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Is there a danger of making customers feel too empowered? Exploring the double-edged sword of customer orientation and creative benefits
No full textVerwaltungsdigitalisierung als Hebel zur Nachhaltigkeitstransformation im öffentlichen Sektor: Eine vorbereitende Forschungsskizze
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Does society influence the gender gap in risk attitudes? Evidence from East and West Germany
No full textDie Kultivierung des Wandels: Zur praxis- und gemeinschaftsbasierten Transformation nicht nachhaltiger Lebensweisen
No full textSocially Engaged Art´s Histories and Tactics for the Neoliberal Era. Karen van den Berg and Melissa Rachleff Burtt in conversation with Angela Dimitrakaki and Nomusa Makhubu
No full textThe Zero Effect: An Eye‐Tracking Study of Affect and Motivation in Risky Choices
No full textDecision makers often prefer safe wins over risky gambles, even if the latter promise higher payoffs than the former. One mechanism that explains this choice pattern is the certainty effect, whereby probabilities of 0 and 1 are interpreted accurately but intermediate probabilities are distorted by diminishing sensitivity. We tested an alternative explanation that was recently proposed, the idea that people would be motivated by avoiding zero outcomes rather than being attracted to sure gains. This zero-outcome aversion in gain-domain choices was called the zero effect. By analogy, we proposed that decision makers would approach zero outcomes in the loss domain. Two eye-tracking experiments investigated visual attention as a key component of the zero effect in the gain domain (Experiment 1) and the loss domain (Experiment 2). Choices were consistent with the zero effect. In the gain domain, gambles were chosen less frequently if they included a zero outcome. In contrast, zero-outcome gambles were chosen more frequently in the loss domain. Eye movements and pupillometry indicated that zero outcomes in both domains (a) were less frequently fixated than other outcomes and (b) were associated with increased arousal. We concluded that domain-specific affective responses to zero outcomes aligned with approach/avoidance motivation. These distinct motivations in turn biased information search and choice behavior
