The joint effect of framing and defaults on choice behavior.

The framing effect leads people to prefer a sure alternative over a risky one (risk aversion) when alternatives are described as potential gains compared to a context-dependent reference point. The reverse (risk propensity) happens when the same alternatives are described as potential losses. The default effect is the tendency to prefer a preselected alternative over other non-preselected given options, without facilitating nor incentivizing the choice. These two effects have mainly been studied separately. Here we provided novel empirical evidence of additive effects due to the application of both framing and default within the same decision problem in a large sample size (N = 960). In the baseline condition, where no default was provided, we measured the proportion of risky choices in life-or-death and financial decisions both presented in terms of potential gains or losses following the structure of the Asian disease problem. In the sure default condition, the same layout was proposed with a flag on the sure option, whereas in the risky default condition, the flag was on the risky option. In both default conditions, we asked participants whether they wanted to change the preselected option. Overall, the comparison between these conditions revealed three distinct main effects: (i) a classic framing effect, (ii) a larger risk propensity in the life-or-death scenario than in the financial one, and (iii) a larger default effect when the flag was on the risky, rather than on the sure, option. Therefore, we conclude that default options can enhance risk propensity. Finally, individual beliefs about the source of the default significantly moderated the strength of the effect. Underlying mechanisms and practical implications are discussed considering prominent theories in this field.

How head and visual movements affect evaluations of food products.

Many studies suggest that specific movements or postures with shared social meaning can influence mainly verbal stimuli evaluation. On the other hand, several visuospatial biases can interact with this influence. Thus, we tested whether both head and stimuli movements can influence individual attitude towards food pictures. In two experiments, we used images of common foods with a weak positive valence in association with two kinds of movements. In Experiment 1, head movement was induced by presenting food pictures with a vertical or horizontal continuous movement on a computer screen. Conversely, Experiment 2 was conducted to test the effects of participants' own head movements with respect to the same food pictures presented in a fixed position. In neither case did head movements influence product evaluation. However, Experiment 1 revealed that the continuous movement left-right-left in the horizontal condition improved the desire to buy and eat, as well as the willingness to pay for the product shown. Two further experiments, the Experiments 3 and 4 demonstrated, respectively, that this effect disappears if the stimulus does not make the return direction, and that it does not depend on the starting or final placement of the images on the screen. These findings are discussed in the context of embodied cognition and visuospatial bias theories.

How emotional is a banknote? The affective basis of money perception.

Previous studies have shown that money possesses affective properties even when it is not at stake within a given task. Smaller economic values are generally perceived as less arousing and neutral in valence, whereas larger ones are perceived as more arousing and positive in valence. Moreover, numerical cognitive processes seem to be less prominent than affective ones in the way we perceive economic values. To shed light on the basic affective components of monetary values, we ran three experiments on the perception of banknotes to test (i) whether banknotes with different values (5€ and 100€) trigger different emotional states, (ii) if values are horizontally mapped based on their valence, rather than on their numerical magnitude, and (iii) whether the lateralized sight (in the left or right visual field) of a positive (higher) monetary value interferes with the classification of a negative stimulus. Results showed a coherent pattern that corroborates the idea that money is indeed an affective stimulus, even when it is not at stake within the task. A higher monetary value was shown (i) to have intrinsic rewarding properties that influence the evaluation of a subsequent target, (ii) to be mentally mapped on the right side, which is related to positive approaching of affective stimuli in right-handers, and (iii) to be in conflict with negative-withdrawing targets, but only when the values were presented on the right-positive side of respondents. Results are discussed considering existing theories of the psychological value of money, highlighting the hedonic characteristics of this special affective stimulus.

Affective perception of Euro banknotes: cognitive factors and interindividual differences.

Money can be a tool to achieve a wide range of goals in everyday life. Different studies have reported that both the mere exposure to money and its use as a reward can determine cognitive and social effects. Nevertheless, little is known about the basic affective perception of Euro banknotes. Thus, in the present study we aim to assess differences in valence, arousal and familiarity evaluations of banknote pictures (from 5 to 500€) by taking into account gender, socioeconomic status and Love of Money (LoM) score, which measures the subjective attitude toward money, in a sample of participants. We found that valence and arousal increase with the nominal value of the banknotes, and that the relationship between these affective scores and the nominal value appears to be logarithmic (Weber's law) rather than linear. High value banknotes were evaluated as pleasant, highly arousing, and less familiar. Low value banknotes instead were evaluated as more familiar, less arousing and neutrally valenced. Finally, we found that valence and arousal evaluations are mainly influenced by the LoM score of our participants. Instead, gender and economic condition influenced only arousal scores. These findings suggest the importance of deepening the study of these variables to shed light on money-related biases and abnormal economic behaviors.

Shall I Show My Emotions? The Effects of Facial Expressions in the Ultimatum Game.

