David D Loschelder
Datos Biográficos
| ID | 765072 |
|---|---|
| NOMBRE | David D Loschelder |
| NOMBRES | David D |
| APELLIDO | Loschelder |
| FIRMA | LOSCHELDER D D |
| AFILIACIONES | Leuphana University of Lüneburg |
| ORCID | 0000-0001-5818-0559 |
| VERIFICADO | Sí |
| TOTAL DE OBRAS | 30 |
| TOTAL DE CITAS | 59 |
| TOTAL COMO AUTOR | 30 |
| TOTAL COMO EDITOR | 0 |
| PRIMER AÑO DE PUBLICACIÓN | 2010 |
| AÑO MÁS RECIENTE DE PUBLICACIÓN | 2026 |
| ÍNDICE H | 4 |
Effects of Psychological Distance on Mental Abstraction
Construal-level theory (CLT) proposes that psychological distance influences the level of abstraction at which something is mentally construed: Things perceived as less probable (likelihood) or further away from the here (spatial distance), now (temporal distance), or self (social distance) are thought about more abstractly. In this international multilab study, we tested four basic hypotheses derived from core assumptions of CLT and explore pote…
A Kick to Desire
Major sporting events exert manifold influences on people’s intra- and interpersonal experiences. Preliminary findings suggest that they affect sexuality, but the evidence has been limited to population-level outcomes such as birth rates. Direct, individual-level evidence and research on underlying processes are missing. In this preregistered study, we investigated the relationship between the success of national men’s soccer teams during the UEF…
Optimizing Counteroffers
Buyers often face a vexing decision regarding when and how ambitiously to counter a seller’s first offer. Drawing on over 26 million real-world, asynchronous, electronically mediated negotiations (Study 1) and a controlled experiment (Study 2), we examined how the timing (early vs. late) and magnitude (ambitious vs. accommodating) of buyers’ counteroffers affect negotiation outcomes—specifically, final sale price and impasse risk. In Study 1, mor…
How the timing of texting triggers romantic interest after the first date
How and why does the timing of texting after a first date impact people's relationship intentions? Based on previous literature, we developed and empirically tested three competing predictions-a linearly positive, a linearly negative, and an inverted U-shaped effect-of text timing on relationship intentions, perceived chemistry, and motivation to translate their relationship into action. We also explored the underlying mechanisms (i.e., thoughts …
Addressing climate change with behavioral science
Effectively reducing climate change requires marked, global behavior change. However, it is unclear which strategies are most likely to motivate people to change their climate beliefs and behaviors. Here, we tested 11 expert-crowdsourced interventions on four climate mitigation outcomes: beliefs, policy support, information sharing intention, and an effortful tree-planting behavioral task. Across 59,440 participants from 63 countries, the interve…
The interplay of social rank perceptions of Trump and Biden and emotions following the U.S. presidential election 2020
123) samples, we investigated how observers' group membership (i.e. political orientation) and the social rank attainment of both candidates (i.e. dominance vs. prestige) predicted emotional reactions. Trump was generally perceived as more dominant, and Biden as more prestigious. However, perceptions of social rank attainment differed depending on the observers' political orientation, either matching or not matching with the leaders (i.e. Republi…
The Too-Much-Mimicry Effect
We examined whether mimicking an interaction partner is universally advantageous or, provided the mimicry is particularly strong, whether it has detrimental impacts on interpersonal and negotiation outcomes. Participants interacted with a confederate who engaged in no, subtle, or strong mimicry and then negotiated. In laboratory Experiment 1 ( N = 71) and Experiment 2 ( N = 149), subtly (vs. not) mimicked participants liked the confederate more, …
Gender differences in sex drive
Our meta-analysis on gender differences in sex drive found a stronger sex drive in men compared to women (Frankenbach et al., 2022). Conley and Yang (2024) criticized how we interpreted the findings and provided suggestions regarding the origins of these gender differences, an undertaking that we had refrained from doing in our original work. We concur with several important points made by Conley and Yang (2024): (a) women's sexual experiences ar…
Empowered or informed? Seeking to mitigate gender differences in first-offer assertiveness through pre-negotiation interventions
Gender differences in negotiation behavior—for instance, men’s vs. women’s likelihood to make (assertive) first offers—contribute to the globally prevalent gender pay gap (GPG). In an attempt to mitigate the social and economic consequences of this gender disparity, we first empirically validated two pre-negotiation message interventions in a pilot study ( N = 203). In the main experimental intervention study ( N = 585), male versus female partic…
Deal or no deal? How round vs precise percentage offers and price-ending mimicry affect impasse risk in over 25 million eBay negotiations
Working from home during the Covid‐19 crisis
Employees around the globe experience manifold challenges to maintain job performance during the so‐called work‐from‐home experiment caused by the COVID‐19 crisis. Whereas the self‐control literature suggests that higher trait self‐control should enable employees to deal with these demands more effectively, we know little about the underlying mechanisms. In a mixed‐methods approach and two waves of data collection, we examine how self‐control str…
Sex drive
0.54). Moderation analyses suggest that the effect is robust and largely invariant to contextual factors. There was no evidence of publication bias. The discussion focuses on validity considerations, limitations, and implications for psychological theory and people's everyday lives. (PsycInfo Database Record (c) 2023 APA, all rights reserved)
