Lay people's beliefs about creativity: evidence for an insight bias.

Research finds that creative ideas are generated by two cognitive pathways: insight and persistence. However, emerging research suggests people's lay beliefs may not adequately reflect both routes. We propose that people exhibit an insight bias, such that they undervalue persistence and overvalue insight in the creative process.

Mass-scale emotionality reveals human behaviour and marketplace success.

Online reviews promise to provide people with immediate access to the wisdom of the crowds. Yet, half of all reviews on Amazon and Yelp provide the most positive rating possible, despite human behaviour being substantially more varied in nature. We term the challenge of discerning success within this sea of positive ratings the 'positivity problem'. Positivity, however, is only one facet of individuals' opinions. We propose that one solution to the positivity problem lies with the emotionality of people's opinions. Using computational linguistics, we predict the box office revenue of nearly 2,400 movies, sales of 1.6 million books, new brand followers across two years of Super Bowl commercials, and real-world reservations at over 1,000 restaurants. Whereas star ratings are an unreliable predictor of success, emotionality from the very same reviews offers a consistent diagnostic signal. More emotional language was associated with more subsequent success.

Instrumental use erodes sacred values.

A fundamental feature of sacred values like environmental-protection, patriotism, and diversity is individuals' resistance to trading off these values in exchange for material benefit. Yet, for-profit organizations increasingly associate themselves with sacred values to increase profits and enhance their reputations. In the current research, we investigate a potentially perverse consequence of this tendency: that observing values used instrumentally (i.e., in the service of self-interest) subsequently decreases the sacredness of those values. Seven studies (N = 2,785) demonstrate support for this value corruption hypothesis. Following exposure to the instrumental use of a sacred value, observers held that value as less sacred (Studies 1-6), were less willing to donate to value-relevant causes (Studies 3 and 4), and demonstrated reduced tradeoff resistance (Study 7). We reconcile the current effect with previously documented value protection effects by suggesting that instrumental use decreases value sacredness by shifting descriptive norms regarding value use (Study 3), and by failing to elicit the same level of outrage as taboo tradeoffs, thus inhibiting value protective responses (Studies 4 and 5). These results have important implications: People and organizations that use values instrumentally may ultimately undermine the very values from which they intend to benefit. (PsycInfo Database Record (c) 2022 APA, all rights reserved).

The creative cliff illusion.

Across eight studies, we tested whether people understand the time course of their own creativity. Prior literature finds that creativity tends to improve across an ideation session. Here we compared people's beliefs against their actual creative performance. Consistent with prior research, we found that people's creativity, on aggregate, remained constant or improved across an ideation session. However, people's beliefs did not match this reality. We consistently found that people expected their creativity to decline over time. We refer to this misprediction as the creative cliff illusion. Study 1 found initial evidence of this effect across an ideation task. We found further evidence in a sample with high domain-relevant knowledge (study 2), when creativity judgments were elicited retrospectively (study 3), and across a multiday study (study 5). We theorized the effect occurs because people mistakenly associate creativity (the novelty and usefulness of an idea) with idea production (the ability to generate an idea). Study 4 found evidence consistent with this mechanism. The creative cliff illusion was attenuated among those with high levels of everyday creative experience (study 6) and after a knowledge intervention that increased awareness of the effect (study 7). Demonstrating the impact of creativity beliefs on downstream performance, study 8 found that declining creativity beliefs negatively influenced task persistence and creative performance, suggesting that people underinvest in ideation. This research contributes to work on prediction in the creative domain and demonstrates the importance of understanding creativity beliefs for predicting creative performance.

Persuasion, Emotion, and Language: The Intent to Persuade Transforms Language via Emotionality.

Persuasion is a foundational topic within psychology, in which researchers have long investigated effective versus ineffective means to change other people's minds. Yet little is known about how individuals' communications are shaped by the intent to persuade others. This research examined the possibility that people possess a learned association between emotion and persuasion that spontaneously shifts their language toward more emotional appeals, even when such appeals may be suboptimal. We used a novel quantitative linguistic approach in conjunction with controlled laboratory experiments and real-world data. This work revealed that the intent to persuade other people spontaneously increases the emotionality of individuals' appeals via the words they use. Furthermore, in a preregistered experiment, the association between emotion and persuasion appeared sufficiently strong that people persisted in the use of more emotional appeals even when such appeals might backfire. Finally, direct evidence was provided for an association in memory between persuasion and emotionality.

