This paper focuses on the impact of digitalization and marketing automation on the “scope” of the heuristics adopted in the marketers’ decision-making processes. The “scope” refers to the decision-making contexts in which the use of the heuristic rules is diffuse and is effective. More precisely, “scope" is (the extension of) the field in which a heuristic can be applied (successfully). The article is based on evidence collected through ethnographic interviews with twenty-three experienced marketers to discuss the impact of marketing automation (...) on the scope of heuristic rules in decision-making. The marketers interviewed make extensive use of heuristics to manage their tasks as emerged from previous exploratory research. The paper discusses how the field of application of marketing experts' heuristics evolves as result of the digitalization and in particular of the use of automatic marketing systems. The adoption of the new automatic marketing tools modifies the task environment and the field of use of the traditional heuristic rules, but heuristics remain fundamental in the definition phase of the inputs for the automatic marketing systems, or for the interpretation of the output and therefore for the control of the marketing automation. The paper clarifies the concept of scope of heuristics and offers a rich description of the impact of marketing automation on scope. (shrink)

In February 2020, as covid-19 infections spread to more than fifty countries, public health officials needed to recommend how the public could protect themselves, balancing safety and urgency. But there was very little data since this novel virus had only been identified three months prior. How could public health officials decide with insufficient data? The multi-armed bandit problem of computer science offers adaptive decision-making procedures that can achieve both safety and urgency. These adaptive methods balance learning information (exploring) with using (...) information (exploiting), adjusting the balance toward learning when uncertainty is high (March 1991; Kaelbling et al. 1996). Related methods are already used in adaptive clinical trials for pharmaceuticals (Pallmann et al. 2018). But we still need to develop these methods for non-pharmaceutical interventions, as I will illustrate with a case study of public mask-wearing to reduce the spread of covid-19. Public health pronouncements impact future learning. (shrink)

Aim: The main aim of the present study is to identify which mental footnotes (related to Marx’s and Engels’ Socialism) have more weight in the current cognitive processing of citizens. Background: We used the “Manifesto of the communist party” as the main source of the thoughts from these authors. Method: An experimental design (based on a previous qualitative research) was carried out to test the influence of mental footnotes on the citizens’ decision on the validity of the concepts. Results: The (...) findings point out that there are strong, current, mental footnotes related to the Marx’s and Engels’ concept of bourgeoisie. Conclusions: The Marx’s and Engels’ Philosophy is currently alive, at least, some concepts related to bourgeoisie. People mostly think that the current means of production of modern bourgeoisie were developed in the feudal age, proletariat struggles with bourgeoisie from the beginning, Communism and Socialism are the only political movement that recognized this bourgeoisie-proletariat antagonism and the means of production are nowadays extended to other social classes. The present methodology (from an Experimental Psychology perspective) means a reliable technique to extract the essence of a text and to test the influence of its concepts on human cognitive processing. (shrink)

This paper investigates how reports concerning a given country’s prospects affect investment decisions in two stylized, artificial organizational settings. We designed a role-game laboratory experiment, where subjects were asked to make investment decisions for two types of fictitious companies from the same country. We found that when available reports included positive country prospects, subjects strategized more on investments regardless of the characteristics of their organization. When reports included negative prospects, however, certain organizational peculiarities influenced the subjects’ interpretations, with decision-makers opting (...) for more prudent plans when managing a more traditional company. Cognitive maps of decision makers showed that subjects considered investment strategies as a means to fulfil a company’s role expectations regarding appropriate decisions. Notwithstanding all caveats due to the artificial and simplified nature of our experimental setting, our findings indicate the need for more research on the effect of reports and prospect analysis on strategic decisions of companies, especially when business prospects are uncertain. (shrink)

The uniqueness of Poland’s experience with the 2020 coronavirus lays in the interplay of two factors: the decisive governmental response to the pandemic, and the overlap of the pandemic with the country’s presidential election scheduled on May 10, 2020. The government’s fast reaction, combined with the citizens’ discipline, resulted in the suppression of the virus’s spread. The ratings of the current President Duda skyrocketed well above 50% needed for re-election in the first round. However, the expectation was that they would (...) be going down with the pandemic and lockdown fatigue. For almost two months, the government tried to organize the elections under the normal schedule while the opposition tried to block them. Finally, the opposition won, and the elections were rescheduled on June 28, with the President Duda’s ratings substantially lower. Nevertheless, in the runoff on July 11, Duda won. Our conclusion goes against the common opinion that electoral engineering is always one-sided. The reconstruction of the pre-electoral political maneuvers shows that many independent players were simultaneously involved in complex engineering, and that the final outcome was hard to predict until almost the very end. (shrink)

The current study investigates whether self-talk phrases can influence behavior in Ultimatum Games. In our three self-talk treatments, participants were instructed to tell themselves (i) to keep their own interests in mind, (ii) to also think of the other person, or (iii) to take some time to contemplate their decision. We investigate how such so-called experimenter-determined strategic self-talk phrases affect behavior and emotions in comparison to a control treatment without instructed self-talk. The results demonstrate that other-focused self-talk can nudge proposers (...) towards fair behavior, as offers were higher in this group than in the other conditions. For responders, self-talk tended to increase acceptance rates of unfair offers as compared to the condition without self-talk. This effect is significant for both other-focused and contemplation-inducing self-talk but not for self-focused self-talk. In the self-focused condition, responders were most dissatisfied with unfair offers. These findings suggest that use of self-talk can increase acceptance rates in responders, and that focusing on personal interests can undermine this effect as it negatively impacts the responders’ emotional experience. In sum, our study shows that strategic self-talk interventions can be used to affect behavior in bargaining situations. (shrink)

In this paper, we first extract from Susan Carey’s seminal account of the origin of concepts a notion of rationality, which is applicable to human infants and non-human animals; significantly different from the notions of rationality prevalent in behavioral ecology and yet, like these notions, amenable to empirical testing; conceptually more fundamental than the latter notions. Relatedly, this notion underlies a proto-conceptuality ascribable, by a key component of Carey’s account, to human infants and non-human animals. Based on a Kantian-inspired analysis (...) of fully-fledged conceptuality and the type of rationality underlying it, we then show the profound difference between the type of rationality extracted from Carey’s account and the rationality of human adults; related fundamental differences between the types of conceptual representation that these types of rationality respectively ground. By showing this, we highlight fundamental aspects of conceptual representations that are missing from Carey’s account of the origin of concepts. Based on this, we finally argue that, as ingenious and explanatorily valuable as Carey’s account of the origin of concepts is, it is only a partial account of this origin. (shrink)

A number of behavioral economic insights suggest we will tend to overreact, individually and collectively, to a new, serious, but low probability health threat, like Covid 19. To respond more effectively to such threats, we should recognize why we will tend to overreact and prepare in advance not to do so. We also should recognize the usefulness in giving lower level governments, non-profits, and less formal communities some ability to respond, rather than presuming we should address a significant threat like (...) Covid using the highest level of government. (shrink)