In this article, the authors partition the construct of experience into intensiveness (i.e., amou... more In this article, the authors partition the construct of experience into intensiveness (i.e., amount) and extensiveness (i.e., breadth) and examine the impact of the two specific types of experience on preference learning. In the first three studies, the authors' theory that experience can be partitioned into intensiveness (i.e., amount) and extensiveness (i.e., breadth) of experience and that extensiveness has a greater impact on preference learning is supported in environments where prior experience is measured. Further, in study 4 they demonstrate that extensiveness or breadth of experience exerts a larger influence on preference learning in an experiment where each unique type of experience is manipulated as well as measured.
Social Psychological and Personality Science, Aug 14, 2020
Meta-analytic evidence suggests that verbal patterns of emotion betray deceit, but it is presentl... more Meta-analytic evidence suggests that verbal patterns of emotion betray deceit, but it is presently unclear whether the location of maximum emotion in lies and truths matters to reveal deception. We contribute to the deception literature by offering analyses at the sentence level to locate where emotion is most pronounced in deceptive versus truthful texts. Using two public data setsnews articles (Study 1) and hotel reviews (Study 2)-we found that maximum emotion occurs toward the beginning of deceptive texts while maximum emotion appears later for truthful texts. In addition to demonstrating the effect across diverse settings, we used two different measurements for emotion and separated the results by valence, replicating the maximum emotion effect each time. The predictive nature of maximum affect ranged from 54% to 56% across data sets, a rate consistent with most deception studies using 50-50 lie-truth base rates. Implications for future research and deception theory are discussed.
International Journal of Research in Marketing, Jun 1, 2013
This research examines when and how the presence of seemingly innocuous, non-diagnostic numbers i... more This research examines when and how the presence of seemingly innocuous, non-diagnostic numbers in brand names (e.g., 7-UP) impacts consumers' judgments. Building on anchoring theory, our central proposition is that numbers contained in alphanumeric brand names can act as implicit anchors that subsequently bias (either upward or downward) consumers' assessment of a product's price, weight, volume, etc. We qualify this proposition, however, by showing that such anchoring effects occur primarily when (a) the numeric component of a name appears relevant to the judgment at hand and (b) consumers evaluate product attributes superficially (rather than systematically).
ABSTRACT Consumers' welfare largely depends on the soundness of their financial decisions... more ABSTRACT Consumers' welfare largely depends on the soundness of their financial decisions. To this effect, the present research examines how people process graphical displays of financial information (e.g., stock-prices) to forecast future trends and invest accordingly. In essence, we ask whether and how visual biases in data interpretation impact financial decision-making and risk-taking. Five experiments find that the last trading day(s) of a stock bear a disproportionately (and unduly) high importance on investment behavior, a phenomenon we coin end-anchoring. Specifically, a stock-price closing upward (downward) fosters upward (downward) forecasts for tomorrow and, accordingly, more (less) investing in the present. Substantial investment asymmetries (up to 75%) emerge even as stock-price distributions were generated randomly to simulate times when the market conjuncture is hesitant and no real upward or downward trend can be identified. Allying experimental manipulations to eye-tracking technology, the present research begins to explore the underpinnings of end-anchoring.
This research examines the interplay of self-construal orientation and victim groupmembership on ... more This research examines the interplay of self-construal orientation and victim groupmembership on prosocial behavior. Whereas consumers primed with an independent self-construal demonstrate similar propensities to help needy in-group and out-group others, an interdependent orientation fosters stronger commitments to aid in-group than out-group members. This interaction holds in both individualistic (i.e., the United States) and collectivistic (i.e., China) nations and seems driven by a belief system. For interdependents, the prospect of helping needy in-group (relative to out-group) members heightens the belief that helping others contributes to their own personal happiness, which in turn increases their propensity to act benevolently. Such in-group/out-group distinctions do not seem to operate among independents. The article concludes by discussing the theoretical implications of our findings for the cross-cultural, intergroup-relations, and prosocial literatures before deriving insights for practice. W hen a natural disaster strikes, consumers often face numerous requests (through advertisements and news coverage) to help devastated communities.
