Davide Pietroni

• Professor
• Professor (Associate) at University of Chieti-Pescara

Purpose Recent studies have explored the effect of specific body postures on dominance perception. We investigated whether the high-power posture (i.e. an open and expansive posture) and the low-power posture (i.e. a closed and contracted posture) can influence the decision-making process involved in the Ultimatum Game (UG). Specifically, we consid...

The framing effect leads people to prefer a sure alternative over a risky one (risk aversion) when alternatives are described as potential gains compared to a context-dependent reference point. The reverse (risk propensity) happens when the same alternatives are described as potential losses. The default effect is the tendency to prefer a preselect...

Over the past fifteen years, research has demonstrated the central role of interpersonal emotions in communicating intentions, goals and desires. These emotions can be conveyed through facial expressions during specific social interactions, such as in the context of coordination between economic agents, where information inferred from them can infl...

Many studies suggest that specific movements or postures with shared social meaning can influence mainly verbal stimuli evaluation. On the other hand, several visuospatial biases can interact with this influence. Thus, we tested whether both head and stimuli movements can influence individual attitude towards food pictures. In two experiments, we u...

Previous studies have shown that money possesses affective properties even when it is not at stake within a given task. Smaller economic values are generally perceived as less arousing and neutral in valence, whereas larger ones are perceived as more arousing and positive in valence. Moreover, numerical cognitive processes seem to be less prominent...

If a food product is not perceived positively in its appearance, it is unlikely eaten. However, there are several subtle spatial cues able to bias attitudes towards food, such as the position where it is displayed. To date, no-one has investigated how the placement of high-calorie food (HcFd) or low-calorie food (LcFd) on a screen, influences them...

Purpose The purpose of this study is to investigate how the emotion expressed by a fictitious proposer influences the responder’s decision to accept or reject a severely unfair deal, represented by the splitting of a predetermined sum of money between the two players during an ultimatum game (UG). Rejection leads both parts to dissipate that sum. C...

The purpose of this study is to investigate how the emotion expressed by a fictitious proposer influences the responder’s decision to accept or reject a severely unfair deal, represented by the splitting of a predetermined sum of money between the two players during an ultimatum game (UG). Rejection leads both parts to dissipate that sum. Criticall...

Individuals tend to discount the advice they receive from expert consultants. Research has identified several factors responsible for this poor consideration despite the potential quality of the advice. Among the effective advice that can be provided, the literature has amply demonstrated the effectiveness in appropriate contexts of smart heuristic...

Organizational identification (OI) has increasingly attracted scholarly attention as a key factor in understanding organizational processes and in fostering efficient human resource (HR) management. Available evidence shows that organizational ethical climate crucially predicts OI, a key determinant of both employees’ attitudes and behaviors. In th...

Money can be a tool to achieve a wide range of goals in everyday life. Different studies have reported that both the mere exposure to money and its use as a reward can determine cognitive and social effects. Nevertheless, little is known about the basic affective perception of Euro banknotes. Thus, in the present study we aim to assess differences...

Mediante 3 esperimenti abbiamo esplorato l’effetto dei movimenti dell’annuire e del negare (socialmente connotati da un significato di accordo e disaccordo, accettazione e rifiuto) sulla valutazione da parte dei consumatori di determinati prodotti alimentari. In particolare, per ogni cibo i partecipanti ne valutavano la piacevolezza, il desiderio d...

Ethical climate defines what is correct behavior and how ethical issues should be handled within organizations. For this reason, it plays a key role in organizational life. We relied on the social identity approach to compare the effects of two specific ethical climates – an ethical climate of self-interest vs. friendship – on employees’ reactions....

Money is a special stimulus for humans, because of its relevance in everyday life. However, the basic mechanisms underlying money representation have not yet been fully investigated. Left-right asymmetries in the visual perception and evaluation of monetary value offer such a possibility. The pattern of these asymmetries can contribute to disentang...

Since, Vilfredo Pareto formulated what later became Pareto’s principle (also referred to as the 80/20 or 90/10 principle, see Koch [2008. The 80/20 Principle: The Secret to Achieving More with Less. New York: Doubleday] and Kiyosaki [2011. Rich Dad's Guide to Investing: What the Rich Invest In, That the Poor and Middle Class Do Not!. Jackson: Perse...

