Ketelaar-1 Timothy Ketelaar Signals and Sentiments: Exploring the role of Emotions in Adaptive Decision-making I’m a social-cognitive scientist who adopts an interdisciplinary perspective that combines evolutionary psychology, experimental economics, and game theory to explore the role of emotion in judgment and decision-making. Historically, evolutionary perspectives on emotion have focused on two broad perspectives: 1) Emotions-as-Sentiments and 2) Emotions-as-Signals (Bowlby, 1969). My research embraces both views by exploring the idea that emotions are “designed” as cognitive systems for generating “affective information” (Schwarz & Clore, 1983; Ketelaar & Clore, 1997). Rather than simply demonstrating that emotions can influence decision-making in very peculiar ways (something we already know), my research focuses instead on the question of whether emotions are “designed” to provide affective information that serves to aid, rather than impair, personal and social decision-making (Ketelaar & Au, 2003; Ketelaar & Clore, 1997; Ketelaar & Todd, 2001). The central assumption of my research is that emotions provide “affective information” –in the form of sentiments or signals -- which can influence decision-making by virtue of altering the payoffs/utilities that individuals assign to outcomes. For example, if a particular food evokes the emotion of disgust, this would be equivalent to assigning a large negative payoff (disutility) to the prospect of eating that particular food item. As such, it would be reasonable to expect that a person’s food choices would reflect this affective influence (emotions-as-sentiments). Similarly, if a person feels guilty after engaging in a specific social behavior, this would be the equivalent of assigning a large negative payoff to that particular behavior, and it would be reasonable to expect that this person would be less inclined to pursue that behavior in the future. Emotional displays, on the other hand, can also influence decisions by virtue of providing individuals with insights into how the signaler represents payoffs (emotions-assignals). For instance, if you observe that a person is displaying anger in reaction to your behavior, you might utilize this information to infer that they have assigned a large negative payoff to your behavior and that they will be motivated to prevent you from acting in this manner in the future. By contrast with previous approaches to emotion, my research aims to determine whether these affective influences on decision-making reveal evidence of adaptive design. Emotions as Sentiments Theorists from Adam Smith (1759) to Robert Trivers (1971) and more recently economists Jack Hirschliefer (1987) and Robert Ketelaar-2 Frank (1988), have argued for a version of the “emotions-assentiments” view in which emotional feeling states are viewed as a plausible mechanism for sustaining subjective commitments to strategies that run counter to one’s immediate material selfinterest. Frank (1988, p. 53), for example, has argued that emotions: “can and do compete with feelings that spring from rational calculations about material payoffs…. Consider, for example, a person capable of strong guilt feelings. This person will not cheat even when it is in her material interests to do so. The reason is not that she fears getting caught but that she simply does not want to cheat. Her aversion to feelings of guilt effectively alters the payoffs she faces.” For over one decade this view of emotional sentiments has been so compelling that it has been accepted at face value without being subject to empirical test. In this regard I have recently utilized several social bargaining games familiar to Experimental Economists to provide the first direct empirical test of this emotions-as-sentiments view (Ketelaar & Au, 2003). While my empirical findings are generally consistent with Frank’s (1988) proposal that certain emotions, such as guilt, can compel cooperation in social bargaining games, my research also suggests an important caveat to the emotions-as-sentiments perspective. Specifically, we have observed rather striking individual differences in the tendency to experience feelings of 91.7 differences % guilt, and these individual translate into rather large differences in strategic behavior (see Figure 1). Percentage of Generous offers in Round Two 100 80 60 22.2 % 40 20 0 Felt “Guilty” (n= 12) NO “Guilt” Feelings 9) Offers in an Ultimatum Figure 1. Percentage of generous (> (n= $10) game as a function of whether the individual did felt Guilty or did not feel guilty about making Ketelaar-3 a selfish offer in the first round of play (Ketelaar & Au, 2003). For example, in a repeated