Whereas the last decade has seen more extreme adverse meteorological conditions than any comparab... more Whereas the last decade has seen more extreme adverse meteorological conditions than any comparable period before, scientists predict this trend will only worsen in years to come due to global warming. Hence, as the frequency and severity of natural disasters striking the planet are expected to rise (e.g., earthquakes, tsunamis, floods, etc), nonprofit organizations will have no choice but to increasingly turn to
The proliferation of peer‐to‐peer fundraising platforms (e.g., GoFundMe, Rally, Fundly) poses con... more The proliferation of peer‐to‐peer fundraising platforms (e.g., GoFundMe, Rally, Fundly) poses conceptual and substantive challenges for behavior scientists and fundraisers. This article explores how fundraisers should craft their appeals to maximize their chance of success. Four field‐ and laboratory‐studies find that direct appeals (i.e., narratives written in the first person by the intended recipient) raise less money than otherwise‐identical indirect appeals (i.e., narratives written in the third person, seemingly by a third party on behalf of the intended recipient). The cause? Prospective donors ascribe lesser (greater) credibility to direct (indirect) appeals, which in turn curtails (increases) their giving. Since the narrative voice (direct vs. indirect) in which appeals are crafted is often discretionary (i.e., adjustable), our findings offer prescriptive guidelines for fundraisers.
In everyday life people often encounter situations in which they are rejected or ignored by other... more In everyday life people often encounter situations in which they are rejected or ignored by others or social groups. In such situations, people experience social exclusion – “being excluded, alone, or isolated”. Social exclusion thwarts one of human being’s fundamental tasks: seeking social acceptance and maintaining social relationships, and can have significant psychological and behavioral consequences. Despite the growing body of research on social exclusion in the psychology literature, relatively little research has been done to study the role of social exclusion in consumer judgment and decision-making. The current research aims to fill in the gap by examining the relationship between social exclusion and consumers' financial risk-taking behavior. Results from three experiments show that when consumers are socially excluded, they tend to be more risk taking in small financial decisions, compared to sociallyincluded consumers. However, when the monetary outcome of the decision is enlarged, a reversed pattern is observed. Potential underlying process of this phenomenon and future research directions are discussed.
... Tice, D, Ellen Bratislavski, and Roy Baumeister (2001), “Emotional Distress Regulation Takes ... more ... Tice, D, Ellen Bratislavski, and Roy Baumeister (2001), “Emotional Distress Regulation Takes Precedence over Impulse Control: If You Feel Bad, Do it!”, Journal of Personality and Social Psychology, 80 (January), 53-67. Watson, David, Lee Anna Clark, and Auke Tellegen (1988 ...
In this article, the authors partition the construct of experience into intensiveness (i.e., amou... more In this article, the authors partition the construct of experience into intensiveness (i.e., amount) and extensiveness (i.e., breadth) and examine the impact of the two specific types of experience on preference learning. In the first three studies, the authors' theory that experience can be partitioned into intensiveness (i.e., amount) and extensiveness (i.e., breadth) of experience and that extensiveness has a greater impact on preference learning is supported in environments where prior experience is measured. Further, in study 4 they demonstrate that extensiveness or breadth of experience exerts a larger influence on preference learning in an experiment where each unique type of experience is manipulated as well as measured.
Social Psychological and Personality Science, Aug 14, 2020
Meta-analytic evidence suggests that verbal patterns of emotion betray deceit, but it is presentl... more Meta-analytic evidence suggests that verbal patterns of emotion betray deceit, but it is presently unclear whether the location of maximum emotion in lies and truths matters to reveal deception. We contribute to the deception literature by offering analyses at the sentence level to locate where emotion is most pronounced in deceptive versus truthful texts. Using two public data setsnews articles (Study 1) and hotel reviews (Study 2)-we found that maximum emotion occurs toward the beginning of deceptive texts while maximum emotion appears later for truthful texts. In addition to demonstrating the effect across diverse settings, we used two different measurements for emotion and separated the results by valence, replicating the maximum emotion effect each time. The predictive nature of maximum affect ranged from 54% to 56% across data sets, a rate consistent with most deception studies using 50-50 lie-truth base rates. Implications for future research and deception theory are discussed.
International Journal of Research in Marketing, Jun 1, 2013
This research examines when and how the presence of seemingly innocuous, non-diagnostic numbers i... more This research examines when and how the presence of seemingly innocuous, non-diagnostic numbers in brand names (e.g., 7-UP) impacts consumers' judgments. Building on anchoring theory, our central proposition is that numbers contained in alphanumeric brand names can act as implicit anchors that subsequently bias (either upward or downward) consumers' assessment of a product's price, weight, volume, etc. We qualify this proposition, however, by showing that such anchoring effects occur primarily when (a) the numeric component of a name appears relevant to the judgment at hand and (b) consumers evaluate product attributes superficially (rather than systematically).
