ACR North American Advances最新文献

英文中文

Transmitting Well-Reasoned Word of Mouth Impairs Memory For Product Experiences 传播合理的口碑会损害对产品体验的记忆

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e509992015-136

Zoey Chen, Ann E. Schlosser

引用次数: 0

The Bold – Timid Divide in Consumer Choice 消费者选择中的大胆与胆怯之分

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e722852011-070

Michal Maimaran

We propose that many seemingly different choice problems consumers make involve fundamentally similar options. Specifically, we argue that across a wide range of problems some options represent more " timid " choices (e.g., compromise, safe, and standard options) whereas other options represent more " bold " choices (e.g., extreme, risky, and unique options). The tendency to select a more timid or bold option is affected by situational cues which trigger a more timid or bold mindset. Several studies demonstrate this distinction between options and the correspondence between mindsets and choice behavior. 3 In consumer decision making research and decision research more generally, the focus tends to be on studying individual phenomena, such as identifying conditions that affect preference for compromise options (e. 1990), or unique options. However, a closer examination suggests that there are some basic similarities in the options consumers face in seemingly unrelated choice problems. For example, in some respects, choosing an extreme option can be seen as related to choosing a risky gamble, a unique option, and a hedonic option. Similarly, compromise options, safe options, standard, and utilitarian options have common features and reflect related choice tendencies. In this research we try to identify such cross-problem similarities, which might allow us to offer more parsimonious explanations and identify factors that moderate choice behavior across seemingly unrelated problem types. In particular, we propose that some options represent more 'timid' choices, and some represent more 'bold' choices. Choosing compromise, safe, utilitarian, and standard options represent 'timid' choice behavior. Options of this type represent conventional behavior, a desire to fit in, and avoidance of risks. On the other hand, choosing options such as extremes, risky gambles, hedonic options, and unique options represent 'bold' choice behavior. These 'bold' options can be seen as involving more unconventional selections, standing for one's beliefs, and taking risks. Moreover, choosing this type of options may serve to better express one's desires and tastes. 4 Furthermore, consumers' tendency to select a more timid or bold option across problem types may be systematically affected by (1) situational factors which trigger certain mindsets and (2) individual differences. For example, situational cues that trigger self expression or create a unique environment may create a 'bold' mindset which in turn leads consumers to choose more 'bold' options. Moreover, consumers may have a basic tendency to make more bold or timid actions, regardless of the situation. Our conceptual distinction between timid …

我们认为，消费者面临的许多看似不同的选择问题，其实包含着本质上相似的选择。具体来说，我们认为在广泛的问题中，一些选项代表更“胆小”的选择(例如，妥协，安全和标准选项)，而其他选项代表更“大胆”的选择(例如，极端，冒险和独特的选项)。选择更胆小或更大胆的选择的倾向受到触发更胆小或更大胆心态的情境线索的影响。一些研究证明了选择之间的区别，以及心态和选择行为之间的对应关系。3 .在消费者决策研究和更一般的决策研究中，重点往往是研究个别现象，例如确定影响折衷选择偏好的条件(如1990年)或独特选择。然而，更仔细的研究表明，在看似不相关的选择问题中，消费者面临的选择有一些基本的相似之处。例如，在某些方面，选择一个极端的选择可以被看作是选择一个冒险的赌博，一个独特的选择，和一个快乐的选择。同样，妥协选项、安全选项、标准选项和功利选项具有共同的特征，反映了相关的选择倾向。在这项研究中，我们试图确定这种跨问题的相似性，这可能使我们能够提供更简洁的解释，并确定在看似不相关的问题类型中调节选择行为的因素。特别是，我们建议一些选项代表更“胆小”的选择，而另一些则代表更“大胆”的选择。选择妥协、安全、功利和标准选项代表“胆怯”的选择行为。这种类型的选择代表了传统的行为、适应的愿望和对风险的规避。另一方面，选择极端、冒险赌博、享乐选择和独特选择等选项代表“大胆”的选择行为。这些“大胆”的选择可以被视为涉及更多非常规的选择，坚持自己的信仰，并承担风险。此外，选择这种类型的选项可以更好地表达一个人的欲望和品味。此外，消费者倾向于在问题类型中选择更胆小或更大胆的选项可能受到(1)触发某些心态的情境因素和(2)个体差异的系统影响。例如，触发自我表达或创造独特环境的情境线索可能会创造一种“大胆”的心态，从而导致消费者做出更“大胆”的选择。此外，消费者可能有一种基本倾向，即无论情况如何，都采取更大胆或更胆小的行动。我们在概念上区分胆小…

