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Social Judgment and Decision Making
This volume brings together classic key concepts and innovative theoretical ideas in the psychology of judgment and decision-making in social contexts. The chapters of the first section address the basic psychological processes underlying judgment and decision-making. The guiding question is \"What information comes to mind and how is it transformed?\" The second section poses the question of how social judgments and decisions are to be evaluated. The chapters in this section present new quantitative models that help separate various forms of accuracy and bias. The third section shows how judgments and decisions are shaped by ecological constraints. These chapters show how many seemingly complex configurations of social information are tractable by relatively simple statistical heuristics. The fourth section explores the relevance of research on judgment and decision making for specific tasks of personal or social relevance. These chapters explore how individuals can efficiently select mates, form and maintain friendship alliances, judiciously integrate their attitudes with those of a group, and help shape policies that are rational and morally sound. The book is intended as an essential resource for senior undergraduates, postgraduates, researchers, and practitioners.
eBook
Blind Spots
When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the collapse of Enron and corruption in the tobacco industry, to sales of the defective Ford Pinto, the downfall of Bernard Madoff, and the Challenger space shuttle disaster, the authors investigate the nature of ethical failures in the business world and beyond, and illustrate how we can become more ethical, bridging the gap between who we are and who we want to be. Explaining why traditional approaches to ethics don't work, the book considers how blind spots like ethical fading--the removal of ethics from the decision--making process--have led to tragedies and scandals such as the Challenger space shuttle disaster, steroid use in Major League Baseball, the crash in the financial markets, and the energy crisis. The authors demonstrate how ethical standards shift, how we neglect to notice and act on the unethical behavior of others, and how compliance initiatives can actually promote unethical behavior. They argue that scandals will continue to emerge unless such approaches take into account the psychology of individuals faced with ethical dilemmas. Distinguishing our \"should self\" (the person who knows what is correct) from our \"want self\" (the person who ends up making decisions), the authors point out ethical sinkholes that create questionable actions. Suggesting innovative individual and group tactics for improving human judgment, Blind Spots shows us how to secure a place for ethics in our workplaces, institutions, and daily lives.
eBook
Face masks reduce emotion-recognition accuracy and perceived closeness
Face masks became the symbol of the global fight against the coronavirus. While face masks’ medical benefits are clear, little is known about their psychological consequences. Drawing on theories of the social functions of emotions and rapid trait impressions, we tested hypotheses on face masks’ effects on emotion-recognition accuracy and social judgments (perceived trustworthiness, likability, and closeness). Our preregistered study with 191 German adults revealed that face masks diminish people’s ability to accurately categorize an emotion expression and make target persons appear less close. Exploratory analyses further revealed that face masks buffered the negative effect of negative (vs. non-negative) emotion expressions on perceptions of trustworthiness, likability, and closeness. Associating face masks with the coronavirus’ dangers predicted higher perceptions of closeness for masked but not for unmasked faces. By highlighting face masks’ effects on social functioning, our findings inform policymaking and point at contexts where alternatives to face masks are needed.
Journal Article
Robots do not judge: service robots can alleviate embarrassment in service encounters
Although robots are increasingly used in service provision, research cautions that consumers are reluctant to accept service robots. Five lab, field, and online studies reveal an important boundary condition to earlier work and demonstrate that consumers perceive robots less negatively when human social presence is the source of discomfort. We show that consumers feel less judged by a robot (vs. a human) when having to engage in an embarrassing service encounter, such as when acquiring medication to treat a sexually transmitted disease or being confronted with one’s own mistakes by a frontline employee. As a consequence, consumers prefer being served by a robot instead of a human when having to acquire an embarrassing product, and a robot helps consumers to overcome their reluctance to accept the service provider’s offering when the situation becomes embarrassing. However, robot anthropomorphism moderates the effect as consumers ascribe a higher automated social presence to a highly human-like robot (vs. machine-like robot), making consumers feel more socially judged.
Journal Article
The Implied Truth Effect: Attaching Warnings to a Subset of Fake News Headlines Increases Perceived Accuracy of Headlines Without Warnings
What can be done to combat political misinformation? One prominent intervention involves attaching warnings to headlines of news stories that have been disputed by third-party fact-checkers. Here we demonstrate a hitherto unappreciated potential consequence of such a warning: an
implied truth effect
, whereby false headlines that
fail
to get tagged are considered validated and thus are seen as
more
accurate. With a formal model, we demonstrate that Bayesian belief updating can lead to such an implied truth effect. In Study 1 (
n
= 5,271 MTurkers), we find that although warnings do lead to a modest reduction in perceived accuracy of false headlines relative to a control condition (particularly for politically concordant headlines), we also observed the hypothesized implied truth effect: the presence of warnings caused untagged headlines to be seen as more accurate than in the control. In Study 2 (
n
= 1,568 MTurkers), we find the same effects in the context of decisions about which headlines to consider sharing on social media. We also find that attaching verifications to some true headlines—which removes the ambiguity about whether untagged headlines have not been checked or have been verified—eliminates, and in fact slightly reverses, the implied truth effect. Together these results contest theories of motivated reasoning while identifying a potential challenge for the policy of using warning tags to fight misinformation—a challenge that is particularly concerning given that it is much easier to produce misinformation than it is to debunk it.
