Psychology: Optimism, Pessimism, and Behaviour Control - Annotated Bibliography Example

Locus of Control Tosi, Henry L.; John R. Rizzo & Neal P. Mero. Managing Organizational Behavior. New York: Blackwell Publishing, (2000 49 This chapter provides a general understanding of what is meant by locus of control in personality theory. In addition to giving a general definition of the term, this segment also discusses the concept as it relates to the individual and within a business setting. This is a helpful article for general descriptions and as a means of introducing the subject. Miyazaki, Anthony D.; Anne M. Brumbaugh & David E. Sprott. “Promoting and Countering Consumer Misconceptions of Random Events: The Case of Perceived Control and State-Sponsored Lotteries.” Journal of Public Policy and Marketing. Vol. 20, N. 2, (2001): 254. The assumption of this article is that people will be more or less susceptible to marketing based on their locus of control and the particular marketing approach taken. The authors conducted two studies to figure out whether people with external or internal locus of control were more susceptible to marketing approaches where luck was involved. They found that internal locus of control made people more susceptible to ideas of luck while those with external loci were less susceptible.  Journal of Public Policy & Marketing   Print ISSN: 0743-9156  |  Electronic ISSN: 1547-7207 Volume: 20 | Issue: 2 Cover date: Fall 2001 Page(s): 254-267       Keywords   state lotteries, consumer perception, number selection, warnings and disclosures, lottery purchase behavior, lottery performance     Abstract An understanding of random events and probabilistic outcomes is integral to buyer decision making for many products, such as insurance policies, service contracts, casino games, sweepstakes, and lotteries. Buyers, however, often hold misconceptions that bias their valuations of such marketplace offerings. The authors examine a common consumer misconception regarding the degree of control over independent random events associated with U.S. state-sponsored lotteries. In two studies, the authors demonstrate that countervailing information (in the form of an informational warning label) can affect perceptions and behavioral intentions based on control-related misconceptions, even when such misconceptions are enhanced by promotional information. The authors also find that level of prior lottery play interacts with these variables, which suggests that usage-based segmentation can influence the effectiveness of both promotional cues and informational warnings. The authors discuss implications of the findings as they pertain to public policy and marketing practice. Author(s): Anthony D. Miyazaki 1 | Anne M. Brumbaugh 2 | David E. Sprott 3     Author(s) affiliations   1. Assistant Professor of Marketing, School of Business Administration, University of Miami 2. Assistant Professor of Marketing, Babcock Graduate School of Management, Wake Forest University 3. Assistant Professor of Marketing, College of Business and Economics, Washington State University, Pullman Available on American Marketing Association Sprott, David E.; Anne M. Brumbaugh & Anthony D. Miyazaki. “Motivation and Ability as Predictors of Play Behavior in State Sponsored Lotteries: An Empirical Assessment of Psychological Control.” Psychology & Marketing. Vol. 18, N. 9, (2001): 973-983. Working on the results of a study indicating those with internal locus of control were more susceptible to marketing focused on luck, the authors determined that an internal locus of control coupled with a strong desire to control contributed to individuals engaging in games of chance over those with external locus of control or less of a desire to control.  Research Article Motivation and ability as predictors of play behavior in state-sponsored lotteries: An empirical assessment of psychological control David E. Sprott 1, Anne M. Brumbaugh 2, Anthony D. Miyazaki 3 * 1Washington State University 2Wake Forest University 3University of Miami email: Anthony D. Miyazaki (miyazaki@miami.edu) *Correspondence to Anthony D. Miyazaki, Department of Marketing, University of Miami, 521 Jenkins, P.O. Box 248147, Coral Gables, FL 33124-6554 Abstract This research explores the interaction of motivation and ability to explain individuals level of participation in state-sponsored lotteries. The motivation-ability framework is considered from the perspective of perceived control wherein Rotters (1966) locus of control serves as a perceived ability to influence lottery outcomes, and the Burger and Cooper (1979) desire for control serves as a motivation to play. With