{"title":"The Bold – Timid Divide in Consumer Choice","authors":"Michal Maimaran","doi":"10.1037/e722852011-070","DOIUrl":"https://doi.org/10.1037/e722852011-070","url":null,"abstract":"We propose that many seemingly different choice problems consumers make involve fundamentally similar options. Specifically, we argue that across a wide range of problems some options represent more \" timid \" choices (e.g., compromise, safe, and standard options) whereas other options represent more \" bold \" choices (e.g., extreme, risky, and unique options). The tendency to select a more timid or bold option is affected by situational cues which trigger a more timid or bold mindset. Several studies demonstrate this distinction between options and the correspondence between mindsets and choice behavior. 3 In consumer decision making research and decision research more generally, the focus tends to be on studying individual phenomena, such as identifying conditions that affect preference for compromise options (e. 1990), or unique options. However, a closer examination suggests that there are some basic similarities in the options consumers face in seemingly unrelated choice problems. For example, in some respects, choosing an extreme option can be seen as related to choosing a risky gamble, a unique option, and a hedonic option. Similarly, compromise options, safe options, standard, and utilitarian options have common features and reflect related choice tendencies. In this research we try to identify such cross-problem similarities, which might allow us to offer more parsimonious explanations and identify factors that moderate choice behavior across seemingly unrelated problem types. In particular, we propose that some options represent more 'timid' choices, and some represent more 'bold' choices. Choosing compromise, safe, utilitarian, and standard options represent 'timid' choice behavior. Options of this type represent conventional behavior, a desire to fit in, and avoidance of risks. On the other hand, choosing options such as extremes, risky gambles, hedonic options, and unique options represent 'bold' choice behavior. These 'bold' options can be seen as involving more unconventional selections, standing for one's beliefs, and taking risks. Moreover, choosing this type of options may serve to better express one's desires and tastes. 4 Furthermore, consumers' tendency to select a more timid or bold option across problem types may be systematically affected by (1) situational factors which trigger certain mindsets and (2) individual differences. For example, situational cues that trigger self expression or create a unique environment may create a 'bold' mindset which in turn leads consumers to choose more 'bold' options. Moreover, consumers may have a basic tendency to make more bold or timid actions, regardless of the situation. Our conceptual distinction between timid …","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"22 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125292425","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}

引用次数: 3

Smelling Your Way to Satiety: Impact of Odor Satiation on Subsequent Consumption Related Behaviors 闻到你的饱腹感:气味满足对随后消费相关行为的影响

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e621092012-072

S. Nowlis, B. Shiv, Monica Wadhwa

Marketers are increasingly using food related olfactory-cues to stimulate consumer interest and increase the sale of food and beverage items. In contrast to the industry wisdom, we show that being exposed to an odor of a food item (for e.g., odor of Popcorn) for a long duration reduces subsequent consumption behaviors related not only to food but also beverages, a notion we term as odor-satiety. Interestingly, our results suggest that while odor-satiety reduces subsequent consumption of food and drink it does not reduce the appetite (wanting) for more food and drink. Further, our findings show that odor-satiety enhances liking for the utilitarian items.

营销人员越来越多地利用与食品有关的嗅觉线索来刺激消费者的兴趣，增加食品和饮料的销售。与业界的智慧相反，我们表明，长时间暴露在食物的气味中(例如爆米花的气味)，不仅会减少随后与食物有关的消费行为，还会减少与饮料有关的消费行为，我们称之为气味饱腹感。有趣的是，我们的研究结果表明，虽然气味饱腹感减少了随后的食物和饮料的消耗，但并没有减少对更多食物和饮料的胃口。此外，我们的研究结果表明，气味饱腹感增强了对实用物品的喜爱。

引用次数: 3

Prosocial Incentives: Limits and Benefits of Working For Others 亲社会激励:为他人工作的限制与好处

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e509992015-204

A. Imas, Elizabeth A. Keenan, Ayelet Gneezy

引用次数: 0

Who Chose the Forgone Alternative?: the Effects of Social Comparison on Regret 谁选择了放弃的选择?社会比较对后悔的影响

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e621442012-057

Karen Page, Vikas Mittal, J. Inman

Previous work on regret theory has demonstrated that regret occurs due to comparisons to forgone alternatives. We argue that regret is also likely to be impacted by social comparison to other individuals. In the first study we demonstrate that the effect of comparison to forgone alternatives is impacted by who chose the forgone alternative. In the second study, the effect of individual differences in attention to social comparison information is found to moderate the effect of social context on regret.

