base. To explore the possible means of solving the serious gap caused by demand imbalance, this study attempts to draw lessons from psychological effects, such as default option effect and choice architecture to improve the overall rates of organ donation and number of organs donated. Specifically, we investigated the influence of the organ donation system and registry form design on organ donor registry participation by conducting three online surveys among college students in China. In Study 1, we compared the organ donation rate of people with a Chinese cultural background under the “opt-in” and “opt-out” systems. The results were consistent with those of foreign studies that the organ donation rate under the “opt-out” system was significantly higher than that under the “opt-in” system. To examine the optimal design of registry forms under these systems, Study 2 compared the organ donation rates under the organ donation registry forms of different countries/regions between these systems. In the “opt-in” system, we selected Japan, Texas (USA), and New York (USA), whereas we selected Cyprus and Wales in the “opt-out” system. The organ donation rates of countries/regions under the “opt-out” system did not show any significant differences although they were higher than those of countries/regions under the “opt-in” system. However, Japan (which uses the “rejection response mode” in its registry form) shows a higher organ donation rate than the other countries/regions under the “opt-in” system and even features the same level compared with the countries/regions under the “opt-out” system. To investigate the possible effect of the response mode on the organ donation registry form, we designed a “selection response mode” version of the registry form as the manipulated contrast of the “rejection response mode” and found that both the rate of willingness to donate and the number of donated organs were higher in the rejection response mode than those in the selection response mode. Study 3 mainly focuses on the number of donated organs. We manipulated the response mode and other possible factors in organ donation, namely, the influence on the appearance of donors and the presentation order of organs. Consistent with those of Study 2, the results of Study 3 indicated that using the rejection response mode in registry forms considerably boosted the number of donated organs. Moreover, presenting the organs with the lowest influence on the appearance of donors in an ascending order can reach the highest number of donated organs in rejection response modes. In sum, these results demonstrate that the “opt-out” system and response mode can effectively promote the organ donation behavior in China. Therefore, policymakers may consider the following suggestions to improve the organ donation rates in China: changing its current “opt-in” organ donation system to the “opt-out” system; or, under the current “opt-in” organ donation system, adopting the rejection response mode in registry forms and presenting the organs with the lowest influence on the appearance of donors first.
Subjects: Psychology >> Social Psychology submitted time 2023-03-27 Cooperative journals: 《心理学报》
Abstract： The fundamental issue regarding the difference between humans and animals has puzzled researchers in a broad range of academic fields and specializations. The ability to trade, which symbolizes the progress of human civilization, may be regarded as an important distinction between humans and animals. To sustain a trading activity, people need to deal with the possible issues of long-distance delivery (spatial choice), delayed delivery (intertemporal choice), and unfulfilled delivery (risky choice) in the exchange of goods. These choices of different domains were well represented by the tangible (outcome) and intangible (probability/time/space) dimensions. Normally, the family of compensatory rules assumes that choice should be reached by comparing options which have been converted into the same units of quantity (Overall Payoff A vs. Overall Payoff B) in a way of “translating intangible elements into tangible ones” algorithm. Whereas, the family of non-compensatory rules assumes that choice should be reached by directly comparing values measured using different units of quantity (∆OutcomeA,B vs. ∆ProbabilityA,B/∆DelayA,B/∆SpaceA,B) in a way of “pitting intangible elements against tangible ones” rule. To test whether human beings have the potential to deal with the intangible dimensions of the data, the present paper attempts to obtain evidence to support the “pitting intangible elements against tangible ones” rules from a variety of decision tasks, which were formed by combing both tangible and intangible dimensions. Study 1 aims to examine whether outcome difference between options and the probability/time/space difference between options were directly compared in three choice domains by using the eye-tracking technique. Our findings show that, from the group-level, decision makers perform a consistent dimension-based search pattern in the three domains, indicating that the decision processes are more dependent on a way of intra-dimensional comparison. From the individual-level, the vast majority of participants were classified as decision makers who using dimension-based strategy. Moreover, the two index we constructed, difference in gaze duration and difference in saccades frequency, could significantly predict the behavioral choice shift. Those results provide supporting evidence for dimensioned-based strategy in three choice domains. However, Study 1 is still unable to answer the further question of whether the final decisions are reached through a process of comparing the eye movement information of ∆OutcomeA,B with ∆ProbabilityA,B/∆DelayA,B/ ∆SpaceA,B. Study 2 therefore borrows a Visual Analog Scale to further examine whether the ∆OutcomeA,B and ∆ProbabilityA,B/∆DelayA,B/∆SpaceA,B were treated in an equate-to-differentiate way in reaching the final decisions in three domains. Our findings indicate that the decisions can be made by the way of “intra-dimensional difference evaluation” prescribed by equate-to-differentiate theory. The current paper provides supportive evidence for the comparison rule of “pitting intangible elements against tangible ones” and break a new ground different from the “translating intangible elements into tangible ones” algorithm. Future studies may consider the development of a general model to explain the choices of three different domains.
