bluuebunny/crossref_metadata_2025 huggingface dataset:
Development of Tactile Responses in Human Preterm and Full‐Term Infants From 30 to 40 Weeks Postconceptional Age
Authors: Fearon Isabel , Hains Sylvia M. J. , Muir Darwin W. , Kisilevsky Barbara S.
Published: January 2004

Maturation of tactile sensitivity prior to term was examined in 36 preterm and 13 full‐term infants using a fixed‐trial, habituation procedure. Each infant was presented with a series of 8 habituation (arm stroke), 2 novel (arm lift), and 2 recovery (arm stroke) stimulus trials while heart rate and body movements were recorded. Maturation was observed with a gradual increase in the magnitude of the stimulus‐elicited cardiac acceleration and cardiac‐movement coupling from 30 to 40 weeks postconceptional age. The majority of infants displayed habituation—an excitatory response (heart rate acceleration and body movement)—to the initial presentation of a tactile stimulus, response decline with repeated stimulations, and renewed response to a novel stimulus. A substantial number of infants (40%) failed to respond initially to the tactile stimulus, increased responding over several stimulus presentations, and failed to discriminate the presentation of a novel stimulus. We speculate that these differences in response patterns observed over all ages represent individual difference in the perception of stimulus intensity.
Maternal Cocaine Use and Infant Behavior
Authors: Eiden Rina Das , Lewis Audra , Croff Stacy , Young Elizabeth
Published: January 2004

This study examined the impact of maternal cocaine use and associated risk factors such as polysubstance use, maternal functioning, and caregiving on affect regulation during infancy. Participants were 45 mother‐infant dyads (19 cocaine exposed and 26 control infants) recruited at birth. Observations and maternal reports of infant behavior were obtained at 2 and 7 months of age, along with measures of pre‐ and postnatal substance use, maternal functioning, and caregiving stability. Maternal cocaine use accounted for significant variance in infant positive affect at 2 months. Other substance use and gestational age predicted infant distress to novelty and arousal during developmental assessments. At 7 months, the impact of prenatal cocaine exposure on infant affect regulation was mediated by postnatal alcohol use and caregiving stability. These findings, if replicated, suggest that 1 pathway to later problem behavior reported among substance‐exposed children may be through early regulatory problems and the quality of postnatal caregiving.
Maternal Depressive Symptoms and 6‐Month‐Old Infants' Sensitivity to Facial Expressions
Authors: Striano Tricia , Brennan Patricia A. , Vanman Eric J.
Published: January 2004

We examined 6‐month‐old infants' abilities to discriminate smiling and frowning from neutral stimuli. In addition, we assessed the relationship between infants' preferences for varying intensities of smiling and frowning facial expressions and their mothers' history of depressive symptoms. Forty‐six infants were presented pairs of facial expressions, and their preferential looking time was recorded. They also participated in a 3‐min interaction with their mothers for which duration of both mother and infant gazing and smiling were coded. Analyses revealed that the infants reliably discriminated between varying intensities of smiling and frowning facial expressions and a paired neutral expression. In addition, infants' preferences for smiling and frowning expressions were related to self‐reports of maternal depressive symptoms experienced since the birth of the infant. Potential implications for social cognitive development are discussed.
Relative Color Contrast Drives Competition in Early Exogenous Orienting
Authors: Dannemiller James L.
Published: January 2004

Young infants typically orient to a moving object, but the strength of this tendency depends on what else is in the visual field, with some objects competing for attention more effectively than others. This competition was studied in 3.5‐month‐old infants by manipulating the colors and spatial distributions of static elements that appeared with a small moving probe. The hypothesis was that the competition from these static bars would depend on their color contrasts. Three different color pairings were used: red with green, pink with green, and red with pink. The results were generally consistent with the hypothesis that the competition from static elements in the visual field depends on their color contrasts. Orienting at 3.5 months is determined by competition mechanisms that weight motion and color and most probably other stimulus characteristics to produce a directional response.
Prenatal Cardiac Function and Postnatal Cognitive Development: An Exploratory Study
Authors: Bornstein Marc H. , DiPietro Janet A. , Hahn Chun‐Shin , Painter Kathleen , Haynes O. Maurice , Costigan Kathleen A.
Published: January 2004

