Chapter 2: Q16E (page 75)

Question:Motivation and right-oriented bias. Evolutionary theory suggests that motivated decision makers tend to exhibit a right-oriented bias. (For example, if presented with two equally valued detergent brands on a supermarket shelf, consumers are more likely to choose the brand on the right.) In Psychological Science (November 2011), researchers tested this theory using data on all penalty shots attempted in World Cup soccer matches (totaling 204 penalty shots). The researchers believed that goalkeepers, motivated to make a penalty-shot save but with little time to make a decision, would tend to dive to the right. The results of the study (percentages of dives to the left, middle, or right) are provided in the table. Note that the percentages in each row corresponding to a particular match situation add to 100%. Use graphs to illustrate the distribution of dives for the three-match situations. What inferences can you draw from the graphs?

Source: Based on M. Roskes et al., "The Right Side? Under Time Pressure, Approach Motivation Leads to Right-Oriented Bias," Psychological Science, Vol. 22, No. 11, November 2011 (adapted from Figure 2)

Short Answer

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Answer

Approach motivation, or a desire to achieve good results, is associated with left-hemispheric brain activity, which leads to a range of right-oriented behavioral biases. In two experiments, we discovered that approach-motivated people have a right-oriented bias when compelled to behave rapidly. In a challenge requiring them to split lines into two equal sections, approach-motivated people bisected the line further to the right than avoidance-motivated participants, although only while working within time restraints

Step by step solution

Graph

Inferences

Based on the distribution of the graphs, goalkeepers tend to dive to the right when inspired by their team's deficit. In all circumstances, the goalie selects between left and right, with just a few examples when he stays in the middle, which might corroborate the right-orientated bias argument.

Figure 1 shows that goalkeepers nearly always dive to the left or right if their teams are ahead and tied, and only a handful would dive to the centre. If the teams are behind, the goalkeepers will dive to the right 71 percentage points.