Defensive Motivation Research Articles

On the motivation for pharmaceutical manufacturer coupons: Brand loyalty or customer acquisition?

To generate evidence regarding the offensive (customer acquisition) versus defensive (customer retention) motivation for pharmaceutical manufacturer coupons. Retail prescriptions from IQVIA's Formulary Impact Analyzer data between 2017 and 2019. Ordinary least squares regression models with person, therapeutic class, drug, and time-fixed effects to measure the association between switching medications and coupon usage as well as the association between patient out-of-pocket spending and switching to a drug and using a coupon. To study switching type heterogeneity, reanalysis of associations for any type of switch, generic-brand switches, and brand-brand switches. Reestimation of baseline analyses for sodium-glucose cotransporter-2 inhibitors, anticoagulants, and inhaled corticosteroids/long-acting beta2-agonists to assess heterogeneity by drug class and market maturity. 1,167,132 privately insured patients that utilized at least one coupon between 2017 and 2019 for one or more prescriptions. Coupon usage was associated with a 1.0 percentage point reduction in any kind of drug switch in the full sample and by 0.65-2.9 percentage points for the drug class subgroups. However, these estimates are governed by market dynamics; the probability of switching increased by 40% on the first coupon usage before declining by more than 50% on subsequent coupons. Switching after the first coupon use may be explained by systematic savings implied by coupon use; we find coupons reduced patient out-of-pocket spending by $45.00 (i.e., the majority of patient out-of-pocket costs). In subgroup analyses, coupon savings were $6.43 larger than average for anticoagulants, characterized by the highest levels of brand and generic competition among the considered therapeutic classes. Pharmaceutical manufacturers may be using coupons to acquire customers and then build brand loyalty, especially in markets with more generic competition. Antitrust authorities and other regulators should scrutinize the impact of coupons on market competitiveness and drug spending.

Examining the Differential Effectiveness of Fear Appeals in Information Security Management Using Two-Stage Meta-Analysis

ABSTRACT Most of the information security management research involving fear appeals is guided by either protection motivation theory or the extended parallel processing model. Over time, extant research has extended these theories, as well as their derivative theories, in a variety of ways, leading to several theoretical and empirical inconsistencies. The large body of fragmented, and sometimes conflicting, research has muddied the broader understanding of what drives protection- and defensive motivation. We provide guidance to the security discourse by offering the first study in the literature to employ two-stage meta-analytic structural equation modeling (TSSEM), which combines covariance-based structural equation modeling and meta-analysis. Information systems (IS) researchers have traditionally used meta-analysis for structural equation modeling for such purposes—an approach that has several serious statistical flaws. Using 341 systematically selected empirical security articles (representing 383 unique studies) and TSSEM, we pool a large series of five datasets to test six models, from which we examine the effects of constructs and paths in the security fear-appeals literature. We compare and test six versions of models inspired by issues in the broader fear-appeals literature. We confirm the importance of both the threat- and coping-appraisal processes; establish the central role of fear and that it has greater importance than threat; show that efficacy is a stronger predictor of protection motivation than is threat; demonstrate that response costs as currently measured are ineffective but that maladaptive rewards have a strong negative effect on protection motivation and a positive effect on defensive motivation; and provide evidence that dual models of danger control and fear control should be used.

The road to addiction (might be) paved with good intentions: Motives for social media use and psychological distress among early adolescents

ABSTRACT Relying on an extended functionalist perspective, in the present study we investigated how motives underlying social media use (i.e., conformity, social/the need for social relationships), coping (the need for mood regulation), and defensive motives (anti-mattering, i.e., the feeling of not mattering to others) are linked to early adolescents’ psychological distress. We also evaluated the potential mediating role of social media addiction in the relationship between social media use motives and psychological distress in vulnerable social media users, i.e., early adolescents. Our sample consisted of 480 middle-school Romanian students (M = 12.03, SD = .78, 52.3% females). The results suggested that social relationships, mood regulation, and anti-mattering motives were positively associated with social media addiction, and that social media addiction was positively related to psychological distress. Anti-mattering and mood regulation were positively associated with psychological distress. Furthermore, social media addiction mediated the relations between the motives for social media use and psychological distress. Finally, we discuss the theoretical and practical implications of the findings for knowledge, prevention, and interventions regarding social media addiction among early adolescents.

