Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation

Revisiting Social Value Orientations and Environmental Attitude-Identity-Intention in Decomposed Games

Past research has identified social value orientation (e.g., prosocial vs. proself) as possible underlying facilitators of pro-environmental intentions. However, recent studies have failed to draw a causal relationship using an experimental design such as priming. The current study attempted to address this issue by revisiting the relationship using a decomposed game. In addition, the current study extended the relationship between social value orientation and different aspects of pro-environmentalism (e.g., environmental attitude, identity, and self-reported pro-environmental intention). The “Attitude–Identity–Intention” path was explored in prosocial and proself groups. One hundred and fifty participants completed the decomposed game (prosocial and proself value orientations) and their respective environmental attitude, identity, and self-reported pro-environmental intentions (PEIs) were compared. We found that prosocial participants had higher levels of environmental identity, attitude, and self-reported participatory PEIs than proself participants, but not on the leadership PEIs. In addition, environmental identity mediated the relationship between environmental attitude and self-reported PEIs. This mediation only existed among the prosocial participants. The results suggest that the decomposed game is still a valid measure in social value orientation and the relationship can be extended to different aspects of environmentalism.

Symbolic distancing in sharing situations restrains children's economic behavior and potentially also their inequity aversion

We examined whether representing a resource non-symbolically (i.e., as stickers) or symbolically (i.e., as tokens that could be exchanged for stickers) affected kindergartner's decisions in an Ultimatum/Inequity Game (N = 93). The game involved distribution offers, made by a fictitious child, that were either fair (i.e., same quantity for each child, i.e., 3:3) or disadvantageously unfair (i.e., less for the target child than for the fictitious child, i.e., 2:4 or 1:5). Children had to decide whether to accept or reject the offers. In the latter case, none of the children would get anything of the resource. Children rejected unfair offers more frequently than fair offers, and they rejected the offers involving the symbolic resource more frequently than offers involving the non-symbolic resource, which applied to a similar degree to fair and unfair offers. However, exploratory follow-up analyses of children's reactions to unfair offers revealed that children rejected the more unfair offer (i.e., 1:5) more frequently than the less unfair offer (i.e., 2:4) when the resource was represented non-symbolically instead of symbolically. The results suggest that the symbolic representation of a resource evokes economically less rational behavior in children and diminished their potential gain. Moreover, symbolic representations might level out children's differentiation of differently unfair offers. These findings are discussed in light of the subjective value approach and the Construal Level Theory.

Emotion Regulation by Psychological Distance and Level of Abstraction: Two Meta-Analyses

Self-reflection is suggested to attenuate feelings, yet researchers disagree on whether adopting a distant or near perspective, or processing the experience abstractly or concretely, is more effective. Given the relationship between psychological distance and level of abstraction, we suggest the "construal-matching hypothesis": Psychological distance and abstraction differently influence emotion intensity, depending on whether the emotion's appraisal involves low-level or high-level construal. Two meta-analyses tested the effects of psychological distance (k = 230) and level-of-abstraction (k = 98) manipulations on emotional experience. A distant perspective attenuated emotional experience (g = 0.52) but with weaker effects for high-level (g = 0.29; for example, self-conscious emotions) than low-level emotions (g= 0.64; for example, basic emotions). Level of abstraction only attenuated the experience of low-level emotions (g = 0.2) and showed a reverse (nonsignificant) effect for high-level emotions (g = -0.13). These results highlight differences between distancing and level-of-abstraction manipulations and the importance of considering the type of emotion experienced in emotion regulation.

Public psychological distance and spatial distribution characteristics during the COVID-19 pandemic: a Chinese context

The COVID-19 pandemic is a public health emergency, which continues to have a significant impact on the functioning of society and the public’s daily life. From the perspective of psychological distance (PD), this study used descriptive, differential, and spatial autocorrelation analysis methods to explore the cognitive distance, emotional distance, expected distance and behavioral distance of the Chinese public in relation to the COVID-19 pandemic. An analysis of 4042 valid sample data found that: (1) The event emotional distance and subject emotional distance were both furthest from the event and subject psychological distance dimensions, and anger about the event was the strongest. (2) The government was the most appealing subject in the process of pandemic prevention and control, but at the same time, the public’s sense of closeness to the government was also lower than that of the other three subjects, e.g., medical institutions. (3) Different pandemic regions showed significant differences in PD. Mean scores of PD in each risk region were as follows: High-risk regions > medium-risk regions > low-risk regions. (4) From a global perspective, no spatial autocorrelation was found in PD. However, from a local perspective, high-value regions (provinces with distant PD) are mainly concentrated in the southern regions (Guizhou, Guangxi, Hainan, Jiangxi), and low-value regions (provinces with close PD) are mainly concentrated in North China (Shanxi, Hebei, Beijing). Combined with the relevant conclusions, this paper put forward policy recommendations.