Ultimatum game, individual differences in the propensity to feel guilty after proposing an unfair offer had a profound impact on the magnitude of the monetary offers observed in the second round of play. Moreover, a second study revealed similar individual differences in a repeated Prisoner’s Dilemma game, where it was observed that individuals who felt guilty displayed 25% more cooperation compared to those who felt no guilt (see Ketelaar & Au, 2003). Although Adam Smith (1759) explained individual differences in the capacity to experience moral sentiments in terms of a failure to exercise “self-command,” I have utilized evolutionary game theory to explore another, more intriguing possibility, namely that individual differences in the capacity to experience social-moral emotions represent a frequency-dependent distribution of emotion-based strategy types akin to what social dilemma researchers have called Social Motives (van Lange, et al., 1997, Ketelaar, 2004a, 2004b). What is unique about my approach is that I combine empirical findings from my own experimental economics studies on emotional decision making with theoretical concepts from evolutionary game theory (frequency dependent selection, evolutionary stable strategies, the folk theorem) into a model of how individual differences in emotions might correspond to several distinct emotion-based commitment strategies (Ketelaar, 2004a, 2004b). Specifically, I have argued that individual differences in the capacity to experience moral sentiments can give rise to a meta-stable population structure comprised of approximately 40% prosocial strategists, 25% individualists, 10% competitive strategists, and a very small (<5%) proportion of ruthlessly non-cooperative strategists (Ketelaar, 2004a, 2004b, see also Lomborg, 1996). In this manner I have been able to expand the “emotions-as-sentiments” view into an empirically-tested and theoretically-grounded model of emotional influences on adaptive decision-making. Emotions as Signals The view that emotions are sentiments assumes that emotions operate as strategic mental states that alter perceptions of the subjective utilities assigned to particular courses of action (Tooby & Cosmides, 1990; Ketelaar & Todd, 2001). The view that emotions are signals, on the other hand, assumes that emotions can also operate as mechanisms for conveying threats and promises capable of supporting contracts and norms (Hirschleifer, 1987, 2001; Frank, 1988; Nesse, 2001). I believe that both of these views of emotions (signals and sentiments) are related (see below). In a recent series of cross cultural studies, I have found that there is a high degree of agreement across cultures in regard to which emotional signals are likely to be displayed in various social bargaining games such as the Prisoner’s Dilemma and the Coordination game (Ketelaar, Au, Hu, Tomala, and Steiner, in Ketelaar-4 prep.). Figure 2 shows that “contempt” as well as “anger” and “disgust,” are associated with the so-called “Sucker’s Payoff” in the Prisoner’s Dilemma game. These results are important because they expand the range of emotions studied by decision-researchers beyond the list of usual suspects such as happiness, sadness, and anger. Moreover, recent research has also shown that these same three social moral Figure 2. Percentage of each “culture” indicating that they would display particular emotions (see right side of figure) if they found themselves in the so-called “Sucker’s Payoff” outcome in the Prisoner’s Dilemma game. emotions—Contempt, Anger, and Disgust—are evoked in relation to violations of three different types of rights (see Rozin, et al., 1999). I have recently replicated Rozin’s (1999) findings in two locations in China and one in Ecuador, where we find that anger displays are associated with violations of personal rights (autonomy), contempt is associated with violations of social duty (community rights) and disgust is associated with violations of social norms concerning purity (divinity). In an effort to discover how these emotion signals might relate to strategic behavior, I have extended these findings into the domain of experimental economics, where I have observed two interesting findings: First, it appears that individuals routinely utilize facial displays of emotion to infer stable social motives rather than fleeting mental states (Ketelaar, Tost, Davis, & Russell, in prep.). That is, rather than simply attributing mental states to muscle movements (e.g., he is sad Ketelaar-5 because he moved his frown muscles), participants in two experiments were observed to attribute stable, trait-like, social motives to the individuals who displayed particular emotions (e.g., he is angry, thus he must be an uncooperative and selfish person). Second, we have found preliminary evidence to suggest that these emotional signals are predictive of actual behavior in social bargaining games. The idea is not that putting on an angry face makes you less cooperative, but rather that only less cooperative people display anger (in certain contexts). The key, of course, is to identify those contexts in which the presence or absence of a particular facial display will be indicative of stable social motives and actual behavior. One such context that we have discovered involves the presence or absence of an embarrassment display after receiving a compliment (Ketelaar, Russell, & Davis, in prep.). Much of this work borrows from the work of evolutionary anthropologists who have shown that hunter-gatherers who reject compliments after a successful foraging trip are often observed to distribute their bounty equally amongst their group; whereas in other contexts in which these compliments are not rejected, resources are distributed in a more nepotistic manner (primarily to kin). Consistent with what is found in hunter-gather studies we have observed that undergraduates who display embarrassment when complimented are more likely to give a larger portion of their $11 endowment to their partner in a Dictator game (see Figure 3). Displays Embarrassment Happiness (smile, gaze aversion) smile) KEPT $5, GAVE $6 to her partner to her partner Displays (felt KEPT $7, GAVE $4 Figure 3. Typical emotional reactions to compliments associated with generous and non-generous distributions of resources in a Dictator Game (Ketelaar, Russell, & Davis, in prep.). References Bowlby, J. (1969). Attachment and Loss, Volume I. Frank, R. H. (1988). Passions with reason: The strategic role of the emotions. New York: W. W. Norton. Ketelaar-6 Hirshleifer, J. (1987.) “On the Emotions as Guarantors of Threats and Promises”, in J. Dupré, ed., The Latest on the Best: Essays on Evolution and Optimality, Boston: Bradford Books-MIT Press, pp. 307-326 Ketelaar, T. (2004a, in press) Signals and Sentiments: Using Evolutionary insights to explore the role of Emotion in Experimental Economics. Invited Chapter to appear in Zeelenberg, M., Murnighan, K. & DeCremer, D. (Eds). Social Psychology and Economics. Ketelaar, T. (2004b). Ancestral Emotions, Current Decisions: Using Evolutionary Game Theory to explore the role of Emotions in decision-making. In Crawford, C. & Salmon, C. (Eds). Evolutionary Psychology, Public Policy and Personal Decisions, (pp. 145-163). Lawrence Erlbaum Associates. Ketelaar, T. & Au, W. T. (2003). The effects of guilty feelings on the behavior of uncooperative individuals in repeated social bargaining games: An Affect-as-information interpretation of the role of emotion in social interaction. Cognition & Emotion, 17, 429-453. Ketelaar, T., Au, W.T., Hu, W.P., Tomala, M. & Steiner, R. (in prep) Emotional Signaling in Social Dilemmas: Cross-Cultural evidence from the Prisoner’s Dilemma and Coordination Game. Ketelaar, T. & Clore, G. L. (1997). Emotions and reason: The proximate effects and ultimate functions of emotions. In G. Matthews, (Ed.) Personality, Emotion, and Cognitive Science, (pp. 355-396). Advances in Psychology Series, Amsterdam: Elsevier Science Publishers (North-Holland). Ketelaar, Russell, D. & Davis, M. (in prep.). Contempt and Compliments: Individuals who signal Contempt and Embarrassment are more generous in distributing foraged resources. Ketelaar, T. & Todd, P. M. (2001). Framing our thoughts: Ecological rationality as evolutionary psychology's answer to the frame problem. In Holcomb III, H. R. (Eds.) Conceptual Challenges in Evolutionary Psychology: Innovative Research Strategies, (pp. 179-211). Kluwer Publishers. Ketelaar, T., Tost, J., Davis, M. & Russell, D. C. (in prep) Motives and Muscles: Trait attributions from Emotional Facial Expressions. Lomborg, B. (1996). Nucleus and shield: The evolution of social structure in the iterated Prisoner’s Dilemma. American Sociological Review, 61, 278-307, Nesse, R. M.. (2001). Evolution and the Capacity for Commitment. New York: Russell Sage Foundation. Schwarz, N., & Clore, G. L. (1983). Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology, 45, 513-523. Van Lange, P. A.M., Otten, W., DeBruin, E.M.N., & Joireman, J.A. (1997). Development of prosocial, individualistic, and competitive orientations: Theory and preliminary evidence. Journal of Personality and Social Psychology, 73, 733-746. Tooby, J. & Cosmides, L. 1990. “The Past explains the Present: Emotional Adaptations and the Structure of Ancestral Environments”, Ethology and Sociobiology, 11, 375-424. Ketelaar-7