Assessing the Self-efficacy and Risk Perception of COVID-19 Among Cancer Patients Admitted to a Hospital in Ardabil-Iran

Background: Cancer patients have defects in their immune systems due to chemotherapy and corticosteroid therapy and are at risk of viral diseases. Objectives: This study aimed to evaluate the risk perception and self-efficacy related to COVID-19 among cancer patients in Ardabil, Iran. Methods: This cross-sectional study was conducted on 200 cancer patients hospitalized in the oncology department of Ardabil Imam Khomeini Hospital in the summer of 2020, who were selected by simple random sampling. After obtaining informed consent, data was gathered using a questionnaire based on the extended parallel process model (EPPM) consisting of seven subscales, including perceived sensitivity, perceived severity, response efficacy, self-efficacy, intention, fear, and defensive motivation. The data were analyzed using linear regression by SPSS 18 and Stata 8. Results: Mean age of 200 cancer patients in this study was 52.35 ± 6.30 years. Among the constructs of EPPM, perceived susceptibility (coefficient = 0.23, P-value < 0.001) and perceived severity (coefficient = 0.160, P-value = 0.026) were significant predictors of self-efficacy, while response efficacy, intention, fear, and defensive motivation were not significant. In the regression model, R squared (R2) and adjusted R squared (adj-R2) were 0.182 and 0.180, respectively. Conclusions: This study demonstrated that perceived susceptibility and severity had significant roles in predicting self-efficacy. Therefore, it is proposed that according to the conditions of the cancer patients, health providers in oncology wards should provide the necessary information to enhance the risk perception regarding COVID-19 and promote self-efficacy to observe health protocols.

Diverse exposure and deliberative practices revisited: proposing three motivations for disagreement processing

ABSTRACT Individuals are normatively expected to consume diverse viewpoints to become good citizens capable of deliberation although empirical evidence does not necessarily support this norm. To explain this inconsistency, this study proposes three motivations for disagreement processing – defensive dismissal, defensive deliberation, and balanced deliberation – by drawing from theory of motivated reasoning and the Heuristic-Systematic Model. Analyses of a two-wave survey conducted in the U.S. highlight the importance of motivations behind diverse exposure – rather than mere exposure – in facilitating deliberative practices. Specifically, balanced deliberation motivations can promote cross-cutting discussion through diverse exposure whereas defensive motivations facilitate diverse news sharing on social media.

Family study of the startle reflex and event-related potentials in anticipation of predictable and unpredictable threat in adolescents and their parents.

A heightened sensitivity to unpredictable threat has been identified as a potential transdiagnostic mechanism of psychopathology. The majority of supporting research has been conducted in adults, and it is unclear whether psychophysiological indicators of sensitivity to unpredictable threat are comparable in youth during developmental periods associated with increased risk for psychopathology. In addition, no studies have examined whether sensitivity to unpredictable threat is correlated between parents and their offspring. The present study examined defensive motivation (startle reflex) and attentional engagement (probe N100, P300) in anticipation of predictable and unpredictable threat in a sample of 15-year-old adolescents (N = 395) and a biological parent (N = 379). Adolescents, compared to their parents, demonstrated greater startle potentiation and probe N100 enhancement in anticipation of unpredictable threat. In addition, overall startle potentiation in anticipation of threat was correlated between the adolescents and their parents. Adolescence is a key developmental period characterized by heightened defensive motivation and attentional engagement in anticipation of both predictable and unpredictable threat. Sensitivity to threat might index is one mechanism of vulnerability that is at least partially shared between parents and their offspring.

