Vicarious entrapment: Your sunk costs, my escalation of commitment

Mental contrasting of a negative future facilitates COVID-19 preventative behaviors: two randomized controlled trials

Objective: The present research examined whether mentally contrasting a negative, feared future (i.e., infection with the Coronavirus) with a still positive reality can promote preventative actions in the context of the pandemic. Design: In two randomized controlled trials, we varied participants' mode of thought (mental contrasting of a negative future with a positive reality versus fantasizing of a negative future). Study 2 took into account the interpersonal nature of the pandemic and manipulated the mode of thought in a vicarious manner (vicarious mental contrasting versus vicarious negative fantasizing). Main Outcome Measures: After the manipulation, we assessed participants' intentions to learn about COVID-19 (Study 1) and attention to COVID-19 information (Study 1 and 2). Three days later, we measured the amount of physical distancing (Study 1 and 2). Results: Study 1 found that mental contrasting leads to more COVID-19 preventative behaviors than mere negative fantasizing. In Study 2, we observed that vicarious mental contrasting facilitates physical distancing among people who initially showed low compliance with COVID-19 preventative behaviors and thus were in most need of a boost in preventative behavior. Conclusion: The findings suggest that mental contrasting of negative fantasies may be an effective way to encourage COVID-19 preventative behaviors.

Does follower role orientation impact leader-directed outcomes? An exploration of the indirect effects of follower role orientation on influence and leader effectiveness

Follower role orientations affect how followers approach the leadership process; however, there has been little insight into how individuals use these role beliefs to influence leader outcomes, particularly through their psychological and social leader-follower relationships. This research examines how co-production, passive, and anti-authoritarian follower role orientations affect a follower's influence on their leader and leader effectiveness indirectly through psychological closeness and relationship quality. The results from two studies suggest co-production role orientation had positive effects on influence on the leader through psychological closeness and on perceived leader effectiveness through closeness and leader-member exchange. Passive role orientation was negatively related to followers' influence on the leader through reduced psychological closeness in study 1, while anti-authoritarian role beliefs were negatively related to closeness in study 2. These findings suggest that when followers believe co-production is critical to the leadership process, closeness with the leader, relationship quality, and perceived leader effectiveness improve.

Investors' exit timing of PPP projects based on escalation of commitment

Long project cycle and uncertainties are important characteristics of public-private partnership (PPP) projects. Since the introduction of PPP projects in China, the timing of capital withdrawal has become important. With the emergence of risk factors during the course of the project, it will face the problem of investment withdrawal by social capital financial investors. Escalation of commitment (EOC) refers to the erroneous behaviour of project decision makers who do not promptly withdraw from a project when they receive negative feedback and continue to invest resources in the project. EOC not only causes more unnecessary losses but also adversely affects decision makers. Therefore, it is crucial to clarify the impact of EOC on the choice of the exit timing of social capital. This article adopts literature survey method and quantitative analysis method: introducing the theory of maximization of income into the real option model, combining the net present value method with the binary tree option pricing model, constructing the decision-making model to analyze the exit timing of PPP social capital in the context of EOC. Then combined numerical simulation and empirical analysis to verify the effectiveness of the decision-making model, discussed the reasons why the social capital party chooses EOC, and proposes measures for controlling EOC. The higher the degree of completion of the project, the easier it is for the person in charge of the project to make inaccurate judgements about the project due to personal psychological factors, and the easier it is for EOC to occur. Therefore, after setting the minimum goal of the project, the decision maker needs to accurately evaluate the existing value of the project to avoid falling into decision-making errors.

The Paradox of Group Citizenship and Constructive Deviance: A Resolution of Environmental Dynamism and Moral Justification

Previous research on antecedents to constructive deviance remains scattered and inclusive. Our study conceptualizes constructive deviance from the perspective of ethical decision making and explores its antecedents, mechanism, and conditions. Drawing on moral licensing theory and social information processing theory, we propose that group citizenship behavior facilitates moral justification and constructive deviance when environmental dynamism is high and inhibits them when it is low; and moral justification fully mediates the relationship between the interaction of group citizenship behavior and environmental dynamism and constructive deviance. With two-wave panel data collected from 339 employees in 54 groups of five service companies in retailing, finance, and tourism randomly selected from three provinces in southern China, these hypotheses are all supported empirically. Our findings broaden the antecedents and occurrence mechanism of constructive deviance through an ethical decision-making lens. Our study contributes to the moral licensing literature by enriching the sources of moral licensing in the workplace and empirically demonstrating that moral justification may function as an underlying mechanism of moral licensing.

Partner opportunism and willingness to engage in project relationships

Purpose

The paper seeks to understand the implications of partner opportunism for project relationships.

Design/methodology/approach

Based on the theoretical literature, the paper presents a conceptual model considering the perspective of the organization impacted by partner opportunism.

Findings

The model proposes that partner opportunism lowers willingness to engage by creating perception of loss. The undesirable impact of opportunism on perceived loss is less if the partner has made high relation-specific investments. Also, the negative impact of perceived loss on willingness to engage is less if the partner is difficult to substitute.

Research limitations/implications

The model can be tested in the context of information technology (IT) relationships because of scope for opportunism in IT project relationships. Data can be collected through experimental vignettes.

Originality/value

The model contributes by investigating novel aspects of governance, behavioral consequences of opportunism and relation-specific investments in project relationships. The paper suggests that organizations can protect themselves against the ill effects of partner opportunism by enabling their stakeholders to invest substantial time and effort in the relationship and fortify relational quality and bonding.

