Collaborative Research: Predicting Modes of Decision-Making: A Cross-Cultural and Mutli-Method Approach

9819055韦伯假设一名高中生被两所大学录取--纽黑文的一所名牌大学和夏威夷的一所社区大学。 她将如何决定接受哪一个提议？ 一种可能是，她仔细计算了两种选择的成本和收益，并选择了她认为具有更大净收益的一种。 另一种可能性是，她考虑了上这两所学校的理由，并选择了她最能向自己和他人证明的选择。 第三种可能性是，她只是根据自己的直觉做出选择，认为哪种选择“更好”。“这些只是她解决这个决定的一些可能的方法。 我们把这些不同的决策方式称为“决策模式”。“使用不同的决策模式可能导致不同的选择，从而在作出决定和经历后果之后，对决定的满意程度也会不同。 标准的决策文献主要关注决策的成本效益模式，但最近的心理学研究表明，人们经常使用其他决策模式，包括我们描述的基于理由和基于感觉的模式。 在这个项目中，我们试图实现两个主要目标：1）系统地识别人们通常使用的决策模式，以及2）制定一个理论，可以帮助我们预测在什么条件下人们会使用什么决策模式。 基于我们自己和其他学者的研究，我们推测第二个问题的答案取决于决策者的动机和文化背景，以及决策问题的性质和背景。 我们希望，最终，我们的工作不仅能预测人们何时使用何种决策模式，而且还能为决策者（如前面提到的学生）提供建设性的建议，在给定的情况下使用何种决策模式，从而帮助他们做出最好的决策-从长远来看，结果会让他们最快乐的决策。

9819055WeberSuppose that a high school senior has been admitted by two colleges - a prestigious university in New Haven and a community college in Hawaii. How would she go about deciding which offer to accept? One possibility is that she carefully calculates the costs and benefits of both alternatives and chooses the one she concludes to have the greater net benefit. Another possibility is that she thinks about reasons for and against attending either school and chooses the option that she can best justify to herself and others. A third possibility is that she simply bases her choice on her gut feelings about which alternative would be "better." These are just some of the possible ways she can resolve the decision. We refer to these different ways of making decisions as "decision modes." Use of different decision modes can lead to different choices and thereby to different levels of satisfaction with the decision, after it is made and consequences are experienced. The standard decision literature has focused primarily on the cost-benefit mode of decision-making, but recent research in psychology suggests that people often use other decision modes, including the justification-based and feelings-based modes we described. In this project, we seek to accomplish two main objectives: 1) to systematically identify what decision modes people commonly use, and 2) to formulate a theory that can help us predict under what conditions people will use what decision mode. Based on our own work and that of other scholars, we speculate that the answers to the second question depend on issues such as the motivation and the cultural background of the decision-maker, and the nature and the context of the decision problem. We hope that, eventually, our work will not only predict when people use what decision mode, but will also provide constructive advice to decision-makers (such as the student mentioned earlier) as to which decision mode to use under a given situation, and thereby help them make the best decision -- the one with outcomes that will make them happiest in the long run.