Dennis KüsterDennis Küster
Physical exercise and a risky choice: Can wePhysical exercise and a risky choice: Can wedissociate the emotional state from the nature dissociate the emotional state from the nature
of the prize?of the prize?
What would you prefer ?What would you prefer ?
One million Euro for
sure?or
A 90% chance to win 2 million
Euro?
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.5
.5
1.0
1.00
weight
probability
We (rarely) calculate expectancy valuesWe (rarely) calculate expectancy values
Rottenstreich and Hsee (2001)
„Rational choice“: E.g., .99 probability for €100 should be worth €99.
„Affect-Rich“
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Stronger effects for “affect rich” materialsStronger effects for “affect rich” materials
Rottenstreich and Hsee (2001)
Rottenstreich and Hsee (2001)Rottenstreich and Hsee (2001)
Experiment 1: Kissing a celebrety vs. moneyExperiment 1: Kissing a celebrety vs. money Experiment 2: Vacation coupons vs. tuition couponsExperiment 2: Vacation coupons vs. tuition coupons Experiment 3: (imagined) electric shock vs. Experiment 3: (imagined) electric shock vs.
(imagined) $20 penalty (imagined) $20 penalty
Constant monetary value and “affect rich” vs. “affect Constant monetary value and “affect rich” vs. “affect poor” decisionspoor” decisions
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Kisses, cash, and couponsKisses, cash, and coupons
Rottenstreich and Hsee (2001)
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What could be the underlying process ?What could be the underlying process ?
Rottenstreich and Hsee (2001)
Mental Imagery
Emotion Weighting function
Stimulus Material
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Hsee and Rottenstreich (2004)Hsee and Rottenstreich (2004)
Rottenstreich and Hsee (2001)
Constant stimulus material
Weighting function
Calculation priming
Feeling priming
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Valuation by calculation vs. feelingValuation by calculation vs. feeling
Hsee and Rottenstreich, 2004
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Valuation by calculation vs. feelingValuation by calculation vs. feeling
Hsee and Rottenstreich, 2004
If an object travels at five feet per minute, then by your If an object travels at five feet per minute, then by your calculations how many feet will it travel in 360 calculations how many feet will it travel in 360 seconds?seconds?
If a consumer bought 30 books for $540, then, by your If a consumer bought 30 books for $540, then, by your calculations, on average, how much did the consumer calculations, on average, how much did the consumer pay for each book?pay for each book?
When you hear the name “George W. Bush,” what do When you hear the name “George W. Bush,” what do you feel? Please use one word to describe your you feel? Please use one word to describe your predominant feeling.predominant feeling.
When you hear the word „baby,“ what do you feel? When you hear the word „baby,“ what do you feel? Please use one word to describe your predominant Please use one word to describe your predominant feeling.feeling.
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Dissociating emotional state and decisionDissociating emotional state and decision
Participants can be biased toward calculation.Participants can be biased toward calculation.
But how is But how is emotional stateemotional state related to decision related to decision making? making?
Can we further dissociate the emotional state Can we further dissociate the emotional state from the nature of the prize?from the nature of the prize?
One factor modulating the relationship One factor modulating the relationship between emotional content and the weighting between emotional content and the weighting function may be the degree of attention given function may be the degree of attention given to the emotional content.to the emotional content.
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Proposed study designProposed study design
Excitation transfer
Decision about
constant & relatively
„affect poor“ material
High arousal
Low arousalExcitation transfer
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EM1
Decision about prize
Instructions
Filler task
EM2
EM1
Decision about prize
Instructions
Filler task
EM2
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The filler taskThe filler task
Which brand would you prefer?Which brand do you think is more expensive?
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Decision about the prizeDecision about the prize
““Imagine you now had a 1% chance to win 500 € in a Imagine you now had a 1% chance to win 500 € in a lottery. How much would you be willing to pay for a lottery. How much would you be willing to pay for a
ticket in the lottery?” ticket in the lottery?”
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Aims and improvementsAims and improvements
Hsee and Rottenstreich, 2004
Physiological measurement of arousal: EDA, HRPhysiological measurement of arousal: EDA, HR
Dissociation of affective properties of the Dissociation of affective properties of the decision (or previous decisions) and emotional decision (or previous decisions) and emotional state state
Are previously documented effects indeed “affective”?Are previously documented effects indeed “affective”? Can we go beyond priming “valuation by calculation”?Can we go beyond priming “valuation by calculation”? Is the magnitude of effects related to physiological Is the magnitude of effects related to physiological
activation?activation?
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Questions / DiscussionQuestions / Discussion
? Would there be a better Would there be a better
decision/prize?decision/prize? Might the filler task be priming a Might the filler task be priming a
bias to one kind of “valuation”?bias to one kind of “valuation”? Could the placement and kind of Could the placement and kind of
emotion measure be improved?emotion measure be improved?
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EM1
Decision about prize
Instructions
Filler task
EM2
„How do you feel right now?“ (1=„very bad“; 9= „very good“)
?
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Questions / DiscussionQuestions / Discussion
? Would there be a better Would there be a better
decision/prize?decision/prize? Might the filler task be priming a Might the filler task be priming a
bias to one kind of “valuation”?bias to one kind of “valuation”? Could the placement and kind of Could the placement and kind of
emotion measure be improved?emotion measure be improved?