This paper was accepted by Elke Weber, judgment and decision making.
Journal Article
Moral Development in Business Ethics: An Examination and Critique
The field of behavioral ethics has seen considerable growth over the last few decades. One of the most significant concerns facing this interdisciplinary field of research is the moral judgment-action gap. The moral judgment-action gap is the inconsistency people display when they know what is right but do what they know is wrong. Much of the research in the field of behavioral ethics is based on (or in response to) early work in moral psychology and American psychologist Lawrence Kohlberg's foundational cognitive model of moral development. However, Kohlberg's model of moral development lacks a compelling explanation for the judgment-action gap. Yet, it continues to influence theory, research, teaching, and practice in business ethics today. As such, this paper presents a critical review and analysis of the pertinent literature. This paper also reviews modern theories of ethical decision making in business ethics. Gaps in our current understanding and directions for future research in behavioral business ethics are presented. By providing this important theoretical background information, targeted critical analysis, and directions for future research, this paper assists management scholars as they begin to seek a more unified approach, develop newer models of ethical decision making, and conduct business ethics research that examines the moral judgment-action gap.
Journal Article
Scleral exposure influences social judgments of trustworthiness, attractiveness, sociability, and social rank in White faces
Faces are powerful sources of social information, and the eye region plays a central role in shaping first impressions. While prior studies have suggested that scleral exposure may influence social judgments, findings remain inconsistent, and experimental approaches, nonexistent. The present study employed a controlled experimental design to explore how scleral exposure might influence judgments of trustworthiness, attractiveness, sociability, and perceived social rank in peer-related facial perception. A total of 162 participants rated 50 neutral faces twice, each digitally manipulated to display small and large scleral exposure. Results showed a consistent “scleral exposure effect”: across all measured social judgments, faces with larger scleral exposure were rated more favorably than the same faces with smaller scleral exposure. No interactions emerged between scleral exposure and sex of the raters or sex of the presented faces, indicating that these scleral exposure effects may reflect general sex-independent mechanisms. These findings provide the first experimental evidence that scleral exposure shapes multiple dimensions of social judgment, favoring greater exposure.
Journal Article
Decision-Making Processes in Social Contexts
Over the past half century, scholars in the interdisciplinary field of judgment and decision making have amassed a trove of findings, theories, and prescriptions regarding the processes ordinary people enact when making choices. This body of knowledge, however, has had little influence on sociology. Sociological research on choice emphasizes how features of the social environment shape individual outcomes, not people's underlying decision processes. Our aim in this article is to provide an overview of selected ideas, models, and data sources from decision research that can fuel new lines of inquiry into how socially situated actors navigate both everyday and major life choices. We also highlight opportunities and challenges for cross-fertilization between sociology and decision research that can allow each field to expand its range of inquiry.
Journal Article
Social Influence and the Collective Dynamics of Opinion Formation
Social influence is the process by which individuals adapt their opinion, revise their beliefs, or change their behavior as a result of social interactions with other people. In our strongly interconnected society, social influence plays a prominent role in many self-organized phenomena such as herding in cultural markets, the spread of ideas and innovations, and the amplification of fears during epidemics. Yet, the mechanisms of opinion formation remain poorly understood, and existing physics-based models lack systematic empirical validation. Here, we report two controlled experiments showing how participants answering factual questions revise their initial judgments after being exposed to the opinion and confidence level of others. Based on the observation of 59 experimental subjects exposed to peer-opinion for 15 different items, we draw an influence map that describes the strength of peer influence during interactions. A simple process model derived from our observations demonstrates how opinions in a group of interacting people can converge or split over repeated interactions. In particular, we identify two major attractors of opinion: (i) the expert effect, induced by the presence of a highly confident individual in the group, and (ii) the majority effect, caused by the presence of a critical mass of laypeople sharing similar opinions. Additional simulations reveal the existence of a tipping point at which one attractor will dominate over the other, driving collective opinion in a given direction. These findings have implications for understanding the mechanisms of public opinion formation and managing conflicting situations in which self-confident and better informed minorities challenge the views of a large uninformed majority.
Journal Article