ABSTRACT Consumers' welfare largely depends on the soundness of their financial decisions... more ABSTRACT Consumers' welfare largely depends on the soundness of their financial decisions. To this effect, the present research examines how people process graphical displays of financial information (e.g., stock-prices) to forecast future trends and invest accordingly. In essence, we ask whether and how visual biases in data interpretation impact financial decision-making and risk-taking. Five experiments find that the last trading day(s) of a stock bear a disproportionately (and unduly) high importance on investment behavior, a phenomenon we coin end-anchoring. Specifically, a stock-price closing upward (downward) fosters upward (downward) forecasts for tomorrow and, accordingly, more (less) investing in the present. Substantial investment asymmetries (up to 75%) emerge even as stock-price distributions were generated randomly to simulate times when the market conjuncture is hesitant and no real upward or downward trend can be identified. Allying experimental manipulations to eye-tracking technology, the present research begins to explore the underpinnings of end-anchoring.
This research examines the interplay of self-construal orientation and victim groupmembership on ... more This research examines the interplay of self-construal orientation and victim groupmembership on prosocial behavior. Whereas consumers primed with an independent self-construal demonstrate similar propensities to help needy in-group and out-group others, an interdependent orientation fosters stronger commitments to aid in-group than out-group members. This interaction holds in both individualistic (i.e., the United States) and collectivistic (i.e., China) nations and seems driven by a belief system. For interdependents, the prospect of helping needy in-group (relative to out-group) members heightens the belief that helping others contributes to their own personal happiness, which in turn increases their propensity to act benevolently. Such in-group/out-group distinctions do not seem to operate among independents. The article concludes by discussing the theoretical implications of our findings for the cross-cultural, intergroup-relations, and prosocial literatures before deriving insights for practice. W hen a natural disaster strikes, consumers often face numerous requests (through advertisements and news coverage) to help devastated communities.
Whereas the last decade has seen more extreme adverse meteorological conditions than any comparab... more Whereas the last decade has seen more extreme adverse meteorological conditions than any comparable period before, scientists predict this trend will only worsen in years to come due to global warming. Hence, as the frequency and severity of natural disasters striking the planet are expected to rise (e.g., earthquakes, tsunamis, floods, etc), nonprofit organizations will have no choice but to increasingly turn to
The proliferation of peer‐to‐peer fundraising platforms (e.g., GoFundMe, Rally, Fundly) poses con... more The proliferation of peer‐to‐peer fundraising platforms (e.g., GoFundMe, Rally, Fundly) poses conceptual and substantive challenges for behavior scientists and fundraisers. This article explores how fundraisers should craft their appeals to maximize their chance of success. Four field‐ and laboratory‐studies find that direct appeals (i.e., narratives written in the first person by the intended recipient) raise less money than otherwise‐identical indirect appeals (i.e., narratives written in the third person, seemingly by a third party on behalf of the intended recipient). The cause? Prospective donors ascribe lesser (greater) credibility to direct (indirect) appeals, which in turn curtails (increases) their giving. Since the narrative voice (direct vs. indirect) in which appeals are crafted is often discretionary (i.e., adjustable), our findings offer prescriptive guidelines for fundraisers.
In everyday life people often encounter situations in which they are rejected or ignored by other... more In everyday life people often encounter situations in which they are rejected or ignored by others or social groups. In such situations, people experience social exclusion – “being excluded, alone, or isolated”. Social exclusion thwarts one of human being’s fundamental tasks: seeking social acceptance and maintaining social relationships, and can have significant psychological and behavioral consequences. Despite the growing body of research on social exclusion in the psychology literature, relatively little research has been done to study the role of social exclusion in consumer judgment and decision-making. The current research aims to fill in the gap by examining the relationship between social exclusion and consumers' financial risk-taking behavior. Results from three experiments show that when consumers are socially excluded, they tend to be more risk taking in small financial decisions, compared to sociallyincluded consumers. However, when the monetary outcome of the decision is enlarged, a reversed pattern is observed. Potential underlying process of this phenomenon and future research directions are discussed.
... Tice, D, Ellen Bratislavski, and Roy Baumeister (2001), “Emotional Distress Regulation Takes ... more ... Tice, D, Ellen Bratislavski, and Roy Baumeister (2001), “Emotional Distress Regulation Takes Precedence over Impulse Control: If You Feel Bad, Do it!”, Journal of Personality and Social Psychology, 80 (January), 53-67. Watson, David, Lee Anna Clark, and Auke Tellegen (1988 ...
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