Effects of solar radiation in the streets on pedestrian route choice in a city during the summer season

There is a hypothesis that on severe hot weather days, pedestrians may choose routes based on the presence of solar radiation. However, this hypothesis is yet to be verified. Therefore, the present study experimentally clarified the effect of solar radiation in streets on pedestrian route choice. In the experiments, nineteen participants walked freely from the starting point to the designated destination on a sunny summer day. The area for the experiment is a commercial area around the Tokyo Station, which is the central area of Tokyo, Japan. In the experiment, participants were asked to verbalize the reasons for their route choices at every diverging point during their walk. The results are as follows: Most participants chose shaded routes in front of a large commercial facility. The most common reason given was “because there is shade” (28.2%), indicating that the presence or absence of shade is a major factor in route choice under severe thermal environment. Furthermore, in the questionnaire conducted after the walk, the most common reason participants provided for choosing shade was to protect their health, such as preventing heat stroke and sunburn. In summary, participant responses indicated their awareness of the dangers of solar radiation and their defensive motivation to avoid it, which might have led them to prioritize shade over other reasons in their route choice. The clarification of the effect of solar radiation on pedestrian route choice and the reasons for choosing shaded areas is very useful for future consideration in building design and urban planning.

Reducing technology-mediated service exclusion by providing human assistant support for senior citizens: evidence from China

ABSTRACT This study explored how the allocation of human assistants in a technology-mediated service setting could reduce the exclusion of senior citizens from such services. Our methodology is based on social support and protection motivation theories. Using a two-phase study with a mixed-methods approach, we firstly conducted 25 semi-structured interviews to develop the research model. The model was then empirically validated using survey data from 285 Chinese senior citizens. The results revealed that senior citizens experienced defense motivation and avoidance behavior when facing technology-mediated services. However, perceived emotional support from a human assistant enhanced their evaluation of coping factors, further reducing their defense motivations and avoidance behaviors. Perceived instrumental support had a greater impact, as it both reduced their assessment of threat factors and enhanced their evaluation of coping factors. Finally, future time perspective moderated the effects of perceived support on threat and coping appraisal processing.

When freedom of choice leads to bias: How threat fosters selective exposure to health information.

Selective exposure to online health information can be ascribed to two related defense motives: the motivation to confirm one’s subjective perceptions and the motivation to protect relevant parts of the self-image, such as physical integrity. Our aim was to identify how these motives come into effect in the context of a health threat (fictitious feedback on an alleged heart disease risk). In a preregistered online study with N = 763 participants, we analyzed the impact of perceived and suggested risk on the degree of bias in selecting risk-related information on a fictitious Google search results page. Applying a 2 × 2 design with the experimental factor “risk feedback” and the quasi-experimental factor “perceived risk,” we formulated six hypotheses. First, we expected a main effect of perceived risk on selective exposure to information suggesting no risk, and second, we hypothesized a main effect of perceived risk on mean quality rating of information suggesting a risk. Third, we proposed a main effect of risk feedback on selective exposure to information which suggests no risk, and fourth, we proposed a main effect of risk feedback on mean quality rating of information suggesting a risk. Fifth, we expected an interaction effect between perceived and suggested risk, and sixth, we proposed an interaction effect between perceived and suggested risk in different forms for each of the four conditions on quality ratings. Only the third hypothesis was confirmed: Receiving information which suggested a health risk increased the tendency to select information denying the risk. Additional exploratory analyses revealed moderator effects of health information literacy and participant age on the aforementioned relationships. In sum, our results underline the crucial role of defense motives in the context of a suggested health threat.

Neurobiological sensitivity to unpredictable threat and familial risk for the internalizing and externalizing spectra in adolescents.

Adolescence is a key developmental period for the emergence of psychiatric disorders. However, there is still no consensus on the core mechanisms of dysfunction in youth. Neurobiological sensitivity to unpredictable threat has been associated with several psychiatric disorders in adults. The present study examined adolescent defensive motivation (startle reflex) and attention (event-related potentials) in anticipation of unpredictable threat in relation to both adolescent and maternal (i.e. familial risk) internalizing and externalizing spectra. The sample included 395 15-year-old adolescents and their biological mothers. Adolescent startle potentiation and probe P300 suppression (indicating increased attention to threat) were measured in anticipation of predictable and unpredictable threat. Adolescent and maternal lifetime history of psychiatric disorders were assessed via semi-structured diagnostic interviews, and confirmatory factor analysis was used to model internalizing and externalizing spectra. The adolescent internalizing spectrum was positively associated with adolescent startle potentiation and probe P300 suppression to unpredictable threat. Conversely, the adolescent externalizing spectrum was negatively associated with adolescent P300 suppression to unpredictable threat. The maternal internalizing spectrum was positively associated with adolescent startle potentiation to unpredictable threat and P300 suppression to both predictable and unpredictable threat. The maternal externalizing spectrum was negatively associated with adolescent startle potentiation to unpredictable threat and P300 suppression to both predictable and unpredictable threat. Adolescent and maternal internalizing and externalizing spectra were independently related to adolescent startle potentiation and P300 suppression. Adolescent neurobiological sensitivity to unpredictable threat is associated with both personal history and familial risk for the internalizing and externalizing spectra.