先前关于后悔理论的研究表明，后悔是由于与放弃的选择进行比较而产生的。我们认为后悔也可能受到与其他个体的社会比较的影响。在第一个研究中，我们证明了与放弃的选择进行比较的效果受到谁选择了放弃的选择的影响。在第二项研究中，我们发现个体对社会比较信息的注意差异会调节社会背景对后悔的影响。

引用次数: 0

Celebrity Endorsement and Self-Brand Connections 名人代言和自我品牌联系

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e621092012-080

Jennifer Edson Escalas, J. Bettman

“Celebrity Endorsement and Self-Brand Connections” Jennifer Edson Escalas, Vanderbilt University James R. Bettman, Duke University We propose that consumers purchase brands in part to construct self-concepts and, in so doing, form self-brand connections. We focus on celebrity endorsements as a source of brand meaning. Results from our first experiment show that brands with images consistent with a celebrity endorser enhance self-brand connections for consumers when they like the celebrity, but harm them when consumers dislike the celebrity. A second study tests our prediction that the influence of celebrity endorsement will differ depending on whether the consumer has active self-enhancement goals, such that the influence of celebrities will be greater for higher self-enhancement needs. “The Role of Self-Brand Connections in Brand Evaluations” Shirley Y. Y. Cheng, University of Illinois at Urbana-Champaign Tiffany Barnett White, University of Illinois at UrbanaChampaign Lan Nguyen Chaplin, University of Illinois at UrbanaChampaign An impressive body of research demonstrates that individuals use products to create and communicate their self-concepts (e.g., Belk 1988; Sirgy 1982; Solomon 1986). Particularly interesting in this regard are consumer brands, which are ideally suited to this process given the wide availability of brands and the range of distinctive brand images they reflect (e.g., Fournier 1998; Muniz and O’Guinn 2001; Schouten and McAlexander 1995). Consumers can appropriate associations belonging to brands, such as user characteristics or personality traits, and incorporate them into their self-concepts, thereby forming self-brand connections (SBC) (Escalas and Bettman 2003). The prevailing view of how brands are related to the selfconcept is that consumers engage in a matching process to identify products or brands that are congruent with their self-images (Gardner and Levy 1955). Escalas and Bettman (2003) adopt a prototype matching view, where individuals imagine prototypical users of alternative brands and select ones that maximize similarity to their actual or desired self-concept, thereby forging a self-brand connection. In short, current research examines how brand-evaluations affect whether consumers make SBC (i.e., Brandevaluations→SBC). Is it possible that a feedback effect might be

“名人代言和自我品牌联系”，Jennifer Edson Escalas，范德比尔特大学James R. Bettman，杜克大学我们认为，消费者购买品牌的部分原因是为了构建自我概念，并在此过程中形成自我品牌联系。我们专注于名人代言，将其作为品牌意义的来源。我们的第一个实验结果表明，当消费者喜欢名人时，与名人代言人形象一致的品牌会增强他们的自我品牌联系，但当消费者不喜欢名人时，品牌会损害他们的自我品牌联系。第二项研究验证了我们的预测，即名人代言的影响会因消费者是否有积极的自我提升目标而有所不同，例如，对于更高的自我提升需求，名人的影响会更大。Shirley Y. Y. Cheng，伊利诺伊大学香槟分校Tiffany Barnett White，伊利诺伊大学香槟分校Lan Nguyen Chaplin，伊利诺伊大学香槟分校一系列令人印象深刻的研究表明，个人使用产品来创造和传达他们的自我概念(例如，Belk 1988;Sirgy 1982;所罗门1986)。在这方面特别有趣的是消费品牌，鉴于品牌的广泛可用性和它们所反映的独特品牌形象的范围，消费品牌非常适合这一过程(例如，Fournier 1998;Muniz and O 'Guinn 2001;Schouten and McAlexander 1995)。消费者可以将属于品牌的联想，如用户特征或人格特征，适当地融入到自己的自我概念中，从而形成自我品牌连接(SBC) (Escalas and Bettman 2003)。关于品牌如何与自我概念相关的普遍观点是，消费者参与匹配过程，以识别与他们的自我形象一致的产品或品牌(Gardner and Levy 1955)。Escalas和Bettman(2003)采用了原型匹配观点，即个体想象替代品牌的原型用户，并选择与其实际或期望的自我概念最大程度相似的品牌，从而形成自我品牌连接。简而言之，目前的研究考察了品牌评价如何影响消费者是否做出SBC(即，brand dedevaluation→SBC)。有没有可能存在反馈效应