Fetal cardiac function was measured at 24, 30, and 36 weeks gestation and quantified in terms of heart rate, variability, and episodic accelerations. Children's representational capacity was evaluated at 27 months in terms of language and play. Thirty‐ and 36‐wcek‐old fetuses that displayed greater heart‐rate variability and more episodic accelerations, and fetuses that exhibited a more precipitous increase in heart‐rate variability and acceleration over gestation achieved higher levels of language competence. Thirty‐six‐week‐old fetuses with higher heart‐rate variability and accelerations, and steeper growth trajectories over gestation, achieved higher levels of symbolic play. Cardiac patterning during gestation may reflect an underlying neural substrate that persists through early childhood: Individual variation in rate of development could be stable, or efficient cardiac function could positively influence the underlying neural substrate to enhance cognitive performance.
Maternal Depression and the Ability to Facilitate Joint Attention With 18‐Month‐Olds
Authors: Henderson Erin N. , Jennings Kay Donahue
Published: January 2004

Maternal depression has been associated with the mother‐child dyad's ability to engage in joint attention. This study of 69 depressed and 63 control mothers and their 18‐month‐olds addresses how aspects of maternal psychopathology are related to joint attention during a snack interaction. Although nondepressed‐mother dyads appeared better at joint attention than depressed‐mother dyads, this difference was not statistically significant. Among the depressed‐mother dyads, joint attention was related to presence of a comorbid Axis I diagnosis (usually an anxiety disorder) versus a diagnosis of major depressive disorder (MDD) only. Surprisingly, dyads with mothers who met criteria for a comorbid diagnosis were better at joint attention than those with MDD only, despite the fact that those mothers were likely to have longer and more severe depressive histories. The relationship between comorbid status and joint attention was mediated by the mother's affect. Rationale for the paradoxical finding that the “more pathological” mothers had greater success in engaging in joint attention is discussed.
Haptic Habituation to Temperature Is Slower in Newborns of Depressed Mothers
Authors: Hernandez‐Reif Maria , Field Tiffany , Diego Miguel , Largie Shay
Published: January 2004

Forty newborns (M age = 27 hr old) of depressed and nondepressed mothers were habituated to a cold or warm temperature tube by hand. Both groups of infants habituated the temperature of the tube, as indicated by a decrease in holding, and dishabituated, as indexed by an increase in holding when the temperature of the tube changed. However, the newborns of depressed mothers (a) required twice as long to habituate; (b) showed a sensitization effect, as indexed by an increase in holding from the second to the third trial of habituation; and (c) passively handled the objects with their hand.
Pitch and Communicative Intent in Mother's Speech: Adjustments for Age and Sex in the First Year
Authors: Kitamura Christine , Burnham Denis
Published: January 2004

This study investigated pitch and communicative intent in mothers' infant‐directed speech spoken to their infants at birth, 3, 6, 9, and 12 months. Audio recordings of mothers (6 with female, and 6 with male infants) talking to another adult and to their infant at 5 ages were low‐pass filtered and rated by 60 adults on 5 scales (Positive or Negative Affect, Express Affection, Encourage Attention, Comfort or Soothe, and Direct Behavior). Mean fundamental frequency (F0) and pitch range of utterances were also measured. Utterances associated with positive affect tend to peak at 6 and 12 months, whereas more directive utterances peaked at 9 months. Mean F0 followed the age trend for affective utterances, and pitch range followed the trend for directive utterances. The results suggest mother speech patterns reflect, complement, and perhaps facilitate infant development.
Infants' Manual Exploration of Pictorial Objects Varying in Realism
Authors: Pierroutsakos Sophia L. , DeLoache Judy S.
Published: January 2004

