Colantonio Joseph, Durkin Kelley, Caglar Leyla Roksan, Shafto Patrick, Bonawitz Elizabeth
Department of Psychology, Rutgers University-Newark, Newark, NJ, United States.
Peabody College of Education and Human Development, Vanderbilt University, Nashville, TN, United States.
Front Psychol. 2021 Oct 26;12:569275. doi: 10.3389/fpsyg.2021.569275. eCollection 2021.
There exists a rich literature describing how social context influences decision making. Here, we propose a novel framing of social influences, the Intentional Selection Assumption. This framework proposes that, when a person is presented with a set of options by another social agent, people may treat the set of options as intentionally selected, reflecting the chooser's inferences about the presenter and the presenter's goals. To describe our proposal, we draw analogies to the cognition literature on sampling inferences within concept learning. This is done to highlight how the Intentional Selection Assumption accounts for both normative (e.g., comparing perceived utilities) and subjective (e.g., consideration of context relevance) principles in decision making, while also highlighting how analogous findings in the concept learning literature can aid in bridging these principles by drawing attention to the importance of potential sampling assumptions within decision making paradigms. We present the two behavioral experiments that provide support to this proposal and find that social-contextual cues influence choice behavior with respect to the induction of sampling assumptions. We then discuss a theoretical framework of the Intentional Selection Assumption alongside the possibility of its potential relationships to contemporary models of choice. Overall, our results emphasize the flexibility of decision makers with respect to social-contextual factors without sacrificing systematicity regarding the preference for specific options with a higher value or utility.
有大量文献描述了社会环境如何影响决策。在此，我们提出了一种关于社会影响的新颖框架——意向性选择假设。该框架提出，当一个人由另一个社会主体提供一组选项时，人们可能会将这组选项视为是经过有意选择的，这反映了选择者对呈现者及其目标的推断。为了描述我们的提议，我们将其与概念学习中关于抽样推断的认知文献进行类比。这样做是为了突出意向性选择假设如何在决策中兼顾规范性原则（例如，比较感知到的效用）和主观性原则（例如，考虑情境相关性），同时也突出概念学习文献中的类似发现如何通过提请人们注意决策范式中潜在抽样假设的重要性来帮助弥合这些原则。我们展示了两项行为实验，它们为这一提议提供了支持，并发现社会情境线索会在抽样假设的诱导方面影响选择行为。然后，我们讨论了意向性选择假设的理论框架以及它与当代选择模型潜在关系的可能性。总体而言，我们的结果强调了决策者在社会情境因素方面的灵活性，同时又不牺牲对具有更高价值或效用的特定选项偏好的系统性。