{"title":"Celebrity Endorsement and Self-Brand Connections","authors":"Jennifer Edson Escalas, J. Bettman","doi":"10.1037/e621092012-080","DOIUrl":"https://doi.org/10.1037/e621092012-080","url":null,"abstract":"“Celebrity Endorsement and Self-Brand Connections” Jennifer Edson Escalas, Vanderbilt University James R. Bettman, Duke University We propose that consumers purchase brands in part to construct self-concepts and, in so doing, form self-brand connections. We focus on celebrity endorsements as a source of brand meaning. Results from our first experiment show that brands with images consistent with a celebrity endorser enhance self-brand connections for consumers when they like the celebrity, but harm them when consumers dislike the celebrity. A second study tests our prediction that the influence of celebrity endorsement will differ depending on whether the consumer has active self-enhancement goals, such that the influence of celebrities will be greater for higher self-enhancement needs. “The Role of Self-Brand Connections in Brand Evaluations” Shirley Y. Y. Cheng, University of Illinois at Urbana-Champaign Tiffany Barnett White, University of Illinois at UrbanaChampaign Lan Nguyen Chaplin, University of Illinois at UrbanaChampaign An impressive body of research demonstrates that individuals use products to create and communicate their self-concepts (e.g., Belk 1988; Sirgy 1982; Solomon 1986). Particularly interesting in this regard are consumer brands, which are ideally suited to this process given the wide availability of brands and the range of distinctive brand images they reflect (e.g., Fournier 1998; Muniz and O’Guinn 2001; Schouten and McAlexander 1995). Consumers can appropriate associations belonging to brands, such as user characteristics or personality traits, and incorporate them into their self-concepts, thereby forming self-brand connections (SBC) (Escalas and Bettman 2003). The prevailing view of how brands are related to the selfconcept is that consumers engage in a matching process to identify products or brands that are congruent with their self-images (Gardner and Levy 1955). Escalas and Bettman (2003) adopt a prototype matching view, where individuals imagine prototypical users of alternative brands and select ones that maximize similarity to their actual or desired self-concept, thereby forging a self-brand connection. In short, current research examines how brand-evaluations affect whether consumers make SBC (i.e., Brandevaluations→SBC). Is it possible that a feedback effect might be","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"180 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134408902","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}

引用次数: 6

When Those Who Have the Least Spend the Most: Understanding the Relationship Between Resource Scarcity, Socioeconomic Status and Materialism 当那些拥有最少的人花费最多:理解资源稀缺、社会经济地位和物质主义之间的关系

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e573552014-040

C. Roux, Kelly Goldsmith, S. Blair, Jung Kyun Kim

引用次数: 2

Imagine there’S No Calories: Simulation Underlies the Effects of Hunger on Serving Size Estimates 想象没有卡路里:模拟饥饿感对食物份量估计的影响

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e509992015-276

Aner Tal, B. Wansink

Across four studies we show that consumers' simulation of a consumption experience before purchase may lead to systematic biases in judgment and evaluation. We specifically demonstrate that both deliberate and spontaneous simulations of food experience can influence and bias consumer judgments related to a product's physical dimensions and energy intake.

通过四项研究，我们发现消费者在购买前对消费体验的模拟可能会导致判断和评估的系统性偏差。我们特别证明，刻意和自发的食物体验模拟都可以影响和偏见消费者对产品的物理尺寸和能量摄入的判断。

