The influence of past behavior on future behavior: a mind-set perspective

A behavioral mind-set refers to the effect of performing a behavior in one situation (e.g., deciding which animals jump higher, dolphins or sea lions) on the likelihood of performing a conceptually similar behavior in subsequent, unrelated situations (e.g., deciding which of two candies to purchase). It reflects the activation and persistence of procedural knowledge. My dissertation circumscribes the construct of a behavioral mind-set and proposes a theoretical framework describing how mind-sets operate as well as their cognitive and motivational determinants. Three sets of studies investigated the role of mind-sets in different domains. The first set of studies explored the influence of making comparative judgments on subsequent decision making. Specifically, I found that making comparative judgment in one situation activates a which-to-buy mind-set that increases the willingness to decide which of two products to purchase in a later situation without considering the option of not buying anything at all. This mind-set can be activated not only by stating preferences for one of two products but also by comparing the relative attractiveness of wild animals, comparing the animals with respect to physical attributes, and estimating how similar one object is to another. Furthermore, the mind-set, once activated, influences not only purchase intentions in hypothetical situations but the actual decisions to purchase one of different types of products that are on sale after the experiment. The second set of studies investigated whether generating supportive elaborations or counterarguments in one situation will influence people’s tendency to engage in similar behavior in a subsequent, unrelated situation. I found that making supportive elaborations in one situation gives rise to a bolstering mind-set that, once activated, increases participants’ disposition to generate supportive thoughts in response to persuasive communications that they receive later and, therefore, increases the effectiveness of persuasion. Correspondingly, generating opposing arguments in an initial situation activates a counterarguing mind-set that increases the tendency to argue against the persuasive communications and decreases its effectiveness. However, a counterarguing mind-set may increase the effectiveness of persuasion if the messages are difficult to be refuted. The third set of studies distinguished between the influence of motivation on consumer behavior and the influence of a mind-set that is activated by this motivation. Specifically, I found that appetitive motivation, which naturally increases people’s tendency to acquire food products, can give rise to a cognition-based acquisition mind-set that increases people’s disposition to acquire non-food products as well. This acquisition mind-set may persist even when the appetitive motivation that gave rise to it is satiated by eating. Moreover, the disposition to acquire non-food products is not mediated by the products’ attractiveness. The studies suggest that motivation and mind-sets may independently influence consumers’ evaluation of a product and their dispositions to acquire it. Motivation is more likely to influence product evaluations whereas a mind-set is more likely to influence consumers’ acquisition dispositions. In summary, a behavioral mind-set can be activated in the process of performing a behavior. And the mind-set may influence people’s subsequent behaviors in unrelated situations in which the activated procedure is applicable. Moreover, motivation to engage in one behavior could also elicit a cognition-based mind-set, which may change people’s subsequent behaviors.

The role of relevant information in functional counterfactual thinking

Although counterfactual thinking is typically activated by a negative outcome, it can have positive effects by helping to regulate and improve future behavior. Known as the content-specific pathway, these counterfactual ruminations use relevant information (i.e., information that is directly related to the problem at hand) to elicit insights about the problem, create a connection between the counterfactual and the desired behavior, and strengthen relevant behavioral intentions. The current research examines how changing the type of relevant information provided (i.e., so that it is either concrete and detailed or general and abstract) influences the relationship between counterfactual thinking and behavioral intentions. Experiments 1 and 2 found that counterfactual thinking facilitated relevant intentions when these statements involved detailed information (Experiment 1) or specific behaviors (Experiment 2) compared to general information (Experiment 1), categories of behavior, or traits (Experiment 2). Experiment 3 found that counterfactuals containing a category of behavior facilitated specific behavioral intentions, relative to counterfactuals focusing on a trait. However, counterfactuals only facilitated intentions that included specific behaviors, but not when intentions focused on categories of behaviors or traits (Experiment 4). Finally, this effect generalized to other relevant specific behaviors; a counterfactual based on one relevant specific behavior facilitated an intention based on another relevant specific behavior (Experiment 5). Together, these studies further clarify our understanding of the content-specific pathway and provide a more comprehensive understanding of functional counterfactual thinking.