In previous research, we established that 9‐month‐old infants manually investigate pictured objects by hitting, rubbing, and grasping as if to pluck them off the page. This behavior suggests that infants do not understand the 2‐dimensional nature of pictures. Although they can perceive depth cues and distinguish pictures from objects, they do not appreciate the significance of these cues; that is, they do not realize how depicted objects differ from real ones. We report 2 studies that support the idea that infants' manual response to pictures is driven by the resemblance of depicted objects to the real objects they represent. In Study 1, we report that infants' manual investigation of pictures is directly related to how realistic they are: The more depicted objects look like real objects, the more manual investigation they evoke. In Study 2, we show that 9‐month‐old infants' manual behaviors are concentrated on depicted objects even when there are areas of greater perceptual contrast on the page. The results are discussed with respect to the early development of pictorial competence.
Higher Order Conditioning in the Newborn Rat: Effects of Temporal Disparity Imply Infantile Encoding of Simultaneous Events
Authors: Cheslock S. J. , Varlinskaya E. I. , High J. M. , Spear N. E.
Published: January 2004

Infant rats in the age range 8 to 16 days postnatal (P8–16) outperform older animals at learning an association between neutral olfactory stimuli, but only with simultaneous presentation of the odors; sequential presentation eliminates or reverses the infants' advantage. Such results suggest that infants and older animals differ in how they learn simultaneous events. This study tested whether the infant's special effectiveness with such learning is peculiar to P8–16 or is a general feature of infantile naïvete seen in newborns as well. At 3 hr of age newborn rats exhibited strikingly robust sensory preconditioning and second‐order conditioning, but only for simultaneous odors. Any degree of temporal disparity between odors (even 0 sec) eliminated sensory preconditioning and markedly reduced second‐order conditioning. This suggests that the weak differentiation among simultaneously presented stimuli in newborns may promote something similar to perceptual configuration.
Early Word Segmentation by Infants and Toddlers With Williams Syndrome
Authors: Nazzi Thierry , Paterson Sarah , Karmiloff‐Smith Annette
Published: January 2004

This study tested the ability of English infants and toddlers with Williams syndrome to segment, that is, to extract from fluent speech, bisyllabic nouns that had either a strong–‐weak stress pattern (predominant in English), or a weak–‐strong stress pattern. The testing procedure was the same for both types of words: Children were familiarized with instances of isolated nouns, and then tested on their recognition of these nouns embedded in passages. In English, typically developing infants start segmenting strong–‐weak nouns by 7.5 months of age, and weak–‐strong nouns by 10.5 months. Our clinical population was able to segment strong–‐weak nouns, but failed, despite chronological ages above 15 months, to segment weak–‐strong words. These results suggest that the development of word segmentation is seriously delayed in Williams syndrome. This deficit in early phonological processing may contribute to a fuller understanding of the late lexical onset in this population, a phenomenon that had hitherto only been explained in terms of cognitive and semantic deficits.
From Syllables to Syntax: Multilevel Statistical Learning by 12‐Month‐Old Infants
Authors: Saffran Jenny R. , Wilson Diana P.
Published: January 2004

To successfully acquire language, infants must be able to track multiple levels of regularities in the input. In many cases, regularities only emerge after some learning has already occurred. For example, the grammatical relationships between words are only evident once the words have been segmented from continuous speech. To ask whether infants can engage in this type of learning process, 12‐month‐old infants in 2 experiments were familiarized with multiword utterances synthesized as continuous speech. The words in the utterances were ordered based on a simple finite‐state grammar. Following exposure, infants were tested on novel grammatical and ungrammatical sentences. The results indicate that the infants were able to perform 2 statistical learning tasks in sequence: first segmenting the words from continuous speech, and subsequently discovering the permissible orderings of the words. Given a single set of input, infants were able to acquire multiple levels of structure, suggesting that multiple levels of representation (initially syllable‐level combinations, subsequently word‐level combinations) can emerge during the course of learning.
Marital Harmony and Conflict: Links to Infants' Emotional Regulation and Cardiac Vagal Tone
Authors: Porter Christin L. , Wouden‐Miller Melissa , Silva Staci Shizuko , Porter Adrienne Earnest
Published: January 2004

