CB Papers
West et al. 1996
"Consumption vocabulary" (any taxonomy or framework that allows people to idenitty product features, evaluate the levels of those features, and identity the relationship with the features) facilitates preferences. Consumers with a "consumption vocabulary" exhibit better-defined and more consistent preferences, show improved cue discovery, and show learning (increases in consistency over time).
Thompson et al. 2005
As features increase, perception of capabilities increasesbut usability decreases (even when the consumer selects the features). Expertise increases usability but does not affect capability.
Morwitz and Fitzsimons 2014
Asking a general purchase intent question influences behavior by changing the accessibility of attitudes toward specific options in the category.
Fazio et al. 1989
Assessed attitudes toward products and accessibility of these attitudes as indicated by latency of response to an attitudinal inquiry. When attitudes were highly accessible, subjects displayed greater attitude -behavior correpondence than those with less accessible attitudes. Those with less accessible attitudes were more sensitive to salience.
Bagozzi 1981
Attitudes influence behavior but do so in an indirect manner only throught their impact on intentions. The attitude-intentions relationship is stronger when expectancy-value attidues measures are used as predictors than when semantic differential measures are employed. However, for both attitudinal operationalizations, the relationship was attenuated when the extent of past behavior was included as an explanatory variable.
Mukhopadhyay amd Johar 2005
Lay theories about the nature of self-control (i.e., individual differences in naïve beliefs regarding self-control) affect the setting and achievng of personal goals.
Kivetz and Simonson 2002
A substantial segment of consumers chooses hedonic luxiry rewards over cash of greater value. Such choices were explained based on the need to pre-commit to indulgence, to make sure the money does not end up being used for necessities. The likelihood of precommitting to indulgence is enhanced when 1.) the consequences of the decision are realized further in the future, 2.) the odds of winning are low, and 3.) consumers anticipate how they use each possible reward. Rewards representing indulgence are more effective than cash as incentives for participation.
Gilovich and Medvec 1995
Actions generate more regret in the short term, but inactionsproduce more regret in the long run. Psychological processes a.) decrease the pain of regrettable ation over time, b.) bolster the pain of regrettable inaction over time, and c.) differentially affect teh cognitive availability of these two types of regret.
Friestad and Wright 1994
Advertisements and promotions provide persuasion knowledge to consumers. 3 knowledge structures interact to shape and determine outcomes of persuasion attempts: persuasion knowledge, agent knowledge, and topic knowledge. People move between roles of agent and target; agents also gain knowledge from targets. Change-of-Meaning Principle: When an agen't intention has been recognized, a persuasion attempt takes on a different meaning for the target. Elaboration Likelihood Model: Sometimes people are influenced by "peripheral cues" in a message; these cues include any variable capable of affecting persuasion without scrutiny of the message arguments (PKM examines basis for reactions to agent actions so it's more complete).
Zajonc 1980
Affect can come before cognition. Affective reactions are primary; affect is basic (rabbit/snake); affective reactions are inescapable; affective judgments tend to be irrevocable and implicate the self; affective reactions are difficult to verbalize; affective reactions do not depend on cognition and may become separated from the content (movie or book).
Carter et al. 2015
After accounting for small-study effects (when larger samples produce smaller effect size estimates), the authors found only limited evidence that the depletion effect exists. Overall, the depletion effect does not seem to be a real behavioral phenomenon and this meta-analysis does not support the proposition that self-control funcrtions as if it relies on a limited resoure.
Gal and Liu 2011
After exerting self-control, people exhibit increased preference for anger-themed content, greater interest in faces exhibiting anger, greater endorsement of anger-framed appeals, and greater irritation to others' attempts to control their behavior. Suggested (not tested) mediators: goal frustration, diminished sense of autonomy, ego depletion elicits anger, depletion exposes latent anger, all anger expression is viewed as inappropriate.
Bargh et al. 2001
Behavioral goals can become activated without any consciously made choice required. Once activated, nonconscious goals operate in ways known for consciously chosen goals. They promote goal-directed action, increase in strength until acted on, produce persistence at task performance in the face of obstacles,a nd favor resumption of disrupted tasks even in the presence of more attractive alternatives.
Feldman and Lynch 1988
Belief, attitude, or intention can be created by measurement if the measured constructs do not already exist in long-term memory. The responses thus created can have directive effects on answer to questions asked later in the surey. But even when counterparts to the beliefs, attitudes, and intentions measured already exist in memory, the structure of the questionnaire can affect observed correlations among them. The respondent may use retrieved answers to earlier survey questions as inputs to response genearation to later questions. Earlier response will be used as a basis for another, subsequent response if the former is accessible and if it is perceived to be more diagnostic than other accessible inputs.