Intolerance of uncertainty and psychophysiological reactivity in anticipation of unpredictable threat in youth

ObjectiveIntolerance of uncertainty (IU) is a key transdiagnostic feature of internalizing psychopathology. An increasing body of research suggests that IU is associated with increased psychophysiological reactivity in anticipation of unpredictable threat. However, most studies examining the psychophysiological correlates of IU have been conducted in adults. There is a critical need to understand the relationship between IU and psychophysiological reactivity in anticipation of unpredictable threat during adolescence, a key developmental period associated with increased exploration of situations with uncertain outcomes. Thus, the present study examined the association between (1) youth IU and (2) parental IU (as an indicator of risk) in relation to youth defensive motivation (startle reflex) and attention (startle probe N100 and P300) in anticipation of unpredictable threat. MethodsThe sample included 193 13 to 22-year-old (M = 17.33, SD = 1.97) females and a biological parent. Participants and their parent completed a self-report measure of prospective and inhibitory IU. Youth startle potentiation, probe N100 enhancement, and probe P300 suppression (indicating increased attention to threat) were measured in anticipation of predictable and unpredictable threat. ResultsYouth prospective IU and inhibitory IU were not related to youth psychophysiological reactivity to predictable or unpredictable threat. Greater parental prospective IU was associated with greater youth startle potentiation and probe N100 enhancement in anticipation of unpredictable threat. ConclusionThe present study suggests that parental IU, but not concurrent IU, is associated with heightened defensive motivation and attentional engagement in anticipation of unpredictable threat in youth.

Seeking Protection, Finding Despair: Closed Preferences as a Model of Neuroticism-Linked Distress

Introduction: Image schemas are perceptual-motor simulations of the world that are likely to have broad importance in understanding models of the self and its regulatory operations. Methods: Seven samples of participants (total N = 1,011) rated their preferences for unspecified entities being “open” or “closed” and scores along this dimension were linked to variations in personality, emotion, and psychopathology. Results: Individuals endorsing closed preferences to a greater extent were prone to neuroticism (Study 1), experiential avoidance (Study 2), negative affect in daily life (Study 3), and symptoms of anxiety and depression (Study 4). Discussion: Although closed preferences are likely to be endorsed for protective reasons (inasmuch as the contents of closed objects are better protected), such preferences are linked to higher, rather than lower, levels of neuroticism and distress. The findings offer new evidence for theories of neuroticism and psychopathology that emphasize operations related to defensive motivation and experiential avoidance.

Putting a Spotlight on the Ostracizer: Intentional Workplace Ostracism Motives

Workplace ostracism is a prevalent and detrimental type of mistreatment. To curtail this harmful behavior, researchers need to identify who is more likely to intentionally ostracize others at work and the motives that drive them to do so. Past reviews of workplace ostracism focus primarily on the outcomes of ostracism, and the few that address the antecedents often examine a limited set of variables. We examined themes in the ostracism literature and determined that employees intentionally ostracize others due to either punitive or defensive motives. Punitive motives are focused on protecting the interests of the group, whereas defensive motives pertain to defending the interests of the self. We present a model of the ostracizer based on these motives and the associated perceptions of threat and negative emotions that precipitate ostracism. Our model provides an extension of the workplace ostracism literature by presenting a testable theoretical framework, rooted in appraisal theory, to explain why and when employees are likely to ostracize others at work. We also provided suggestions for an expansion of the ostracizer motives literature, with the goal of encouraging research that provides greater understanding of the perspective of the ostracizer.

