Motivation for the greater good: neural mechanisms of overcoming costs

Soutschek, Alexander; Tobler, Philippe N.

doi:10.1016/j.cobeha.2018.01.025

Cited by 20 publications

(10 citation statements)

References 115 publications

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“…With regard to attention and arousal, we also found indications that anticipatory activity in the LC increased as a function of incentive magnitude. This would suggest a role for noradrenergic influences, potentially increasing arousal, attention or motivation to overcome effort costs (Aston-Jones and Cohen, 2005; Soutschek and Tobler, 2018; Walton and Bouret, 2018). However, the LC is a challenging area to image with fMRI (Liu et al , 2017) and our imaging sequence was not optimized to detect signals in this brain region.…”

Section: Discussionmentioning

confidence: 99%

Differential modulation of cognitive control networks by monetary reward and punishment

Cubillo

Hare

2019

Social Cognitive and Affective Neuroscience

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Incentives are primary determinants of if and how well an organism will perform a given behavior. Here, we examined how incentive valence and magnitude influence task switching, a critical cognitive control process, and test the predictions that the anterior cingulate cortex (ACC) and the ventral striatum (vStr) function as key nodes linking motivation and control systems in the brain. Our results indicate that reward and punishment incentives have both common and distinct effects on cognitive control at the behavioral and neurobiological levels. For example, reward incentives led to greater activity in the ACC during the engagement of control relative to punishments. Furthermore, the neural responses to reward and punishment differed as a function of individual sensitivity to each incentive valence. Functional connectivity analyses suggest a role for vStr in signaling motivational value during cognitive control and as a potential link between motivation and control networks. Overall, our findings suggest that similar changes in observed behavior (e.g. response accuracy) under reward and punishment incentives are mediated by, at least partially, distinct neurobiological substrates.

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Section: Discussionmentioning

confidence: 99%

Differential modulation of cognitive control networks by monetary reward and punishment

Cubillo

Hare

2019

Social Cognitive and Affective Neuroscience

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“…Their strength lies in repetition, stability, and error avoidance using strategies of conservation, goal maintenance, and maintaining the status quo (Van Dijk & Kluger, 2011). Because helping customers, providing feedback, and offering recommendations all involve certain risks (Calo, 2008; Soutschek & Tobler, 2018; Van Dyne & LePine, 1998), compared to promotion‐focused ones, prevention‐focused individuals rarely communicate and exchange thoughts and ideas with others in order to avoid associated risks. Accordingly, they are less likely to engage in CCB.…”

Section: Theoretical Background and Hypothesismentioning

confidence: 99%

The effect of regulatory focus on customer citizenship behavior in a virtual brand community: The role of online self‐presentation and community identification

Wang

Sakashita

Guo-ping

et al. 2020

J of Consumer Behaviour

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Customer citizenship behavior (CCB) in virtual brand communities is a topic of increasing importance in marketing management research. This type of behavior plays a critical role in the improvement of enterprises' marketing capabilities. In this study, we draw on regulatory focus theory-along with the perspectives of selfpresentation and regulatory fit in relation to social identity-to construct and test a model that investigates both the main effects of regulatory foci (promotion and prevention) and the indirect effects of online self-presentation and community identification on CCB. The empirical results based on our online survey between 310 individual members of an well-known online-community in China demonstrate:(1) a promotion focus exerts a positive influence on CCB while a prevention focus exerts a negative impact; (2) the desire for online self-presentation mediates the association between regulatory foci and CCB; and (3) community identification moderates the relationship between regulatory foci and the desire for online self-presentation, as well as the mediation effect. These results have substantial implications for studying CCB within virtual brand communities.

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“…Social discounting (the decline in the subjective value of a reward as a function of increasing social distance to its recipient) is thought to be related to delay discounting, the decline in the subjective value of a reward as a function of increasing temporal distance to its receipt (Ainslie, 2005;Berns et al, 2007;Kable, 2014;Loewenstein & Elster, 1992). Both phenomena reflect valuebased decision-making that requires weighing up costs and benefits between the present self and other beneficiaries (socially distant individuals or temporally distant selves; Berkman et al, 2017;Buckholtz, 2015;Soutschek & Tobler, 2018) and thus both involve psychological distance in addition to perspective taking. The steepness of social discounting and delay discounting rates have been shown to be associated across individuals (Jones & Rachlin, 2009) and neuroimaging studies have revealed evidence of partially overlapping neural correlates (Hill, Spreng & Diana, 2017;Soutschek et al, 2016).…”

Section: Introductionmentioning

confidence: 99%

Social value at a distance: Higher identification with all of humanity is associated with reduced social discounting

Tuen¹,

Bulley²,

Palombo

et al. 2022

Preprint

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How much we value the welfare of others has critical implications for the collective good. Yet, it is unclear what leads people to make more or less equal decisions about the welfare of those from whom they are socially distant. The current research sought to explore the psychological mechanisms that might underlie welfare judgments across social distance. Here, a social discounting paradigm was used to measure the tendency for the value of a reward to be discounted as the social distance of its recipient increased. Across two cohorts (one discovery, one replication), we found that a more expansive identity with all of humanity was associated with reduced social discounting. Additionally, we investigated the specificity of this association by examining whether this relationship extended to delay discounting, the tendency for the value of a reward to be discounted as the temporal distance to its receipt increases. Our findings suggest that the observed association with identity was unique to social discounting, thus underscoring a distinction in value-based decision-making processes across distances in time and across social networks. As data were collected during the COVID-19 pandemic, we also considered how stress associated with this global threat might influence welfare judgements across social distances. We found that, even after controlling for COVID-19 related stress, correlations between identity and social discounting held. Together these findings elucidate the psychological processes that are associated with a more equal distribution of generosity.

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Motivation for the greater good: neural mechanisms of overcoming costs

Cited by 20 publications

References 115 publications

Differential modulation of cognitive control networks by monetary reward and punishment

Differential modulation of cognitive control networks by monetary reward and punishment

The effect of regulatory focus on customer citizenship behavior in a virtual brand community: The role of online self‐presentation and community identification

Social value at a distance: Higher identification with all of humanity is associated with reduced social discounting

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