Fitzsimons et al. 2008
Brand exposure can automatically influence behavior. Brand priming activates goals linked with the desired outcomes and thus elicits goal-directed behavior (process). Primes only elicit motivated behavior when the prime is goal relevant; they do not affect the behavior of individuals who do not possess the goal in question (moderation).
Fournier 1998
Brand relationship quality is a diagnostic tool for conceptualizing and evaluating relationship strength.
Simonson 1989
Brands gain share when they become compromise alternaties in a choice set. Attraction and compromise effects tend to be stronger among subjects who expect to justify their decisions to others. Selections of dominating and compromise brands are associated with more elaborate and difficult decisions.
Luce 1998
Choices can be influenced by a concern with minimizing negative emotion. Choosing avoidant options (e.g., the option to maintain status quo) can satisfy coping goals by minimizing explicit confrontation of negative potential decision consequences and difficult trade-offs. Reported emotion can be altered by manipulating decision attributes, that the opportunity to choose an avoidant option mitigates levels of reported emotions, and that increasingly emotion-laden decision environments are associated with more choice of avoidant options.
Kim Cho et al. 2013
Comparable choices are more difficult than noncomparable choices when represented abstractly. In contrast, noncomparable choices are more difficult than comparable ones when represented concretely.
Liberman and Trope 1998
Distant future activities are construed on a higher level (abstract) than near future activities. Decisions regarding distant future activities, compared to near future, are more influenced by the desirability of the end state and less by the feasibility of attaining the end state.
Nisbett et al. 2001
Considerable social differences exist among different cultures, affecting not only their beliefs about specific aspects of the world but also 1.) their naïve metaphysical systems at a deep level, 2.) their tacit epistemologies, and 3.) the nature of their cognitive processes. East Asians- Holistic thought, orientation to the context or field as a whole, attention to relationships between focal object and the field, preference for explaining and predicting events based on these relationships, relies on experienced-based knowledge rather than abstract logic, etc. Westerns adopt a more analytic thought approach, which involves detachment of object from its context, a tendency to focus on attributes of the object and assign it to categories, and a preferences for using rules about the categories.
Ferraro et al. 2005
Consumers are more indulgent when mortality is salient because they focus more of their limited self-regulatory resources on domains that are important resources of self-esteem and less on domains that are not important sources. When the domain is an important source of esteem, high morality salience leads to less indulgent choices.
Bettman et al. 1998
Consumers do not have well-defined preferences but instead construct them on the spot. Thus, these preferences are often highly context-dependent. This occurs because consumers lack the cognitive resoures to generate well-defined preferences for many situations and they often consider multiple goals. Consumer choices are made to achieve goals (choice goals framework). Some of the meta-goals: maximizing accuracy, minimizing cognitive effort, minimizing negative emotions, and maximizing ease of justification. The difficulty of decision making increases with more options and attributes, uncertainty about value of attributes, difficulty of tradeoffs, and small number of shared attributes.
Ramanathan and Williams 2007
Consumers feel simultaneous mixtures of both positive and negative emotions in response to indulgences. The specific components of these emotional mixtures may vary, depending on differences in individual impulsivity. These mixtures are resolved differently over time, leading to differences in subsequent choices. More prudent consumers launder their negative emotions after an indulgency by subsequently making utilitarian (vs. hedonic) choices.
Petty and Wegener 1999
ELM is a model of how attitudes are formed and changed. Elaboration continuum: ranges from low elaboration (low thought) to high elaboration (high thought). ELM distinguishes between two routes to persuasion: the central route (where a subject considers an idea logically), and the peripheral route (in which the audience uses pre-existing ideas and superficial qualities to be persuaded). The two facotrs that most influence which route an individual will take are motivation and ability.
Job et al. 2010
Ego depletion may result not from a true lack of resources after an exhausting task, but from people's belief about their resources.
Bagozzi et al. 1999
Emotions are a mental state of readiness that arise from appraisals of events or one's own thoughts. Affect: Umbrella term for mental processes including emotions, mood, and attitudes; a general category for mental feeling proceses rather than a particular psychological process. Mood: Longer lasting but lower intensity than emotion. Attitudes: Evaluative judgments rather than emotional states; less intense than emotion. Emotions arise in response to appraisals one makes for something of relevance to one's own well-being. Emotions are not stored in the memory whereas attitudes are stored for a longer time. A necessary condition for emotional response is goal relevanc e or congruence. Arousal plays a role in emotion. Positie mood results in more positive material reacll, making them more accessible. In a positive mood, you learn more positive things become of more elaboration. State-dependent learning effects: Any material regardless of its affective valence learned under a particular mood state is recalled well when the person is again in that affective state.
Zemack-Rugar et al. 2007
Emotions can be activated non-consciously and still affect the behavior in an emotion-specific behavior. Guilt made people less indugent when high in guilt proneness. Sadness made people indulgent regardless of guilt proneness. Equally valenced emotion concepts can be subliminally primed, remain unavailable to conscious awareness (even with a delay) and still affect behavior in an emotion-specific fashion.
