Regular ArticleOut of Control: Visceral Influences on Behavior
Abstract
Understanding discrepancies between behavior and perceived self-interest has been one of the major, but largely untackled, theoretical challenges confronting decision theory from its infancy to the present. People often act against their self-interest in full knowledge that they are doing so; they experience a feeling of being “out of control.” This paper attributes this phenomenon to the operation of “visceral factors,” which include drive states such as hunger, thirst and sexual desire, moods and emotions, physical pain, and craving for a drug one is addicted to. The defining characteristics of visceral factors are, first, a direct hedonic impact (which is usually negative), and second, an effect on the relative desirability of different goods and actions. The largely aversive experience of hunger, for example, affects the desirability of eating, but also of other activities such as sex. Likewise, fear and pain are both aversive, and both increase the desirability of withdrawal behaviors. The visceral factor perspective has two central premises: First, immediately experienced visceral factors have a disproportionate effect on behavior and tend to “crowd out” virtually all goals other than that of mitigating the visceral factor. Second, people underweigh, or even ignore, visceral factors that they will experience in the future, have experienced in the past, or that are experienced by other people. The paper details these two assumptions, then shows how they can help to explain a wide range of phenomena: impulsivity and self-control, drug addiction, various anomalies concerning sexual behavior, the effect of vividness on decision making, and certain phenomena relating to motivation and action.
References (0)
Cited by (1893)
When strategy is a dirty word: The role of visuals in sensegiving strategy to a skeptical audience
2024, Long Range PlanningWhen setting a new strategy for their firm, managers engage in a range of sensegiving activities designed to introduce the new direction and explain the reasons for the change. These communication events commonly involve the use of strategic management terms and concepts to explain and justify the prescribed strategy. Literature thus far assumes that audiences understand and agree that these terms and underlying concepts are appropriate and relevant. Yet such views fail to explain strategy sensegiving in contexts where audiences of strategy presentations are ignorant or skeptical towards strategy concepts and ideas. We examine sensegiving under such conditions by analyzing a manager introducing a new strategy in a creative agency which expressed skepticism towards the concepts and practice of strategizing. Using data from video recordings of a sequence of internal strategy presentations, we identify three strategies designed to overcome prejudice towards strategic thinking while at the same time encouraging its use: winning the right to lead, finding resonance, and enrolling the audience into the strategy. We further find how these three sensegiving strategies are supported by carefully crafted visuals to either emphasize or de-emphasize aspects of the strategy and its supporting rationale. Our findings extend the literature on the practice of strategy by illustrating how the visual supports sensegiving efforts to guide a firm's interpretation of a proposed new strategic direction.
Exposure to immersive virtual environments decreases present bias
2024, Journal of Behavioral and Experimental EconomicsIn a Cave Automatic Virtual Environment, we conducted an experiment to investigate the influence of future self-continuity on the delay of immediate monetary gratification. By utilizing immersive virtual environments, we aimed to accentuate the role of environmental cues in shaping behavior. Our findings revealed that these environmental stimuli had a significant impact, leading to a higher likelihood of selecting a larger delayed option. This effect was attributed to the enhanced desirability of future gratification and a reduction in the influence of present bias on future rewards. These results underscore the utility of virtual environments as a valuable tool for both testing and elucidating intertemporal choice behavior.
Do risk, time and prosocial preferences predict risky sexual behaviour of youths in a low-income, high-risk setting?
2024, Journal of Health EconomicsYoung people in sub-Saharan Africa are particularly at high risk of sexually transmitted infections. Little is known about their preferences and even less about their association with risky sexual behaviour. We conducted incentivized economic experiments to measure risk, time and prosocial preferences in Zimbabwe. Preferences measured at baseline predict biomarker and self-reported measures of risky sexual behaviour gathered 12 months later. We find robust evidence that individuals more altruistic at baseline are more likely to be Herpes Simplex Virus Type-2 (HSV-2) positive 12 months later. Analysis by sex shows this association is driven by our sample of women. Having more sexual partners is associated with greater risk tolerance amongst men and greater impatience amongst women. Results highlight heterogeneity in the association between preferences and risky sexual behaviour.
Eating out of paper versus plastic: The effect of packaging material on consumption
2023, Food Quality and PreferenceThis research investigates how packaging materials bias perceived packaging healthiness and real food consumption. Across five studies and two different food product categories (healthy vs. unhealthy), the authors demonstrate that paper packaging, compared with plastic packaging, decreases consumption amounts of food products. We demonstrate that health goal activations explains this effect as paper packaging can be considered a health-related cue. The notion that packaging materials affect consumption of (un)healthy products is substantially relevant to food manufacturers, public policy makers, and consumers, especially in their efforts to enhance healthy consumer behavior.
Don't sweat it: Ambient temperature does not affect social behavior and perception
2023, Journal of Economic PsychologyLiterature suggests that human perception and behavior vary with physical temperature. We conducted an experiment to study how different ambient temperatures impact social behavior and perception: subjects undertook a series of tasks measuring various aspects of social behavior and perception under three temperature conditions (cold vs. optimal vs. warm). Despite well-established findings on the effects of temperature, our data suggest that ambient temperature has no relevant influence on social behavior and perception. We corroborate our finding of a null effect using equivalence testing and provide a discussion considering recent failed replication attempts in this field of research and related studies on heat and violence.
Individual differences in fear and self-distancing predict information processing via problem construal
2023, Personality and Individual DifferencesIn two preregistered online studies (NTotal = 984; Prolific), we examined how individual differences in fear and self-distancing predict information processing in decision-making involving risk in a business scenario. Dispositional fear was positively related to intuitive processing and negatively related to analytical processing, whereas self-distancing was positively related to analytical processing. These relations occurred indirectly via problem construal (i.e., concreteness and vividness of mental imagery). Dispositional fear predicted less concrete problem construal, which in turn predicted more urgent intuitive processing and less analytical processing. In contrast, habitual self-distancing predicted more concrete problem construal, which in turn predicted more analytical processing and less urgent intuitive processing. Overall, these findings suggest that, in contrast to emotionally regulated decision-makers, fearful decision-makers' tendency to construe problems less concretely (i.e., more abstractly) might hinder their ability to concretize and analyze problems involving risk.