Papers by Marcus Selart (ORCID:0000-0001-7504-0873)
Problems and Perspectives in Management, 2009
It is argued that the design of decisions is a process that in many ways is shaped by social fact... more It is argued that the design of decisions is a process that in many ways is shaped by social factors such as identities, values, and influences. To be able to understand how these factors impact organizational decisions, the focus must be set on the management level. It is the management that shoulders the chief responsibility for designing collective actions, such as decisions. Our propositions indicate that the following measures must be taken in order to improve the quality of organizational decisions: 1. The identity of the people, involved in organizational decision making, affects the quality of decisions and should be taken into account in the design of decisions. 2. The decision maker or designer of decisions should engage the members of an organization to create a shared vision. 3. Getting the members of an organization to express and share common values should improve the decision making process. 4. Being able to socially influence the members of an organization, or other stakeholders involved, as well as letting them participate in the process, should improve the quality of decisions.
SSRN Electronic Journal, 2014
A group of 49 undergraduate business school and 46 undergraduate psychology students and a group ... more A group of 49 undergraduate business school and 46 undergraduate psychology students and a group of 95 employees at different companies responded to a number of case-based organizational allocation tasks. Imagining themselves as employees in the organizations described, participants chose the fairest and the best out of four allocations in either a collectively or an individually framed organizational culture. Furthermore, social comparisons between different groups in the organizations were salient for half of the participants. It was predicted that evaluations on the fairness dimension, social comparison, and a collectively oriented organizational culture would increase choices of an equal allocation. It was also predicted that evaluations on the preference dimension, non-social comparison, and an individually oriented organizational culture would i ncrease choices of non-equality distributions (i.e., maximization, pro-self, or pro-other). Results supported all predictions except those for organizational culture.
Social Science Research Network, Jan 2, 2016
This article investigates the impact of different emotions on trust decisions taking into account... more This article investigates the impact of different emotions on trust decisions taking into account the experience of betrayal. Thus, an experiment was created that included one betrayal group and one control group. Participants in the betrayal group experienced more intense feelings governed by negative emotions than participants in the control group did. Moreover, participants in the betrayal group significantly lowered their trust of another stranger. On the other hand, we found some evidence that neuroticism exaggerated the relationship between experienced betrayal and subsequent trust.
Trusting as adapting
Trust, Organizations and Social Interaction
Social Science Research Network, Sep 28, 2012
Two experiments with undergraduates as subjects tested explanations of how a prior temporary inco... more Two experiments with undergraduates as subjects tested explanations of how a prior temporary income change in¯uences choices between buying and deferred buying. In Experiment 1 predictions from the behavioral life-cycle theory , the renewable resources model and the loss-sensitivity principle (G arling & Romanus, 1997) were contrasted. The results are inconsistent with the latter two explanations since the framing of buying as positive (buying a new model of a product) or negative (replacing a broken product) did not interact with the income change. Congruent with the behavioral life-cycle theory, willingness to buy was greater when subjects received a temporary income increase than when they received a temporary income decrease although total assets were equal. Further support for the behavioral life-cycle theory is obtained in Experiment 2 where four income-change conditions and durable and nondurable goods are compared.
Social Science Research Network, 2010
Research on hurnan decision making is at the preseni time undergoing rapid changes. Prorn previou... more Research on hurnan decision making is at the preseni time undergoing rapid changes. Prorn previously being rnuoh focused on models and approaches with an origin in economy, rnuch of the present day research finds is inspiration frorn disciplinary approaches concerned with ineorporating more ol the context that the decision making talces place in. This context ineludes psychological aspects of the decision maker and social-cultural aspects of the situation he or she acis in. AH hurnan decision making occurs in dynarnicafly changing contexts. One factor coniributing to this is that human beings or groups in many situations act as entrepreneurs trying to improve the situation for thernselves or their organi;ation. Given that this is the case, il is of increasing interest for both researchers and practitioners interested in ihe social aspects of decision making to considei the relation between cieativity and decision inaking In the present volume we have included chapters that deal with social and creative aspects of decision making Such aspects have to sorne extent been neglected in psychological reseaich on decision making This is paitly due to the historical domination of the SEU (Subjective Expectecl Utility) uadition in judgrnent and decision rnalcing research. C 4JAllwood & M Sela, t ~Ed~) Decrno,, Makuig Socrnl and Crcative Dun~ni,oni pp 3 it © 200]. Kluwei Aeademw Publzshei £ Do, di ca/if Pnnted in che Net/mei lands
Social Science Research Network, Aug 21, 2015
A substantial amount of research has been devoted to the disaggregate modelling of households tra... more A substantial amount of research has been devoted to the disaggregate modelling of households travel choices (Pas, 1990). In this research, models of choices of, for instance, travel modes, departure times, and destinations are estimated from travel-diary data (Pipkin, 1986; Tinimernians and Golledge, 1990), Almost invariably the logit model is used (Ben-Akiva and Lerman, 1985; McFadden, 1979). However, it has become increasingly apparent that travel choices should be viewed as the outcome of a process of activity scheduling (Root and Recker, 1983),
Social Science Research Network, May 20, 1997
Two experiments with undergraduates as subjects were carried out with the aim of replicating and ... more Two experiments with undergraduates as subjects were carried out with the aim of replicating and extending previous results showing that the implication of the behavioral life-cycle hypothesis (H. M. Shefrin & R. H. that people classify assets in different mental accounts (current income, current assets, and future income) may explain how consumption choices are influenced by temporary income changes. In both experiments subjects made fictitious choices between paying for a good in cash or according to a more expensive installment plan after they had received an income which was either less, the same, or larger than usual. In Experiment 1 subjects were supposed to have savings so that the total assets were equal, whereas in Experiment 2 the total assets varied. The results of both experiments supported the role of mental accounts in demonstrating that subjects were unwilling to pay in cash after an income decrease even though they had access to saved money. Thus, in effect they chose to pay more for the good than they had to. Indicating a need for further refinement of the concept of mental account, choices to pay in cash after an income decrease tended to be more frequent when the consumption and savings motives were compatible than when they were incompatible. Furthermore, increasing the total assets made subjects more willing to pay in cash after an income decrease.