Over the past fifteen years, research has demonstrated the central role of interpersonal emotions in communicating intentions, goals and desires. These emotions can be conveyed through facial expressions during specific social interactions, such as in the context of coordination between economic agents, where information inferred from them can influence certain decision-making processes. We investigated whether four facial expressions (happiness, neutral, angry and disgusted) can affect decision-making in the Ultimatum Game (UG). In this economic game, one player (proposer) plays the first move and proposes how to allocate a given amount of money in an anonymous one-shot interaction. If the other player (responder) accepts the proposal, each player receives the allocated amount of money; if he/she rejects the offer, both players receive nothing. During the task, participants acted as the responder (Experiment 1) or the proposer (Experiment 2) while seeing the opponent's facial expression. For the responders, the results show that the decision was mainly driven by the fairness of the offer, with a small main effect of emotion. No interaction effect was found between emotion and offer. For the proposers, the results show that participants modulated their offers on the basis of the responders' expressed emotions. The most generous/fair offers were proposed to happy responders. Less generous/fair offers were proposed to neutral responders. Finally, the least generous/fair offers were proposed to angry and disgusted responders.

Ethical Climate(s), Distributed Leadership, and Work Outcomes: The Mediating Role of Organizational Identification.

Organizational identification (OI) has increasingly attracted scholarly attention as a key factor in understanding organizational processes and in fostering efficient human resource (HR) management. Available evidence shows that organizational ethical climate crucially predicts OI, a key determinant of both employees' attitudes and behaviors. In the present paper, we examined the relationship between two specific ethical climates (self-interest vs. friendship), distributed leadership (DL), and employees' attitudes and behaviors, incorporating OI as a core underlying mechanism driving these relationships. Three hundred and forty-two employees filled out questionnaires to examine ethical climate, DL, OI, and a series of measures concerning attitudes and behaviors toward the organization. Structural equation modeling confirmed that a perception of an ethical climate of friendship (but not self-interest) fostered OI, which elicited higher commitment, perceived trust and recommendation, and lower turnover intention. Perception of DL further contributed to increasing OI. Our findings suggest that HR practices should carefully consider employee perceptions of a collectivistic (vs. individualistic) ethical climate, together with perceptions of DL, as key determinants of positive organizational outcomes. We discuss results in light of the social identity approach and present practical implications for HR management.

Ethical Climate(s), Organizational Identification, and Employees' Behavior.

Ethical climate defines what is correct behavior and how ethical issues should be handled within organizations. For this reason, it plays a key role in organizational life. We relied on the social identity approach to compare the effects of two specific ethical climates - an ethical climate of self-interest vs. friendship - on employees' reactions. In two scenario-based experiments (N 1 = 152 and N 2 = 113), participants were asked to imagine themselves working in an organization described either as characterized by a friendship or a self-interest ethical climate. They completed measures of identification, commitment, perceived organizational morality, turnover intention, recommendation, and the minimum wage they would accept to work for that organization. An ethical climate of friendship predicted better employees' attitudes and behavioral intentions, and these were mediated by identification with, and commitment to, the organization. In Study 2, participants were less willing to move from an organization characterized by an ethical climate of friendship to a company characterized by an ethical climate of self-interest than vice versa, and asked for more money to accept this new job offer. Results, which confirmed that organizational identification and commitment represent key factors in organizational life, are discussed in terms of practical interventions that promote pro-organizational behavior.

Side Biases in Euro Banknotes Recognition: The Horizontal Mapping of Monetary Value.

Money is a special stimulus for humans, because of its relevance in everyday life. However, the basic mechanisms underlying money representation have not yet been fully investigated. Left-right asymmetries in the visual perception and evaluation of monetary value offer such a possibility. The pattern of these asymmetries can contribute to disentangle between numerical and emotional processes possibly involved in banknotes perception. In the present experiment, we tested the recognition of 5€and 100€ banknotes presented in the left and right visual fields. Results show that the 100€ banknote is recognized faster than the 5€ banknote in the Right Visual Field (RVF), while there is no difference in the Left Visual Field (LVF). Our interpretation is that this effect is due to the matching between the positive valence conveyed by the 100€ banknote and the side in which it is mapped (right-positive). We consider this result as evidence of a valence-based recognition of banknotes.

Hemispheric Asymmetries in Price Estimation: Do Brain Hemispheres Attribute Different Monetary Values?

The Spatial Numerical Association of Response Codes (SNARC) effect has been associated with a wide range of magnitude processing. This effect is due to an implicit relationship between numbers and horizontal space, according to which weaker magnitudes and smaller numbers are represented on the left, whereas stronger magnitudes and larger numbers are represented on the right. However, for some particular type of magnitudes such as price, judgments may be also influenced by perceived quality and thus involving valence attribution biases driven by brain asymmetries. In the present study, a lateralized tachistoscopic presentation was used in a price estimation task, using a weight estimation task as a control, to assess differences in asymmetries between these two attributes. Results show a side bias in the former condition but not in the latter, thus indicating that other non-numerical mechanisms are involved in price estimation. Specifically, prices were estimated lower in the left visual field than in the right visual field. The proposed explanation is that price appraisal might involve a valence attribution mechanism leading to a better perceived quality (related to higher prices) when objects are processed primarily in the left hemisphere, and to a lower perceived quality (related to lower prices) when objects are processed primarily in the right hemisphere.