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Poster Session A: Tuesday, August 12, 1:30 – 4:30 pm, de Brug & E‑Hall

How Decision-Process Information Shapes Inferences in Cooperative Interactions

Mrugsen Nagsen Gopnarayan¹, Sophie Bavard², Erik Stuchlý¹, Sebastian Gluth¹; ¹Universität Hamburg, ²Paris Brain Institute

Presenter: Mrugsen Nagsen Gopnarayan

Eye movements reveal attentional processes underlying decisions, potentially enabling observers to infer hidden preferences in social interactions. We tested whether real-time gaze information improves preference inference during an iterative bargaining task, in which 79 pairs of participants were assigned to either a control group or an attention group, the latter having access to live eye tracking of buyers’ fixations. Sellers adjusted subsequent offers based on buyers’ response times. Buyers’ first fixations signaled attribute importance, and sellers in the attention group were sensitive to this information. This benefit, however, did not result in higher earnings than in the control condition. To understand how sellers learned buyers’ preferences, we developed a Bayesian learning model for the seller, its results suggest that sellers make a trade off between maximizing utility and making offers that reveal more information. These findings highlight that real-time attentional cues can reveal preference signals but may be too complex to utilize, informing our understanding of attention and decision making in social contexts.

Topic Area: Object Recognition & Visual Attention

Extended Abstract: Full Text PDF