{"title":"The Semantic and Aesthetic Impact of Smell on Touch","authors":"Cindy Caldara, Ryan S. Elder, Aradhna Krishna","doi":"10.1037/e621072012-178","DOIUrl":"https://doi.org/10.1037/e621072012-178","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"24 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128252795","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
A pervasive aspect of time pressure is the salience of negative information, which causes individuals to adopt strategies that are consistent with risk-aversion. In four studies, however, we find that time pressure reverses risk preferences: risk-seeking individuals adopt risk-averse strategies whereas risk-averse individuals adopt risk-seeking ones. Study 1 demonstrates the basic effect, while Studies 2 and 3 explore the emphasis on negative (vs. positive) outcomes as the underlying mediator. Study 4 extends the findings to the domain of regulatory focus. Taken together, the four studies reveal the existence of a preference reversal in risky choices under time pressure, in direct contrast to the extant understanding of time pressure and decision-making. Consequences for everyday decision-making and consumers are discussed.
{"title":"Preference Reversal in Risky Choices Under Time Pressure","authors":"N. Saqib, Eugene Y. Chan","doi":"10.1037/e615882011-030","DOIUrl":"https://doi.org/10.1037/e615882011-030","url":null,"abstract":"A pervasive aspect of time pressure is the salience of negative information, which causes individuals to adopt strategies that are consistent with risk-aversion. In four studies, however, we find that time pressure reverses risk preferences: risk-seeking individuals adopt risk-averse strategies whereas risk-averse individuals adopt risk-seeking ones. Study 1 demonstrates the basic effect, while Studies 2 and 3 explore the emphasis on negative (vs. positive) outcomes as the underlying mediator. Study 4 extends the findings to the domain of regulatory focus. Taken together, the four studies reveal the existence of a preference reversal in risky choices under time pressure, in direct contrast to the extant understanding of time pressure and decision-making. Consequences for everyday decision-making and consumers are discussed.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"175 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-03-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125589208","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Once Bitten, Twice Shy: Differences in Social Efficacy Affect the Perceived Efficacy of Anthropomorphizable Products","authors":"B. Claus, Luk Warlop","doi":"10.1037/e621072012-215","DOIUrl":"https://doi.org/10.1037/e621072012-215","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"334 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116907276","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
B. V. D. Bergh, Julien Schmitt, S. Dewitte, L. Warlop
We demonstrate that task-irrelevant somatic activity influences intertemporal decision making: Arm movements associated with approach (arm flexion), rather than avoidance (arm extension), instigate present-biased preferences. The effect is moderated by the sensitivity of the general reward system and, owing to learning principles, restricted to arm positions of the dominant hand.
{"title":"Bending Arms, Bending Discounting Functions. How Motor Actions Affect Intertemporal Decision-Making.","authors":"B. V. D. Bergh, Julien Schmitt, S. Dewitte, L. Warlop","doi":"10.2139/SSRN.1538753","DOIUrl":"https://doi.org/10.2139/SSRN.1538753","url":null,"abstract":"We demonstrate that task-irrelevant somatic activity influences intertemporal decision making: Arm movements associated with approach (arm flexion), rather than avoidance (arm extension), instigate present-biased preferences. The effect is moderated by the sensitivity of the general reward system and, owing to learning principles, restricted to arm positions of the dominant hand.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"12 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2009-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129791440","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
In many choices they make—for example, choosing between a movie and a play or deciding whether to attend a sports game shortly before a birthday party—consumers are guided by how they expect an event will make them feel. They may predict their feelings by forecasting (imagining their feelings when the impacting event occurs, then considering how those feelings might change over time) or by backcasting (imagining their feelings in a future period, then considering how those feelings might be different were the impacting event to happen). Four studies show that backcasters expect events to have a greater hedonic impact than do forecasters, largely because they think more about the impacting event. The studies also reveal that backcasters consider other information that forecasters tend to ignore.
