Who are maximizers? Future oriented and highly numerate individuals.

Two studies investigated cognitive mechanisms that may be associated with people's tendency to maximize. Maximizers are individuals who are spending a great amount of effort in order to find the very best option in a decision situation, rather than stopping the decision process when they encounter a satisfying option. These studies show that maximizers are more future oriented than other people, which may motivate them to invest the extra energy into optimal choices. Maximizers also have higher numerical skills, possibly facilitating the cognitive processes involved with decision trade-offs.

Choose as much as you wish: Freedom cues in the marketplace help consumers feel more satisfied with what they choose and improve customer experience.

Consumer satisfaction and customer experience are key predictors of an organization's future market growth, long-term customer loyalty, and profitability but are hard to maintain in marketplaces with abundance of choice. Building on self-determination theory, we experimentally test a novel intervention that leverages consumer need for autonomy. The intervention is a message called a "freedom cue" (FC) which makes it salient that consumers can "choose as much as they wish." A 4-week field experiment in a sporting gear store establishes that FCs lead to greater consumer satisfaction compared to when the store displays no FC. A large (N = 669) preregistered process-tracing experiment run with a consumer panel and a global e-commerce company shows that FCs at point-of-sale improve consumer satisfaction and customer experience compared to an equivalent message that does not make freedom to choose any amount salient. Perceived freedom mediates the effect. FCs do not change the time spent or clicks on the website overall but do change the focus of the choice process. FCs lead to greater focus on what is chosen than on what is not chosen. We discuss practical implications for organizations and future research in consumer choice. (PsycInfo Database Record (c) 2024 APA, all rights reserved).

On the advantages and disadvantages of choice: future research directions in choice overload and its moderators.

Researchers investigating the psychological effects of choice have provided extensive empirical evidence that having choice comes with many advantages, including better performance, more motivation, and greater life satisfaction and disadvantages, such as avoidance of decisions and regret. When the decision task difficulty exceeds the natural cognitive resources of human mind, the possibility to choose becomes more a source of unhappiness and dissatisfaction than an opportunity for a greater well-being, a phenomenon referred to as choice overload. More recently, internal and external moderators that impact when choice overload occurs have been identified. This paper reviews seminal research on the advantages and disadvantages of choice and provides a systematic qualitative review of the research examining moderators of choice overload, laying out multiple critical paths forward for needed research in this area. We organize this literature review using two categories of moderators: the choice environment or context of the decision as well as the decision-maker characteristics.

Maximizers' Susceptibility to the Effect of Frequency vs. Percentage Format in Risk Representation.

The present study explored the susceptibility of maximizers to the effect of the specific information format-frequency vs. percentage-in a risk assessment task. One-hundred and fourteen participants were randomized into two experimental conditions: a frequency format and a percentage format. In both conditions, participants had to rate the level of risk that a mental patient would harm someone after his discharge from a mental health facility, based on the information reported in the psychologist's assessment for that patient. In the frequency condition, the information was presented in terms of frequencies, whereas in the percentage condition the same information was presented in terms of percentage. Our experiment showed that resolute maximizers are less affected by the specific format of the task than fearful maximizers. Thus, we conclude that resolute maximizers are more normative decision-makers. Theoretical and practical implications are discussed.

The Role of Guilt and Empathy on Prosocial Behavior.

Research on the effects of guilt on interpersonal relationships has shown that guilt frequently motivates prosocial behavior in dyadic social situations. When multiple persons are involved, however, this emotion can be disadvantageous for other people in the social environment. Two experiments were carried out to examine the effect of guilt and empathy on prosocial behavior in a context in which more than two people are involved. Experiment 1 investigates whether, in three-person situations, guilt motivates prosocial behavior with beneficial effects for the victim of one's actions but disadvantageous effects for the third individual. Participants were faced with a social dilemma in which they could choose to take action that would benefit themselves, the victim, or the other individual. The findings show that guilt produces disadvantageous side effects for the third individual person present without negatively affecting the transgressor's interest. In Experiment 2, participants were faced with a social dilemma in which they could act to benefit themselves, the victim, or a third person for whom they were induced to feel empathic concern. Again, the results show that guilt generates advantages for the victim but, in this case, at the expense of the transgressor and not at the expense of the third person, for whom they were induced to feel empathic concern. Therefore, guilt and empathy seem to limit the transgressor's interest. The theoretical implications are discussed.

Prosocial priming and bystander effect in an online context.

The present study tested the effect of priming the concept of prosociality on the bystander effect in an online environment. Participants were sent an e-mail requesting a plea for help and randomly assigned to one of four conditions in a 2 (Bystander: 0 vs. 14) × 2 (Priming: present vs. absent) design. The results demonstrated support for the study hypothesis. As expected, the virtual presence of many others significantly reduced e-mail responsiveness except when the request for help is preceded by prosocial priming. Implications of these findings for the literature on the bystander effect and priming are discussed.

