Megastudies improve the impact of applied behavioural science.

Policy-makers are increasingly turning to behavioural science for insights about how to improve citizens' decisions and outcomes1. Typically, different scientists test different intervention ideas in different samples using different outcomes over different time intervals2. The lack of comparability of such individual investigations limits their potential to inform policy. Here, to address this limitation and accelerate the pace of discovery, we introduce the megastudy-a massive field experiment in which the effects of many different interventions are compared in the same population on the same objectively measured outcome for the same duration. In a megastudy targeting physical exercise among 61,293 members of an American fitness chain, 30 scientists from 15 different US universities worked in small independent teams to design a total of 54 different four-week digital programmes (or interventions) encouraging exercise. We show that 45% of these interventions significantly increased weekly gym visits by 9% to 27%; the top-performing intervention offered microrewards for returning to the gym after a missed workout. Only 8% of interventions induced behaviour change that was significant and measurable after the four-week intervention. Conditioning on the 45% of interventions that increased exercise during the intervention, we detected carry-over effects that were proportionally similar to those measured in previous research3-6. Forecasts by impartial judges failed to predict which interventions would be most effective, underscoring the value of testing many ideas at once and, therefore, the potential for megastudies to improve the evidentiary value of behavioural science.

Psychological closeness and concrete construal may underlie high-fidelity social emulation.

We compare bifocal stance theory's (BST) approach to social learning to construal level theory's (CLT) - a social-cognitive theory positing that psychological closeness to a model influences action-representation and thus modulates how concretely or abstractly observers emulate models. Whereas BST argues that social motives produce higher fidelity emulation, CLT argues that psychological closeness impacts cognitive construal and produces more concrete emulation across diverse motivations for emulation.

Aging Impairs Inhibitory Control Over Incidental Cues: A Construal-Level Perspective.

Age-related changes in decision making have been attributed to deterioration of cognitive skills, such as learning and memory. On the basis of past research showing age-related decreases in the ability to inhibit irrelevant information, we hypothesize that these changes occur, in part, because of older adults' tendency to give more weight to low-level, subordinate, and goal-irrelevant information than younger adults do. Consistent with this hypothesis, our findings demonstrated that young adults are willing to pay more for a product with superior end attributes than a product with superior means attributes (Study 1, N = 200) and are more satisfied after an experience with superior end than means attributes (Study 2, N = 399). Young adults are also more satisfied with a goal-relevant than with a goal-irrelevant product (Study 3, N = 201; Study 4, N = 200, preregistered). Importantly, these effects were attenuated with age. Implications for research on construal level and aging, as well as implications for policymakers, are discussed.

Grounded separation: can the sensorimotor be grounded in the symbolic?

According to Lee and Schwarz, the sensorimotor experience of cleansing involves separating one physical entity from another and grounds mental separation of one psychological entity from another. We propose that cleansing effects may result from symbolic cognition. Instead of viewing abstract meanings as emerging from concrete physical acts of cleansing, this physical act may be appended with pre-existing, symbolic meaning.

Above and beyond "Above and beyond the concrete".

The commentaries address our view of abstraction, our ontology of abstract entities, and our account of predictive cognition as relying on relatively concrete simulation or relatively abstract theory-based inference. These responses revisit classic questions concerning mental representation and abstraction in the context of current models of predictive cognition. The counter arguments to our article echo: constructivist theories of knowledge, "neat" approaches in artificial intelligence and decision theory, neo-empiricist models of concepts, and externalist views of cognition. We offer several empirical predictions that address points of contention and that highlight the generative potential of our model.

Above and beyond the concrete: The diverse representational substrates of the predictive brain.