引用次数: 0

Known Unknowns in Judgment and Choice 判断和选择中的已知未知

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e509992015-226

Daniel J. Walters

Author(s): Walters, Daniel | Advisor(s): Fox, Craig R | Abstract: This dissertation investigates how people make inferences about missing information. Whereas most prior literature focuses on how people process known information, I show that the extent to which people make inferences about missing information impacts judgments and choices. Specifically, I investigate how (1) awareness of known unknowns affects overconfidence in judgment in Chapter 1, (2) beliefs about the knowability of unknowns impacts investment strategies in Chapter 2, and (3) inferences about forgotten unknowns influence choices from memory in Chapter 3.Chapter 1 investigates how overconfidence can stem from neglecting to consider missing information. Most prior research has attributed overconfidence to people focusing disproportionately on evidence favoring the chosen hypothesis relative to its alternatives. In this chapter, I find that neglecting unknown evidence independently contributes to overconfidence. In a first study, respondents answered questions such as, “Which of these fast food items has more calories, a Subway sandwich, or a McDonald's cheeseburger? / How confident are you?” Using a process tracing technique, I found that participants who considered more missing evidence were less overconfident than those that thought about more known evidence. Meanwhile, participants who considered more unknown information answered the same number of questions correctly, resulting in better calibration. In two additional studies, I prompted participants to list unknowns before assessing confidence in their judgments. This “consider the unknowns” technique reduced overconfidence substantially, and was more effective than the de-biasing technique most often prescribed in the research literature (“consider the alternative”). Importantly, considering the unknowns was selective in its impact: it reduced confidence only in domains where participants were overconfident, but did not affect confidence in domains where participants were well-calibrated or under-confident. Chapter 2 investigates how inferences about the knowability of missing information impacts investment choices. Recent research has found that people intuitively distinguish aleatory uncertainty that is inherently random or stochastic (e.g. What is the probability that a fair coin will land heads?) from epistemic uncertainty that is attributed to missing knowledge or information (e.g., Which company had a larger market capitalization at the end of 2015, Google or Apple?). In a series of surveys and experiments involving laypeople, experienced investors, and financial advisors, I found that investors who viewed stock market uncertainty as more epistemic/knowable searched for more stock information and were willing to pay more for financial advice, whereas investors who viewed stock market uncertainty as more aleatory/random diversify more. Similarly, when investors were primed to think about epistemic uncertainty they ar

作者:Walters, Daniel |顾问:Fox, Craig R |摘要:本文研究人们如何对缺失信息进行推理。虽然大多数先前的文献关注的是人们如何处理已知信息，但我表明，人们对缺失信息进行推断的程度会影响判断和选择。具体来说，我在第1章中研究了(1)已知未知的意识如何影响判断中的过度自信，(2)关于未知的可知性的信念如何影响投资策略，(3)关于被遗忘的未知的推论如何影响记忆中的选择。第一章探讨了过度自信是如何因忽视对缺失信息的考虑而产生的。大多数先前的研究都将过度自信归因于人们过分关注于支持所选假设的证据，而不是其他假设。在本章中，我发现忽视未知证据会独立地导致过度自信。在第一项研究中，受访者回答了这样的问题:“赛百味三明治和麦当劳的芝士汉堡，哪一种快餐的卡路里更多?”/你有多自信?”使用过程追踪技术，我发现那些考虑更多缺失证据的参与者比那些考虑更多已知证据的参与者更少过于自信。与此同时，考虑更多未知信息的参与者正确回答了相同数量的问题，从而得到更好的校准。在另外两项研究中，我让参与者在评估对自己判断的信心之前列出未知因素。这种“考虑未知”的方法大大减少了过度自信，并且比研究文献中最常用的去偏见技术(“考虑替代方案”)更有效。重要的是，考虑未知的影响是选择性的:它只在参与者过度自信的领域降低信心，但在参与者校准良好或自信不足的领域不影响信心。第二章研究了缺失信息可知性对投资选择的影响。最近的研究发现，人们可以直观地区分天生随机或随机的选择性不确定性(例如，一枚公平硬币正面朝上的概率是多少?)和归因于缺失知识或信息的认知不确定性(例如，2015年底谷歌和苹果哪家公司的市值更大?)。在涉及外行、经验丰富的投资者和财务顾问的一系列调查和实验中，我发现，将股市不确定性视为更具认知性/可知性的投资者会搜索更多的股票信息，并愿意为金融建议支付更多的费用，而将股市不确定性视为更具偶然性/随机性的投资者则会更多地分散投资。同样，当投资者被提示考虑认知不确定性时，他们更愿意为股票信息付费，而当他们被提示考虑选择性不确定性时，他们在完成激励相容的投资任务时更愿意多样化。综上所述，这些研究指出了对不确定性本质的感知对投资者的判断和选择所起的关键作用。第三章研究了关于被遗忘产品特征的推断如何影响消费者的记忆选择。消费者往往必须根据记忆中包含的信息对产品进行判断和选择。例如，消费者可能会了解Apple Watch的信息，然后在智能手表中进行选择。消费者可能会清楚地记得一些功能，比如Apple Watch回复短信的功能，但也会意识到他们完全忘记了其他功能。之前的大多数研究都集中在消费者如何评价记忆信息上，而本研究考察了消费者对遗忘信息的推断如何指导产品的判断和选择。首先，我发现消费者高估了遗忘特征与记忆特征的质量接近程度。因此，当记忆中的特征更积极时，消费者倾向于选择记忆中的产品而不是完全描述的同类产品;当记忆中的特征更消极时，消费者倾向于选择完全描述的产品而不是记忆中的同类产品。总的来说，这项工作扩展了我们对人们如何对缺失的证据、不确定性的本质和被遗忘的信息进行推断的理解。重要的是，这项工作显示了这些推论如何影响该领域的关键结果，如过度自信、投资策略和产品选择。