{"title":"Forecasting and Backcasting: Predicting the Impact of Events on the Future","authors":"Jane E. J. Ebert, D. Gilbert","doi":"10.1086/598793","DOIUrl":"https://doi.org/10.1086/598793","url":null,"abstract":"In many choices they make—for example, choosing between a movie and a play or deciding whether to attend a sports game shortly before a birthday party—consumers are guided by how they expect an event will make them feel. They may predict their feelings by forecasting (imagining their feelings when the impacting event occurs, then considering how those feelings might change over time) or by backcasting (imagining their feelings in a future period, then considering how those feelings might be different were the impacting event to happen). Four studies show that backcasters expect events to have a greater hedonic impact than do forecasters, largely because they think more about the impacting event. The studies also reveal that backcasters consider other information that forecasters tend to ignore.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2009-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116901898","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Internet retailers offer consumers the opportunity to choose from a previously unparalleled selection of products. To help consumers navigate this sea of information, many websites provide electronic recommendation agents that ask users questions about their preferences for product attributes and then rate and rank order the available products on the basis of their responses. In an era in which consumers often feel overwhelmed by choice, previous research has hailed electronic recommendation agents as coming to the rescue by offering a quick and efficient means for consumers to narrow their consideration sets. However, in this article we report the results of an experiment in which use of an electronic recommendation agent negatively impacted participants' long-term choice satisfaction, attitudes, and purchase intentions, in addition to other managerially relevant variables. The data support our hypothesis that use of an electronic recommendation agent leads consumers to overweight utilitarian product attributes and underweight hedonic product attributes in choice.
{"title":"When Electronic Recommendation Agents Backfire: Negative Effects on Choice Satisfaction, Attitudes, and Purchase Intentions","authors":"J. Lajos, Amitava Chattopadhyay, K. Sengupta","doi":"10.1037/e621072012-030","DOIUrl":"https://doi.org/10.1037/e621072012-030","url":null,"abstract":"Internet retailers offer consumers the opportunity to choose from a previously unparalleled selection of products. To help consumers navigate this sea of information, many websites provide electronic recommendation agents that ask users questions about their preferences for product attributes and then rate and rank order the available products on the basis of their responses. In an era in which consumers often feel overwhelmed by choice, previous research has hailed electronic recommendation agents as coming to the rescue by offering a quick and efficient means for consumers to narrow their consideration sets. However, in this article we report the results of an experiment in which use of an electronic recommendation agent negatively impacted participants' long-term choice satisfaction, attitudes, and purchase intentions, in addition to other managerially relevant variables. The data support our hypothesis that use of an electronic recommendation agent leads consumers to overweight utilitarian product attributes and underweight hedonic product attributes in choice.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"644 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2009-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131919881","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Thought For Food: Top-Down Processes Moderate Sensory-Specific Satiation","authors":"Y. Huh, Carey K. Morewedge, J. Vosgerau","doi":"10.1037/e621092012-071","DOIUrl":"https://doi.org/10.1037/e621092012-071","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"35 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2009-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128204857","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
The essence of Bookcrossing (BC) is releasing books into the wild. BC members leave their books at a railway station, in a pub, or even on a park bench, as a gift for someone they do not know. In this sense, BC is an alternative system of book exchange, based on gift-giving, which parallels and partly challenges the traditional market exchange system. But this is not the only way that BC members exchange books: more mundane and even superficial tasks are accomplished in order to achieve satisfactory exchanges, with no reference to higher order objectives, such as emancipation and resistance. Sometimes gift-giving communities (open source or peer-to-peer) are considered metaphors of collective solidarity, but they present elements of opportunism and selfishness: many subjects receive and do not give anything. Even those who give, as in the case of BC, do it for very practical and sometimes selfish reasons. BC is a good setting for confronting different theoretical perspectives on gift-giving: in order to explain how BC works as a system, it is necessary to integrate various gift-giving theories. Considered from this perspective, gift-giving communities like BC are fragmented and highly differentiated entities, sometimes working for a better and more acceptable market.