When the approaching threat is uncertain: Dynamics of defensive motivation and attention in trait anxiety.

Uncertainty of threat has been linked to anxiety, but little is known about how neurophysiological responses change as uncertain threats approach and whether trait anxiety modulates these changes. The current study was designed to explore aspects of the dynamics of defensive motivation (startle reflex elicited by acoustic startle probes), attention (probe N100 component of event-related potentials elicited by acoustic startle probes), and autonomic nervous system activity (heart rate) when the approaching threat was certain or uncertain in a variant of the threat probability task. Behavioral results showed that high-trait anxious individuals reported higher levels of anxiety than low-trait anxious individuals only under the uncertain threat condition. Electromyographic data showed that high-trait anxious individuals tended to produce a more pronounced startle reflex, especially when the uncertain threat was proximal. This pattern was not observed in low-trait anxious individuals. By examining early attention engagement through probe N100, we observed a similar pattern in relation to defensive motivation. Moreover, under the uncertain threat condition, high-trait anxious individuals yielded a greater deceleration of heart rate than low-trait anxious individuals. These results indicate a distinct modulation effect of trait anxiety in the dynamics of defensive motivation, attention, and the autonomic nervous system during the anticipation of uncertain threats.

Willingness to Engage in Collective Action After the Police Killing of an Unarmed Black Man: Differential Pathways for Black and White Individuals.

This cross‐sectional survey study examined the underlying psychosocial constructs of Black (n = 163) and White (n = 246) university students' willingness to endorse racially motivated collective action. Consistent with the defensive motivation system model, we expected the police shooting of an unarmed Black American to activate concerns about personal safety, thereby eliciting negative affect, lack of forgiveness of the perpetrator, and motivation to engage in collective action. This path model was expected for both Black and White participants, with stronger associations among Black participants. In the full model, Black participants identified more with the victim and indicated greater personal threat, which led to (1) more negative affect and greater endorsement of collective action and (2) greater avoidance of the shooter and greater endorsement of collective action. In the Black participants model, collective action was explained by identifying with the victim and feeling personally threatened. In the White participants model, collective action was explained by three pathways stemming from identifying with the victim and personal threat, including negative affect, seeking avoidance, and seeking revenge. The results indicate different mechanisms to explain Black and White individuals' motivation to endorse collective action to prevent police‐involved shootings of unarmed Black Americans.

Activation of dopamine D2 receptors in the shell of nucleus accumbens triggers conditioned avoidance responses in rats

Conditioned avoidance responses (CAR) behavior is a classical instrumental response paradigm, which is widely used to study aversive conditioning and defensive motivation behavior. Previous studies have shown that dopamine D1 and D2 receptors are involved in CAR behavior; however, it is unclear in which brain regions that dopamine evokes CAR behavior. The aim of the study is to investigate whether dopamine triggers CAR behavior via activating dopamine D1 or D2 receptors in the shell of nucleus accumbens or dorsolateral striatum. The present study found that infusion of the dopamine D2 receptor agonist quinpirole, but not D1 receptor agonist SKF38393, into the shell of nucleus accumbens evoked CAR behavior in reserpine-treated rats. Whereas, infusion of neither SKF38393 nor quinpirole into the dorsolateral striatum evoked CAR behavior. In addition, infusion of quinpirole into the shell of nucleus accumbens enhanced CAR behavior in the unsuccessful trained rats without affecting the motor function in the balance beam and locomotor tests. In conclusion, activation of dopamine D2, but not D1 receptors in the shell of nucleus accumbens evokes CAR behavior. However, activation of dopamine D1 and D2 receptors in the dorsolateral striatum does not evoke CAR behavior. It is suggested that the shell of nucleus accumbens is the critical brain region for dopamine to invoke CAR behavior, and activation of dopamine D2 receptors in the shell of nucleus accumbens is sufficient and necessary to evoke CAR behavior.

