priming the ant or the grasshopper in people’s mind…
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Priming the ant or the grasshopper in people’s mind : How regulatory mode affects inter-temporal choices. Lucia Mannetti*, Susanne Leder**, Libera Insalata*, Antonio Pierro*, Tory Higgins***, Arie Kruglanski**** * University of Rome, La Sapienza, Italy - PowerPoint PPT PresentationTRANSCRIPT
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Priming the ant or the grasshopper in people’s mind:
How regulatory mode affects inter-temporal choices
• Lucia Mannetti*, Susanne Leder**, Libera Insalata*, Antonio Pierro*, Tory Higgins***, Arie Kruglanski****
• * University of Rome, La Sapienza, Italy• ** Zeppelin University, Friedrichshafen, Germany• *** Columbia University, New York, USA• **** University of Maryland, College Park, USA
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Priming the ant or the grasshopper in people’s mind….
• In every-day life people have to decide whether – to get an immediate pleasure (e.g. tasting an
ice-cream = luxuriating during summer, like the grasshopper)
or– to renounce to it in order to get the delayed
benefits (decreased body weight = storing food for next winter, like the patient ant)
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Priming the ant or the grasshopper in people’s mind
• Psychologists talk of:– delay of gratification (e.g. Mischel, Ayduck,
Mendoza-Denton, 2003) – self-control and will-power (e.g. Baumeister,
Vohs, 2003),
• Economists of:– temporal discounting– constant discount rate
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Priming the ant or the grasshopper in people’s mind
• Neuro-economy (McClure, et al. 2004): when making inter-temporal choices two neural systems are competing: – the limbic (i.e., affective) system (lower,
automatic); – the lateral prefrontal cortex and associated
structures that are typically viewed as more cognitive regions (recently evolved)
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Priming the ant or the grasshopper in people’s mind
• Which factors will increase the strength of the two different systems?– Previous studies : cognitive load, drug and
alcohol consumption, sexual arousal reduce strength of cognitive s. (Ariely, Lowenstein, 2003)
• we hypothesize the influence of two regulatory mode orientations, namely locomotion and assessment (Higgins, et al. 2003; Kruglanski, et al. 2000).
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Priming the ant or the grasshopper in people’s mind
• the aspect of self-regulation concerned with – movement from state to state– committing the psychological
resources that will initiate and maintain goal-related movement
LOCOMOTION
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Priming the ant or the grasshopper in people’s mind
• The aspect of self-regulation concerned with:
– critically evaluation in order to judge relative quality
– determination of value or importance of something
– critical appraisal as a guide for action.
ASSESSMENT
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Priming the ant or the grasshopper in people’s mind
• According to Camerer, et al.(2005) assessment is like controlled processes and locomotion is like automatic processes.
• locomotion and assessment can be made more salient by situational factors
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Priming the ant or the grasshopper in people’s mind
• Therefore, we hypothesized: – if locomotion > assessment = more
impulsive choices – if assessment > locomotion = more far-
sighted choices• We experimentally induced either a
locomotion orientation or an assessment
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Priming the ant or the grasshopper in people’s mind
• Method • 40 students (20 females and 20 males) from
University of Rome La Sapienza participated in the study on voluntary bases (mean age = 24 years)
• 2 experimental phases presented to participants as involving two independent studies. – 1st intended to manipulate regulatory modes, following
Avnet and Higgins’ (2002)procedure– 2nd: inter-temporal choice task
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Priming the ant or the grasshopper in people’s mind
• In the locomotion condition, participants were asked to “think of a day when: – they had made many different things,– they had finished one project and did not
wait long before starting a new one, – they had decided to do something and could
not wait to get started”.
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Priming the ant or the grasshopper in people’s mind
• In the assessment condition, they were asked to “think of a day when:– they had compared themselves with other
people,– they had thought about their positive and
negative characteristics,– they had critiqued work done by others or
themselves”.
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Priming the ant or the grasshopper in people’s mind
• Choice tasks: 2 alternatives presented on a screen, (earlier reward always on the left)
5 €oggi
7,50 €fra 2 settimane
Responses made by pressing one of two buttons corresponding to the location of the options
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Priming the ant or the grasshopper in people’s mind
• Participants informed that they would receive money corresponding to one of their choices (randomly selected)
• Participants were allowed as much time to respond as desired
• The task took about 20 minutes
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Priming the ant or the grasshopper in people’s mind
• First, 2 questions to get acclimatized to the task.
• Then, in random order, all the 48 choice pairs generated by combining: – the amount of the early reward – the delay to the later reward – the percent increase of later reward
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Priming the ant or the grasshopper in people’s mind
• Amount early reward (AER): 5 or 40 Euros
• Delay of later reward (DLR): 2 or 4 or 6 weeks
• Percent increase of later reward (PILR): 1%, or 3%, or 5%, or 10%, or 15%, or 25%, or 35%, or 50%.
• Choices coded “0” when early reward, and “1” when delayed reward
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Priming the ant or the grasshopper in people’s mind
• 2 (Regulatory mode) x 2 (AER) x 3 (DLR) x 8 (PILR) Anova with the last 3 factors as repeated measures.
• significant between-subjects effect of regulatory mode (F1,38 = 6,553, p <.01; ηp2 = .15):
0
0,05
0,1
0,15
0,2
0,25
0,3
AssessmentLocomotion
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Priming the ant or the grasshopper in people’s mind
• within-subject main effects of:– AER (F1,38 = 62,742, p <.0001, ηp2 = .62)– DLR (F2,76 = 43,454, p <.001, ηp2 = .53)
0
0,05
0,1
0,15
0,2
0,25
0,3
0,35
amount early reward
5 Euros40 Euros
0
0,05
0,1
0,15
0,2
0,25
0,3
weeks of delay
2 weks4 weeks6 weeks
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Priming the ant or the grasshopper in people’s mind
• PILR (F7,266 = 58,627, p <.0001, ηp2 = .61).
00,050,1
0,150,2
0,250,3
0,350,4
0,450,5
Increase of delayed reward
1% 3%5% 10%15% 25%35% 50%
Choices of later reward
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Priming the ant or the grasshopper in people’s mind
• Regulatory mode by AER by PILR interaction (F7,266 = 2,379 p <.02, ηp2 = .06).
5 Euros
0
0,2
0,4
0,6
0,8
1% 3% 5% 10% 15% 25% 35% 50%% increase later reward
late
r cho
ices
LocomotionAssessment
40 Euros
0
0,2
0,4
0,6
0,8
1% 3% 5% 10% 15% 25% 35% 50%
% increase later reward
late
r cho
ices
LocomotionAssessment
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Priming the ant or the grasshopper in people’s mind
Results of this study:– confirm previous findings – show that people may be more or
less far-sighted as a function of the experimentally induced regulatory mode
– In other words regulatory mode is one of the factors that can explain “intra-individual” variability in impatience (Camerer, et al., 2005).
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Thanks …