The anchoring effect is the over-reliance on an initial piece of information when making decisions. It is one of the most pervasive and robust biases. Recently, literature has focused on knowing how influential the anchoring effect is when applied to information visualization, with studies finding its reproducibility in the field. Despite the extensive literature surrounding the anchoring effect’s robustness, there is still a need for research on which individual differences make people more susceptible. We explore how Locus of Control influences visualization’s ubiquitous and resilient anchoring effect. Locus of Control differentiates individuals who believe their life depends on their behavior or actions from those who blame outside factors such as destiny or luck for their life’s outcomes. We focus on the relationship between Locus of Control and the anchoring effect by exposing subjects to an anchor and analyzing their interaction with a complex visualization. Our results show that the anchoring strategies primed individuals and suggest that the Locus of Control plays a role in the susceptibility to the anchoring effect.

A solidão tem sido associada a diversas consequências negativas para a saúde física e mental, bem como a alterações cognitivas que afetam a perceção social. O presente estudo teve como objetivo analisar a relação entre solidão e o reconhecimento de expressões faciais. A aplicação da Teoria da Deteção do Sinal (TDS) neste contexto permitiu ultrapassar limitações dos métodos tradicionais e distinguir entre diferentes componentes do processamento emocional. No estudo participaram 125 adultos, que completaram UCLA Loneliness Scale-16, Brief Symptom Inventory-18 (subescalas de depressão e ansiedade) e uma tarefa de reconhecimento facial com expressões de alegria, raiva, tristeza, medo e neutra em diferentes intensidades (20%, 40%, 60%). Os resultados revelaram um efeito da solidão na perceção emocional, verificando-se um aumento na atribuição incorreta de expressões como neutras. A análise com recurso à TDS mostrou que as diferenças encontradas não resultam de uma menor capacidade de discriminação entre estímulos, mas sim de uma tendência de resposta mais liberal para identificar expressões emocionais como neutras. Estas diferenças têm implicações relevantes para a compreensão das dificuldades sociais associadas à solidão e sugerem possíveis aplicações no desenvolvimento de intervenções direcionadas à melhoria do reconhecimento emocional e integração social.

In fluctuating environments, organisms require mechanisms enabling the rapid expression of context-dependent behaviors. Here, we approach behavioral flexibility from a perspective rooted in appraisal theory, aiming to provide a better understanding on how animals adjust their internal state to environmental context. Appraisal has been defined as a multi-component and interactive process between the individual and the environment, in which the individual must evaluate the significance of a stimulus to generate an adaptive response. Within this framework, we review and reframe the existing evidence for the appraisal components in animal literature, in an attempt to reveal the common ground of appraisal mechanisms between species. Furthermore, cognitive biases may occur in the appraisal of ambiguous stimuli. These biases may be interpreted either as states open to environmental modulation or as long-lasting phenotypic traits. Finally, we discuss the implications of cognitive bias for stress research.

Optimistic and pessimistic cognitive biases have been described in many animals and are related to the perceived valence of the environment. We, therefore, hypothesize that such cognitive bias can be adaptive depending on environmental conditions. In reward-rich environments, an optimistic bias would be favoured, whereas in harsh environments, a pessimistic one would thrive. Here, we empirically investigated the potential adaptive value of such bias using zebrafish as a model. We first phenotyped female zebrafish in an optimistic/pessimistic axis using a previously validated judgement bias assay. Optimistic and pessimistic females were then exposed to an unpredictable chronic stress protocol for 17 days, after which fish were euthanized and the sectional area of the different ovarian structures was quantified in both undisturbed and stressed groups. Our results show that zebrafish ovarian development responded to chronic stress, and that judgement bias impacted the relative area of the vitellogenic developmental stage, with pessimists showing higher vitellogenic areas as compared with optimists. These results suggest that pessimism maximizes reproductive investment, through increased vitellogenesis, indicating a relationship between cognitive bias and life-history organismal decisions.

As we wake up from the moment we sleep, our brain does not stop trying to find meaning in the information it receives, establishing connections between various elements to make decisions quickly. However, these connections do not mean having proper comprehension, thoughtful analysis, or rational decision-making. Sometimes, this represents that the brains have developed shortcuts, simplifications that could be biased, and basic cognitive habits over the course of evolution. The objective of this project was to explore these cognitive biases to gain insight into consumer behavior when brands stimulate consumers continuously for an extended period with the same cognitive biases as a marketing strategy. The methodology used to address the core question of this dissertation was a qualitative approach, utilizing data collected through a semi-structured interview. The results show that even when consumers are repeatedly exposed to the Anchoring and Confirmation biases, their decisions continue to be influenced by the biases. Regardless of framing bias, the research highlights the need for further analysis.