Differential effects of abstract and concrete processing on the reactivity of basic and self-conscious emotions

The present research examines the influence of different processing modes (abstract vs. concrete) on the intensity of negative basic emotions (anger, fear) and self-conscious emotions (guilt, shame). We suggest that the cognitive appraisals underlying self-conscious emotions are relatively more abstract and less concrete than the appraisals underlying basic emotions. Consequently, we predicted that abstract processing would increase the intensity of self-conscious emotions and decrease the intensity of basic emotions, whereas concrete processing would increase the intensity of basic emotions and decrease the intensity of self-conscious emotions. We tested this prediction in four experiments. In Experiments 1 and 2, concrete processing led to more intense anger than abstract processing, and abstract processing led to more intense guilt than concrete processing. In Experiment 3a, concrete processing increased the intensity of fear, and in Experiment 3b, concrete processing decreased the intensity of shame. Our findings highlight the importance of considering the emotion's underlying appraisals when reflecting on one's emotional experience.

Human Cooperation When Acting Through Autonomous Machines

Recent times have seen an emergence of intelligent machines that act autonomously on our behalf, such as autonomous vehicles. Despite promises of increased efficiency, it is not clear whether this paradigm shift will change how we decide when our self-interest (e.g., comfort) is pitted against the collective interest (e.g., environment). Here we show that acting through machines changes the way people solve these social dilemmas and we present experimental evidence showing that participants program their autonomous vehicles to act more cooperatively than if they were driving themselves. We show that this happens because programming causes selfish short-term rewards to become less salient, leading to considerations of broader societal goals. We also show that the programmed behavior is influenced by past experience. Finally, we report evidence that the effect generalizes beyond the domain of autonomous vehicles. We discuss implications for designing autonomous machines that contribute to a more cooperative society.

Which construal level combinations generate the most effective interventions? A field experiment on energy conservation

Many campaigns targeting pro-environmental behavior combine multiple approaches without properly understanding how these different approaches interact. Here we study the effect of such combinations. We apply construal level theory to classify different intervention approaches, which can either be at a high construal level (abstract and distant) or at a low construal level (concrete and proximal). In a field experiment we recruited 197 students living in one-person apartments in an all-inclusive student housing facility. We objectively measured their individual electricity and warm water use, and measured psychological variables through surveys. We expected that the (commonly considered superior) combination between a high and a low construal level approach would be least effective. Participants were randomly assigned to a 2(Construal Level: low vs. high) × 2(Social Distance: low vs. high) plus control condition mixed-model design targeting a reduction in warm water use. Our findings suggest that a congruent combination at a high construal level (i.e., the high construal level condition combined with the high social distance condition) has the largest effect on warm water use and that spillover to electricity use is most likely to occur when a high construal level is used (i.e., high social distance). Moreover, especially participants who valued nature and the environment less were most strongly influenced by the combination of two high construal level approaches. In sum, our study suggests that when designing interventions one should consider the construal level and when targeting pro-environmental behavior high construal levels appear most appropriate.

Gustav Jahoda: The art and science of constructive skepticism

In this essay, we consider Gustav Jahoda's contributions to empirical research and conceptual reflection in the fields of cross-cultural and social psychology. The first section draws attention to what we see as salient characteristics of his empirical research. The second section describes Jahoda's critiques of some iconic theoretical concepts and distinctions. The third section describes his historical interest in the development of the two fields, with cultural context as a focus. In the conclusion section, we mention why Jahoda's contributions need to be taken into account by current researchers and those to come.

