Individual Differences and Decision Making: What We Know and Where We Go from Here

Mohammed, Susan; Schwall, Alexander R.

doi:10.1002/9780470745267.ch8

Cited by 43 publications

(63 citation statements)

References 167 publications

(223 reference statements)

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“…Individuals in professional capacities that demand decision-making expertise – such as local, state, and central government leaders – differ with respect to their need for cognition when faced with decision-making tasks (Carnevale et al, 2010). Given the recognized need for appreciating and assessing individual differences in decision-making style (Mohammed and Schwall, 2009; Del Missier et al, 2010; Weber and Morris, 2010; Appelt et al, 2011; Harman, 2011; Bruine de Bruin et al, 2012), a challenge for research is to establish methods that can be used reliably to gain insight into the range of decision-making propensities in those charged with making important decisions on a regular basis.…”

Section: Introductionmentioning

confidence: 99%

Inter-rater reliability for movement pattern analysis (MPA): measuring patterning of behaviors versus discrete behavior counts as indicators of decision-making style

2014

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The unique yield of collecting observational data on human movement has received increasing attention in a number of domains, including the study of decision-making style. As such, interest has grown in the nuances of core methodological issues, including the best ways of assessing inter-rater reliability. In this paper we focus on one key topic – the distinction between establishing reliability for the patterning of behaviors as opposed to the computation of raw counts – and suggest that reliability for each be compared empirically rather than determined a priori. We illustrate by assessing inter-rater reliability for key outcome measures derived from movement pattern analysis (MPA), an observational methodology that records body movements as indicators of decision-making style with demonstrated predictive validity. While reliability ranged from moderate to good for raw counts of behaviors reflecting each of two Overall Factors generated within MPA (Assertion and Perspective), inter-rater reliability for patterning (proportional indicators of each factor) was significantly higher and excellent (ICC = 0.89). Furthermore, patterning, as compared to raw counts, provided better prediction of observable decision-making process assessed in the laboratory. These analyses support the utility of using an empirical approach to inform the consideration of measuring patterning versus discrete behavioral counts of behaviors when determining inter-rater reliability of observable behavior. They also speak to the substantial reliability that may be achieved via application of theoretically grounded observational systems such as MPA that reveal thinking and action motivations via visible movement patterns.

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Section: Introductionmentioning

confidence: 99%

Inter-rater reliability for movement pattern analysis (MPA): measuring patterning of behaviors versus discrete behavior counts as indicators of decision-making style

2014

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“…Although the idea that individuals can and do differ in how they approach decision-making situations has a long history, recent reviews (Mohammed and Schwall, 2009; Appelt et al, 2011) have called for heightened attention to individual differences in decision-making style. While the majority of published work on decision-making has focused heavily on decision/task features (e.g., complexity, novelty, framing of choice options) and situational/environmental conditions (e.g., time pressure, social context), the importance of paying requisite attention to decision-making style is acknowledged across a number of content areas (Soane and Nicholson, 2008; Mohammed and Schwall, 2009; Weber and Morris, 2010; Appelt et al, 2011).…”

Section: Introductionmentioning

confidence: 99%

“…While the majority of published work on decision-making has focused heavily on decision/task features (e.g., complexity, novelty, framing of choice options) and situational/environmental conditions (e.g., time pressure, social context), the importance of paying requisite attention to decision-making style is acknowledged across a number of content areas (Soane and Nicholson, 2008; Mohammed and Schwall, 2009; Weber and Morris, 2010; Appelt et al, 2011). The key notion is that we need to deepen our understanding of lawful variations in the decision-making process across individuals (e.g., Byman and Pollack, 2001; Thunholm, 2004; Del Missier et al, 2010; Harman, 2011; Bruine de Bruin et al, 2012).…”

Section: Introductionmentioning

confidence: 99%

Predicting individual differences in decision-making process from signature movement styles: an illustrative study of leaders

Connors¹,

Rende²,

Colton³

2013

Front. Psychol.

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There has been a surge of interest in examining the utility of methods for capturing individual differences in decision-making style. We illustrate the potential offered by Movement Pattern Analysis (MPA), an observational methodology that has been used in business and by the US Department of Defense to record body movements that provide predictive insight into individual differences in decision-making motivations and actions. Twelve military officers participated in an intensive 2-h interview that permitted detailed and fine-grained observation and coding of signature movements by trained practitioners using MPA. Three months later, these subjects completed four hypothetical decision-making tasks in which the amount of information sought out before coming to a decision, as well as the time spent on the tasks, were under the partial control of the subject. A composite MPA indicator of how a person allocates decision-making actions and motivations to balance both Assertion (exertion of tangible movement effort on the environment to make something occur) and Perspective (through movements that support shaping in the body to perceive and create a suitable viewpoint for action) was highly correlated with the total number of information draws and total response time—individuals high on Assertion reached for less information and had faster response times than those high on Perspective. Discussion focuses on the utility of using movement-based observational measures to capture individual differences in decision-making style and the implications for application in applied settings geared toward investigations of experienced leaders and world statesmen where individuality rules the day.

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“…Future studies should incorporate personality assessments to obtain a detailed profile of prosocial attitudes, impulsivity and personal motivation to seek rewards, given the relevance of these factors (e.g., Appelt, Milch, Handgraaf, & Weber, 2011;Espín, Exadaktylos, & Neyse, 2016;Jia, Zhang, Li, Feng, & Li, 2013;Mohammed, & Schwall, 2009). Future studies should also investigate the interference that identity information may exert on emotion-guided judgments in social contexts, although preliminary unpublished data from our lab suggest that emotional judgments are not affected by identity-interfering information (but see also Fisher et al, 2016).…”

Section: Late Processing Stagesmentioning

confidence: 99%

Facial identity and emotional expression as predictors during economic decisions

Alguacil

Madrid

Espín

et al. 2016

Cogn Affect Behav Neurosci

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Two of the sources of information most relevant to guide social decisionmaking are the cooperative tendencies associated to different people and their facial emotional displays. The present electrophysiological experiment aimed to study how the use of personal identity and emotional expressions as cues impacts different stages of face processing and their potential isolated or interactive processing. Participants played a modified Trust Game with 8 different alleged partners, and in separate blocks either the identity or the emotions carried information regarding potential trial outcomes (win or loss).Behaviorally, participants were faster to make decisions based on identity compared to emotional expressions. Also, ignored (non-predictive) emotions interfered with decisions based on identity in trials where these sources of information conflicted. Electrophysiological results showed that expectations based on emotions modulated processing earlier in time than those based on identity. Whereas emotion modulated the central N1 and VPP potentials, identity judgments heightened the amplitude of the N2 and P3b. In addition, the conflict that ignored emotions generated was reflected on the N170 and P3b potentials. Overall, our results indicate that using identity or emotional cues to predict cooperation tendencies recruits dissociable neural circuits from an early point in time, and that both sources of information generate early and late interactive patterns.

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Individual Differences and Decision Making: What We Know and Where We Go from Here

Cited by 43 publications

References 167 publications

Inter-rater reliability for movement pattern analysis (MPA): measuring patterning of behaviors versus discrete behavior counts as indicators of decision-making style

Inter-rater reliability for movement pattern analysis (MPA): measuring patterning of behaviors versus discrete behavior counts as indicators of decision-making style

Predicting individual differences in decision-making process from signature movement styles: an illustrative study of leaders

Facial identity and emotional expression as predictors during economic decisions

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