The Evaluative Lexicon 2.0: The measurement of emotionality, extremity, and valence in language.

The rapid expansion of the Internet and the availability of vast repositories of natural text provide researchers with the immense opportunity to study human reactions, opinions, and behavior on a massive scale. To help researchers take advantage of this new frontier, the present work introduces and validates the Evaluative Lexicon 2.0 (EL 2.0)-a quantitative linguistic tool that specializes in the measurement of the emotionality of individuals' evaluations in text. Specifically, the EL 2.0 utilizes natural language to measure the emotionality, extremity, and valence of evaluative reactions and attitudes. The present article describes how we used a combination of 9 million real-world online reviews and over 1,500 participant judges to construct the EL 2.0 and an additional 5.7 million reviews to validate it. To assess its unique value, the EL 2.0 is compared with two other prominent text analysis tools-LIWC and Warriner et al.'s (Behavior Research Methods, 45, 1191-1207, 2013) wordlist. The EL 2.0 is comparatively distinct in its ability to measure emotionality and explains a significantly greater proportion of the variance in individuals' evaluations. The EL 2.0 can be used with any data that involve speech or writing and provides researchers with the opportunity to capture evaluative reactions both in the laboratory and "in the wild." The EL 2.0 wordlist and normative emotionality, extremity, and valence ratings are freely available from www.evaluativelexicon.com .

Paying for performance: Performance incentives increase desire for the reward object.

The current research examines how exposure to performance incentives affects one's desire for the reward object. We hypothesized that the flexible nature of performance incentives creates an attentional fixation on the reward object (e.g., money), which leads people to become more desirous of the rewards. Results from 5 laboratory experiments and 1 large-scale field study provide support for this prediction. When performance was incentivized with monetary rewards, participants reported being more desirous of money (Study 1), put in more effort to earn additional money in an ensuing task (Study 2), and were less willing to donate money to charity (Study 4). We replicated the result with nonmonetary rewards (Study 5). We also found that performance incentives increased attention to the reward object during the task, which in part explains the observed effects (Study 6). A large-scale field study replicated these findings in a real-world setting (Study 7). One laboratory experiment failed to replicate (Study 3). (PsycINFO Database Record

People underestimate the value of persistence for creative performance.

Across 7 studies, we investigated the prediction that people underestimate the value of persistence for creative performance. Across a range of creative tasks, people consistently underestimated how productive they would be while persisting (Studies 1-3). Study 3 found that the subjectively experienced difficulty, or disfluency, of creative thought accounted for persistence undervaluation. Alternative explanations based on idea quality (Studies 1-2B) and goal setting (Study 4) were considered and ruled out and domain knowledge was explored as a boundary condition (Study 5). In Study 6, the disfluency of creative thought reduced people's willingness to invest in an opportunity to persist, resulting in lower financial performance. This research demonstrates that persistence is a critical determinant of creative performance and that people may undervalue and underutilize persistence in everyday creative problem solving.

Having "been there" doesn't mean I care: when prior experience reduces compassion for emotional distress.

The current research found that participants who had previously endured an emotionally distressing event (e.g., bullying) more harshly evaluated another person's failure to endure a similar distressing event compared with participants with no experience enduring the event or those currently enduring the event. These effects emerged for naturally occurring (Studies 1, 3, and 4) and experimentally induced (Study 2) distressing events. This effect was driven by the tendency for those who previously endured the distressing event to view the event as less difficult to overcome (Study 3). Moreover, we demonstrate that the effect is specific to evaluations of perceived failure: Compared with those with no experience, people who previously endured a distressing event made less favorable evaluations of an individual failing to endure the event, but made more favorable evaluations of an individual managing to endure the event (Study 4). Finally, we found that people failed to anticipate this effect of enduring distress, instead believing that individuals who have previously endured emotionally distressing events would most favorably evaluate others' failures to endure (Study 5). Taken together, these findings present a paradox such that, in the face of struggle or defeat, the people we seek for advice or comfort may be the least likely to provide it.

Vividness of the future self predicts delinquency.