Understanding information use in multiattribute decision making

An inference task in one in which some known set of information is used to produce an estimate about an unknown quantity. Existing theories of how humans make inferences include specialized heuristics that allow people to make these inferences in familiar environments quickly and without unnecessarily complex computation. Specialized heuristic processing may be unnecessary, however; other research suggests that the same patterns in judgment can be explained by existing patterns in encoding and retrieving memories. This dissertation compares and attempts to reconcile three alternate explanations of human inference. After justifying three hierarchical Bayesian version of existing inference models, the three models are com- pared on simulated, observed, and experimental data. The results suggest that the three models capture different patterns in human behavior but, based on posterior prediction using laboratory data, potentially ignore important determinants of the decision process.

Effects of Information and Time of Use Pricing on Irish Electricity Demand and Supply

In this dissertation I quantify residential behavior response to interventions designed to reduce electricity demand at different periods of the day. In the first chapter, I examine the effect of information provision coupled with bimonthly billing, monthly billing, and in-home displays, as well as a time-of-use (TOU) pricing scheme to measure consumption over each month of the Irish Consumer Behavior Trial. I find that time-of-use pricing with real time usage information reduces electricity usage up to 8.7 percent during peak times at the start of the trial but the effect decays over the first three months and after three months the in-home display group is indistinguishable from the monthly treatment group. Monthly and bi-monthly billing treatments are not found to be statistically different from another. These findings suggest that increasing billing reports to the monthly level may be more cost effective for electricity generators who wish to decrease expenses and consumption, rather than providing in-home displays. In the following chapter, I examine the response of residential households after exposure to time of use tariffs at different hours of the day. I find that these treatments reduce electricity consumption during peak hours by almost four percent, significantly lowering demand. Within the model, I find evidence of overall conservation in electricity used. In addition, weekday peak reductions appear to carry over to the weekend when peak pricing is not present, suggesting changes in consumer habit. The final chapter of my dissertation imposes a system wide time of use plan to analyze the potential reduction in carbon emissions from load shifting based on the Ireland and Northern Single Electricity Market. I find that CO2 emissions savings are highest during the winter months when load demand is highest and dirtier power plants are scheduled to meet peak demand. TOU pricing allows for shifting in usage from peak usage to off peak usage and this shift in load can be met with cleaner and cheaper generated electricity from imports, high efficiency gas units, and hydro units.

Collecting valuable consumer data: Motivating consumers to disclose personal information

Collecting and analyzing consumer data is essential in today’s data-driven business environment. However, consumers are becoming more aware of the value of the information they can provide to companies, thereby being more reluctant to share it for free. Therefore, companies need to find ways to motivate consumers to disclose personal information. The main research question of the study was formed as “How can companies motivate consumers to disclose personal information?” and it was further divided into two subquestions: 1) What types of benefits motivate consumers to disclose personal information? 2) How does the disclosure context affect the consumers’ information disclosure behavior? The conceptual framework consisted of a classification of extrinsic and intrinsic benefits, and moderating factors, which were recognized on the basis of prior research in the field. The study was conducted by using qualitative research methods. The primary data was collected by interviewing ten representatives from eight companies. The data was analyzed and reported according to predetermined themes. The findings of the study confirm that consumers can be motivated to disclose personal information by offering different types of extrinsic (monetary saving, time saving, self-enhancement, and social adjustment) and intrinsic (novelty, pleasure, and altruism) benefits. However, not all the benefits are equally useful ways to convince the customer to disclose information. Moreover, different factors in the disclosure context can either alleviate or increase the effectiveness of the benefits and the consumers’ motivation to disclose personal information. Such factors include the consumer’s privacy concerns, perceived trust towards the company, the relevancy of the requested information, personalization, website elements (especially security, usability, and aesthetics of a website), and the consumer’s shopping motivation. This study has several contributions. It is essential that companies recognize the most attractive benefits regarding their business and their customers, and that they understand how the disclosure context affects the consumer’s information disclosure behavior. The likelihood of information disclosure can be increased, for example, by offering benefits that meet the consumers’ needs and preferences, improving the relevancy of the asked information, stating the reasons for data collection, creating and maintaining a trustworthy image of the company, and enhancing the quality of the company’s website.

