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Thesis advisor: Katherine McAuliffe / Thesis advisor: Angela Johnston / Human cooperation is unparalleled in the natural world and is a defining feature of human social life—it shapes nearly every social interaction we experience, from geopolitical conflict, to collective bargaining, to team collaboration. However, cooperation also presents a challenge—it is often personally costly or risky to cooperate. How are humans able to overcome these costs and risks in favor of the interest of the group? To address this question, it is important to investigate the cognitive abilities that allow us to successfully cooperate with others. One important ability for cooperation is mentalizing—the ability to represent other agents’ beliefs, knowledge, desires, and intentions. The ability to think about other agents’ minds in order to predict how they will behave (e.g., whether they will cooperate or free-ride) is an important component of our own cooperative behavior, particularly in the context of coordination—a type of cooperative interaction where cooperation is mutually beneficial but risky. I test the idea that our ability to represent the beliefs of others plays a critical role in successful cooperation. Studies 1 and 2 examine one cognitive ability for representing others’ knowledge—common knowledge—that underlies cooperation by reducing uncertainty about others’ cooperative behavior. Studies 3 and 4 investigate how we make inferences about others’ beliefs from how they behave and how that influences our own cooperative behavior in the context of social norms. Studies 2 and 4 take a developmental approach to investigate how early emerging mentalizing is for cooperative behavior to better understand how foundational it is in social cognition. Altogether, the results of these studies suggest that the ability to represent other agents’ beliefs in order to predict their behavior plays a fundamental role in supporting successful cooperation. / Thesis (PhD) — Boston College, 2023. / Submitted to: Boston College. Graduate School of Arts and Sciences. / Discipline: Psychology.

The phenomenal financial expansion of the last decades has been characterised by an exacerbation of systemic instability and an increase in the frequency of financial crises, culminating in the recent meltdown in the US financial sector. The literature on financial crises has developed concomitantly, but despite a large number of papers written on this subject, economists are still struggling to understand the underlying determinants of these phenomena. In this dissertation, I argue that one of the reasons for this apparent failure is the way agents, as well as the environment in which they evolve, are modelled in this literature. After reviewing the existing literature on international financial crises, I outline an alternative framework, drawing from Post-Keynesian and Behavioural insights. In this framework, international financial crises are seen as being a direct consequence of the way agents formulate expectations in an environment of fundamental uncertainty and the investment and financial decisions they subsequently take. I argue that the psychological heuristics agents use in formulating expectations under fundamental uncertainty can lead to decisions which fragilise the economy and can thus be conducive to financial crises. I then apply this framework to the study of the 2000-2001 financial crisis in Turkey, which is notorious for not lending itself easily to explanations based on the existing theoretical literature on international financial crises. After outlining the crisis and reviewing the main existing accounts, I identify two moments prior to the crisis: A phase of increasing financial fragility, lasting from a previous crisis in 1994 to 1999, and a financial bubble in 2000 during the implementation of an IMF stabilisation program, partly predicated on the previous increase in financial fragility. My framework can account for both periods; it fits particularly well the first one and enhances the explanatory content of existing stories about the events that took place in 2000.

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Diese Dissertation untersucht Informationsverarbeitung und die Auswirkungen auf individuelles Entscheidungsverhalten. Anhand von Daten, die durch Experimente gewonnen wurden, wird untersucht wie Individuen von Anreiz- und Marktstrukturen auf Verhalten und dessen Auswirkungen schließen (Kapitel 1), wie sie die Adressaten einer Nachricht berücksichtigen, wenn sie Vorhersagen treffen und aktiv handeln (Kapitel 2) und unter welchen Umständen sie auf Informationen über das Verhalten Anderer reagieren (Kapitel 3). In den ersten beiden Kapiteln finde ich, dass Menschen fehlerhafte Erwartungen bilden, da sie (1) das Ergebnis von Marktinteraktionen falsch vorhersagen und (2) den Informationsgehalt von Informationsquellen falsch einschätzen. Das führt zu nicht-optimalen Investitionsentscheidungen und überschätzten Erwartungen. In dem dritten Kapitel finde ich, dass es sehr kontextabhängig ist, ob Menschen auf Informationen über die Ambitionen anderer Individuen reagieren. In dem quantitativen Kontext von Zielsetzungen gibt es einen starken Effekt durch die Kenntnis über Ambitionen anderer Individuen, in dem qualitativen Kontext von Entscheidungen über die Aufgabenschwierigkeit vertrauen Menschen ihrem eigenen Urteil. / This dissertation studies information processing and its impact on individual decision making. It uses data collected from experiments to examine how individuals extrapolate from incentive and market structures to behavior and outcomes (chapter 1), how they take the audience of a message into consideration when making predictions and taking actions (chapter 2) and under what circumstances they react to information about others’ behavior (chapter 3). In the first two chapters, I find that individuals form biased beliefs due to (1) mispredicting the outcome of market interactions, and (2) misevaluating the informativeness of information structures. This leads to non-optimal investment decisions and overconfident beliefs. In the third chapter, I find that it is very domain specific whether individuals react to information about their peers’ ambitions. In the quantitative domain of goal setting peer effects of ambitions are strong, in the more qualitative domain of difficulty choice individuals trust their own judgment.

