Incomplete grounding: the theory of symbolic separation is contradicted by pervasive stability in attitudes and behavior.

The proposed theory is broad enough to accommodate the reduction or elimination of prior influences by a variety of acts symbolizing separation (including cleansing). However, it does not account for stability in psychological variables, and is contradicted by widely documented stability in people's actual attitudes and behavior over time, in multiple domains, despite people's pervasive everyday acts of symbolic separation.

The Smile-Seeking Hypothesis: How Immediate Affective Reactions Motivate and Reward Gift Giving.

People making decisions for others often do not choose what their recipients most want. Prior research has generally explained such preference mismatches as decision makers mispredicting recipients' satisfaction. We proposed that a "smile-seeking" motive is a distinct cause for these mismatches in the context of gift giving. After examining common gift options for which gift givers expect a difference between the recipients' affective reaction (e.g., a smile when receiving the gift) and overall satisfaction, we found that givers often chose to forgo satisfaction-maximizing gifts and instead favor reaction-maximizing gifts. This reaction-maximizing preference was mitigated when givers anticipated not giving the gift in person. Results from six studies suggest that anticipated affective reactions powerfully shape gift givers' choices and giving experiences, independently of (and even in spite of) anticipated recipient satisfaction. These findings reveal a dominant yet overlooked role that the display of affective reactions plays in motivating and rewarding gift-giving behaviors and shed new light on interpersonal decision making.

Beliefs About the Causal Structure of the Self-Concept Determine Which Changes Disrupt Personal Identity.

Personal identity is an important determinant of behavior, yet how people mentally represent their self-concepts and their concepts of other people is not well understood. In the current studies, we examined the age-old question of what makes people who they are. We propose a novel approach to identity that suggests that the answer lies in people's beliefs about how the features of identity (e.g., memories, moral qualities, personality traits) are causally related to each other. We examined the impact of the causal centrality of a feature, a key determinant of the extent to which a feature defines a concept, on judgments of identity continuity. We found support for this approach in three experiments using both measured and manipulated causal centrality. For judgments both of one's self and of others, we found that some features are perceived to be more causally central than others and that changes in such causally central features are believed to be more disruptive to identity.

Making sense of nonsense: the visual salience of units determines sensitivity to magnitude.

When are people sensitive to the magnitude of numerical information presented in unfamiliar units, such as a price in a foreign currency or a measurement of an unfamiliar product attribute? We propose that people exhibit deliberational blindness, a failure to consider the meaning of even unfamiliar units. When an unfamiliar unit is not salient, people fail to take their lack of knowledge into account, and their judgments reflect sensitivity to the magnitude of the number. However, subtly manipulating the visual salience of the unit (e.g., enlarging its font size relative to the font size of the number) prompts recognition of the unit's unfamiliarity and reduces magnitude sensitivity. In five experiments, we demonstrated this unit-salience effect, provided evidence for deliberational blindness, and ruled out alternative explanations, such as nonperception and fluency. These findings have implications for decision making involving numerical information expressed in both unfamiliar units and familiar but poorly calibrated units.

What you are getting and what you will be getting: Testing whether verb tense affects intertemporal choices.

Prior research has shown that the way information is communicated can impact decisions, consistent with some forms of the Sapir-Whorf hypothesis that language shapes thought. In particular, language structure-specifically the form of verb tense in that language-can predict savings behaviors among speakers of different languages. We test the causal effect of language structure encountered during financial decision-making, by manipulating the verb tense (within a single language) used to communicate intertemporal tradeoffs. We find that verb tense can significantly shift choices between options, owing to tense-based inferences about timing. However, the spontaneous use of verb tense when making choices occurs only in the complete absence of other timing cues and is eliminated if even ambiguous or nondiagnostic time cues are present, although prompted timing inferences persist. We test between multiple competing accounts for how verb tense differentially impacts timing inferences and choices. We find evidence for a cue-based account, such that the presence of other cues blocks the spontaneous use of verb tense in making intertemporal decisions, consistent with the "Good Enough" proposal in psycholinguistics. (PsycInfo Database Record (c) 2022 APA, all rights reserved).

The role of causal beliefs in political identity and voting.

An emerging literature in psychology and political science has identified political identity as an important driver of political decisions. However, less is known about how a person's political identity is incorporated into their broader self-concept and why it influences some people more than others. We examined the role of political identity in representations of the self-concept as one determinant of people's political behaviors. We tested the predictions of a recent theoretical account of self-concept representation that, inspired by work on conceptual representation, emphasizes the role of causal beliefs. This account predicts that people who believe that their political identity is causally central (linked to many other features of the self-concept) will be more likely to engage in behaviors consistent with their political identity than those who believe that the same aspect is causally peripheral (linked to fewer other features). Consistent with these predictions, in a study run when political identity was particularly salient-during the 2016 U.S. Presidential election-we found that U.S. voters who believed their political party identity was more causally central (vs. those who believe it was causally peripheral) were more likely to vote for their political party's candidate. Further, in two studies, we found that U.K. residents who believed that their English or British national identity was more causally central were more likely to support the U.K. leaving the European Union (Brexit) than those who believed the same identities were more causally peripheral.

The dynamic effect of incentives on postreward task engagement.

Although incentives can be a powerful motivator of behavior when they are available, an influential body of research has suggested that rewards can persistently reduce engagement after they end. This research has resulted in widespread skepticism among practitioners and academics alike about using incentives to motivate behavior change. However, recent field studies looking at the longer term effects of temporary incentives have not found such detrimental behavior. We design an experimental framework to study dynamic behavior under temporary rewards, and find that although there is a robust decrease in engagement immediately after the incentive ends, engagement returns to a postreward baseline that is equal to or exceeds the initial baseline. As a result, the net effect of temporary incentives on behavior is strongly positive. The decrease in postreward engagement is not on account of a reduction in intrinsic motivation, but is instead driven by a desire to take a "break," consistent with maintaining a balance between goals with primarily immediate and primarily delayed benefits. Further supporting this interpretation, the initial decrease in postreward engagement is reduced by contextual factors (such as less task difficulty and higher magnitude incentives) that reduce the imbalance between effort and leisure. These findings are contrary to the predictions of major established accounts and have important implications for designing effective incentive policies to motivate behavior change. (PsycINFO Database Record