Perspective taking does not moderate the price precision effect, but indirectly affects counteroffers to asking prices
Precise asking-prices (e.g., $249,800), compared with round ones (e.g., $250,000), are stronger anchors, leading buyers to counter closer to the asking-price. This ‘precision effect’ is driven by (i) higher evaluation of the seller's competence, and (ii) buyers using a finer-grained numerical scale when the asking-price is precise compared with round. But are buyers more susceptible to precise anchors, the more they take the seller's perspective?…
How individuals react emotionally to others’ (mis)fortunes
1,827), (a) participants' rankings on a comparison dimension relative to other people and (b) others' (mis)fortunes (changes in relative rankings) jointly determined how much individuals experienced the emotions. Upward comparisons increased envy and schadenfreude, and downward comparisons increased sympathy and happy-for-ness, relative to lateral comparisons. When the relevance of comparison standards (Experiment 4a) or the comparison domain (Ex…
How students’ self-control and smartphone-use explain their academic performance
How cognitive issue bracketing affects interdependent decision-making in negotiations
How numeric advice precision affects advice taking
Advice is a powerful means to improve peoples' judgments and decisions. Because advice quality is rarely apparent, decision‐makers must infer it from the characteristics of the advisor or the advice itself. Here, we focus on a largely neglected advice characteristic that should signal quality: advice precision. In a preregistered, high‐powered study ( N = 195), we tested the effects of advice precision on advice taking. Drawing from past research…
Is Ego Depletion Real? An Analysis of Arguments
An influential line of research suggests that initial bouts of self-control increase the susceptibility to self-control failure (ego depletion effect). Despite seemingly abundant evidence, some researchers have suggested that evidence for ego depletion was the sole result of publication bias and p-hacking, with the true effect being indistinguishable from zero. Here, we examine (a) whether the evidence brought forward against ego depletion will c…
Dynamic norms drive sustainable consumption
Open to offers, but resisting requests
Abundant research has established that first proposals can anchor negotiations and lead to a first-mover advantage. The current research developed and tested a motivated anchor adjustment hypothesis that integrates the literatures on framing and anchoring and highlights how anchoring in negotiations differs in significant ways from standard decision-making contexts. Our research begins with the premise that first proposals can be framed as either…
Does Self-Control Training Improve Self-Control? A Meta-Analysis
Self-control is positively associated with a host of beneficial outcomes. Therefore, psychological interventions that reliably improve self-control are of great societal value. A prominent idea suggests that training self-control by repeatedly overriding dominant responses should lead to broad improvements in self-control over time. Here, we conducted a random-effects meta-analysis based on robust variance estimation of the published and unpublis…
Using self-regulation to overcome the detrimental effects of anger in negotiations
How and why precise anchors distinctly affect anchor recipients and senders
How self-regulation helps to master negotiation challenges
En route to crafting profitable deals, negotiators face abundant challenges—from overcoming anger, to dealing with low power, to seeking hidden integrative opportunities. Here, we argue that self-regulation can help to master these negotiation challenges and improve negotiation outcomes. To this end, we provide a review of the literature on negotiation challenges and integrate it with self-regulation research. Based on the cybernetic feedback mod…
Procedural frames in negotiations
Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transactio…
Perspective taking as a means to overcome motivational barriers in negotiations
Previous negotiation research predominantly focused on psychological factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators' egoistic motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to …
How and why precise anchors distinctly affect anchor recipients and senders
When yielding pieces of the pie is not a piece of cake
The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators’ salient group identities increase their competitive perceptions, reduce their concession behavior, and consequently lead to inferior negoti…
Dynamic norms drive sustainable consumption
Happy but unhealthy
Social connections are essential to health and well‐being. However, when pursing social acceptance, people may sometimes engage in behavior that is detrimental to their health. Using a multi‐time‐point design, we examined whether the structure of an emerging network of students in an academic summer school program correlated with their physical health and mental well‐being. Participants who were more central in the network typically experienced g…
Promoting prevention success at the bargaining table
Overcoming the competitiveness of an intergroup context
The present research addresses the specific impairments of an intergroup negotiation context with respect to intergroup competitiveness and partial impasses. We examined whether mediation-arbitration (med-arb), a hybrid form of third-party intervention, is conducive to overcoming the detrimental effect of an intergroup negotiation context. Study 1 demonstrated the detrimental effect of an intergroup negotiation context and showed that mediation-a…