This study is an investigation of linkages between marital quality (conflict and harmony) and infants' emotional and physiological regulation: It was hypothesized that infants exposed to greater levels of marital conflict would demonstrate lower levels of emotional and physiological regulation. Fifty‐six low‐risk infants and their mothers attended a laboratory session when infants were 6 months of age. A baseline EKG was gathered to assess infants' cardiac vagal tone and the Bayley Scales of Infant Development and Behavior Rating Scales were administered. Mothers also completed Braiker and Kelley's (1979) marital quality questionnaire. Consistent with past research with preschoolers, marital conflict was found to be linked to lower levels of emotion regulation in infants. However, unlike past research (Gottman & Katz, 1989), results indicated that marital conflict was associated with lower levels of cardiac vagal tone in infants as opposed to higher levels of vagal tone among preschoolers. These findings are explained in terms of a possible developmental alteration in the link between marital conflict and vagal tone from early infancy to later childhood. Findings also have important implications for understanding the potential impact of the early marital relational context for infants emerging regulatory abilities.
The Influence of Labels, Non‐Labeling Sounds, and Source of Auditory Input on 9‐ and 15‐Month‐Olds' Object Categorization
Authors: Fulkerson Anne L. , Haaf Robert A.
Published: January 2004

This experiment examines the joint influence of auditory and social cues on infants' basic‐level and global categorization. Nine‐ and fifteen‐month‐olds were familiarized to a series of category exemplars in an object‐examining task. Objects were introduced with a labeling phrase, a non‐labeling sound, or no sound, and auditory input was presented orally by the experimenter or played on a hidden voice recorder. Novel objects from the familiarized category and a contrasting category were then presented. Results of analyses performed on novelty preference scores indicated that infants demonstrated basic‐level categorization in all conditions. However, infants at both age levels only demonstrated global categorization when labeling phrases were introduced. In addition, labels led to global categorization in 9‐month‐olds regardless of the source of those labels; however, labels only led to global categorization in 15‐month‐olds when the labels were presented orally by the experimenter.
Early Understanding of Subject and Object Wh‐Questions
Authors: Seidl Amanda , Hollich George , Jusczyk Peter W.
Published: January 2004

In this study, we used the splitscreen preferential looking paradigm to test 13‐, 15‐, and 20‐month‐olds' developing understanding of simple matrix what‐questions of the forms “What hit the X?” (subject‐question) and “What did the X hit?” (object‐question). Infants responded appropriately to subject‐questions by 15 months of age, and to both subject‐ and object‐questions by 20 months. At no age did infants look longer toward the object overtly mentioned in the question, as might be expected based on a surface account of early language acquisition. This suggests that infants may have some understanding of these complex structures long before they are produced.
The Still‐Face Effect: Methodological Issues and New Applications
Authors: Muir Darwin , Lee Kang
Published: January 2004

Over the last 25 years, the seemingly simple still‐face phenomenon has elicited a tremendous amount of empirical and theoretical work. Adamson and Frick (2003/this issue) provide a comprehensive review and in‐depth analysis of this large body of research. In our commentary, we focus on 3 major points. First, we described several methods to define operationally the still‐face effect. Second, we noted the important role of adult touch in the still‐face procedure, and that the effect can be reproduced without adult touch, by live, televised and “virtual” adult faces–‐making it a true “still‐face” effect. Third, we emphasized a major methodological strength of the still‐face procedure: the use of multiple response measures. By measuring both infant visual attention and affect responses, adaptations of the still‐face procedure provide infant researchers with a powerful general method for studying the development of infant social competence.
Additional Components of the Still‐Face Effect: Commentary on Adamson and Frick
Authors: Cohn Jeffrey F.
Published: January 2004