I'm so touched! Self-touch increases attitude extremity via self-focused attention

In everyday life, people often engage in behaviors like chin touching, hand clasping, and arm crossing. Such self-touching behaviors have been found to emerge under emotional stress and while performing tasks requiring concentration and focus. In contrast to work examining antecedents of self-touch, the current research experimentally investigates the causal outcomes of self-touch, specifically its influence on evaluative cognitions such as attitudes toward external objects and events. Four studies support the prediction that both instructed and spontaneous self-touch enhance focus on the self, resulting in greater attitude extremity toward evaluated targets. A last study demonstrates that people do not have a fully accurate understanding of the influence of self-touch on consequential outcomes such as self-focus and attitude extremity. Thus, this common behavior may incidentally influence a wide variety of judgments.

The Interpersonal Sunk-Cost Effect

The sunk-cost fallacy—pursuing an inferior alternative merely because we have previously invested significant, but nonrecoverable, resources in it—represents a striking violation of rational decision making. Whereas theoretical accounts and empirical examinations of the sunk-cost effect have generally been based on the assumption that it is a purely intrapersonal phenomenon (i.e., solely driven by one’s own past investments), the present research demonstrates that it is also an interpersonal effect (i.e., people will alter their choices in response to other people’s past investments). Across eight experiments ( N = 6,076) covering diverse scenarios, I documented sunk-cost effects when the costs are borne by someone other than the decision maker. Moreover, the interpersonal sunk-cost effect is not moderated by social closeness or whether other people observe their sunk costs being “honored.” These findings uncover a previously undocumented bias, reveal that the sunk-cost effect is a much broader phenomenon than previously thought, and pose interesting challenges for existing accounts of this fascinating human tendency.

Only one small sin: How self-construal affects self-control

Past research has shown that self-construal can influence self-control by reducing interdependent people's impulsivity in the presence of peers. We broaden these findings by examining the hypothesis that an interdependent (vs. independent) self-construal fosters self-control even in the absence of peers and for non-impulsive decisions. We further explore whether this effect could be mediated by the more interrelated (vs. isolated) processing style of interdependent (vs. independent) people. Such an interrelated (vs. isolated) processing style of temptations makes the impact of a single temptation more salient and can thereby increase self-control. Study 1 demonstrated that more interdependent participants show more self-control behaviour by refraining from chocolate consumption to secure a monetary benefit. Studies 2a and 2b highlighted a link between self-construal and trait self-control via the processing of temptations. Study 3 suggested that an interrelated (vs. isolated) perspective on temptations could mediate the effect of (primed) self-construal on self-control. Taken together, self-construal shapes self-control across various decision contexts.

The Effect of Psychological Distance on Children's Reasoning about Future Preferences

Young preschool-aged children often have difficulty thinking about the future, but tend to reason better about another person’s future than their own. This benefit may reflect psychological distance from one’s own emotions, beliefs, and states that may bias thinking. In adults, reasoning for others who are more socially distant (i.e., dissimilar, unfamiliar other) is associated with wiser and more adaptive reasoning. The current studies examined whether this effect of social distance could be demonstrated in young children’s future thinking. In a future preferences task, 3- and 4-year-olds were shown 5 pairs of child and adult items and selected which ones they would prefer when grown-up. Children answered for themselves, a socially close peer, or a socially distant peer. Social distance was manipulated by varying similarity in Study 1 and familiarity in Study 2. In Study 1, reasoning for similar and dissimilar peers was significantly more accurate than reasoning for the self, but reasoning for similar and dissimilar peers did not differ. In Study 2, scores showed a step-wise increase from self, familiar peer, to unfamiliar peer, but only reasoning for an unfamiliar peer was significantly better more accurate than reasoning for the self. Reasoning for a familiar peer did not differ from reasoning for the self or for an unfamiliar peer. These results suggest that, like adults, children benefit from psychological distance when reasoning for others, but are less sensitive to degrees of social distance, showing no graded effects on performance in Study 1 and weak effects in Study 2. Stronger adult-like effects may only emerge with increasing age and development of other socio-cognitive skills.

The behavioral benefits of other people’s deviance

Employees who violate significant organizational norms are organizational deviants engaged in organizational deviance. Yet, few acts of organizational deviance involve all members of an organization; in many cases, many people are uninvolved. The current research examined the responses of the nondeviant actors. Several literatures led us to predict that organizational deviance would cause nondeviants to experience cognitive dissonance, especially its vicarious form, and redouble their own work effort in response. Yet, we also predicted that low levels of identification with the deviant actors would weaken this effect. Three studies with multiple samples and methods supported these predictions, showing that nondeviants experience deviants’ dissonance and increase their own work effort, but only when more rather than less identified with deviants. In addition to extending and connecting theories of deviance and dissonance, these findings suggest that organizational deviance may have unexpected benefits for groups and organizations.

Vicarious contagion decreases differentiation - and comes with costs

Baumeister et al. propose that individual differentiation is a crucial determinant of group success. We apply their model to processes lying in between the individual and the group - vicarious processes. We review literature in four domains - attitudes, emotions, moral behavior, and self-regulation - showing that group identification can lead to vicarious contagion, reducing individual differentiation and inducing negative consequences.

Decisions for others are more creative than decisions for the self

Four studies investigate whether decisions for others produce more creative solutions than do decisions for the self and if construal level explains this relation. In Study 1, participants carried out a structured imagination task by drawing an alien for a story that they would write, or alternatively for a story that someone else would write. As expected, drawing an alien for someone else produced a more creative alien. In Studies 2a and 2b, construal level (i.e., psychological distance) was independently manipulated. Participants generated more creative ideas on behalf of distant others than on behalf of either close others or themselves. Finally, in Study 3, a classic insight problem was investigated. Participants deciding for others were more likely to solve the problem; furthermore, this result was mediated by psychological distance. These findings demonstrate that people are more creative for others than for themselves and shed light on differences in self-other decision making.