Impact of ethical behavior on syndicated loan rates

This paper shows that borrowers’ ethical behavior leads lending banks to loosen financing conditions when setting loan rates. We advance the banking literature by stressing that the previous financing loosening is enhanced when there is similarity of lenders and borrowers along their ethical domain given that such similarity brings about familiarity and trust in non-opportunistic behavior between them, thereby contributing to lower information frictions. Unique data composed of 12,545 syndicated loan facilities from 19 countries for the period 2003–2007 indicate a 24.8% reduction in the mean spread associated with an increase of one standard deviation in the degree of borrowers’ ethical behavior from its mean value. Such reduction is enhanced to 37.6% when lenders also behave in an ethical way. Results withstand a battery of robustness tests including the use of alternative databases that capture the effect of the 2008 financial crisis, financing alternatives such as equity financing as well as nonparametric estimations.

Correlations among behavior, performance and environment in broiler breeders using multivariate analysis

Animal welfare issues have received much attention not only to supply farmed animal requirements, but also to ethical and cultural public concerns. Daily collected information, as well as the systematic follow-up of production stages, produces important statistical data for production assessment and control, as well as for improvement possibilities. In this scenario, this research study analyzed behavioral, production, and environmental data using Main Component Multivariable Analysis, which correlated observed behaviors, recorded using video cameras and electronic identification, with performance parameters of female broiler breeders. The aim was to start building a system to support decision-making in broiler breeder housing, based on bird behavioral parameters. Birds were housed in an environmental chamber, with three pens with different controlled environments. Bird sensitivity to environmental conditions were indicated by their behaviors, stressing the importance of behavioral observations for modern poultry management. A strong association between performance parameters and the behavior at the nest, suggesting that this behavior may be used to predict productivity. The behaviors of ruffling feathers, opening wings, preening, and at the drinker were negatively correlated with environmental temperature, suggesting that the increase of in the frequency of these behaviors indicate improvement of thermal welfare.

One Person, Many Votes: Divided Majority and Information Aggregation

In elections, majority divisions pave the way to focal manipulations and coordination failures, which can lead to the victory of the wrong candidate. This paper shows how this flaw can be addressed if voter preferences over candidates are sensitive to information. We consider two potential sources of divisions: majority voters may have similar preferences but opposite information about the candidates, or opposite preferences. We show that when information is the source of majority divisions, Approval Voting features a unique equilibrium with full information and coordination equivalence. That is, it produces the same outcome as if both information and coordination problems could be resolved. Other electoral systems, such as Plurality and Two-Round elections, do not satisfy this equivalence. The second source of division is opposite preferences. Whenever the fraction of voters with such preferences is not too large, Approval Voting still satisfies full information and coordination equivalence.

AN EMPIRICAL ASSESSMENT OF USER ONLINE SECURITY BEHAVIOR: EVIDENCE FROM A UNIVERSITY

The ever-increasing number and severity of cybersecurity breaches makes it vital to understand the factors that make organizations vulnerable. Since humans are considered the weakest link in the cybersecurity chain of an organization, this study evaluates users’ individual differences (demographic factors, risk-taking preferences, decision-making styles and personality traits) to understand online security behavior. This thesis studies four different yet tightly related online security behaviors that influence organizational cybersecurity: device securement, password generation, proactive awareness and updating. A survey (N=369) of students, faculty and staff in a large mid-Atlantic U.S. public university identifies individual characteristics that relate to online security behavior and characterizes the higher-risk individuals that pose threats to the university’s cybersecurity. Based on these findings and insights from interviews with phishing victims, the study concludes with recommendations to help similat organizations increase end-user cybersecurity compliance and mitigate the risks caused by humans in the organizational cybersecurity chain.