Sujan et al. 1993
Encouraging retrievals of autobiographical memories during exposure to product information results in higher levels of feelings and reduced analysis of and memory for product attributes. When an ad cues positively evaluated personal memories, the affect associated with the rememberence is transferred to the ad, resulting in enhanced ad evaluations. The extent of transfer of affect to brand depends on forging a link in the ad between brand and personal memory. When autobiographical memories are encouraged, brand evaluations are no different given strong vs. weak product arguments, providing further evidence that brand evaluations are not based on analysis of product claims when memories are evoked.
Kopetz et al. 2012
Equifinality: When a single goal is associated with multiple means of achieving it (weight loss can be achieved by dieting, exercise, etc). Multifinality: When multiple goals are simultaneously connected to a single means. Goal conflict: When people possess multiple goals at the same time, this may create conflict between goals. Goals are constrained by limited attentional resources, such that the activation of a given goal may pull resources away from alternative goals. Goals systems theory highlights previously neglected commonalities between motivational and cognitive variables and treats motivation as a type of cognition with specific motivational contents. Assumes that motivational constructs such as "goals" and "means" are represented cognitively and are subject to the general principles that goern all cognition.Goals are cognitively associated with other relevant constructs, such as their means of attainment. Hence, the activation of goals may spread to their corresponding behavioral plans, stirring individuals to action.
Cacioppo et al. 1986
Establishes NFC as an individual difference in persuasion. High NFC are more likely to think about and elaborative cognitively on issue-relevant infomration (central route) when forming attitudes. Low NFC thin less about persuasive communications than high because low NFC are cognitive misers. Attitudes of high NFC are more predictive of behavioral intentions and actual behavior than low NFC.
Russell and Levy 2012
Even though they had previously consumed their book, movie, or place, the consumers interviewed here do not exhibit habituation, adaptation, or satiation: their hedonic utility has not eroded, and their reconsumption provided the same emotional intensity over time. The absence of hedonic erosion stems from the experiential control and hyperresponsiveness characteristic of volitional reconsumption experiences.
Ajzen and Fishbein 1977
Examines relation between attitude and behavior in light of correspondence between their entities (target, action, context, time). Strong attitude-behavior relations are obtained only under high correspondence between at at least the target and action elements of attitudinal and behavioral entities. Attitude-behavior relations under lack of correspondence are low and not significant; partial correspondence leads to an inconsistent relationship (either non-significant or low-significance); high correspondence produces consistently significant attitude-behavior relationship.
Bhattacharjee and Mogilner 2014
Extraordinary experiences generate greater happieness than ordinary experienes when people are young and have extensive time left. As people age, ordinary experiences generate increasing happieness, such that happiness does not differ between ordinary and extraordinary experiences when people have limited time remaining. These effects are driven by self-definition; as people age, they increasingly defined themselves by the ordinary experiences.
Celsi and Olson 1988
Felt involvement (the degree to which a concept is personally relevant) plays a motivational role in attention & comprehension. As involvement increases, consumers 1.) spend more time attending to the information, 2.) produce a greater number of thoughts in response to information, 3.) produce a greater proportion of product-related thoughts and inferences relative to their total number of thoughts. So, greater involvement leads consumers to pay attention to ads and make greater effort to understand them.
Briers and Laporte 2013
Financially dissatisfied people are motiated to replenish their need for financial resources by consuming caloric resources or food energy.
Wilson and Gilbert 2013
Forecasts are prone to an impact bias. Durability bias: people overestimate long their emotional reactions to an event will last. Impact bias: tendency for people to overestimate the intitial impact and/or duration of an emotional event.
Fishbach and Dhar 2005
Framing of one's actions can have differing effects .Perceived progress can increase interest in incongruent choice of action because it liberates one to switch to a goal-incongruent activity. Goal commitment enhances further goal pursuit. Overoptimistic evaluations can lead people to overestimate their future goal progress and consequently select inconsistent actions when considering future as opposed to past goal progress.
Bagozzi and Dholakia 1999
Goal setting->formation of a goal intention->Action planning->Action initiation and control->Goal attainment/failure->Feedback reactions (start over if it's worthwhile). Subordinate goals-.Focal goal->Superordinate goals (goal hierarchy)
Fishbach and Labroo 2007
Happy mood (vs. neutral or unhappy) + (long-term) self-improvement goal (vs. mood management)=more self control (creativity, test performance, recall, physical endurance, charitable donations); mediated by adoption of the goal. A positive mood signals a person to adopt an accessible goal, whereas a negative mood signals a person to reject an accessible goal; therefore, if a self-improvement goal is accessible happy (vs. neutral or unhappy) people perform better on self-control tasks that further the goal. Conversely, if a mood management goal is accessible, happy people abstain from self-control tasks because the tasks are incompatible with this goal.