A host of perceptual asymmetries have been investigated measuring the differential responses to stimuli falling in the left and the right side of the visual space, ultimately demonstrating the role of the two cerebral hemispheres in representing those stimuli. This approach has been recently extended to monetary value. In the experiment 1 we tested...

The Spatial Numerical Association of Response Codes (SNARC) effect has been associated with a wide range of magnitude processing. This effect is due to an implicit relationship between numbers and horizontal space, according to which weaker magnitudes and smaller numbers are represented on the left, whereas stronger magnitudes and larger numbers ar...

Lo Spatial Association of Response Code (SNARC) indica un’associazione tra numeri e spazio orizzontale: numeri piccoli e spazio sinistro, numeri grandi e spazio destro che si verifica anche per grandezze non numeriche quali grandezza fisica, luminanza e grandezza concettuale. Studi sulla stima di prezzi hanno mostrato che prodotti posizionati a des...

This chapter provides an introduction to the economic psychology of price and inflation judgements, focusing on the main findings and the more relevant psychological theories. It discusses the process of price evaluation, and focuses on theories centred on the construct of a reference price, defined as a benchmark price used in relative evaluation...

Policymakers and institutions have developed an increasing interest in applying principles from cognitive science to encourage individuals to adopt behaviors, attitudes and perspectives that enable them to reach higher levels of personal and collective well-being. We focused on the value of nudging people to adopt a broader farsighted view when mak...

The Ultimatum Game (UG) models the final crucial phase of a bargaining attempt to compose a conflict. Here the proposer makes a more or less fair “take it or leave it” offer to the responder to whom is up the critical decision to accept or to reject it and therefore to solve or to foster the conflict. Emotions play a central role in this decision....

The present paper covers the first part of a four part series that will investigate the hypothesis that people may have biased cognitive representations of the body's parts (body schema) and that this may have implications for illness behaviour, disclosure, and help seeking. In fact, seeking help for medical needs varied across body parts, with tes...

The present paper discusses the second part of a four part series that will investigate the hypothesis that people may have biased cognitive and affective representations of the body's parts (body schema) and that this may have implications for illness behaviour, disclosure, and help seeking. To test this hypothesis, we administered a paper and pen...

Previous research has shown that people attach a different value to exemplars of money having similar nominal values but dissimilar physical features. In particular, recent data have suggested that American people attach higher value to $1 banknotes than to $1 coins. These results have been explained in terms of familiarity since the $1 coin was in...

Previous research on the interpersonal effects of emotions in negotiation suggested that bargainers obtain higher outcomes expressing anger, when it is not directed against the counterpart as a person and it is perceived as appropriate. Instead, other studies indicated that successful negotiators express positive emotions. To reconcile this inconsi...

Previous research on the interpersonal effects of emotions in negotiation suggested that bargainers obtain higher outcomes expressing anger, when it is not directed against the counterpart as a person and it is perceived as appropriate. Instead, other studies indicated that successful negotiators express positive emotions. To reconcile this inconsi...

Negotiators often fail to reach integrative (”win–win”) agreements because they think that their own and other’s preferences are diametrically opposed—the so-called fixed-pie perception. We examined how verbal (Experiment 1) and nonverbal (Experiment 2) emotional expressions may reduce fixed-pie perception and promote integrative behavior. In a two...

Negotiators' emotions strongly affect counterparts' behavioral reactions. In particular, some research show that, compared to happy negotiators, angry negotiators get higher concessions, whereas other research indicate that happiness pays more than anger. This incongruence has been spelled out either in terms of diagnosticity of the emotions or in...

Negotiators may respond to each other’s offers and demands in different ways. Whereas many negotiation experiments present participants with numerical information about offers and counteroffers (e.g., “I propose 6–8–2”; numerical response mode), real life negotiations often involve affective and evaluative statements (e.g., “I didn’t like your last...

In coordination games agents' strategies often differ from normative models' prescriptions. Most games are characterized by divergence of interests among agents. Since divergences may elicit strong emotional reactions which may affect agents' coordination strategies, psychologists studying effects of salient and pervasive emotions as anger define b...

This paper focuses on the interactive effects of power and emotion in negotiation. Previous research has shown that negotiators concede more to angry opponents than to happy ones, and that power influences the amount of attention that is devoted to the social environment. Integrating these two lines of inquiry, we predicted that low-power negotiato...

S. (2008). Emotions as strategic information: Effects of other's emotions on fixed-pie perception, demands and integrative behavior in negotiation.