the use of a sample of adult consumers residing in a state with a government-sponsored lottery, predicted results were found. Specifically, the consumers who played the lottery to the greatest extent were those with internal locus of control (high perceived ability) and high desire for control (high motivation). © 2001 John Wiley & Sons, Inc. Available on Interlink Adeyanju, M.; R. Tricker & R. Spencer. “Comparison of Health Status of International and American University Students: Implications for Health Education.” International Quarterly of Community Health Education. Vol. 10, N. 2, (1989,1990): 145-166. This study looked at the personality differences between international and American university students. The study discovered that American students suffered from greater minor stress-related illnesses than their international counterparts but that most students indicated that they functioned primarily from an internal locus of control. Title: Comparison of health status of international and American university students: implications for health education. Author: Adeyanju M; Tricker R; Spencer R Source: INTERNATIONAL QUARTERLY OF COMMUNITY HEALTH EDUCATION. 1989-90;10(2):145-66. Abstract: The difference between a sample of 311 international (foreign) and 251 American university students currently enrolled at the University of Kansas for the spring semester, 1988, relative to self-perceived health status, behaviors, health attitudes, and locus of control using the International Student Health Inventory (ISHI). More specifically, demographics, health care attained by students within the university environment, current health history, wellness behaviors and attitudes were compared. Descriptive and inferential statistics were used to analyze the data. International students said that thy had less stress- related health ailments and minor illnesses that American students. There are 2 types of stressors. The 1st is sociocultural (or external). The 2nd is self-perceived (internal). These include views toward life, goal orientation, and control over life. International students had better attitudes toward health than did their American counterparts. The higher number of ailments and common illnesses in American students may be culturally determined. Attitudes of international students are more positive to wellness. American and foreign students reported the same internal health locus of control; the American students reported more internalization. Wellness attitudes were more positive in international males than in American males. American males had the least good wellness attitudes. No differences were seen between American and international students in regards to wellness behaviors. International students can aid in health education by being a resource for a health education cross-cultural workshop. (authors modified) Language: English Available from Info Project Hojat, M. “Loneliness as a function of selected personality variables.” Journal of Clinical Psychology. Vol. 38, N. 1, (1982): 137-141. This study examined international Iranian student in America and measured their levels of depression, loneliness, self-esteem and anxiety. It was determined that negative emotions and low self-esteem were positively correlated with external locus of control. ERIC #:EJ257564 Title:Loneliness as a Function of Selected Personality Variables. Authors:Hojat, Mohammadreza Descriptors:Foreign Students; Higher Education; Loneliness; Personality Studies; Personality Traits; Predictor Variables; Psychological Patterns; Psychometrics; Self Esteem; Student Alienation Source: The entity from which ERIC acquires the content, including journal, organization, and conference names, or by means of online submission from the author. Journal of Clinical Psychology, v38 n1 p137-41 Jan 1982 More Info: Help Peer-Reviewed: An indication of whether the document came from a peer-reviewed journal or U.S. Department of Education publication. Note: Used from 2005 onward. More Info: Help N/A Publisher:N/A Publication Date:1982-01-00 Pages:N/A Pub Types:Journal Articles; Reports - Research Abstract:Hypothesized that selected personality variables, could positively predict loneliness; and self-esteem and extraversion could negatively predict loneliness scores. Studied two groups of subjects: Iranian college students in American colleges and Iranian students in Iranian universities. Results confirmed the directions stated in the research hypothesis. (Author) Available from ERIC Schmit, S.E. “Locus of Control Orientation of International Students within the Arizona Community College System.” Dissertation Abstracts International. Vol. 61, N. 