Adamson and Frick (2003/this issue) provide an informative and often fascinating history of the still‐face paradigm and its applications in infancy research. With benefit of their review, one can identify several potentially important components of the still‐face paradigm that have been neglected in past research. These are the influence of the still face on parent and infant behavior during the reunion episode and expanded measurement of the still‐face effect to include theoretically important components of facial expression and the temporal organization of parent and infant behavior and physiology. In particular, by expanding what is meant by the still‐face effect to encompass aspects of the reunion episode, we may discover robust probes into the parent–infant relationship and individual differences in infant attachment and emotion regulation extending across infancy and childhood.
Child, Caregiver, and Temperament Contributions to Infant Joint Attention
Authors: Vaughan Amy , Mundy Peter , Block Jessica , Burnette Courtney , Delgado Christine , Gomez Yania , Meyer Jessica , Neal A. Rebecca , Pomares Yuly
Published: January 2004

Little is known about variables that may contribute to individual differences in infant joint attention, or the coordination of visual attention with a social partner. Therefore, this study examined the contributions of caregiver behavior and temperament to infant joint attention development between 9 and 12 months. Data were collected from 57 infants using a caregiver–infant paradigm, an infant–tester paradigm, and a parent report of infant temperament. Nine‐month measures of caregiver scaffolding and infant initiating joint attention (IJA) with testers were significantly related to 12‐month infant IJA with testers. A temperament measure of positive emotional reactivity was related to 9‐month IJA, and a measure of negative emotional reactivity was related to 12‐month IJA. Temperament and caregiver scaffolding measures, however, were not associated with the development of infant responding to joint attention. These results further the understanding of the multiple processes that contribute to joint attention development in infancy, and support the hypothesis that initiating and responding measures tap different aspects of joint attention development.
Issues and New Directions in Global Consumer Psychology
Authors: Maheswaran Durairaj , Shavitt Sharon
Published: January 2004

Although there is growing interest in cultural differences in consumer behavior, focused and systematic consumer research on the topic is still in its infancy. The conceptual and methodological issues that are central to conducting cross‐cultural research, including selecting or blending emic and etic research approaches, achieving measurement equivalence, expanding the cultural constructs and geographical regions under investigation, and understanding mediating processes, are addressed. In the process, the progress that has been made in addressing these issues in consumer psychology is reviewed and a number of priorities for future research in this important domain are suggested.
Alternative Modes of Self‐Construal: Dimensions of Connectedness–Separateness and Advertising Appeals to the Cultural and Gender‐Specific Self
Authors: Wang Cheng Lu , Bristol Terry , Mowen John C. , Chakraborty Goutam
Published: January 2004

This research examines how variations in consumers’ connectedness–separateness (C–S) self‐schema, which refers to an individual's perceptions of others as an extension of self or of the self as distinct from others, may explain cultural and gender‐level persuasion effects. Results from a cross‐cultural experiment demonstrate that a connected advertising appeal stressing interdependence and togetherness results in more favorable brand attitudes among Chinese and women consumers than does a separated appeal stressing independence and autonomy. Conversely, a separated appeal results in more favorable attitudes among U.S. and male consumers. Most important, the results suggest that the interactions detected between ad appeal and culture, as well as between ad appeal and gender, are mediated by distinct dimensions of consumers’ C–S. The self‐orientation dimension of C–S is shown to account for cultural‐level persuasion effects, whereas gender‐level effects are attributable to the dependence dimension. Thus, individual differences in these dimensions compose an important factor in explaining cultural and gender variations in consumers’ responses.
Interference Effects of Contextual Cues in Advertisements on Memory for Ad Content
Authors: Kumar Anand
Published: January 2004

The effectiveness of advertisements has been an issue of great concern to marketers, especially with the rapid increase in the number of marketing communications that the average consumer receives every day. Prior research has examined the impact of verbal interference on consumers’ memory for different elements of the advertisement—that is, interference caused by similar verbal elements in advertisements for brands in the same product category. This study examined the impact of similar contextual or background stimuli on consumers’ memory for different elements of the advertisement. Consumers were exposed to print advertisements for products in different product categories. The similarity of contextual cues—that is, background scenes—was manipulated (similar vs. dissimilar). Using a 2 (contextual cues interference: low and high) x 2 (processing goal: ad and brand) x 3 (cues: brand name, ad photo, product class) between‐subjects design, it was found that exposure to ads with similar contextual elements reduced individuals’ ability to recall not only contextual or background elements but also brand name from a target advertisement.
In the Aftermath of Invalidation: Shaping Judgment Rules on Learning That Previous Information Was Invalid
Authors: Mazursky David , Schul Yaacov
Published: January 2004