This dissertation examines the emerging practice of consumer neuroscience and neuromarketing, combined called CNNM. CNNM utilizes tools and technologies to measure brain activity and human behavior coupled with scientific theories for explaining behavior and cognition. Consumer neuroscience is one of the newest areas of application of neuroscience and related techniques, and is of significant social consequence for its possible deployment in the market place to both study and shape consumer behavior. Concerns arise in terms of consumer influence and manipulation, but there are also concerns regarding the actual efficacy and utility of the technologies and the application of behavioral theories. The dissertation's three essays each examine a facet of CNNM. Using historical sources, conference participation, and ethical analyses, the dissertation forms a multi-prong effort at a better understanding of CNNM through the use of science and technology studies (STS) methods. The first essay is an historical review of the usage of technologies to measure brain activity and behavior, parallel to the development of psychological theories created to account for human decisionmaking. This essay presents a new conception of "closure" and "momentum" as envisioned by social construction of technology and technological momentum theories, arriving at a new concept for inclusion called "convergence" which offers a multi-factor explanation for the acceptance and technical implementation of unsettled science. The second essay analyzes four discourses discovered during the review of approximately seventy presentations and interviews given by experts in the field of CNNM. Using and adapting actor-network theory, the essay seeks to describe the creation of expertise and group formation in the field of CNNM researchers. The third essay draws on a variety of ethical analyses to expand understanding of the ethical concerns regarding CNNM. It raises questions that go beyond the actual efficacy of CNNM by applying some of the theories of Michel Foucault relating to the accumulation of power via expertise. This essay also points in the direction for actionable steps at ameliorating some of the ethical concerns involving CNNM. CNNM is a useful technique for understanding consumer behavior and, by extension, human behavior and neuroscience more generally. At the same time, it has been routinely misunderstood and occasionally vilified (for concerns about both efficacy and non-efficacy). This dissertation develops some of the specific historical movements that created the field, surveys and analyzes some of the foremost experts and how they maneuvered in their social network to achieve that status, and identifies novel ethical issues and some solutions to those ethical issues. / Ph. D.

People make food choices based upon the motivation to consume foods that are reinforcing compared to alternatives that may be available.1 Delay discounting (DD) is a measure used to assess impulsivity, quantifying how people make decisions based on time to receive and amount of the choice presented. The food purchase task (FPT) assesses the demand for a food and how reinforcing this item is at various prices. Using a controlled feeding study design, 10 males (n=7 sedentary, n=10 endurance trained) consumed an iso-caloric, standard diet (55% carbohydrate, 30% fat, and 15% protein) for 10 days, followed by a high-fat diet (55% fat, 30% carbohydrate, 15% protein) for 5 days. DD, FPT, and Three Factor Eating Questionnaire (TFEQ) were assessed at three time points: baseline, after the standard diet/before high-fat diet, and after the high-fat diet. Discounting rates were significantly different at baseline between sedentary and endurance trained males, with the sedentary males having higher discounting rates (mean difference 1.43, p=.037). Discounting rates for the whole sample significantly decreased between baseline (time 1) and post-STD diet/before HFD (time 2), between time 2 and after the HFD (time 3), and between time 1 and time 3 (all indicated by p<0.05). No group differences were noted over time for demand elasticity, intensity, or TFEQ measures (all indicated by p<0.05). Results could be used to advance the understanding of factors that influence impulsive and unhealthy eating behaviors and inform the development of interventions that use reinforcers to positively influence eating behaviors. / MS