Pediatric Nurses’ Information and Applications Related To Ethical Codes

Background: Ethics is defined as the entirety of moral principles that form the basis of individuals’ behavior; it can also be defined as “moral theory” or “theoretical ethics”. Objectives: To determinate information and applications related to ethical codes of pediatric nurses. Patients and Methods: Participants were nurses attending the Neonatal Intensive Care Unit Nursing Course and the Pediatric Nursing Course conducted in Istanbul between September 2011 and December 2012. A total of nurses attending the courses at the specified dates and who agreed to participate in the study were included in the analysis. Data were collected through a questionnaire that we developed in accordance with current literature on nursing ethics. Results: 140 nurses participated in this study. Information and applications were related to ethical codes of nurses including four categories; autonomy, beneficence, nonmaleficence, justice. The principle of confidentiality/keeping secrets. Exactly 64.3% of nurses reported having heard of nursing ethical codes. The best-known ethical code was the principle of justice. Furthermore, while the rates were generally low, some nurses engaged in unethical practices such as patient discrimination and prioritizing acquaintances. Conclusions: We conclude that most nurses working in pediatric clinics act in compliance with ethical codes. We also found that the majority of nurses wanted to learn about ethical codes. For this reason, we recommended that nurses working in clinics and future nurses in training be informed of the appropriate ethical behavior and codes.

The effectiveness of an online workshop on behavior management as a professional development tool for teachers

The current study examines the effects of an online workshop pertaining to classroom behavior management on teacher self-efficacy, attitudes, motivation, knowledge, and practices. In addition, information about teacher utilization of the Internet, their opinions about professional development, and experiences with classroom management were collected. Participants included 57 1 st through 5th grade special and regular education teachers. Eligible teachers were those who teach an academic subject and had at least one child in the classroom they considered as disruptive. Teachers were randomized to either a training or waitlist group. Classroom observations of teacher practices and questionnaires were utilized. Teachers in the training group participated in two assessment points, baseline and post-workshop, and received access to the online course immediately following the baseline assessment. Teachers in the waitlist group participated in three assessment points, baseline, post-workshop, and follow-up, and received access to the online course immediately following the post-workshop assessment. Findings show that all teachers had access to the Internet at home and at school and used it on a daily basis. The majority of teachers indicated having some past training on all the techniques that were presented in the online workshop. All teachers expressed satisfaction with the workshop, indicating that it should be offered again. Post-workshop, findings showed significant group differences in knowledge with a large effect for the training group scoring higher than the waitlist group on a quiz. Secondly, group differences in self-efficacy, knowledge, and attitudes with teachers’ past-training as a moderator, was examined. Past-training was not found to be a significant moderator of self-efficacy, knowledge, or attitudes. However, the main effect for training group was significant for attitudes. In addition, teacher attitudes, but not knowledge and self-efficacy, significantly predicted motivation to implement. Next, the moderating effect of barriers on motivation and classroom management skill implementation was examined. Barriers were not found to be a significant moderator. Lastly, the training group was observed to be significantly more effective at giving commands compared to the waitlist group. The current study demonstrates the potential of a low-intensity online workshop on classroom management to enhance the accessibility of teacher professional development. ^

Predicting room occupancy with a single passive infrared (PIR) sensor through behavior extraction

Passive infrared sensors have widespread use in many applications, including motion detectors for alarms, lighting systems and hand dryers. Combinations of multiple PIR sensors have also been used to count the number of humans passing through doorways. In this paper, we demonstrate the potential of the PIR sensor as a tool for occupancy estimation inside of a monitored environment. Our approach shows how flexible nonparametric machine learning algorithms extract useful information about the occupancy from a single PIR sensor. The approach allows us to understand and make use of the motion patterns generated by people within the monitored environment. The proposed counting system uses information about those patterns to provide an accurate estimate of room occupancy which can be updated every 30 seconds. The system was successfully tested on data from more than 50 real office meetings consisting of at most 14 room occupants.

