perso & social psych FINAL

what is the psychological dashboard

• prospect theory

• value meter

• emotions

• heuristics

mind X environment

how does behavior emerges

from interacting psychological systems (heuristics and emotions)

what does the prospect theory explain

how people actually evaluate choices involving risk

what does the value meter determine

whether we feel safe or threatened

what is a prospect

a decision involving uncertain outcomes

what question is asked in prospect theory

what feels like a gain or a loss

once smt is labeled a gain or a loss…

the rules of value change

how are outcomes coded

as gains or losses relative to a reference point

where do reference points come from

• identity

• norms

• expectations

• social comparisons

same outcome can be…

differently seen depending on the person and their references

once outcomes become gains or losses…

• the same outcome can feel safe or threatening

• change of how value itself is experienced

• predicts a systematic shift in risk behavior

how is value judged

relative to a reference point (not absolute outcomes)

how is the value function shaped

S-shaped

how are gains seen in the value function

diminishing emotional impact, the safer choice

how are losses seen in the value function

strong emotional urgency, riskier choices

what is loss aversion

losses are psychologically steeper than gains

what motivates bold actions

recovering status after embarrassment

gains produce…

diminishes emotional excitement

which feel like a huge gain 60%-70% or 90%-100%

60%-70%

do people prefer smaller certain gains or larger uncertain ones

smaller certain gains

when do people protect what they have

when the outcomes feel positive

when do risks become attractive

when it offers escape from loss

losses are how much more powerful than equivalent gains

x2

negative feedback outweighs what

praise

rejection hurts more than…

acceptance feels good

threat information dominates what

attention and memory

do people require larger gains to accept losses of equal size

Most participants reject gambles unless potential gains are nearly double losses

what is ownership psychology or endowment effect

owning smt makes giving it up feel like a loss, selling prices become x2 higher than buying prices

why does the endowment effect happen

psychological ownership drives preference therefore when smt becomes mine, giving it up feels like a loss

moral judgments often follow…

loss framing

what is the loss frame

• smt is taken away

• strong emotional response

• feels unfair or violating

• triggers moral outrage

what is the missed gain frame

• nothing is taken away

• mild emotional response

• feels acceptable or neutral

• little moral judgment

what can influence the value of smt

based on the framing language used

what is the reference points of gain frames

risk avoidance

what is the reference points of loss frame

risk seeking

why does escalating happens

• losses accumulate psychologically

• extended time in a loss domain increases risk taking

why does the same outcome feel like a gain to one person and a loss to another

because outcomes are judged relative to reference points shaped by identity, norms, and expectations

why are losses so psychologically powerful

because the value function is steeper for losses, they carry greater emotional and motivational weight

why does wording flip decisions

because framing shifts the psychological domain (gain vs loss), and risk preferences change accordingly

how can we then change a behavior

1. change reference point

2. change emotion

3. change goals

4. change behavior

which type of pamphlet produced effects on attitudes towards BSE

loss-framed pamphlets

how did loss framing change the reference point of BSE

to normal being proactive self-screening, making inaction feel like a loss

how does gain framing change the reference point of bse

inaction is the default or normal state, performing the behavior becomes a gain relative to that baseline but also a risk

too much fear can cause…

avoidance

which brochure outperformed the other ones in key outcomes in the sun safety messages

gain frames brochures

what were the key outcomes that gain brochure did

• requesting sunscreen samples

• intentions to repeatedly apply sunscreen at the beach

• intentions to use spf higher than 15

why would loss frames motivate one health behavior but gain frames motivate another

framing works by matching the psychological risk structure of the behavior

why does detection/ screening behaviors work best with a loss framing

• the action could reveal bad news

• doing the action feels risky or threatening

• if the behaviour helps detect a potential problem, emphasize could be lost by not acting

why does gain framinf works better for preventing behaviors

• the action simply maintains health

• outcomes feels predictable and protective

• if the behavior helps maintain health, emphasize the benefits gained by acting

what does the prospect theory explain about the different types of framing

• when people feel they might lose smt important, they become motivated to avoid that loss