Deal or no deal? How round vs precise percentage offers and price-ending mimicry affect impasse risk in over 25 million eBay negotiations
Open to offers, but resisting requests
Abundant research has established that first proposals can anchor negotiations and lead to a first-mover advantage. The current research developed and tested a motivated anchor adjustment hypothesis that integrates the literatures on framing and anchoring and highlights how anchoring in negotiations differs in significant ways from standard decision-making contexts. Our research begins with the premise that first proposals can be framed as either…
Procedural frames in negotiations
Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transactio…
How numeric advice precision affects advice taking
Advice is a powerful means to improve peoples' judgments and decisions. Because advice quality is rarely apparent, decision‐makers must infer it from the characteristics of the advisor or the advice itself. Here, we focus on a largely neglected advice characteristic that should signal quality: advice precision. In a preregistered, high‐powered study ( N = 195), we tested the effects of advice precision on advice taking. Drawing from past research…
How the timing of texting triggers romantic interest after the first date
How and why does the timing of texting after a first date impact people's relationship intentions? Based on previous literature, we developed and empirically tested three competing predictions-a linearly positive, a linearly negative, and an inverted U-shaped effect-of text timing on relationship intentions, perceived chemistry, and motivation to translate their relationship into action. We also explored the underlying mechanisms (i.e., thoughts …
Perspective taking does not moderate the price precision effect, but indirectly affects counteroffers to asking prices
Precise asking-prices (e.g., $249,800), compared with round ones (e.g., $250,000), are stronger anchors, leading buyers to counter closer to the asking-price. This ‘precision effect’ is driven by (i) higher evaluation of the seller's competence, and (ii) buyers using a finer-grained numerical scale when the asking-price is precise compared with round. But are buyers more susceptible to precise anchors, the more they take the seller's perspective?…
How individuals react emotionally to others’ (mis)fortunes
1,827), (a) participants' rankings on a comparison dimension relative to other people and (b) others' (mis)fortunes (changes in relative rankings) jointly determined how much individuals experienced the emotions. Upward comparisons increased envy and schadenfreude, and downward comparisons increased sympathy and happy-for-ness, relative to lateral comparisons. When the relevance of comparison standards (Experiment 4a) or the comparison domain (Ex…
Using self-regulation to overcome the detrimental effects of anger in negotiations
When yielding pieces of the pie is not a piece of cake
The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators’ salient group identities increase their competitive perceptions, reduce their concession behavior, and consequently lead to inferior negoti…
Overcoming the competitiveness of an intergroup context
The present research addresses the specific impairments of an intergroup negotiation context with respect to intergroup competitiveness and partial impasses. We examined whether mediation-arbitration (med-arb), a hybrid form of third-party intervention, is conducive to overcoming the detrimental effect of an intergroup negotiation context. Study 1 demonstrated the detrimental effect of an intergroup negotiation context and showed that mediation-a…
Perspective taking as a means to overcome motivational barriers in negotiations
Previous negotiation research predominantly focused on psychological factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators' egoistic motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to …
Promoting prevention success at the bargaining table
Happy but unhealthy
Social connections are essential to health and well‐being. However, when pursing social acceptance, people may sometimes engage in behavior that is detrimental to their health. Using a multi‐time‐point design, we examined whether the structure of an emerging network of students in an academic summer school program correlated with their physical health and mental well‐being. Participants who were more central in the network typically experienced g…
How self-regulation helps to master negotiation challenges
En route to crafting profitable deals, negotiators face abundant challenges—from overcoming anger, to dealing with low power, to seeking hidden integrative opportunities. Here, we argue that self-regulation can help to master these negotiation challenges and improve negotiation outcomes. To this end, we provide a review of the literature on negotiation challenges and integrate it with self-regulation research. Based on the cybernetic feedback mod…
Procedural frames in negotiations
Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transactio…
How and why precise anchors distinctly affect anchor recipients and senders
Does Self-Control Training Improve Self-Control? A Meta-Analysis
Self-control is positively associated with a host of beneficial outcomes. Therefore, psychological interventions that reliably improve self-control are of great societal value. A prominent idea suggests that training self-control by repeatedly overriding dominant responses should lead to broad improvements in self-control over time. Here, we conducted a random-effects meta-analysis based on robust variance estimation of the published and unpublis…
Using self-regulation to overcome the detrimental effects of anger in negotiations
Is Ego Depletion Real? An Analysis of Arguments
