The effect of an undecided alternative on resolution of approach-approach and avoidance-avoidance conflict situations

Minor, James; Miller, Loren L.; Ditrichs, Raymond

doi:10.3758/bf03331359

Cited by 11 publications

(27 citation statements)

References 3 publications

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“…In a series of studies that followed Barker's lead, several investigators (e.g., Arkoff, 1957; Minor, Miller, & Ditrichs, 1968; Murray, 1975; Schill, 1966) demonstrated that making choices between obtaining mutually exclusive unfavorable personality characteristics took significantly longer and was judged as significantly more difficult than making choices between obtaining one of two favorable personality characteristics. Moreover, when an undecided response category was introduced into the task (Murray, 1975), subjects were much more likely to use it in negative avoidance–avoidance conflicts (42%) than in positive approach–approach conflicts (6%).…”

Section: Discussionmentioning

confidence: 99%

Framing and conflict: Aspiration level contingency, the status quo, and current theories of risky choice.

Schneider¹

1992

Journal of Experimental Psychology: Learning, Memory, and Cogni

203

195

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The effect of positive versus negative frames on risky choice was examined for a variety of scenarios and risks. Preferences in the positive domain were strong and mainly risk averse, with notable exceptions. Preferences in the negative domain, however, were marked by their inconsistency, shown both by an overwhelming lack of significant majority preferences and a surprisingly strong tendency of individual subjects to vacillate in their negatively framed choices across presentations. This finding is accounted for by a proposed aspiration level contingency in which aspiration levels are systematically set to be more difficult to achieve in the face of a perceived loss than a gain. The implications of the results, and the aspiration level contingency, are explored with respect to current theories of risky choice, including Kahneman and Tversky's (1979) prospect theory and Lopes's (1987, 1990) security-potential/aspiration theory.

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Section: Discussionmentioning

confidence: 99%

Framing and conflict: Aspiration level contingency, the status quo, and current theories of risky choice.

Schneider¹

1992

Journal of Experimental Psychology: Learning, Memory, and Cogni

203

195

View full text Add to dashboard Cite

show abstract

“…However, it has been documented that choice among attractive alternatives (i.e., approach-approach) occurs faster (Arkoff 1957;Minor, Miller, and Ditrichs 1968) and is perceived as being easier (Chatterjee and Heath 1996) than choice among unattractive alternatives. In isolation, the second term of Equation 8 corresponds to processes with unlimited capacity that may be less relevant in our case.…”

Section: Model Enhancements and Inferencesmentioning

confidence: 99%

“…Unlimited capacity implies that, on average, larger choice sets generate faster responses. However, it has been documented that choice among attractive alternatives (i.e., approach–approach) occurs faster (Arkoff 1957; Minor, Miller, and Ditrichs 1968) and is perceived as being easier (Chatterjee and Heath 1996) than choice among unattractive alternatives. This implies a frame of reference that extends beyond the immediate context of a choice set.…”

Section: The Modelmentioning

confidence: 99%

An Integrated Model of Discrete Choice and Response Time

Otter

Allenby

Zandt

2008

Journal of Marketing Research

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Computer and Web-based interviewing tools have made response times ubiquitous in marketing research. Practitioners use these data as an indicator of data quality, and academics use them as an indicator of latent processes related to memory, attributes, and decision making. The authors investigate a Poisson race model with choice and response times as dependent variables. The model facilitates inference about respondents' preferences for choice alternatives, their diligence in providing responses, and the accessibility of attitudes and the speed of thinking. Thus, the model distinguishes between respondents who are quick to think and those who are quick to react but do so without much thought. Empirically, the authors find support for the endogenous nature of response times and demonstrate that models that treat response times as exogenous variables may result in misleading inferences.

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“…Indeed, people produce longer reaction times when choosing between unattractive options relative to attractive options and experience such decisions to be more difficult (e.g., Arkoff, 1957;Diederich, 2003;Kamano, 1963;Minor, Miller, & Ditrichs, 1968;Murray, 1975). People are also more likely to defer making choices involving avoidance-avoidance conflicts (Anderson, 2003;Dhar & Nowlis, 1999), and such decisions provoke more psychological discomfort than do their decisions in approach-approach scenarios (Shultz, Léveillé, & Lepper, 1999).…”

mentioning

confidence: 99%

Basic psychological needs and neurophysiological responsiveness to decisional conflict: an event-related potential study of integrative self processes

Domenico

Liu

et al. 2016

Cogn Affect Behav Neurosci

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Fulfillment of the basic psychological needs for competence, relatedness, and autonomy is believed to facilitate people's integrative tendencies to process psychological conflicts and develop a coherent sense of self. The present study therefore used event-related potentials (ERPs) to examine the relation between need fulfillment and the amplitude of conflict negativity (CN), a neurophysiological measure of conflict during personal decision making. Participants completed a decision-making task in which they made a series of forced choices according to their personal preferences. Three types of decision-making situations were created on the basis of participants' unique preference ratings, which were obtained prior to ERP recording: low-conflict situations (choosing between an attractive and an unattractive option), highconflict approach-approach situations (choosing between two similarly attractive options), and high-conflict avoidance-avoidance situations (choosing between two similarly unattractive options). As expected, CN amplitudes were larger in high-relative to low-conflict situations, and source localization analyses suggested that the anterior cingulate cortex was the generating structure of the CN. Most importantly, people reporting higher need fulfillment exhibited larger CN amplitudes in avoidance-avoidance situations relative to lowconflict situations; to a lesser extent, they also exhibited larger CN amplitudes in approach-approach situations relative to low-conflict situations. By contrast, people reporting lower need fulfillment exhibited CN amplitudes that poorly discriminated the three decision situations. These results suggest that need fulfillment may promote self-coherent functioning by increasing people's receptivity to and processing of events that challenge their abilities to make efficient, self-congruent choices.

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The effect of an undecided alternative on resolution of approach-approach and avoidance-avoidance conflict situations

Cited by 11 publications

References 3 publications

Framing and conflict: Aspiration level contingency, the status quo, and current theories of risky choice.

Framing and conflict: Aspiration level contingency, the status quo, and current theories of risky choice.

An Integrated Model of Discrete Choice and Response Time

Basic psychological needs and neurophysiological responsiveness to decisional conflict: an event-related potential study of integrative self processes

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