• when people feel they are maintaining gains, they prefer safe and protective actions

why does default automatic enrollment shape behavior

people treat the default as an implicit recommendation and are reluctant to change it, making retirement saving the status quo

how does auto-enrollment flips the reference point

im saving unless i actively stop

how does auto-enrolment frame opting out

feels like losing future financial security, increasing loss aversion

what are the mechanisms/ forces that drive default effects

• legitimacy cue

• inertia

both are tied to heuristics and self-control

what is the legitimacy cue

the default seems like advice

what is inertia

changing requires effort

what are the 3 psychological reasons why environment matter

1. attention is limited→ we rely on cues in the decision environment

2. reference points shape evaluation → outcomes feel like gains or losses

3. effort and friction matter → people follow the path of least resistance

what is decision environment

the surroundings where a person makes a choice is shaped by the options presented, the effort required, and the cues and norms that guide their decisions

what is the cafeteria problem

food placement strongly influences student choices. items at eye level or line ends are chosen more often

what is choice architecture

how decision environments present options

what is default

what happens if people do nothing

why do defaults influence behavior

• inertia

• effort avoidance (people follow path of least resistance)

• perceived recommendation (default seen as advice from expert or institution)

what is the status quo bias

the tendency to stick with the default option

what are opt-in systems

• people must actively register as donors

• participation remains relatively low

what are opt-out systems

• people are donors unless they decline

• participation rates often exceed 90%

countries with opt-out defaults have…

dramatically higher donor rates

what is friction

effort required to act

what are some common sources of friction

• complex forms

• multiple steps

• unclear instructions

reducing friction dramatically…

increases participation

Does simplifying the federal application for financial aid (FAFSA) + giving personalized aid info increase FAFSA filing and college enrollment?

• simplification works, info alone doesnt

• reducing complexity increased participation (less friction closes the gap between intentions and actions

what is salience

what attracts attention

what are some examples of salience cues

• reminders

• visible incentives

• comparison feedback

what kind of info do people responds more strongly to

that is visible and noticeable

how do norm messages communicate

• descriptive norms

  • what people actually do

• injunctive norms

  • what people approve of

which norm tends to be especially powerful

descriptive norms

what is a nudge

small change in how a choice is presented that steers people towards a behavior without restricting options or changing financial incentives

• not all decisions are equally nudgeable

when do nudges work best

• preferences are weak or unstable

• decisions are complex

• people are uncertain

nudges work poorly when

• preferences are strong

• identity is involved

• structural barriers exist

social influence refers to how people affect

• what we think

• how we feel

• what we do

what are the two main forms of social influence

compliance and conformity

what is compliance

agreeing to a request

what is conformity

adjusting behavior to match others

what are the 3 goals that social influence works

• accuracy

  • wanting to interpret situations correctly

• affiliation

  • wanting to belong and maintain relationships

• positive self-concepts

  • wanting to see ourselves ads good and consistent people

how are social norms shared

with expectations about how people behave within a group

what do norms share in common

1. norms are social

   1. they emerge from interactions among people

2. norms guide action

   1. they shape decisions and behavior

3. norms help maintain social order

how can norms also support harmful behaviors

• binge drinking culture

• discrimination

• unhealthy consumption norms

what are the 2 ways norms can influence behavior

• direct influence

• indirect influence

what is direct influence

• people follow norms automatically

• norm itself guides behavior

  • standing in line without thinking

what is indirect influence

• norms shape behavior through other factors

  • attitudes

  • intentions

  • perceived costs and benefits

  • situational constraints

    • supporting recycling but not doing it when its inconvenient

norma influence behavior through 3 main pathways

• information

  • other behavior tells us what is effective or appropriate

• social pressure

  • people want to avoid judgment, exclusion or embarrassment

• internalization

  • norms become part of our values and identity

what are the 2 types of norms

• descriptive

  • what people actually do

• injunctive

  • what people approve or disapprove of

    • what they should do

how do injunctive norms work

through anticipated approval, disapproval, guilt, shame, and moral evaluation

when are injunctive norms specially powerful

• behavior is visible to others

• social relationship matter

• identity and reputation are at stake

how do descriptive norms influence behavior

social proof

what is social proof

people use others behavior as evidence of what is correct, effective or sensible

what is a heuristic shortcut of descriptive norms

if many people are doing this, it must be the right thing to do

when do descriptive norms work especially well

• situations are uncertain

• decisions are quick

• motivation to think deeply is low

which norm or people more likely to follow (study on this room)

the one that best matched their immediate situation, event though it came from the least personally meaningful group

• same room norm

which social norms increase fake news reporting

combined norms

• people should do this

• people are doing this

when do norm messages backfire

when they communicate a descriptive norm and imply the behavior is common