Algorithms, whether augmenting or automating human decisions, are used by an increasing number of organizations to execute several tasks. Algorithms create value because they can analyse massive volumes of data, explore, and identify nonlinear and counterintuitive relationships, being more consistent with their decisions than humans. However, this decision-making process also has the potential to perpetuate and exacerbate historical and societal biases, since the algorithms are trained on data that reflect human biases. This dissertation reviews the limitations and associated challenges of human and algorithmic decision-making and explores how human decision-making can be leveraged to address and mitigate the harmful effects of algorithmic bias. Particularly, this dissertation explores the effects of being aware of biased decision-making, being knowledgeable in Artificial Intelligence (AI), and belonging to a minority, on human’s ability to perceive and include potentially biasing variables that lead to unfair and discriminatory algorithmic decisions. The results suggest that a simple intervention of bias awareness can be an effective debiasing strategy; being AI knowledgeable can help to perceive the potential for bias, yet it does not necessarily translate to exclude potential sources of algorithmic bias; belonging to a minority may not be an advantageous factor to improve decision-making. Therefore, the solution proposed by this dissertation to overcome algorithmic bias lies in promoting bias awareness as a viable strategy to improve human decision-making.

As the intercultural environment in organizations increases, so does the importance of understanding how cultural factors influence human behavior. That cognitive biases sometimes hinder people from making rational decisions is widely known. Certain biases are particularly important for managers, both to avoid them or to use them to their advantage. For example, anchoring can steer negotiations in the desired direction. Literature showed that biases vary from culture to culture. However, the understanding of how cultural dimensions predict susceptibility to anchoring is still limited. Existing literature in this area is subject to ecological fallacy of inferring individual behavior from aggregate data. Instead, this dissertation is the first to measure five culture dimensions at the individual level and link it to anchoring bias through primary data. This study, conducted in Germany with over 1,000 participants, used a correlational approach to show that susceptibility to anchoring bias can increase with higher levels of Power distance and Uncertainty avoidance as well as lower levels of Long-term orientation. Masculinity and Collectivism were also examined but showed no significant effect on Anchoring. Managers can use these insights to identify the culture's susceptibility to anchoring and target markets exhibiting these patterns to improve pricing, negotiation strategies, and marketing campaigns.

A aversão à perda é o viés cognitivo que descreve que os indivíduos atribuem uma importância maior as perdas que aos ganhos de mesma magnitude, desta forma, tendemos a tomar decisões que evitem a sensação de perda, pesquisas no varejo corroboram com essa teoria, demonstrando uma correlação entre o sentimento de perda do consumidor e o aumento de vendas. Por meio do efeito de enquadramento esta pesquisa tem por objetivo verificar se o viés cognitivo “aversão à perda” aumenta as vendas no canal de venda direta. Embora a aversão à perda seja amplamente estudada no processo decisório do consumidor no varejo tradicional pouco se sabe sobre o impacto nos revendedores da venda direta, que compram com a intenção de revender, devido a importância deste canal de venda no Brasil este estudo contribui para suprir esta lacuna. Para isso, foi utilizada uma abordagem quantitativa, de método causal e natureza experimental em dois experimentos de campo direcionado à 2.308 revendedores que atuam no setor de beleza e cuidados pessoais de uma conhecida marca de cosméticos brasileira. Durante os experimentos acompanhou-se os dados de compras dos revendedores após ativação por marketing mobile com diferentes enquadramentos de ganho e perda, para a mesma comunicação, o primeiro experimento teve foco no estímulo financeiro e o segundo em atributos hedônicos dos produtos. Como principal resultado não observamos evidências do efeito de enquadramento para o viés de aversão à perda no canal de vendas diretas.

Last year, was watched more scandals evolving a technology giant accused to apply a dishonest practice called Planned Obsolescence, which, according to some consumer’s protection organization would raise its company profits and breach consumer’s rights. Countries as the U.S, Italy and France are fighting against its practice and other reason to its battle is the reduction of electronic waste. But regarding to purchase decision would any company have power enough to make someone buy their product, in this case mobile device, just slowing down its performance? To assess consumer behavior and purchase decision a survey with 358 Brazilians was conducted for four weeks. The main goal was to understand which cognitive biases can drive consumer to perceive planned obsolescence and if its planned obsolescence is a fundamental factor for purchase decision. The participants were divided into control group and treatment group. The control group receives a survey with generic questions and the treatment group received questions that suggested cognitive bias influences as Optimism bias, Present bias and Bandwagon effect. The results of this study show no significant impact related to the planned obsolescence in the classical conception (what has been disclosed by the media in last years) primarily with individuals between 40-60 years, but show a significant impact regarding to perceived psychological obsolescence with individuals younger than 40 years. The actual Brazilian economic scenario can explain the conservative behavior in the older age group. On the other hand, the need of acceptance and feeling of belonging which is one of some characteristics of bandwagon effect phenomena drive the behavior of the younger age group.