Iyengar and Lepper 2000
Having more choices may sometimes have detrimental consequences for human motivation. Consumers in extensive-choice contexts typically feel greater responsibility for their choice, and this leads to decreased willingness to exercise their choice.
Dhar and Wertenbroch 2000
Hedonic items are preferred (has greater value) over utilitarian items in forfeiture choices than in acquisition choices due to greater emotional/affect elaboration that occurs in forfeiture.
Wood and Lynch 2002
High prior knowledge has a negative impact on new product learning, but only when the newness cue is absent. Otherwise high PK perform better than low PK. The negative impact of PK on new learning results from low motivation at encoding. Experts might be unaware when their knowledge has become obsolete and may not recognize the effect of information errors on product usage. Experts can outperform novices with high motivation at encoding.
Dalton and Spiller 2012
Implementation intentions are less beneficial when applied to multiple goals versus a single goal. Implementation intentions are effective when people are led to perceive less difficulty in executing multiple goals.
Greenwald and Banaji 1995
Implicit cognition: past experienecs affect some performance, even though the influential earlier experiene is not remembered in the usual sense (unavilable to self report). Includes attitudes, self esteem, stereotypes. Measure individual differences in implicit social cognition with indirect measures (examples: latency, projective measures)
Ratner et al. 1999
Individuals switch away from their repeated favorites even though they obtain less pleasure from the switch than they would have from a repeat. This is mediated by their global evaluation of the choices.
Zemack-Rugar et al. 2012
Introduces an individual difference in sequential self-control behavior, predicting behavior following initial self-control failure. Three domains: eating, spending, and cheating. The same emotion might affect initial failure in one way and post-failure behavior in another.
Wanke et al. 1997
Introduces ease of generation task as a moderator between information content (pro or contra) and brand evaluations. When subjects were asked for one reason for choosing a BMW (pro) rather than one reason against (contra) , they evaluated the brand more positiely. However, when 10 reasons were requested, the results reversed. Campaigns may consider asking consumers to generate several negative arguments. If the task is difficult, they may develop a more positive evaluation of the brand.
Krishnan and Shapiro 1996
Introduces indirect tests for assessing memory for brand names from advertising. High frequency brand names (compared with low) are primed better on both stem-completion and in choice tasks. Level-of-processing (sensory vs. semantic) dissociates memory tasks; explicit memory is facilitated by elaborative semantic processes, whereas implicit memory do not show these effects. For low-involvement products, consumers may focus on the perispheral aspects of the ad and not elaborate on the message. For high-involvement products, consumers are more likely to process the ad and brand ina n elaborative fashion. In these situations,c onsumers may be more likely to explicitly try to retrieve ad information from memory, suggesting that direct tests of memory are more appropriate for judging ad effectiveness.
Lynch and Srull 1982
Memories and attentional processes may occur below the level of consciousness. Stimulus based: All relevant info is present at time of judgment (mail-order catalog). Memory-based: Consumers often make judgments one the basis of info that is not directly present at the time; prior experience, knowledge of choices of other people, etc. is stored i the memory (making a grocery list). Availability: Once it's encoded, it's always there; forgetting is due to retrieval failure. Accessibility- People are only capable of retrieving a fraction of total info (important determinants of acessibility: amount of competing info learned in the same domain, self-generated and externally generated retrieval cues). Retroactive interference: Later learning typical inhibits recall of previously acquired information. Methods for researching retrieval: free recall, recognition. Retreieval process that is serial or sequential in nature. Use interresponse latencies to measure encoding. Part-list cueing effects result in poorer recall. Inference making: Inferring attribute values when they are missing. Other terms: averaging process, limited attentional capacity, attentional intensity, selective nature, salience effects, novel or inconsistent (more likely to get attention).
Thaler 1985
Multiple gains should be segregated; multiple losses should be integrated; a decrease in a gain should be integrated; a small reduction in (the absolute value of) a loss should be segregated (silver lining), but more comparable absolute values should be integrated. Acquisition utility: dependson the value of the good received compared to the outlay. Transaction utility: depends on the perceived merits of the "deal" Total utility is the sum of acquisition and transaction utilities. When making purchases, people have multiple accounts. Consumers are influenced more by the current income flow rather than the present value of lifetime wealth. Expenditures tend to be grouped into categories.