Can We Do Better Next Time? Italians' Response to the COVID-19 Emergency through a Heuristics and Biases Lens.

During the outbreak of COVID-19 in Italy, people often failed to adopt behaviors that could have stopped, or at least slowed down, the spread of this deadly disease. We offer cognitive explanations for these decisions, based on some of the most common heuristics and biases that are known to influence human judgment and decision-making, especially under conditions of high uncertainty. Our analysis concludes with the following recommendations: policymakers can and should take advantage of this established science, in order to communicate more effectively and increase the likelihood that people choose responsible actions in a public health crisis.

A study of temporal estimation from the perspective of the Mental Clock Model.

M. Cardaci's (2000) Mental Clock Model maintains that a task requiring a low mental workload is associated with an acceleration of perceived time, whereas a task requiring a high mental workload is associated with a deceleration. The authors examined the predictions of this model in a musical listening condition in which musical pieces were audible in several structural complexities. To measure the effects of musical complexity on time estimation, the authors used retrospective and prospective time-estimation paradigms. For the retrospective paradigm, the authors invited participants to listen to a musical piece and then estimate its duration. For the prospective paradigm, the authors invited participants to stop the musical reproduction after a certain interval of time. Results show that the variations of musical complexity yielded the empirical effects that the Mental Clock Model predicted for both paradigms.

Facilitating effect of natural frequencies: size does not matter.

The question of whether humans are able to work in a Bayesian way is currently a topic of substantial investigation. An important finding, reported by Gigerenzer and Hoffrage in 1995 is that Bayesian reasoning is facilitated when the information format corresponds to natural frequencies. The present concern was whether the facilitating effect of frequencies persists when natural frequencies relate to samples which are not convenient multiples of 10. 150 undergraduates participated as volunteers (42 men, 108 women; M age = 23 yr.). Analysis showed the effect of natural frequency formats was not dependent on size of reference class. Theoretical and practical implications are discussed.

Usability and trust in e-banking.

This study assessed the role of usability in trust of e-banking services. A questionnaire was administered to 185 Italian undergraduate working students who volunteered for the experiment (M age = 30.5 yr., SD = 3.1). Participants were differentiated on computer ability (Expert, n = 104; Nonexpert, n = 81) and e-banking use (User, n = 93; Nonusers, n = 92). Analysis showed that the website usability of e-banking services did not play a very important role for the User group. Instead, institution-based trust, e.g., the trust in the security policy of the Web merchant, customers, and the overall trust of the bank were the crucial factors in the adoption of e-banking.

Perceptual commensuration in decision tables.

This paper calls attention to design features that could enhance the helpfulness of the decision table to decision makers trying to get a better intuitive grasp of the choices facing them. The experiments reported here show that the grey scale is more facilitative than the number scale for problem comprehension as measured by the identification of dominance and the identification of non-additivity, each of which requires a view of the decision problem that is sensitive to patterns across attributes. Additional design features that could enhance the decision makers' grasp of the choices facing them are suggested for further research.

Rethinking of the heuristic-analytic dual process theory: a comment on Wada and Nittono (2004) and the reasoning process in the Wason selection task.

This paper raises some methodological problems in the dual process explanation provided by Wada and Nittono for their 2004 results using the Wason selection task. We maintain that the Nittono rethinking approach is weak and that it should be refined to grasp better the evidence of analytic processes.

Frequency format facilitates reasoning in simple numerical tasks.

This study examined whether it is easier to reason in terms of frequencies or with percentages for simple numerical tasks. Research on probabilistic reasoning has shown that humans can draw correct inferences when problems are presented in terms of natural frequencies but not when in percentages. Whether the same effect can be observed in other numerically simple tasks which are not probabilistic was studied with 40 undergraduate students who volunteered for the experiment (13 men, 27 women; M age of 23 yr.). In a simple numerical task involving frequencies or percentages (N=20), their performance showed representation in frequencies facilitates the task.

Time flies when you maximize - maximizers and satisficers perceive time differently when making decisions.

Three experiments assessed whether maximizing and satisficing decision-making types were associated with differences in perception of time, as a consequence of their different cognitive workloads. Findings showed that maximizers and satisficers perceived time differently during decision-making, but not during other tasks. In particular, compared to satisficers, maximizers tended to underestimate time while choosing, independently of the number of options and the specific task requirements. Satisficers instead tended to underestimate time only when the number of options or the task requirements were more challenging. Our findings suggest that the perception of time may serve as a measure of the cognitive workload associated with decision-making types. The findings furthermore suggest that satisficers adopt a more malleable decision-making process than maximizers.