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Impression Management Techniques III: Aligning Actions01:29

Impression Management Techniques III: Aligning Actions

Aligning actions are communicative strategies individuals employ to maintain social harmony and preserve personal identity in the face of potential disruptions to social norms. These actions are particularly important in managing social impressions when one's behavior might be seen as inappropriate, incompetent, or morally questionable.Types of Aligning ActionsThe three principal types of aligning actions are disclaimers, accounts, and apologies.DisclaimersDisclaimers are preventive; they are...
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The actions and characteristics of others heavily influence the causes of social behaviors. Emotional expressions serve as powerful social signals, shaping behaviors and interactions in significant ways. Whether through direct observation or subconscious processing, individuals constantly adjust their responses based on the emotions and attributes of those around them.Emotional Cues and Social ResponsesFacial expressions, tone of voice, and body language provide crucial emotional cues that...
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A Naturalistic Setup for Presenting Real People and Live Actions in Experimental Psychology and Cognitive Neuroscience Studies
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How actions create--not just reveal--preferences.

Dan Ariely1, Michael I Norton

  • 1Duke University, One Towerview Road, Durham, NC 27708, USA. dandan@duke.edu

Trends in Cognitive Sciences
|December 8, 2007
PubMed
Summary
This summary is machine-generated.

Behavioral economics challenges traditional views by showing actions can create preferences, not just reveal them. Individuals often misattribute situational influences to stable preferences, impacting future choices.

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Area of Science:

  • Cognitive Psychology
  • Neuroeconomics
  • Behavioral Economics

Background:

  • Neo-classical economics posits behavior reflects stable hedonic utility.
  • Psychological research indicates actions can construct preferences, not solely reveal them.
  • Individuals often fail to recognize situational influences on their preferences.

Purpose of the Study:

  • To challenge the neo-classical economic view of utility-driven behavior.
  • To review how preferences are constructed and influenced by situational factors.
  • To explore neuroimaging's potential in distinguishing utility streams.

Main Methods:

  • Review of psychological and economic literature.
  • Discussion of preference construction and situational influences.
  • Conceptual framework for neuroimaging applications.

Main Results:

  • Preferences are often constructed dynamically, influenced by transient situational factors.
  • Individuals exhibit insensitivity to these factors, misattributing utility.
  • Memory of erroneously imputed utility can shape subsequent behavior.

Conclusions:

  • Behavior may be driven by constructed, rather than solely hedonic, utility.
  • Neuroimaging offers a promising avenue for dissecting the neural underpinnings of different utility streams.
  • Understanding these mechanisms is crucial for a more accurate model of decision-making.