{"title":"Known Unknowns in Judgment and Choice","authors":"Daniel J. Walters","doi":"10.1037/e509992015-226","DOIUrl":"https://doi.org/10.1037/e509992015-226","url":null,"abstract":"Author(s): Walters, Daniel | Advisor(s): Fox, Craig R | Abstract: This dissertation investigates how people make inferences about missing information. Whereas most prior literature focuses on how people process known information, I show that the extent to which people make inferences about missing information impacts judgments and choices. Specifically, I investigate how (1) awareness of known unknowns affects overconfidence in judgment in Chapter 1, (2) beliefs about the knowability of unknowns impacts investment strategies in Chapter 2, and (3) inferences about forgotten unknowns influence choices from memory in Chapter 3.Chapter 1 investigates how overconfidence can stem from neglecting to consider missing information. Most prior research has attributed overconfidence to people focusing disproportionately on evidence favoring the chosen hypothesis relative to its alternatives. In this chapter, I find that neglecting unknown evidence independently contributes to overconfidence. In a first study, respondents answered questions such as, “Which of these fast food items has more calories, a Subway sandwich, or a McDonald's cheeseburger? / How confident are you?” Using a process tracing technique, I found that participants who considered more missing evidence were less overconfident than those that thought about more known evidence. Meanwhile, participants who considered more unknown information answered the same number of questions correctly, resulting in better calibration. In two additional studies, I prompted participants to list unknowns before assessing confidence in their judgments. This “consider the unknowns” technique reduced overconfidence substantially, and was more effective than the de-biasing technique most often prescribed in the research literature (“consider the alternative”). Importantly, considering the unknowns was selective in its impact: it reduced confidence only in domains where participants were overconfident, but did not affect confidence in domains where participants were well-calibrated or under-confident. Chapter 2 investigates how inferences about the knowability of missing information impacts investment choices. Recent research has found that people intuitively distinguish aleatory uncertainty that is inherently random or stochastic (e.g. What is the probability that a fair coin will land heads?) from epistemic uncertainty that is attributed to missing knowledge or information (e.g., Which company had a larger market capitalization at the end of 2015, Google or Apple?). In a series of surveys and experiments involving laypeople, experienced investors, and financial advisors, I found that investors who viewed stock market uncertainty as more epistemic/knowable searched for more stock information and were willing to pay more for financial advice, whereas investors who viewed stock market uncertainty as more aleatory/random diversify more. Similarly, when investors were primed to think about epistemic uncertainty they ar","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132588117","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}

引用次数: 0

Functional Regret: the Positive Effects of Regret on Learning From Negative Experiences 功能性后悔:后悔对消极经验学习的积极作用

ACR North American Advances

Pub Date : 1900-01-01 DOI: 10.1037/e621092012-024

Noelle M. Nelson, Selin A. Malkoc, B. Shiv

Johar, J.S. and M. Joseph Sirgy (1991), “Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal”, Journal of Advertising, 20 (3), 23-33. Keller, Ed (2007), “Unleashing the Power of Word of Mouth: Creating Brand Advocacy to Drive Growth”, Journal of Advertising Research, 47 (4), 448-452. McCracken, Grant (1989), “Who Is the Celebrity Endorser? Cultural Foundations of the Endorsement Process”, Journal of Consumer Research, 16 (3), 310-321. McWilliam, Gil (2000), “Building Stronger Brands through Online Communities”, Sloan Management Review, 41 (3), 43-54. Nelson (1974), “Advertising as Information”, Journal of Political Economy, 83 (July-August), 729-54. Pirsig, Robert M. (1999), Zen and the Art of Motorcycle Maintenance: An Inquiry into Values, New York: Quill.