Measuring the Psychological Distance between an Organization and Its Members-The Construction and Validation of a New Scale

There exists a lack of specific research methods to estimate the relationship between an organization and its employees, which has long challenged research in the field of organizational management. Therefore, this article introduces psychological distance concept into the research of organizational behavior, which can define the concept of psychological distance between employees and an organization and describe a level of perceived correspondence or interaction between subjects and objects. We developed an employee-organization psychological distance (EOPD) scale through both qualitative and quantitative analysis methods. As indicated by the research results based on grounded theory (10 employee in-depth interview records and 277 opening questionnaires) and formal investigation (544 questionnaires), this scale consists of six dimensions: experiential distance, behavioral distance, emotional distance, cognitive distance, spatial-temporal distance, and objective social distance based on 44 items. Finally, we determined that the EOPD scale exhibited acceptable reliability and validity using confirmatory factor analysis. This research may establish a foundation for future research on the measurement of psychological relationships between employees and organizations.

Construal Level Theory in Organizational Research

Construal level theory (CLT) offers a rich and rigorous conceptual model of how the context shapes mental representations and subsequent outcomes. The theory has generated new understanding of cognitions and behaviors such as prediction, evaluation, and decision making in the fields of psychology and consumer behavior. Recently, management and organizational scholars have begun to leverage CLT to derive novel insights regarding organizational phenomena. This article describes CLT and its theoretical underpinnings, provides a focused and integrated review of organizational research incorporating CLT, and offers an agenda for future work in which CLT opens the door to new avenues of inquiry in organizational research and reinvigorates scholarly interest in cognition in organizations.

Does information about others’ behavior undermine cooperation in social dilemmas?

This project addresses how and why behavior in a resource dilemma differs when one only knows the choices of others versus only knows the state of the resource. Study 1 suggested that resource information is more valuable than social information, in that if the resource can be monitored, whether or not others’ choices can also be monitored has no impact on behavior. However, if the state of the resource is not known, the ability to know what others are doing is critical for cooperation. This seems to be because resource information encourages planning and long-term thinking, and social information encourages comparative thinking. Study 2 replicated the behavior pattern, revealed—surprisingly—that warnings that a resource is critically low undermine (rather than promote) cooperation, and that such responses depend on the availability of social and environmental information. Discussion focuses on how incomplete information about a resource might be addressed.

How representatives with a dovish constituency reach higher individual and joint outcomes in integrative negotiations

Representative negotiations often take a competitive course due to constituency pressures. However, in multi-issue integrative negotiation settings, using a competitive value-claiming strategy may result in less than optimal outcomes for both parties. In this experiment, we compared the negotiation process and outcomes of representatives with hawkish versus dovish constituencies. Representatives with a dovish constituency engaged in more information exchange and less contentious tactics, resulting in fewer impasses and higher quality agreements. Although representatives with a hawkish constituency claimed more value by placing higher demands, this negatively affected not only their joint, but also their individual outcomes. Overall, results suggest that representatives with a dovish constituency achieve better outcomes, both on an individual and dyadic level.

High construal level can help negotiators to reach integrative agreements: The role of information exchange and judgement accuracy

In negotiations, a focus on interests (why negotiators want something) is key to integrative agreements. Yet, many negotiators spontaneously focus on positions (what they want), with suboptimal outcomes. Our research applies construal-level theory to negotiations and proposes that a high construal level instigates a focus on interests during negotiations which, in turn, positively affects outcomes. In particular, we tested the notion that the effect of construal level on outcomes was mediated by information exchange and judgement accuracy. Finally, we expected the mere mode of presentation of task material to affect construal levels and manipulated construal levels using concrete versus abstract negotiation tasks. In two experiments, participants negotiated in dyads in either a high- or low-construal-level condition. In Study 1, high-construal-level dyads outperformed dyads in the low-construal-level condition; this main effect was mediated by information exchange. Study 2 replicated both the main and mediation effects using judgement accuracy as mediator and additionally yielded a positive effect of a high construal level on a second, more complex negotiation task. These results not only provide empirical evidence for the theoretically proposed link between construal levels and negotiation outcomes but also shed light on the processes underlying this effect.