This study explores whether and how judgment procedures used in evaluating product information are modified after consumers have found that information they had received in the past was invalid. It shows that, following exposure to invalidating messages, respondents tend to switch their dominant mode of processing. In particular, those who focused on the source in making a judgment prior to invalidation (i.e., those using simple processing) switch to a more complex processing of the product information. In contrast, those who previously relied on product information simplify their processing and consider information they have about the source in making judgments. The results are consistent with a cognitive resource explanation that attributes switch in processing mode to the enhanced cognitive demands imposed by attempts to cope with the invalidation.
Dimensions of Temperament: Affect Intensity and Consumer Lifestyles
Authors: Moore David J. , Homer Pamela M.
Published: January 2004

This article focuses on the relation between affect intensity and 3 fundamental dimensions of temperament—emotionality, sociability, and sensory arousability. The purpose was to show that individual differences in affect intensity as a dimension of temperament can influence not only advertising responses, but also the lifestyles and preferences of consumers. Study 1 confirmed the emotionality dimension in that high affect intensity individuals responded with significantly stronger levels of emotion when exposed to an affectively charged advertising appeal, but not when exposed to a nonemotional appeal. Studies 2 and 3 demonstrated that the fundamental dimensions of temperament are accompanied by heightened emotional intensity and do predict different preferences for lifestyle activities for high and low affect intensity consumers. A significant Affect Intensity × Gender interaction occurred indicating that both men and women expressed stronger emotions when experiencing activities that were gender‐congruent (e.g., watching sports on TV for men, and smelling perfumes for women). Future research directions are also discussed.
Low‐Involvement Learning: Repetition and Coherence in Familiarity and Belief
Authors: Hawkins Scott A. , Hoch Stephen J. , Meyers‐Levy Joan
Published: January 2004

Over thirty years ago Krugman (1965) claimed that learning of advertising messages was much more like an Ebbinghaus nonsense syllable memory task than an exercise in rhetoric. If anything, he seems even more right today in a media environment that continues to become more cluttered. In this article, we investigate the role that memory plays in the development of beliefs within this context and focus on the formation of beliefs that develop with little intention or opportunity to learn. Following on previous work, we investigate the effect of repetition‐induced increases in belief for advertising claims that are hierarchically related: a superordinate general benefit claim (e.g., security of a lock) and multiple subordinate feature claims (e.g., pick resistant and professional installation required). We find that beliefs in feature claims increase monotonically with number of exposures, although at a diminishing marginal rate. We find no evidence of horizontal spillover of repetition‐induced increases in belief from one subordinate feature claim to another. However, we find a substantial amount of vertical spillover of repetition‐induced increases in belief from individual subordinate feature claims to the superordinate general benefit. A dual mediation analysis suggests that the vertical spillover comes from both an increase in familiarity of the general benefit and greater belief in the set of subordinate feature claims.
Service Experiences and Satisfaction Judgments: The Use of Affect and Beliefs in Judgment Formation
Authors: Bickart Barbara , Schwarz Norbert
Published: January 2004

Recalling a service experience may increase the accessibility of relevant beliefs and affect an individual's temporary mood. We examine the interplay of mood and accessible beliefs in the construction of satisfaction judgments. We find that episodically recounting the specific service encounter results in assimilation effects on the satisfaction ratings of both the service provider and a competitive company. Analytically recounting the service encounter, on the other hand, results in assimilation effects for judgments of the service provider and effects in the direction of contrast for judgments of the competitive company. In this case, beliefs about the service provider appear to provide a comparison standard against which the competitive company is judged. Implications of these findings for measuring and managing consumer satisfaction are discussed.
Overbidding in Value Elicitation: When Consumers Report Inflated Reservation Prices, and What to Do About It
Authors: Posavac Steven S.
Published: January 2004