In recent years, scientists have increasingly taken to investigate the predictive nature of cognition. We argue that prediction relies on abstraction, and thus theories of predictive cognition need an explicit theory of abstract representation. We propose such a theory of the abstract representational capacities that allow humans to transcend the "here-and-now." Consistent with the predictive cognition literature, we suggest that the representational substrates of the mind are built as a hierarchy, ranging from the concrete to the abstract; however, we argue that there are qualitative differences between elements along this hierarchy, generating meaningful, often unacknowledged, diversity. Echoing views from philosophy, we suggest that the representational hierarchy can be parsed into: modality-specific representations, instantiated on perceptual similarity; multimodal representations, instantiated primarily on the discovery of spatiotemporal contiguity; and categorical representations, instantiated primarily on social interaction. These elements serve as the building blocks of complex structures discussed in cognitive psychology (e.g., episodes, scripts) and are the inputs for mental representations that behave like functions, typically discussed in linguistics (i.e., predicators). We support our argument for representational diversity by explaining how the elements in our ontology are all required to account for humans' predictive cognition (e.g., in subserving logic-based prediction; in optimizing the trade-off between accurate and detailed predictions) and by examining how the neuroscientific evidence coheres with our account. In doing so, we provide a testable model of the neural bases of conceptual cognition and highlight several important implications to research on self-projection, reinforcement learning, and predictive-processing models of psychopathology.

Aversive smell associations shape social judgment.

Once associating another person with an unpleasant smell, how do we perceive and judge this person from that moment on? Here, we used aversive olfactory conditioning followed by a social attribution task during functional magnetic resonance imaging to address this question. After conditioning, where one of two faces was repeatedly paired with an aversive smell, the participants reported negative affect when viewing the smell-conditioned but not the neutral face. When subsequently confronted with the smell-conditioned face (without any smell), the participants tended to judge both positive and negative behaviors as indicative of personality traits rather than related to the situation. This effect was predicted by the degree of the preceding olfactory evaluative conditioning. Whole brain analysis of stimulus by stage interaction indicated differential activation of the ventromedial prefrontal cortex and right angular gyrus to the conditioned versus the neutral person during the attribution phase only. These results suggest that negative smell associations do not simply induce a negative perception of the target person but rather bias the attribution style towards trait attributions. The fact that this bias was evident regardless of behavior valence suggests it may reflect enhanced psychological distance. Thus, the known observation of social rejection triggered by aversive smell may be driven by a shift in social attribution style.

When the Spatial and Ideological Collide: Metaphorical Conflict Shapes Social Perception.

In the present article, we introduce the concept of metaphorical conflict-a conflict between the concrete and abstract aspects of a metaphor. We used the association between the concrete (spatial) and abstract (ideological) components of the political left-right metaphor to demonstrate that metaphorical conflict has marked implications for cognitive processing and social perception. Specifically, we showed that creating conflict between a spatial location and a metaphorically linked concept reduces perceived differences between the attitudes of partisans who are generally viewed as possessing fundamentally different worldviews (Democrats and Republicans). We further demonstrated that metaphorical conflict reduces perceived attitude differences by creating a mind-set in which categories are represented as possessing broader boundaries than when concepts are metaphorically compatible. These results suggest that metaphorical conflict shapes social perception by making members of distinct groups appear more similar than they are generally thought to be. These findings have important implications for research on conflict, embodied cognition, and social perception.

Cognitive control modulates attention to food cues: Support for the control readiness model of self-control.

Self-control in one's food choices often depends on the regulation of attention toward healthy choices and away from temptations. We tested whether selective attention to food cues can be modulated by a newly developed proactive self-control mechanism-control readiness-whereby control activated in one domain can facilitate control in another domain. In two studies, we elicited the activation of control using a color-naming Stroop task and tested its effect on attention to food cues in a subsequent, unrelated task. We found that control readiness modulates both overt attention, which involves shifts in eye gaze (Study 1), and covert attention, which involves shift in mental attention without shifting in eye gaze (Study 2). We further demonstrated that individuals for whom tempting food cues signal a self-control problem (operationalized by relatively higher BMI) were especially likely to benefit from control readiness. We discuss the theoretical contributions of the control readiness model and the implications of our findings for enhancing proactive self-control to overcome temptation in food choices.

Warnings of adverse side effects can backfire over time.