An influential line of research suggests that initial bouts of self-control increase the susceptibility to self-control failure (ego depletion effect). Despite seemingly abundant evidence, some researchers have suggested that evidence for ego depletion was the sole result of publication bias and p-hacking, with the true effect being indistinguishable from zero. Here, we examine (a) whether the evidence brought forward against ego depletion will c…
Dynamic norms drive sustainable consumption
Open to offers, but resisting requests
Abundant research has established that first proposals can anchor negotiations and lead to a first-mover advantage. The current research developed and tested a motivated anchor adjustment hypothesis that integrates the literatures on framing and anchoring and highlights how anchoring in negotiations differs in significant ways from standard decision-making contexts. Our research begins with the premise that first proposals can be framed as either…
How numeric advice precision affects advice taking
Advice is a powerful means to improve peoples' judgments and decisions. Because advice quality is rarely apparent, decision‐makers must infer it from the characteristics of the advisor or the advice itself. Here, we focus on a largely neglected advice characteristic that should signal quality: advice precision. In a preregistered, high‐powered study ( N = 195), we tested the effects of advice precision on advice taking. Drawing from past research…
How students’ self-control and smartphone-use explain their academic performance
How cognitive issue bracketing affects interdependent decision-making in negotiations
Working from home during the Covid‐19 crisis
Employees around the globe experience manifold challenges to maintain job performance during the so‐called work‐from‐home experiment caused by the COVID‐19 crisis. Whereas the self‐control literature suggests that higher trait self‐control should enable employees to deal with these demands more effectively, we know little about the underlying mechanisms. In a mixed‐methods approach and two waves of data collection, we examine how self‐control str…
Sex drive
0.54). Moderation analyses suggest that the effect is robust and largely invariant to contextual factors. There was no evidence of publication bias. The discussion focuses on validity considerations, limitations, and implications for psychological theory and people's everyday lives. (PsycInfo Database Record (c) 2023 APA, all rights reserved)
Perspective taking does not moderate the price precision effect, but indirectly affects counteroffers to asking prices
Precise asking-prices (e.g., $249,800), compared with round ones (e.g., $250,000), are stronger anchors, leading buyers to counter closer to the asking-price. This ‘precision effect’ is driven by (i) higher evaluation of the seller's competence, and (ii) buyers using a finer-grained numerical scale when the asking-price is precise compared with round. But are buyers more susceptible to precise anchors, the more they take the seller's perspective?…
How individuals react emotionally to others’ (mis)fortunes
1,827), (a) participants' rankings on a comparison dimension relative to other people and (b) others' (mis)fortunes (changes in relative rankings) jointly determined how much individuals experienced the emotions. Upward comparisons increased envy and schadenfreude, and downward comparisons increased sympathy and happy-for-ness, relative to lateral comparisons. When the relevance of comparison standards (Experiment 4a) or the comparison domain (Ex…
Deal or no deal? How round vs precise percentage offers and price-ending mimicry affect impasse risk in over 25 million eBay negotiations
Addressing climate change with behavioral science
Effectively reducing climate change requires marked, global behavior change. However, it is unclear which strategies are most likely to motivate people to change their climate beliefs and behaviors. Here, we tested 11 expert-crowdsourced interventions on four climate mitigation outcomes: beliefs, policy support, information sharing intention, and an effortful tree-planting behavioral task. Across 59,440 participants from 63 countries, the interve…
The interplay of social rank perceptions of Trump and Biden and emotions following the U.S. presidential election 2020
123) samples, we investigated how observers' group membership (i.e. political orientation) and the social rank attainment of both candidates (i.e. dominance vs. prestige) predicted emotional reactions. Trump was generally perceived as more dominant, and Biden as more prestigious. However, perceptions of social rank attainment differed depending on the observers' political orientation, either matching or not matching with the leaders (i.e. Republi…
The Too-Much-Mimicry Effect
We examined whether mimicking an interaction partner is universally advantageous or, provided the mimicry is particularly strong, whether it has detrimental impacts on interpersonal and negotiation outcomes. Participants interacted with a confederate who engaged in no, subtle, or strong mimicry and then negotiated. In laboratory Experiment 1 ( N = 71) and Experiment 2 ( N = 149), subtly (vs. not) mimicked participants liked the confederate more, …
Gender differences in sex drive
Our meta-analysis on gender differences in sex drive found a stronger sex drive in men compared to women (Frankenbach et al., 2022). Conley and Yang (2024) criticized how we interpreted the findings and provided suggestions regarding the origins of these gender differences, an undertaking that we had refrained from doing in our original work. We concur with several important points made by Conley and Yang (2024): (a) women's sexual experiences ar…
Psychology (24 obras) · Social Psychology (22 obras) · Negotiation (14 obras) · Computer Science (12 obras) · Political science (12 obras) · Social Psychology (11 obras) · Conflict Management and Negotiation (10 obras) · Social and Intergroup Psychology (10 obras) · Behavioral Health and Interventions (9 obras) · Economics (9 obras)