Bettman 1979
Multiple store approach: There are different types of memory storage systems, each with different functions and properties - a set of Sensory Stores (SS), a short-term memory store (STS), and a long-term memory store (LTS). Information first goes to SS (short-lived); if attended to and processed, it go es to STS (limited capacity). Info in STS can be retreieved quickly, almost automatically; thus, STS is the locus of current processing activity. If information is adequately processed, it will be transferred to LTS (unlimited capacity, permanent storage). Levels of processing theory: One memory store, one capacity. Processing capacity can be allocated to various levels of processsing. Activation model: One memory store, but only limited portions of that store can be activated at any one time. Only activated portion can be used for processing. Activation is temporary and will die out unless maintained. External memory: infomration is available without being stored in memory (shopping list, package info). Control processes: strategies for how and what to process, control the flow of information in and out of memory- rehearsal, coding, transfer, placement, retreieval, response generation (subject to biases because items are not stored exactly as entered; items are reconstructed from memory). Repetition enhances recall or recogition. Involvement can affect the effect of repetition.
Bargh et al. 1996
Passive, automatic effect s of priming need not be limited to social perception; rather, if behavior responses to situations are represented mentally (as are stereotypes and attitudes), they should also be capable of becoming automatically activated. Social behavior is capable of automatic activation by the mere presence of features of the current environment. Subliminal priming can influence behavior nonconsciously.
Hoch and Loewenstein 1991
People are influenced by both long-term rational concerns and short-term emotional factors. Economic concept of discounting: Disproportionate attraction to immediately available rewards. Reference-point model of desire: Time-inconsistent preferences are due to sudden increases in desire brought on by a shift in consumer reference point; reference-point shifts can be precipitated by a number of factors (e.g., physical proximity to a store), causing consumers to partially adapt to the notion of owning or consuming the product. After a reference point shifts, consumers not only attach positive utility to the object itself but also attach negative utilit to failure to consume the object. Self control strategies - Desire reduction: Avoidance, postponement and distraction, substitution; Willpower: precommitment, economic cost assessment, time binding, bundling of costs, higher authority, regret and guilt
Chandon and Ordabayeva 2009
People are less senstiive to size changes when packages and portions change in all 3 dimensions than when they change in only 1 dimension. In other words, product size changes appear small when the package/portion changes in all three dimensions, while product size changes appear bigger it changes in only one dimension. Consumers expect steeper discounts when products are supersized in 3 dimensions than in 1, regardless of whether size information is present.
Zauberman et al. 2009
People consider special memories as assets they want to protect. They seek to acquire memory pointers (physical objects associated with a special experience) that they believe will help them to later retrieve special memories. Memory protection through avoidance: People tend to avoid situations that they believe will threaten their ability to retrieve special memories. Memory protection through acquisition: People seek to obtain memory pointers to help them cue special memories at a later time when they anticipated interference from subsequent events.
Shafir 1993
People do not have well-defined preferences; rather, they construct preferences as needed. The construction is sensitive to various aspects of the decision problem, including frames, contexts, and elicitation procedures. Compatability principle: Some tasks are easier than others and some stimulus components are more salient because of the sets of stimuli and responses being used and these ways they interact. Preference reversal typically occurs when people choose a lottery that offer s a greater chance to win over another with a high payoff, but then assign a higher price to the higher payoff option. Choosing verus rejecting: Using a balance to see which option sinks lower or rises higher.
Weiss and Johar 2013
People judge traits of owned products in assimilation with, but traits of unowned products in contrast to, how they judge themselves on these traits. Low "mine-me" sensitivity and low self-awareness/self-consciousness attenuate the predicted assimilation/contrast effects.
Cohen and Andrade 2004
People regulate their affect to match the task. Why? Competing hypotheses: Affect discrepancy hypothesis-the further removed one is from the ideal affective state, the more pronounced the impact of the non-optimal affect on affect regulation (thus, neutral mood should be more likely to regulate). Strength of signal hypothesis- polarized moods carry more information than neutral moods. Choice of music paradigm (sad/happy). People are deliberate and insightful in their use of affect regulation strategies to improve task performance. When people face on upcoming impulse control task, they attempt to neutralized their polarized affective states prior to the task. When faced with an upcoming analytical (vs. creative) task, sad people prefer to keep a negative mood. Strength of signal is driver.
Hsee et al. 2013
Pepole overearn, even at the cost of happiness. Overearning is the result of mindless accumulation (tendency to work and earn until feeling tired). People work the same amount regardless of earning rates and hence are more likely to overearn when earning rates are high than low. Prompting people to considering the consequences of their earnings or denying them excessive earnings can disrupt mindless consumption and enhance happiness.
Fredrickson 2001
Positie emotions, although fleeting, also have more long-lasting consequences. Form the perspective of the broaden-and-build theory, positive emotions are vehicles for individual growth and social connection. By building people's personal and social resources, positive emotions transform people for hte better, giving them better lives in the future.
Blanchard et al. 2014
Predecisional distoration stems from both proleader and antitrailer processing.