Emotions and physiological responses elicited by neighbours sounds in wooden residential buildings

This research set out to investigate emotions and physiological responses elicited by neighbour sounds in wooden residential buildings. A laboratory experiment was performed in an audiometric booth with individual (i.e. footsteps, speech, or music) and combined sounds (i.e. footsteps in combination with music or speech) from neighbours. Participants performed a self-assessment of their levels of arousal and valence using the Self-Assessment Manikin (SAM). The participant's physiological responses were also monitored throughout the experiment in terms of facial electromyography (fEMG in the corrugator supercilii (CS) and zygomaticus major (ZM) muscle groups), heart rate (HR) and electrodermal activity (EDA). The results showed that arousal and valence ratings of individual and combined sounds were organised along the defensive motivation circuit. The impact of sound pressure level (SPL) on affective ratings were significant except for individual music clip and footsteps sound combined with music. Listening to neighbour sounds evoked significant activities in physiological responses. Compared with the baseline only with ambient noise, neighbour sounds evoking affective responses led to an increase in fEMG CS activity and to a decrease in fEMG ZM activity, HR and EDA. The differences in fEMG ZM activities between individual and combined sounds were significant and the SPL had little effect on physiological responses. Arousal ratings were significantly correlated with fEMG CS activity, while valence ratings were strongly associated with EDA. The affective ratings were influenced by self-rated noise sensitivity, but this was not the case for physiological responses.

Working through the fog of a pandemic: Street-level policy entrepreneurship in times of crises.

Imposing significant challenges for both street‐level implementation and policy (re)design, crises alter the environment for street‐level policy entrepreneurship (SLPE), wherein street‐level bureaucrats engage in policy formulation processes to secure future policy outcomes. Nevertheless, like street‐level implementation in general, SLPE is studied during ordinary times but rarely during crises. Focusing on community‐health workers in Brazil during the Covid‐19 crisis uncovered a defensive motivation for SLPE, which aimed to legitimize community healthcare as an integral part of pandemic treatment, reforming the government's hitherto neglectful approach to community health services. Moreover, the continuing crisis created an unusually prolonged window of opportunity for securing community healthcare provision. By utilizing collective efforts and drawing on powerful politicians' mobilization, SLPE during crisis shares similarities with, yet differs from, SLPE during ordinary times, while further closing the interstices between local, professional, and political perspectives in the formulation of policy decisions.

Tactile P300 to unpredictable electric shocks: Association with anxiety symptoms, intolerance of uncertainty, and neuroticism

The no, predictable, and unpredictable threat (NPU-threat) task is an experimental paradigm that delineates the anticipation of predictable vs. unpredictable threat. The current literature suggests that heightened defensive motivation in anticipation of unpredictable threat is associated with anxiety disorders and increased symptoms. Few investigations have examined whether a heightened response to actual threat is also associated with anxiety-related phenomenology. The present study examined the relationship between the tactile P300 to shock delivery during the NPU-threat task and individual differences in anxiety symptoms, intolerance of uncertainty, and neuroticism. Overall, the tactile P300 was enhanced in response to unpredictable shocks relative to predictable shocks. Greater tactile P300 enhancement to unpredictable shocks was associated with greater anxiety symptoms, intolerance of uncertainty, and neuroticism. The present study suggests that temporal unpredictability enhances attentional engagement to threat, which is greater in individuals characterized by narrow and broad anxiety constructs.

Can I Stick to My Guns? Motivated Reasoning and Biased Processing of Balanced Political Information

News media offer balanced political messages and many citizens also seek content that presents two sides of a political issue. Despite this supply and demand, most work on information processing tests exposure to one-sided content, i.e., either pro- or counter-attitudinal. We advance this work by studying (1) how balanced and one-sided messages affect information processing; (2) whether the processing of balanced information is moderated by individual motivations; and (3) the impact of balanced exposure on attitude polarization. Using an online experiment (N = 677), we primed either accuracy or defensive motivation and examined how participants processed information about two distinct issues (i.e., climate change and Syrian refugees). On both issues, participants were less biased in response to balanced content, compared to one-sided content. In addition, defensive and accuracy motivated people processed balanced content in a similar manner. Furthermore, pro-attitudinal content polarized individual attitudes, but not balanced content, and this effect was not moderated by motivation.