Warnings that a promoted product can have adverse side effects (e.g., smoking cigarettes can cause cancer) should dampen the product's allure. We predicted that with temporal distance (e.g., when an ad relates to future consumption or was viewed some time earlier), this common type of warning can have a worrisome alternative consequence: It can ironically boost the product's appeal. Building on construal-level theory, we argue that this is because temporal distance evokes high-level construal, which deemphasizes side effects and emphasizes message trustworthiness. In four studies, we demonstrated this phenomenon. For example, participants could buy cigarettes or artificial sweeteners after viewing an ad promoting the product. Immediately afterward, the quantity that participants bought predictably decreased if the ad they saw included a warning about adverse side effects. With temporal distance (product to be delivered 3 months later, or 2 weeks after the ad was viewed), however, participants who had seen an ad noting the benefits of the product but warning of risky side effects bought more than those who had seen an ad noting only benefits.

Beliefs about abstraction: Low-level and high-level construal signal different lay theories.

Construal level theory identifies abstraction as the key process that guides the pursuit of distant goals and expands the scope of regulation beyond the here and now (Liberman & Trope, 2008; Trope et al., 2021). While low-level (concrete) construals are concrete representations that foster a narrow view on the immediate circumstances and allow people to focus on a small subset of concerns, high-level (abstract) construals enable people to consider variability and change by taking more distant targets into account. In the present research, we investigate how people associate construal level with lay theories and, in particular, how this association manifests in the inferences they draw about others. In line with predictions, results across eight experiments (N = 1,110) show that people associate high-level construal with growth theories and low-level construal with fixed theories. Moreover, Studies 4 and 5 demonstrate that construal level can selectively influence a candidate's employability, depending on the hiring company's organizational mindset. Overall, this research points out the importance of investigating people's beliefs about abstraction, as it highlights how low-level and high-level construals can communicate distinct traits, characteristics, or intentions to peers. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

Do object-category selective regions in the ventral visual stream represent perceived distance information?

It is well established that scenes and objects elicit a highly selective response in specific brain regions in the ventral visual cortex. An inherent difference between these categories that has not been explored yet is their perceived distance from the observer (i.e. scenes are distal whereas objects are proximal). The current study aimed to test the extent to which scene and object selective areas are sensitive to perceived distance information independently from their category-selectivity and retinotopic location. We conducted two studies that used a distance illusion (i.e., the Ponzo lines) and showed that scene regions (the parahippocampal place area, PPA, and transverse occipital sulcus, TOS) are biased toward perceived distal stimuli, whereas the lateral occipital (LO) object region is biased toward perceived proximal stimuli. These results suggest that the ventral visual cortex plays a role in representing distance information, extending recent findings on the sensitivity of these regions to location information. More broadly, our findings imply that distance information is inherent to object recognition.

Abstract thinking facilitates aggregation of information.

Many situations in life (such as considering which stock to invest in, or which people to befriend) require averaging across series of values. Here, we examined predictions derived from construal level theory, and tested whether abstract compared with concrete thinking facilitates the process of aggregating values into a unified summary representation. In four experiments, participants were induced to think more abstractly (vs. concretely) and performed different variations of an averaging task with numerical values (Experiments 1-2 and 4), and emotional faces (Experiment 3). We found that the induction of abstract, compared with concrete thinking, improved aggregation accuracy (Experiments 1-3), but did not improve memory for specific items (Experiment 4). In particular, in concrete thinking, averaging was characterized by increased regression toward the mean and lower signal-to-noise ratio, compared with abstract thinking. (PsycInfo Database Record (c) 2022 APA, all rights reserved).

Regulatory Scope and Its Mental and Social Supports.

Adaptive functioning requires the ability to both immerse oneself in the here and now as well as to move beyond current experience. We leverage and expand construal-level theory to understand how individuals and groups regulate thoughts, feelings, and behavior to address both proximal and distal ends. To connect to distant versus proximal events in a way that meaningfully informs and guides responses in the immediate here and now, people must expand versus contract their regulatory scope. We propose that humans have evolved a number of mental and social tools that enable the modulation of regulatory scope and address the epistemic, emotive, and executive demands of regulation. Critically, across these tools, it is possible to distinguish a hierarchy that varies in abstractness. Whereas low-level tools enable contractive scope, high-level tools enable expansion. We review empirical results that support these assertions and highlight the novel insights that a regulatory-scope framework provides for understanding diverse phenomena.