Zajonc and Markus 1982
Preferences: can happen after an innate aversion, are primarily affectively based behavioral phenomena. Exposure effect: Repeated exposurescan enhance positive effect; explained by familiarity; recognition not necessary. Attitudes: To change an attitude based ona ffect may require attack on the affective basis of the preference; if preferences are to be changed, both elementa must be examined and in the end the affective element needs to be altered; it is possible to change preference by cognitive means alone only in the early stages of preference formation. Representation of affect: All affect has a motor component; motor features need not occur with the same intensity; once they are autonomous behavioral tendencies, preferences and attitudes are hard to change, particularly if only cognitive means are to be employed.
Alba and Hutchinson 1987
Prior knowledge can lead to overconfidence, systematic biases, use of heuristics, or feeling-of-knowing, which can cause knowledgable consumers to rely on self-generated inferences.
Bettman (chapter) 1979
Processing capacity: Consumers have limited capacity, so they develop heuristics (rules of thumb) to enable them to deal with complex situations. Motivation affets both direction and intensity of behavior. There are two mechanisms of motivation: goal hierarchy and interrupt and scanner (allow for adaptation to changing conditions). Goals can be broken down into subgoals; multiple goals can be pursued at one time. Attention and perceptual encoding. Information acquisition and evaluation. Decision processes...
Inzlicht and Schmeichel 2012
Proposes a process model of ego depletion, suggesting that exerting self-control at time 1 causes temporary shifts in motivation and attention that undermine self-control at time 2. Shifts in motivation: I do not want to control myself- provide an incentive at time 2; I want to go with my gut - acting on impulse. Shifts in attention: Do I need to control myself now? - People fail to notice when self-control is needed; I see rewards - attention shifts from goal conflict and discrepancy toward signs of possible reward and gratification.
Higgins 1997
Regulatory focus as a motivational principle: 1.) Self-regulation toward desired end-states, 2.) theory of regulatory focus begins by assuming that the hedonic principle should operating differently when serving fundamentally different needs (nurturance-related regulation and security-related regulation), 3.) proposes that self-regulation in relation to strong ideals vs. strong oughts differs in regulatory focus (ideal involves promotion focus, whereas ought involves prevention focus). When the hedonic principle is not enough: 1.) approach and avoidance, 2.) expenctancy X value effects, 3.) emotional and evaluative sensitivities, 4.) when the hedonic principle is too much, 5.) beyond hedonic principle to its way of operating (regulatory anticipation/regulatory reference).
Chartrand et al. 2007
Relationship reactance can occur nonconsciously and unintentionally. Individuals behave in opposition to the goals of significant others who they perceive to be controlling. This is due to the perception of significant others as threats to autonomy. Moderator: trait reactance.
Aaker et al. 2004
Relationships with sincere brands deepen over time (like friendships). Relationships with exciting brands decay over time (like flings). However, when the brands had a transgression, relationships with sincere brands suffered while exciting brands showed signs of reinvigoration.
Raghunathan and Pham 1999
Sad people favor high-risk/high-reward options, whereas anxious individuals favor low-risk/low-reward options. These biases occur because anxiety and sadness convey different types of information to the decision -maker and prime different goals. Anxiety primes uncertainty reduction; sadness primes reward replacement. These motivational influences operate through an ative process of feeling monitoring.
Redden 2008
Satiation decreases if consumption episodes are categorized at lower levels (jelly beans categorized as cherry and banana rather than as jelly beans). This "specificity effect" affects ratings of enjoyment during and immediately after consumption and occurs because it focuses attention on differntiating aspects, making the episodes seem less repetitive and satiating.
Mick and Demoss 1990
Self-gifts are a form of personally symbolic self-communication through special indulgences that tend to be premeditated and highly context bound. At the individual level, self-gifts can act as self-contracts in which the reciprocity for the gift is also personal effort and achievement. Qualitative study
Aaker 1997
Sincerity, excitement, competence, sophistication, ruggedness
Han et al. 2007
The 5 prinples of ATF:1.) Integral and incidental emotions, 2.) Beyond valence, 3.) Appraisal tendencies, 4.) Matching constraint (carryover due to emotion is constrained by a match between the core appraial dimensions or appraisal themes of the emotion and the salient cognitive dimensions of the judgment and choice at ahand), 5.) Deactivating conditions (emotional carryover effects wane when the emotion itself wains). Goal-attainment hypothesis: Appraisal tendencies will be deactivated when the emotion eliciting problem is solved, even if the emotion persists experientially. Cognitive awareness hypothesis: The appraisal tendencies will be deactivated when the decision makers become aware of their own judgment and choice processes.
Karpinski and Hilton 2001
The IAT is independent from explicit attitudes. Explicit attitudes predict behavior, but the IAT does not. The results support an environmental association interpretation of the IAT in which IAT scores reflect the associations a person has been exposed to their environment rather than the extent to which the person endorses those evaluative associations.