{"title":"Releasing Books into the Wild: Communal Gift-Giving at Bookcrossing.com","authors":"D. Dalli, Matteo Corciolani","doi":"10.2139/SSRN.1292852","DOIUrl":"https://doi.org/10.2139/SSRN.1292852","url":null,"abstract":"The essence of Bookcrossing (BC) is releasing books into the wild. BC members leave their books at a railway station, in a pub, or even on a park bench, as a gift for someone they do not know. In this sense, BC is an alternative system of book exchange, based on gift-giving, which parallels and partly challenges the traditional market exchange system. But this is not the only way that BC members exchange books: more mundane and even superficial tasks are accomplished in order to achieve satisfactory exchanges, with no reference to higher order objectives, such as emancipation and resistance. Sometimes gift-giving communities (open source or peer-to-peer) are considered metaphors of collective solidarity, but they present elements of opportunism and selfishness: many subjects receive and do not give anything. Even those who give, as in the case of BC, do it for very practical and sometimes selfish reasons. BC is a good setting for confronting different theoretical perspectives on gift-giving: in order to explain how BC works as a system, it is necessary to integrate various gift-giving theories. Considered from this perspective, gift-giving communities like BC are fragmented and highly differentiated entities, sometimes working for a better and more acceptable market.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"11 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2008-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115097588","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
As a product category evolves, consumers have the opportunity to learn a series of feature-benefit associations. Initially, consumers learn that some features predict a critical benefit, whereas other features do not. Subsequently, consumers have the opportunity to assess if previously predictive features, or novel features, predict new product benefits. Surprisingly, later learning is characterized by attenuated learning about previously predictive features relative to novel features. This tendency to ignore previously predictive features is consistent with a desire to protect prior learning. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..
{"title":"Protection of Prior Learning in Complex Consumer Learning Environments","authors":"Juliano Laran, Marcus Cunha, Chris Janiszewski","doi":"10.1086/523293","DOIUrl":"https://doi.org/10.1086/523293","url":null,"abstract":"As a product category evolves, consumers have the opportunity to learn a series of feature-benefit associations. Initially, consumers learn that some features predict a critical benefit, whereas other features do not. Subsequently, consumers have the opportunity to assess if previously predictive features, or novel features, predict new product benefits. Surprisingly, later learning is characterized by attenuated learning about previously predictive features relative to novel features. This tendency to ignore previously predictive features is consistent with a desire to protect prior learning. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"30 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2008-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134629781","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Lisa E. Bolton, Americus Reed, K. Volpp, K. Armstrong
This research investigates consumer reactions to the marketing of drugs and supplements and the consequences for a healthy lifestyle. A series of experiments provides evidence that drug marketing undermines intentions to engage in health-protective behaviors (i.e., a boomerang effect). The boomerang arises from two psychological mechanisms: (1) drugs reduce risk perceptions and perceived importance of, and motivation to engage in, complementary health-protective behaviors, and (2) drugs are associated with poor health that reduces self-efficacy and perceived ability to engage in complementary health-protective behaviors. A combined intervention accompanying a drug remedy that targets both motivation and ability mitigates the drug boomerang on a healthy lifestyle. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..
{"title":"How Does Drug and Supplement Marketing Affect a Healthy Lifestyle","authors":"Lisa E. Bolton, Americus Reed, K. Volpp, K. Armstrong","doi":"10.1086/521906","DOIUrl":"https://doi.org/10.1086/521906","url":null,"abstract":"This research investigates consumer reactions to the marketing of drugs and supplements and the consequences for a healthy lifestyle. A series of experiments provides evidence that drug marketing undermines intentions to engage in health-protective behaviors (i.e., a boomerang effect). The boomerang arises from two psychological mechanisms: (1) drugs reduce risk perceptions and perceived importance of, and motivation to engage in, complementary health-protective behaviors, and (2) drugs are associated with poor health that reduces self-efficacy and perceived ability to engage in complementary health-protective behaviors. A combined intervention accompanying a drug remedy that targets both motivation and ability mitigates the drug boomerang on a healthy lifestyle. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2008-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129258772","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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