Presentation is loading. Please wait.

Presentation is loading. Please wait.

Regulatory mode orientation and anticipated regret in the ultimatum game Susanne Leder*, Mauro Giacomantonio** & Lucia Mannetti** * Zeppelin University.

Similar presentations


Presentation on theme: "Regulatory mode orientation and anticipated regret in the ultimatum game Susanne Leder*, Mauro Giacomantonio** & Lucia Mannetti** * Zeppelin University."— Presentation transcript:

1 Regulatory mode orientation and anticipated regret in the ultimatum game Susanne Leder*, Mauro Giacomantonio** & Lucia Mannetti** * Zeppelin University ** Sapienza University Rome

2 Anticipated Regret in the Ultimatum Game Regret: |experienced when we realize that we should have made a different choice |anticipated when we expect to receive information (“feedback”) about the outcome of non-chosen options  consequence: regret-avoidance, regret-minimizing choices e.g., Zeelenberg, 1999; Zeelenberg & Pieters, 2007

3 Anticipated Regret in the Ultimatum Game Two possibilities to anticipate/experience regret:  for offering too little, when offer is rejected  for offering too much, when offer is accepted Zeelenberg & Beattie, 1997 EXPECTED FEEDBACK “You will find out which would have been the lowest offer accepted by the responder” ANTICIPATED REGRET “I don‘t want to regret offering too much” OFFER reduces

4 The Influence of Locomotion and Assessment Hypothesis: |In persons with a predominant assessment orientation, compared to persons with a predominant locomotion orientation, offers in the ultimatum game are more strongly influenced by the tendency to minimize future regret Regulatory mode theory: |The two key functions of self-regulation, locomotion and assessment, can function as independent orientations or modes  Individuals may self-regulate giving priority either to locomotion or to assessment Higgins, Kruglanski & Pierro, 2003; Kruglanski et al., 2000

5 The Influence of Locomotion and Assessment LOCOMOTION “just do it” Aspect of self-regulation concerned with:  movement from state to state  initiating and maintaining goal- related movement Effects on decision-making:  strategy: progressive elimination  weak tendency to regret and to generate counterfactual thoughts ASSESSMENT “do the right thing” Aspect of self-regulation concerned with:  making comparisons  critical appraisal of entities or states in order to judge relative quality Effects on decision-making:  strategy: full comparison  strong tendency to regret and to generate counterfactual thoughts Avnet & Higgins, 2003; Higgins et al., 2003; Pierro et al., 2008

6 Study Hypothesis: |The effect of anticipated regret on offers in the ultimatum game is stronger in persons high in assessment (vs. high in locomotion) Participants: |N = 123 (82f, 41m), mean age: 23.14 (SD = 3.60) Measures: |Regret (expected feedback; cf. Zeelenberg & Beattie, 1997 ):  “You will find out which would have been the lowest offer accepted by the responder” |Locomotion and assessment scales ( Kruglanski et al., 2000 ) |Offer (all participants were proposers) |Considerations ( cf. Zeelenberg & Beattie, 1997 ):  “I did not want to feel regret over a too high offer”  “I did not want to feel regret over a too low offer”  “I wanted my offer to be as strategic as possible”  “I was afraid that my offer would not be accepted”

7 Results F(1,119) = 3.77, p <.05

8 Results F(1,119) = 3.96, p <.05

9 OFFER Did not want to regret too high offer* Did not want to regret too low offer Wanted offer to be strategic Was afraid that offer not accepted No Regret LOC-.04.01.02-.16 ASS-.36*-.06.01-.16 RegretLOC-.18-.24-.18 ASS-.60**.33-.41*.19 * significant covariate (F(1,118) = 13.86; p < 0.01), effect of regulatory mode orientation n.s.

10 Discussion Regulatory mode orientation and anticipated regret: |Persons high in assessment (vs. high in locomotion):  make lower offers in the ultimatum game both if anticipated regret is salient and not salient  may take into account regret spontaneously before making a decision

11 THANK YOU!


Download ppt "Regulatory mode orientation and anticipated regret in the ultimatum game Susanne Leder*, Mauro Giacomantonio** & Lucia Mannetti** * Zeppelin University."

Similar presentations


Ads by Google