Social Science Research Network, Sep 28, 2012
The study examines the relative merits of a noncompatibility and a restructuring explanation of t... more The study examines the relative merits of a noncompatibility and a restructuring explanation of the recurrent empirical finding that a prominent attribute looms larger in choices than in judgments. Pairs of equally attractive options were presented to 72 undergraduates who were assigned to six conditions in which they performed (1) only preference judgments or choices, (2) preference judgments or choices preceded by judgments of attractiveness of attribute levels, or (3) preference judgments or choices accompanied by think-aloud reports. The results replicated the prominence effect for choices, but a prominence effect was also found for preference judgments. In accordance with the restructuring explanation, the think-aloud protocols indicated that options were more often restructured in choices than in preference judgments. However, restructuring could not explain the prominence effect observed for preference judgments. A modified compatibility hypothesis is offered as an alternative explanation. Several studies of decision making have demonstrated that preference judgments o r judgments of the attractiveness of options, on the one hand, and choices between options, on the other hand, are not in perfect agreement (e.g. Slovic er al., 1990; Slovic and Lichtenstein, 1983; see Payne et al., 1991, for a review). Thus, an option judged to be the most attractive is not necessarily chosen. The discrepancy between judgment and choice also applies to the decision maker's information processing. F o r instance, Billings and Scherer (1988) and Westenberg and Koele (1990, 1992) demonstrated more intra-attribute information processing in choices than in judgments. In addition, Lindberg et al. (1989) found more selective processing. Recently, Slovic et al. (1990) and Tversky et al. (1988) offered a n explanation of the judgment-choice discrepancy in the simple case when two options are described on two attributes. They reported
Measurements of intentions have gained popularity as a means of forecasting travel behavior. Howe... more Measurements of intentions have gained popularity as a means of forecasting travel behavior. However, a theoretical underpinning is needed. Drawing on social-psychological research, the paper will propose the elements of the intention-behavior relationship. A key assumption is that intentions are parts of plans and that the realism of the plan is an important moderating factor of the intention-behavior relationship.
Social Science Research Network, Jan 2, 2016
By adopting social exchange theory and the affect-infusion-model, the hypothesis is made that emo... more By adopting social exchange theory and the affect-infusion-model, the hypothesis is made that emotional intelligence (EI) will have an impact on three perceptions of trustworthiness -ability, integrity and benevolence -at the beginning of a relationship. It was also hypothesized that additional information would gradually displace EI in forming the above perceptions. The results reveal that EI initially does not contribute to any of the perceptions of trustworthiness. As more information is revealed EI has an impact on the perception of benevolence, but not on the perceptions of ability and integrity. This impact was observed to be negative when the nature of the information was negative. On the other hand, information alone was shown to have a significant impact on the perceptions of ability and integrity, but not on the perception of benevolence. Theoretical and practical implications of the findings are addressed.
Encyclopedia of Creativity, 2011
Envisioning trust: Metaphors and situations
Paper presented at the FINT workshop on trust within and between organizations, Singapore, Novemb... more Paper presented at the FINT workshop on trust within and between organizations, Singapore, November 2013
Trust has a great potential for furtheri ng our understanding of organizational change and learni... more Trust has a great potential for furtheri ng our understanding of organizational change and learning. This potential however remains largely untapped. It is argued that two reasons as for why this potential remains unrealized are: (i) A narrow conceptualiz ation of change as implementation and (ii) an emphasis on direct and aggregated effect s of individual trust to the exclusion of other effects. It is further suggested that our unde rstanding of the effects of trust on organizational change, should benefit from in cluding effects of trus t on the formulation stage. It should also benefit from exploring the structuring effects of tr ust in organizations. Throughout this chapter, ways to extend curre nt research on trust in organizations are suggested. The chapter also provides examples of relevant contributions where available. In order to capture organizational ef fects of trust, it is suggested that trust should be studied over longer time intervals, and include several referents of trust, spanning both horizontal and vertical relationships in the organization 
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Papers by Marcus Selart (ORCID:0000-0001-7504-0873)