Traversing psychological distance

Traversing psychological distance involves going beyond direct experience, and includes planning, perspective taking, and contemplating counterfactuals. Consistent with this view, temporal, spatial, and social distances as well as hypotheticality are associated, affect each other, and are inferred from one another. Moreover, traversing all distances involves the use of abstraction, which we define as forming a belief about the substitutability for a specific purpose of subjectively distinct objects. Indeed, across many instances of both abstraction and psychological distancing, more abstract constructs are used for more distal objects. Here, we describe the implications of this relation for prediction, choice, communication, negotiation, and self-control. We ask whether traversing distance is a general mental ability and whether distance should replace expectancy in expected-utility theories.

Homo economicus belief inhibits trust

As a foundational concept in economics, the homo economicus assumption regards humans as rational and self-interested actors. In contrast, trust requires individuals to believe partners’ benevolence and unselfishness. Thus, the homo economicus belief may inhibit trust. The present three experiments demonstrated that the direct exposure to homo economicus belief can weaken trust. And economic situations like profit calculation can also activate individuals’ homo economicus belief and inhibit their trust. It seems that people’s increasing homo economicus belief may serve as one cause of the worldwide decline of trust.

Why the Door-in-the-Face Technique Can Sometimes Backfire

We put forward a construal-level account to explain why the door-in-the-face (DITF) technique can sometimes backfire in the prosocial domain. We argue that after rejecting an initial prosocial request, more abstract construals promote a more coherent selfish version of the self in people’s minds, which then fosters less compliance with subsequent requests. Across three experiments, results indicated that relative to an outright request, the DITF technique was less likely to get participants to comply with various prosocial requests (e.g., writing to sick children) when participants adopted more abstract construals. Theoretical and practical implications are discussed.

Similar psychological distance reduces temporal discounting

People often prefer inferior options in the present even when options in the future are more lucrative. Five studies investigated whether decision making could be improved by manipulating construal level and psychological distance. In Studies 1a, 1b, and 2, temporal discounting was reduced when future rewards (trips to Paris) were construed at a relatively concrete level, thus inducing a similar level of construal to present rewards. By contrast, Studies 3 and 4 reduced temporal discounting by making present financial rewards more psychologically distant via a social proximity manipulation, and thus linked to a similar high level of construal as future rewards. These results suggest that people prefer the more lucrative option when comparing two intertemporal choices that are construed on a similar level instead of on a different level. Thus, changes in construal level and mental representations can be used to promote more desirable choices in economic decision making.

The social distance theory of power

We propose that asymmetric dependence between individuals (i.e., power) produces asymmetric social distance, with high-power individuals feeling more distant than low-power individuals. From this insight, we articulate predictions about how power affects (a) social comparison, (b) susceptibility to influence, (c) mental state inference and responsiveness, and (d) emotions. We then explain how high-power individuals' greater experienced social distance leads them to engage in more abstract mental representation. This mediating process of construal level generates predictions about how power affects (a) goal selection and pursuit, (b) attention to desirability and feasibility concerns, (c) subjective certainty, (d) value-behavior correspondence, (e) self-control, and (f) person perception. We also reassess the approach/inhibition theory of power, noting limitations both in what it can predict and in the evidence directly supporting its proposed mechanisms. Finally, we discuss moderators and methodological recommendations for the study of power from a social distance perspective.

When Does Feeling Moral Actually Make You a Better Person? Conceptual Abstraction Moderates Whether Past Moral Deeds Motivate Consistency or Compensatory Behavior

According to the moral licensing literature, moral self-perceptions induce compensatory behavior: People who feel moral act less prosocially than those who feel immoral. Conversely, work on moral identity indicates that moral self-perceptions motivate behavioral consistency: People who feel moral act more prosocially than those who feel less so. In three studies, the authors reconcile these propositions by demonstrating the moderating role of conceptual abstraction. In Study 1, participants who recalled performing recent (concrete) moral or immoral behavior demonstrated compensatory behavior, whereas participants who considered temporally distant (abstract) moral behavior demonstrated behavioral consistency. Study 2 confirmed that this effect was unique to moral self-perceptions. Study 3 manipulated whether participants recalled moral or immoral actions concretely or abstractly, and replicated the moderation pattern with willingness to donate real money to charity. Together, these findings suggest that concrete moral self-perceptions activate self-regulatory behavior, and abstract moral self-perceptions activate identity concerns.