10-A, (2001): 3922. This study was conducted to determine if international university students primarily operated from an internal or external locus of control on average and to determine if other factors such as age, gender, country of origin or other factors might play a part. The findings concluded that approximately one quarter of the respondents were more internal, slightly less than a quarter were more external and the remainder, more than 50 percent, scored in the median range between internal and external loci of control. Donaldson, J.F.; S.W. Graham; W. Martindill & S. Bradley. “Adult Undergraduate Students: How do the define their experiences and their success?” Journal of Continuing Higher Education. Vol. 48, N. 2, (Spring 2000): 2-11. This study is more focused on determining the reasons why adults return to school, but also reveals that many of these individuals operate from a more internal locus of control which includes life experience, maturity, motivation and self-monitoring. ERIC #:EJ606030 Title:Adult Undergraduate Students: How Do They Define Their Experiences and Their Success? Authors:Donaldson, Joe F.; Graham, Steven W.; Martindill, William; Bradley, Shane Descriptors:Adult Learning; Adult Students; Educational Experience; Higher Education; Outcomes of Education; Student Educational Objectives; Success; Undergraduate Study Source: The entity from which ERIC acquires the content, including journal, organization, and conference names, or by means of online submission from the author. Journal of Continuing Higher Education, v48 n2 p2-11 Spr 2000 More Info: Help Peer-Reviewed: An indication of whether the document came from a peer-reviewed journal or U.S. Department of Education publication. Note: Used from 2005 onward. More Info: Help N/A Publisher:N/A Publication Date:2000-00-00 Pages:N/A Pub Types:Journal Articles; Reports - Research Abstract:A study of 13 returning undergraduates over 26 showed that their definition of college success used primarily external standards, but internal criteria defined successful learning. Factors supporting/hindering success included life experience, maturity, motivation, self-monitoring, reinforcement, and the nature and quality of classroom experiences. (SK) Available on ERIC Optimism/Pessimism Seligman, Martin E. P. Learned Optimism. New York: Alfred A. Knopf, (1991). This book is geared for a more general audience and is therefore delivered in a more conversational, as opposed to scientific, tone of voice. Serving well as a basic introduction to the subject, the book examines the differences between optimism and pessimism as learned behaviors and provides exercises to help develop a more optimistic outlook. Gibson, B. & D. Sanbonmatsu. “Optimism, Pessimism and Gambling: The downside of optimism.” Personality and Social Psychology Bulletin. Vol. 30, (2004): 149-160. This article reports on three different studies into gambling behavior. All three studies indicate that optimists are much more likely to lose at gambling because of high expectations and in anticipation of winning. Pessimists were more likely to reduce their expectations after losing and to decrease their betting after poor results. Personality and Social Psychology Bulletin, Vol. 30, No. 2, 149-160 (2004) DOI: 10.1177/0146167203259929 Optimism, Pessimism, and Gambling: The Downside of Optimism Bryan Gibson Central Michigan University David M. Sanbonmatsu University of Utah Three studies examined the relation between dispositional optimism and gambling. In Study 1, optimists were more likely than pessimists to have positive gambling expectations and report maintaining these expectations following losses. They also were more likely to indicate that winning money was a primary motivation for their gambling. Study 2 demonstrated that pessimists but not optimists reduce their betting and expectations after poor gaming performance. Study 3 replicated this effect using a more controlled experiment and showed that after losing, optimists report remembering more near wins than do pessimists. Thus, all three studies suggest that optimists, more than pessimists, maintain positive expectations and continue gambling after experiencing negative gaming outcomes. The authors suggest that despite optimism’s many benefits, there are common situations in which the pessimistic tendency to disengage is beneficial. Available from Sage Publications Desai, P. “Learning Psychotherapy: A Cultural Perspective.” Journal of Operational Psychiatry. Vol. 13, (1982): 82-87. Available September 24, 2008 from While not specifically addressing the concepts of optimism and pessimism in isolation, this article explores the