Self-affirmation before exposure to health communications promotes intentions and health behavior change by increasing anticipated regret

Health-risk information can elicit negative emotions like anticipated regret that may positively affect health persuasion. The beneficial impact of such emotions is undermined when target audiences respond defensively to the threatening information. We tested whether self-affirming (reflecting on cherished attributes) before message exposure can be used as strategy to enhance the experience of anticipated regret. Women were self-affirmed or not before exposure to a message promoting fruit and vegetable consumption. Self-affirmation increased anticipated regret and intentions reported following message exposure and consumption in the week after the intervention; regret mediated the affirmation effect on intentions. Moreover, results suggest that anticipated regret and intentions are serial mediators linking self-affirmation and behavior. By demonstrating the mediating role of anticipated regret, we provide insights into how self-affirmation may promote healthy intentions and behavior following health message exposure. Self-affirmation techniques could thus potentially be used to increase the effectiveness of health communication efforts.

Relationship between sport commitment and sport consumer behavior

The purpose of this study was to examine the relationships between sport commitment and three types of sport consumer behaviors: participation frequency, sporting goods and media consumption. A survey was conducted among sport participants of both individual and team sports, fitness and outdoor activities (n= 900). The survey included questions related to demographic information, measures of sport commitment and sport consumption behavior. The results analyzed trough structural equation modeling showed that the sport commitment influences positively the participation frequency, sporting goods consumption and media consumption. Implications of these results are discussed and suggestions for future research on sport consumers are provided.

Good is generally more alike than bad in the information ecology: Investigating the case of (the ABC model of) group stereotypes

On most if not all evaluatively relevant dimensions such as the temperature level, taste intensity, and nutritional value of a meal, one range of adequate, positive states is framed by two ranges of inadequate, negative states, namely too much and too little. This distribution of positive and negative states in the information ecology results in a higher similarity of positive objects, people, and events to other positive stimuli as compared to the similarity of negative stimuli to other negative stimuli. In other words, there are fewer ways in which an object, a person, or an event can be positive as compared to negative. Oftentimes, there is only one way in which a stimulus can be positive (e.g., a good meal has to have an adequate temperature level, taste intensity, and nutritional value). In contrast, there are many different ways in which a stimulus can be negative (e.g., a bad meal can be too hot or too cold, too spicy or too bland, or too fat or too lean). This higher similarity of positive as compared to negative stimuli is important, as similarity greatly impacts speed and accuracy on virtually all levels of information processing, including attention, classification, categorization, judgment and decision making, and recognition and recall memory. Thus, if the difference in similarity between positive and negative stimuli is a general phenomenon, it predicts and may explain a variety of valence asymmetries in cognitive processing (e.g., positive as compared to negative stimuli are processed faster but less accurately). In my dissertation, I show that the similarity asymmetry is indeed a general phenomenon that is observed in thousands of words and pictures. Further, I show that the similarity asymmetry applies to social groups. Groups stereotyped as average on the two dimensions agency / socio-economic success (A) and conservative-progressive beliefs (B) are stereotyped as positive or high on communion (C), while groups stereotyped as extreme on A and B (e.g., managers, homeless people, punks, and religious people) are stereotyped as negative or low on C. As average groups are more similar to one another than extreme groups, according to this ABC model of group stereotypes, positive groups are mentally represented as more similar to one another than negative groups. Finally, I discuss implications of the ABC model of group stereotypes, pointing to avenues for future research on how stereotype content shapes social perception, cognition, and behavior.