Johar, J.S.和M. Joseph Sirgy(1991)，“价值表达与功利主义广告诉求:何时以及为什么使用哪种诉求”，《广告杂志》，20(3)，23-33。Keller, Ed(2007)，“释放口碑的力量:创造品牌宣传来推动增长”，《广告研究》，47(4)，448-452。Grant McCracken(1989)，“谁是名人代言人?”《消费者心理研究》，第3期，第310-321页。McWilliam, Gil(2000)，“通过网络社区建立更强大的品牌”，斯隆管理评论，41(3)，43-54。Nelson(1974)，“广告作为信息”，《政治经济学杂志》，83(7 - 8月)，729-54。Robert M. Pirsig(1999)，《禅与摩托车维修艺术:价值探究》，纽约:Quill。

引用次数: 0

首页上一页

下一页尾页

类型

全部化学•材料生命科学医学物理工程技术环境•农林材料科学地球科学法学管理学化学环境科学与生态学计算机科学教育学经济学农林科学人文科学生物学数学物理与天体物理心理学综合性期刊其他工业工程理学历史学农学文学信息工程

数据库

全部 ACS Publications Elsevier ieeexplore Springer The Royal Society of Chemistry Wiley

期刊

ACR North American Advances

全部 Acc. Chem. Res. ACS Applied Bio Materials ACS Appl. Electron. Mater. ACS Appl. Energy Mater. ACS Appl. Mater. Interfaces ACS Appl. Nano Mater. ACS Appl. Polym. Mater. ACS BIOMATER-SCI ENG ACS Catal. ACS Cent. Sci. ACS Chem. Biol. ACS Chemical Health & Safety ACS Chem. Neurosci. ACS Comb. Sci. ACS Earth Space Chem. ACS Energy Lett. ACS Infect. Dis. ACS Macro Lett. ACS Mater. Lett. ACS Med. Chem. Lett. ACS Nano ACS Omega ACS Photonics ACS Sens. ACS Sustainable Chem. Eng. ACS Synth. Biol. Anal. Chem. BIOCHEMISTRY-US Bioconjugate Chem. BIOMACROMOLECULES Chem. Res. Toxicol. Chem. Rev. Chem. Mater. CRYST GROWTH DES ENERG FUEL Environ. Sci. Technol. Environ. Sci. Technol. Lett. Eur. J. Inorg. Chem. IND ENG CHEM RES Inorg. Chem. J. Agric. Food. Chem. J. Chem. Eng. Data J. Chem. Educ. J. Chem. Inf. Model. J. Chem. Theory Comput. J. Med. Chem. J. Nat. Prod. J PROTEOME RES J. Am. Chem. Soc. LANGMUIR MACROMOLECULES Mol. Pharmaceutics Nano Lett. Org. Lett. ORG PROCESS RES DEV ORGANOMETALLICS J. Org. Chem. J. Phys. Chem. J. Phys. Chem. A J. Phys. Chem. B J. Phys. Chem. C J. Phys. Chem. Lett. Analyst Anal. Methods Biomater. Sci. Catal. Sci. Technol. Chem. Commun. Chem. Soc. Rev. CHEM EDUC RES PRACT CRYSTENGCOMM Dalton Trans. Energy Environ. Sci. ENVIRON SCI-NANO ENVIRON SCI-PROC IMP ENVIRON SCI-WAT RES Faraday Discuss. Food Funct. Green Chem. Inorg. Chem. Front. Integr. Biol. J. Anal. At. Spectrom. J. Mater. Chem. A J. Mater. Chem. B J. Mater. Chem. C Lab Chip Mater. Chem. Front. Mater. Horiz. MEDCHEMCOMM Metallomics Mol. Biosyst. Mol. Syst. Des. Eng. Nanoscale Nanoscale Horiz. Nat. Prod. Rep. New J. Chem. Org. Biomol. Chem. Org. Chem. Front. PHOTOCH PHOTOBIO SCI PCCP Polym. Chem.

﹀