Distance-dependent processing of pictures and words.

A series of 8 experiments investigated the association between pictorial and verbal representations and the psychological distance of the referent objects from the observer. The results showed that people better process pictures that represent proximal objects and words that represent distal objects than pictures that represent distal objects and words that represent proximal objects. These results were obtained with various psychological distance dimensions (spatial, temporal, and social), different tasks (classification and categorization), and different measures (speed of processing and selective attention). The authors argue that differences in the processing of pictures and words emanate from the physical similarity of pictures, but not words, to the referents. Consequently, perceptual analysis is commonly applied to pictures but not to words. Pictures thus impart a sense of closeness to the referent objects and are preferably used to represent such objects, whereas words do not convey proximity and are preferably used to represent distal objects in space, time, and social perspective.

The effect of construal level on subjective probability estimates.

In a series of studies, we examined novel predictions drawn from a conceptualization of probability as psychological distance. Manipulating construal level in a number of different ways and examining a variety of probability judgments, we found that participants led to adopt a high-level-construal mind-set made lower probability assessments than did those led to adopt a low-level-construal mind-set. Moreover, this occurred even when construal level was manipulated in a context separate from the judgment task and the manipulation was unrelated in content to the events being judged. These findings suggest that broad processing variables can exert a widespread influence on probability judgment.

Counteractive self-control.

We propose a self-control analysis of the role of availability in valuation. We explored the hypothesis that, when temptation becomes available, counteractive self-control processes render it less valuable. We found evidence for devaluation of available temptation among gym users before they choose to forgo an unhealthy snack rather than after they make their choice (Study 1), and among students evaluating leisure activities when their decision to enroll in an uninteresting class is reversible rather than irreversible (Study 2).

THE EFFECTS OF ABSTRACTION ON INTEGRATIVE AGREEMENTS: WHEN SEEING THE FOREST HELPS AVOID GETTING TANGLED IN THE TREES.

The present research suggests that negotiators who represented negotiation issues more abstractly were more likely to reach integrative agreements. Specifically, participants who were prompted to directly think about their negotiation issues in a more abstract manner by generating general descriptions of the issues rather than more concretely about the negotiation issues by generating specific descriptions of the issues made more multi-issue offers and achieved higher joint gain from the negotiation. The role of abstraction in negotiation and conflict resolution is discussed.

Temporal orientation.

Time in the mind orients people in one of two directions. An inward orientation points to the present, contracting the scope of thought to immediate concerns. An outward orientation, in contrast, points away from the present to the past or the future, expanding the scope of thought to a wider consideration set. These oriented arrows need not solely be used for mental time travel, as a similar inward/outward orientation can apply to social distance, spatial distance, and probability. We review recent findings illuminated by this broad form distancing, as illustrated in how people learn from and compare themselves to others, before concluding with a discussion of how change necessarily transpires over time, providing opportunities for future research at the intersection of future thought and present behavior.

Psychological distance modulates goal-based versus movement-based imitation.

In past research on imitation, some findings suggest that imitation is goal based, whereas other findings suggest that imitation can also be based on a direct mapping of a model's movements without necessarily adopting the model's goal. We argue that the 2 forms of imitation are flexibly deployed in accordance with the psychological distance from the model. We specifically hypothesize that individuals are relatively more likely to imitate the model's goals when s/he is distant but relatively more likely to imitate the model's specific movements when s/he is proximal. This hypothesis was tested in 4 experiments using different imitation paradigms and different distance manipulations. Experiment 1 served as a pilot study and demonstrated that temporal distance (vs. proximity) increased imitation of a goal relative to the imitation of a movement. Experiments 2 and 3 measured goal-based and movement-based imitation independently of each other and found that spatial distance (vs. proximity) decreased the rate of goal errors (indicating more goal imitation) compared with movement errors. Experiment 4 demonstrated that psychological distance operates most likely at the input-that is, perceptual-level. The findings are discussed in relation to construal level theory and extant theories of imitation. (PsycINFO Database Record (c) 2019 APA, all rights reserved).