The tendency to live in the here and now, and the failure to think through the delayed consequences of behavior, is one of the strongest individual-level correlates of delinquency. We tested the hypothesis that this correlation results from a limited ability to imagine one's self in the future, which leads to opting for immediate gratification. Strengthening the vividness of the future self should therefore reduce involvement in delinquency. We tested and found support for this hypothesis in two studies. In Study 1, compared with participants in a control condition, those who wrote a letter to their future self were less inclined to make delinquent choices. In Study 2, participants who interacted with a realistic digital version of their future, age-progressed self in a virtual environment were less likely than control participants to cheat on a subsequent task.

The push and pull of temptation: the bidirectional influence of temptation on self-control.

This article examines how people respond to the emergence of temptation in their environment. Three studies demonstrated that how people respond to temptation depends critically on their visceral state--whether or not they are actively experiencing visceral drives such as hunger, drug craving, or sexual arousal. We found that when people were in a "cold," nonvisceral state, the presence of temptation prompted cognition to support self-control. However, when people were in a "hot," visceral state, temptation prompted the same cognitive processes to support impulsive behavior. Study 1 examined how heterosexual men's level of sexual arousal influences their attention to attractive women. Study 2 examined whether satiated and craving smokers would engage in motivated reasoning in order to dampen (or enhance) the appeal of smoking when confronted with the temptation to smoke. Study 3 tested the boundaries of the interaction between visceral state and temptation.

What constitutes torture?: psychological impediments to an objective evaluation of enhanced interrogation tactics.

Torture is prohibited by statutes worldwide, yet the legal definition of torture is almost invariably based on an inherently subjective judgment involving pain severity. In four experiments, we demonstrate that judgments of whether specific interrogation tactics constitute torture are subject to an empathy gap: People who are experiencing even a mild version of the specific pain produced by an interrogation tactic are more likely to classify that tactic as torture or as unethical than are those who are not experiencing pain. This discrepancy could result from an overestimation of the pain of torture by people in pain, an underestimation of the pain of torture by those not in pain, or both. The fourth experiment shows that the discrepancy results from an underestimation of pain by people who are not experiencing it. Given that legal standards guiding torture are typically established by people who are not in pain, this research suggests that practices that do constitute torture are likely to not be classified as such.

Empathy gaps for social pain: why people underestimate the pain of social suffering.

In 5 studies, the authors examined the hypothesis that people have systematically distorted beliefs about the pain of social suffering. By integrating research on empathy gaps for physical pain (Loewenstein, 1996) with social pain theory (MacDonald & Leary, 2005), the authors generated the hypothesis that people generally underestimate the severity of social pain (ostracism, shame, etc.)--a biased judgment that is only corrected when people actively experience social pain for themselves. Using a social exclusion manipulation, Studies 1-4 found that nonexcluded participants consistently underestimated the severity of social pain compared with excluded participants, who had a heightened appreciation for social pain. This empathy gap for social pain occurred when participants evaluated both the pain of others (interpersonal empathy gap) as well as the pain participants themselves experienced in the past (intrapersonal empathy gap). The authors argue that beliefs about social pain are important because they govern how people react to socially distressing events. In Study 5, middle school teachers were asked to evaluate policies regarding emotional bullying at school. This revealed that actively experiencing social pain heightened the estimated pain of emotional bullying, which in turn led teachers to recommend both more comprehensive treatment for bullied students and greater punishment for students who bully.

The restraint bias: how the illusion of self-restraint promotes impulsive behavior.

Four studies examined how impulse-control beliefs--beliefs regarding one's ability to regulate visceral impulses, such as hunger, drug craving, and sexual arousal-influence the self-control process. The findings provide evidence for a restraint bias: a tendency for people to overestimate their capacity for impulse control. This biased perception of restraint had important consequences for people's self-control strategies. Inflated impulse-control beliefs led people to overexpose themselves to temptation, thereby promoting impulsive behavior. In Study 4, for example, the impulse-control beliefs of recovering smokers predicted their exposure to situations in which they would be tempted to smoke. Recovering smokers with more inflated impulse-control beliefs exposed themselves to more temptation, which led to higher rates of relapse 4 months later. The restraint bias offers unique insight into how erroneous beliefs about self-restraint promote impulsive behavior.

The instability of health cognitions: visceral states influence self-efficacy and related health beliefs.