importance of cultural expectations in these areas when treating international patients. The author contrasts typical American concepts with traditional Hindu conceptions to help make his point. Armor, D.A. & S.E. Taylor. “Situated Optimism: Specific Outcome Expectancies and Self-Regulation.” Advances in Experimental Social Psychology. M.P. Zanna (Ed.). New York: Academic Press, Vol. 30, (1998): 309-379. Available September 24, 2008 from The authors of this chapter argue that ‘situated optimism’ avoids many of the risks of general optimism. ‘Situated optimism’ enables people to be optimistic within reasonable, rational boundaries, they are strategically oriented toward meeting specific goals and they are flexible to meet the needs of a given situation. As the authors explore the concept, they begin to demonstrate how optimism in general contains many of these elements. Aspinwall, L.G. & S.M. Brunhart. “Distinguishing Optimism from Denial: Optimistic Beliefs Predict Attention to Health Threats.” Personality and Social Psychology Bulletin. Vol. 22, (1996): 993-1003. This study was developed to determine whether or not optimistic people had a stronger tendency than pessimistic people to accurately assess negative aspects of themselves, such as how their behaviors and temperament will affect their health. Surprisingly, the optimists were more likely to be aware of health risks and more informed about them than pessimists. Personality and Social Psychology Bulletin, Vol. 22, No. 10, 993-1003 (1996) DOI: 10.1177/01461672962210002 Distinguishing Optimism from Denial: Optimistic Beliefs Predict Attention to Health Threats Lisa G. Aspinwall University of Maryland, College Park Susanne M. Brunhart University of Maryland, College Park Research has yielded conflicting views of the adaptiveness of optimistic beliefs in confronting negative events and information. To test whether optimism functions like denial, the authors examined the prospective relation of optimistic beliefs to attention to threatening health information presented by computer in a college student sample (N= 57). Optimistic beliefs about ones health predicted greater attention to risk information than to neutral or benefit information and greater levels of recall overall, especially when the information was self-relevant. Results concerning attention to risk information were similar, but weaker, for dispositional optimism. Implications for theoretical treatments of optimistic beliefs are discussed. Available from Sage Publications Chang, E.C. Optimism and Pessimism: Theory, Research and Practice. Washington: American Psychological Association, 2001. This book examines recent research relating to optimism and pessimism. It provides a very helpful overview of the various researches that have been conducted on optimism and pessimism, how these influence personality and choice and begins to explore those questions that need to be answered in future research. Author(s):Chang, E.C. (Ed.) Journal:Optimism and Pessimism: Theory, Research and Practice ISSN: Year: 2001; Volume: Issue: Page: Publisher:American Psychological Association Available through Emerald Document Service Peterson, C.; M.E.P. Seligman & G.E. Vaillant. “Pessimistic Explanatory Style is a Risk Factor for Physical Illness: A thirty-five-year longitudinal study.” Journal of Personality and Social Psychology. Vol. 55, (1988): 23-27. This study followed 99 graduates of Harvard 1942-1944 for 35 years. At the end of this period of time, the study discovered that those who had a more pessimistic explanatory style in college were generally in worse physical health in older age than their more optimistic counterparts. This was true even when differences in general health and age at initial interview were taken into account. Pessimistic explanatory style is a risk factor for physical illness: a thirty-five-year longitudinal study. Peterson C, Seligman ME, Vaillant GE. Department of Psychology, University of Michigan, Ann Arbor 48109. Explanatory style, the habitual ways in which individuals explain bad events, was extracted from open-ended questionnaires filled out by 99 graduates of the Harvard University classes of 1942-1944 at age 25. Physical health from ages 30 to 60 as measured by physician examination was related to earlier explanatory style. Pessimistic explanatory style (the belief that bad events are caused by stable, global, and internal factors) predicted poor health at ages 45 through 60, even when physical and mental health at age 25 were controlled. Pessimism in early adulthood appears to be a risk factor for poor health in middle and late adulthood. Available from PubMed Read More