Zemack-Rugar et al. 2015
The guilt-laundering properties of charitable donations are more appealing when more consumption guilt is experienced. Consumption guilt is dependent both on product type (hedonic vs. utilitarian) and consumer characteristics (guilt sensitivity), such that adding a charitable donation to hedonic products is more impactful than addint the same donation to utilitarian products, espcially for guilt-sensitie consumers. Guilt-sensitive consumers are insensitive to the nature of the supported cause, indulging in hedonic consumption even when it supports disliked causes. These effects are due to the compensatory processes that allows laundering of consumption guilt, thereby liberating consumers to engage in hedonic consumption guilt-free.
Osselaer and Alba 2000
The learning of one predictive cue can "block" the learning of subsequently encountered predictive cues. When the relationship between brand name and product quality is learned before the relationship between product attributes and quality, blocking may occur.
Tice et al. 2001
The link etween emotional distress and breakdowns in impulse control depends on a strategic, even purposive, shift in priorities to affect regulation. Individual differences such as negative mood regulation can moderate this effect.(This is the mood freezing article.)
Chartrand and Bargh 1999
The mere perception of another's behavior (mediator) automatically increases the likelihood of engaging in that behavior oneself (perception-behavior link). Nonconscious mimicry serves the adaptive function of facilitating smooth interactions and fostering liking. Perspective taking (empathy) as an individual differents moderates the extent to which one engages in mimicry.
Wilcox et al. 2009
The mere presence of a healthy option amid a choice set of relatively unhealthy alternaties increaes the likelihood of selecting the most indulgent and least healthy option in the choice set, particularly for individuals with higher levels of self control.
Skurnik et al. 2005
The more often older adults were told that a claim was false, the more likely they were to remember it erroneously after delay. When truth value of claims was identified on every presentation, repetition helped both younger and older adults remember whether the claims were true or false. When the truth value of repeated claims was not disclosed until the last presentation, repeating the claim in order to call it false lead to poorer memory for truth for all ages.
Keller 1987
The presence of advertising retrieval cues leads to greater recall of brand claims and evaluative ad reactions and more favorable brand evaluations. The ad cue is more effective than brand-specific infomration. High number of competing ads weakens the ability to access brand-specific information, but brand evaluations are similar.
Kahneman and Tversky 1983
The psychophysics of chance induce overweighting of sure things and improbable events, relative to events of moderate probability. Decision problems can be framed in multiple ways that give rise to different preferences, contrary to the invariance criterion of rational choice. Mental accounting explains some consumer behavior anomalies. In particular, the acceptability of an option can depend on whether a negative outcome is evaluated as a cost or an uncompensated loss.
Mitchell et al. 1997
The regression model of psychological judgment proposes that aspects of events (weather, food, scenery) are evaluated, weighted, and combined using an additive linear model to form an overall expression. Changing, forgetting, or reconstructing various aspects of an event changes the overall evaluation. Expectations and recollections of events are more postiive than actual experienes during the event itself (the "rosy view"). This effect occurs because disappointment steming from the discrepancy between what is expected and what occurs; however, this disappointment is shortlived. The rosy view pertains only to live events that are enerally positive and are personally involving.
Howard and Sheth 1969
Theory of buyer behavior consists of 4 sets of constructs: input variables (significant, symbolic, and social stimuli), output variables (attention, brand comprehension, attitude, intentions, and purchase), hypothetical constructs (abstract, only indirectly related to reality): learning constructs(motives, brand comprehension, choice criteria, attitude toward brands, intention to buy, confidence in judging brands, satisfaction), perceptual constructs (attention, stimulus ambiguity, perceptual bias, overt search), and expogenous variables (describe context in which buyer behavior occurs). Evoked set- the brands that become alternatives to the buyer's choice decision. Psychology of simplification - The phase of repetitive decision making (complexity reduced through experience). Psychology of complication - A need to complicate the buying situation by considering new brands. Dynamics of buying behavior-three broad sources of learning: Generalization from similar buying situations, purchase experiences, and inforation as a source of learning.
Inman et al. 1997
Three factors in post-choice evaluation: performance of the chosen product, regret from the difference between performance of the chosen product and the alternative produt, and disappointment from the difference between expected and actual performance of the chosen product.
Koo and Fishbach 2008
To go vs. to date. When commitment is certain, focusing on what has not been done (to go) signals lack of progres and increases motivation. When commitment is uncertain, focusing on what has been accomplished (to date) increases motivation and goal adherence.
Hawkins and Hoch 1992
Truth-effect: repetition-induced increase in judged validity. Recognition account: Only those statements that are recognized as having been repeted should increase in validity. Familiarity account: repetition increases familiarity with the semantic content of a statement and thisfamiliarity serves as a cue to validity independent of the ability to recognize the context of the exposure. Low-involvement processes produces higher truth effec than high-involvement processing. It is possible to increase memory without increasing evaluative processing.