Subjects: Psychology >> Applied Psychology submitted time 2023-01-02
Abstract：
The fundamental issue regarding the difference between humans and animals has puzzled researchers in a broad range of academic fields and specializations. The ability to trade, which symbolizes the progress of human civilization, may be regarded as an important distinction between humans and animals. To sustain a trading activity, people need to deal with the possible issues of long-distance delivery (spatial choice), delayed delivery (intertemporal choice), and unfulfilled delivery (risky choice) in the exchange of goods.
These choices of different domains were well represented by the tangible (outcome) and intangible (probability/time/space) dimensions. Normally, the family of compensatory rules assumes that choice should be reached by comparing options which have been converted into the same units of quantity (Overall Payoff A vs. Overall Payoff B) in a way of “translating intangible elements into tangible ones” algorithm. Whereas, the family of non-compensatory rules assumes that choice should be reached by directly comparing values measured using different units of quantity (?Outcome A, B vs. ?Probability A, B /?Delay A, B /?Space A, B) in a way of “pitting intangible elements against tangible ones” rule. To test whether human beings have the potential to deal with the intangible dimensions of the data, the present paper attempts to obtain evidence to support the “pitting intangible elements against tangible ones” rules from a variety of decision tasks, which were formed by combing both tangible and intangible dimensions.
Study 1 aims to examine whether outcome difference between options and the probability/time/space difference between options were directly compared in three choice domains by using the eye-tracking technique. Our findings show that, from the group-level, decision makers perform a consistent dimension-based search pattern in the three domains, indicating that the decision processes are more dependent on a way of intra-dimensional comparison. From the individual-level, the vast majority of participants were classified as decision makers who using dimension-based strategy. Moreover, the two index we constructed, difference in gaze duration and difference in saccades frequency, could significantly predict the behavioral choice shift. Those results provide supporting evidence for dimensioned-based strategy in three choice domains.
However, Study 1 is still unable to answer the further question of whether the final decisions are reached through a process of comparing the eye movement information of ?Outcome A,B with ?Probability A,B /?Delay A,B /?Space A,B . Study 2 therefore borrows a Visual Analog Scale to further examine whether the ?Outcome A,B and ?Probability A,B /?Delay A,B /?Space A,B were treated in an equate-to-differentiate way in reaching the final decisions in three domains. Our findings indicate that the decisions can be made by the way of “intra-dimensional difference evaluation” prescribed by equate-to-differentiate theory.
The current paper provides supportive evidence for the comparison rule of “pitting intangible elements against tangible ones” and break a new ground different from the “translating intangible elements into tangible ones” algorithm. Future studies may consider the development of a general model to explain the choices of three different domains.
Peer Review Status:
Awaiting Review
Subjects: Psychology >> Applied Psychology submitted time 2021-03-02
Abstract： "
Peer Review Status:Awaiting Review
Subjects: Psychology >> Applied Psychology submitted time 2021-01-05
Abstract： Decisions can be remarkably influenced by how the option is framed and elicited. However, as a special variant of the elicited method, the potential value and application of selection and rejection has been underestimated by researchers. The discrepancies between selection and rejection can be represented in five aspects, such as cognitive effort, attention, decision criteria, et al. Over the past 30 years, we have gradually developed enrichment paradigm, phased narrowing technique and direct inquiry methods as a research tool, and explored some relatively mature theoretical hypothesis such as compatibility compatibility principle, commitment hypothesis and accentuation hypothesis, to illustrate the inherent mechanism of the difference between the selection and rejection response modes. Meanwhile, the selection and rejection response model has played a real driving role in consumer behavior, health care and other areas. Future studies may consider the application value and promotion practice of selecting and rejecting reaction modes as a tool of nudging. Our work attempts to shed light on the knowledge of selection and rejection as well as showing new applications for future research. "
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