OBJECTIVE: To determine how visceral impulses, such as hunger and drug craving, influence health beliefs. DESIGN: The authors assessed smokers' self-efficacy and intentions to quit while in a randomly assigned state of cigarette craving or noncraving (Study 1), and assessed dieters weight-loss beliefs while hungry or satiated (Study 2). MAIN OUTCOME MEASURES: Self-efficacy, smoking cessation, weight-loss goals. RESULTS: The authors found, in both the context of smoking and weight-loss, that participants in a cold (e.g., satiated) state had different health beliefs than participants in a hot state (e.g., hungry). Specifically, in Study 1, the authors found that smokers who experienced cigarette craving had lower self-efficacy than did satiated smokers. Consequently, smokers who craved a cigarette had less intention to quit smoking in the future compared with satiated smokers. In Study 2, the authors found that hungry dieters had less self-efficacy than did satiated dieters. This difference led hungry dieters to form less ambitious future weight-loss goals and view prior weight-loss attempts with more satisfaction. CONCLUSION: These findings contribute to our understanding of the nature of health beliefs and reveal that health beliefs are more dynamic than previously assumed.

Evaluating Eve: visceral states influence the evaluation of impulsive behavior.

Impulsive behavior is a common source of stigma. The authors argue that people often stigmatize impulsive behavior because they fail to appreciate the influence visceral impulses have on behavior. Because people tend to underestimate the motivational force of cravings for sex, drugs, food, and so forth, they are prone to stigmatize those who act on these impulses. In line with this reasoning, in 4 studies, the authors found that participants who were in a cold state (e.g., not hungry) made less favorable evaluations of a related impulsive behavior (impulsive eating) than did participants who were in a hot state (e.g., hungry). This empathy gap effect was tested with 3 different visceral states--fatigue, hunger, and sexual arousal--and was found both when participants evaluated others' impulsive behavior (Studies 1 & 2) and when participants evaluated their own impulsive behavior (Study 3). Study 3 also demonstrated that the empathy gap effect is due to different perceptions of the strength of the visceral state itself. Finally, Study 4 revealed that this effect is state specific: Hungry people, for example, evaluated only hunger-driven impulses, and not other forms of impulse, more favorably.

Visceral drives in retrospect: explanations about the inaccessible past.

The present research demonstrates that the extent to which people appreciate the influence past visceral states have had on behavior (e.g., the influence hunger has had on food choice) depends largely on their current visceral state. Specifically, we found that when people were in a hot state (e.g., fatigued), they attributed behavior primarily to visceral influences, whereas when people were in a cold state (e.g., nonfatigued), they underestimated the influence of visceral drives and instead attributed behavior primarily to other, nonvisceral factors. This hot-cold empathy gap was observed when people made attributions about the past behavior of another person or themselves, and proved difficult to overcome, as participants could not correct for the biasing influence of their current visceral state when instructed to do so. These different attribution patterns also had consequences for people's satisfaction with their performance. Those who attributed their poor performance to visceral factors were more satisfied than those who made dispositional attributions.

On making the right choice: the deliberation-without-attention effect.

Contrary to conventional wisdom, it is not always advantageous to engage in thorough conscious deliberation before choosing. On the basis of recent insights into the characteristics of conscious and unconscious thought, we tested the hypothesis that simple choices (such as between different towels or different sets of oven mitts) indeed produce better results after conscious thought, but that choices in complex matters (such as between different houses or different cars) should be left to unconscious thought. Named the "deliberation-without-attention" hypothesis, it was confirmed in four studies on consumer choice, both in the laboratory as well as among actual shoppers, that purchases of complex products were viewed more favorably when decisions had been made in the absence of attentive deliberation.

A Theory of Unconscious Thought.

We present a theory about human thought named the unconscious-thought theory (UTT). The theory is applicable to decision making, impression formation, attitude formation and change, problem solving, and creativity. It distinguishes between two modes of thought: unconscious and conscious. Unconscious thought and conscious thought have different characteristics, and these different characteristics make each mode preferable under different circumstances. For instance, contrary to popular belief, decisions about simple issues can be better tackled by conscious thought, whereas decisions about complex matters can be better approached with unconscious thought. The relations between the theory and decision strategies, and between the theory and intuition, are discussed. We end by discussing caveats and future directions.