Bargh and Chartrand 1999
Two major straits of automatic processes: 1.) Intentional, goal-directed processes that become more efficient over time and practice until they can operate without conscious guidance, 2.) Processes that take place effortlessly and without any intention or often awareness that they are taking place. Automatic mental processes free one's limited attentional capacity (ego depletion). "Ideomotor action": thinking about something is sufficient to cause one to act. The automatic perception of another's behavior can introduce the idea of action from the outside environment (stereotypes). Goal representations can become automatic. Initially, conscious choice and guide may be needed to perform a desired behavior (playing piano); after repeatedly making the same choice, conscious menal processes is dropped and the process becomes automated. Sitiuational features can bypass choice to activate goals and goal operations following repeated choice of the same goal and when plans to reach those goals are well rehearsed. For all, mental representations designed to perform a certain function will perform that function once activated, regardless of where the activation comes from.
Fitzsimons and Lehmann 2004
Unsolicited advice that contradicts initial impresions leads to reactance, which leads to a behavioral backlack that results not only in consumers ignoring the recommendations but intentionally contraditing them. If experts recommend a dominant option or against an option that is dominated (clearly unattractive) the decision maker finds this eases the decision process and is more satisifed (and chooses the recommended option). When experts recommend a dominated option or against a a dominant option, decision makers demonstrate reduced satisfaction and exhibit reactance.
Belk 1988
We are what we have. Extended self: external objects and possessions, people, places, groups, body parts, vital organs. Loss of possession (loss or lessening of self): unintentional loss (natural disaster), non-voluntary loss (theft) Investing self in objects: Self expression through investing in objects. Having, doing and being: Having possessions contributes to our capabilities. When an object becomes a possession, what was once self and not-self are synthesized and merged. Operates not only at individual level, but also colletive level including family, group, etc.
Hoch and Ha 1986
When consumers have access to unambiguous evidence, judgments of product quality are dependent only on the objectie physical evidence and unaffected by advertising. However, advertising has dramatic effects on perceptions of quality when ads are ambiguous (onsumers treat ads as tentative hyptheses that can be tested through product experience). Ads influence quality judgments by affecting encoding of physical evidence.
Labroo and Ramanathan 2007
When individuals evaluate an ad, they prefer improving ad emotions because attitudes are based on an assessment of whether the emotions deviate positively or negatively from previous levels of emotions. When emotions are experienced, positive emotions facilitate with later negativity, and an ad with declining (vs. improving) emotions results in more favorable attitudes.
Simonson 1990
When making one selection at a time for immediate consumption, consumers tend to select each time their most preferred item. In contrast, when making multiple purcahses simultaneously for several periods, consumers tend to select different preferred items rather than the same (most preferred) item for all periods. Thus, consumers making multiple purchases for several consumption occasions tend to select a greater variety of items than consumers making purchases sequentially.
Gollwitzer and Brandstatter 1997
When people develop implementation intentions, the rate of goal completion increases. Implementation intentions promote the immediacy of action initiation once the specified situations are encouraged. Implementation intentions produce better quality arguments for high-interest participants but not low-interest. 2 mechanisms suggested: 1.) Cognizing the opportunities specified in implementation intentions, 2.) Readiness to execute the intended behaviors once the specified opportunity to act is encountered.
Diehl et al. 2003
When price and quality are uncorrelated, sorting helpings buyers to choose higher quality items at lower prices. Consumers pay les when choosing from large assortments than small when products are ordered. Consumers will choose higher quality products from large assortments than small when products are ordered.
Ein-Gar et al. 2011
When processing is low, providing consumers with positive information followed by minor negative infomration enhances overall evaluation of a target compared to providing only positive information. The effect disappears when the weak negative information is presented before positive infomration (evidence for the primacy effect).
Shiv and Fedorikhin 1999
When processing resources are limited, affective reactions have a bigger impact on choice. When processing resources are available, cognitive reaction shave a larger impact. The effect is greater when the choice is presentation is real vs. symbolic and when consumer impulsivity is high.
Dhar and Simonson 1999
When two different experiences in each of two episodes involve a tradeoff between a goal and a resource, consumers prefer highlighting (all components of highest or lowest value), whereas in tradeoffs between two goals, they prefer balancing (one good with one bad)
Moreau et al. 2001
When two plausible category labels are activated sequentially, the label presented first has a dominant influence on perceptions of a new product. This primacy effect can be somewhat mitigated by prodiving consumers with explicit mappings from each of the two categories.
Cunha and Laran 2009
Wine study. Consumers more strongly associate a common attribute with the brand learned first, and a unique attribute with the brand learned later. When a common attribute has a better value for consumers, they prefer the first brand; when the common attribute is inferior to the unique attribute, consumers prefer the later brand. This effect is a result of the strengths of associations between attributes and brands and occurs among individuals who are low in NFC but weakened among those high in NFC.