A common goal of value elicitation is to determine consumers’ reservation prices (i.e., maximum willingness to pay) for goods and services. Because the results of such studies are often used as inputs in decision making, it is important to understand when reservation prices estimated in value elicitation studies are likely to be biased, and how to correct for such biases. Experiment 1 of this study investigated attributes of the context in which consumers’ values are elicited that may lead to consumers overbidding their true reservation prices. The results demonstrate that the likelihood of overbidding is high when consumers perceive that they will not have to pay their stated reservation price, and particularly high when they also perceive that stating a high reservation price will increase the likelihood of subsequently receiving a good. Experiment 2 demonstrated that priming budget considerations prior to value elicitation produced value estimates closer to the actual price of a good compared to a condition in which budget was not primed. Implications for the practice of value elicitation and the use of estimates provided by such studies in decision making are discussed.
Values, Susceptibility to Normative Influence, and Attribute Importance Weights: A Nomological Analysis
Authors: Batra Rajeev , Homer Pamela M. , Kahle Lynn R.
Published: January 2004

It is argued that the construct of individual susceptibility to normative influence (SNI) needs to be put into a wider nomological framework, with antecedents and consequences. Based on prior literature, a causal sequence is hypothesized in which values are antecedent to SNI, which itself shapes the importance placed by the individual on different attributes. It is further suggested that the relation between values and SNI is strongest for “external” values, and that high SNI leads to greater importance for attributes that provide “socially visible” benefits. Data from a national field survey (N= 663) on consumer preferences are analyzed to test these hypotheses, using confirmatory factor analysis via LISREL 8.30 (Jöreskog & Sörbom, 1993). The analysis finds support for most of the hypothesized structural relations.
The Diagnosticity of Advertising Generated Brand Attitudes in Brand Choice Contexts
Authors: Baker William E.
Published: January 2004

Advertising theory tends to presume, sometimes implicitly, that advertising mediates brand choice through its effect on brand attitudes. This article addresses the limitation of using brand attitude measures at or near the time of advertising exposure to predict the relative ability of a set of alternative advertising message appeals to directly influence brand‐choice decisions. The results suggest that the ability of advertising‐generated brand attitudes to predict advertising effects on brand choice declines when (a) consumers’ motivation to deliberate is greater at the time of brand choice than at the time of attitude formation, (b) the message appeal of the brand assigned the most favorable attitude rating is not accessible, not perceived to be at least as diagnostic as competitor appeals, or both, and (c) attitude differences among brand alternatives are small.
Prepurchase Attribute Verifiability, Source Credibility, and Persuasion
Authors: Jain Shailendra Pratap , Posavac Steven S.
Published: January 2004

Recent research has found that search and experience attribute claims are processed differently by consumers, with search attribute claims typically being more believable than experience attribute claims. It is, however, routinely the case that marketers desire to promote a product by making a claim featuring an experience attribute. The marketing literature has largely neglected the issue of how to enhance persuasion of experience attribute claims. The purpose of this research was to fill this void. We reason that source credibility impacts the receipt of experience claims and search claims differently. We then report results of 2 experiments featuring 2 different types of sources in the context of 2 different categories that suggest a source high in credibility can be employed to make experience claims more persuasive. The contributions our study makes to the persuasion literature and avenues for future research are discussed.
Comparing Journal of Consumer Psychology and Journal of Consumer Research
Authors: Alon Anat , Morrin Maureen , Bechwati Nada Nasr
Published: January 2004

The Journal of Consumer Psychology (JCP) was created in 1992 partly in response to what was interpreted by some as a shift in the methodological focus of the Journal of Consumer Research (JCR). JCR began to increase its accommodation of postmodern approaches, compared to more positivistic approaches. JCP's mission was thus perceived by some to be more methodologically homogeneous, with a greater focus on traditional experimental psychology in the domain of consumer behavior. Is JCR really more methodologically diverse than JCP? In what other ways are the two journals similar or different? This article attempts to answer these questions with an in‐depth analysis of the articles published in both journals from 1992 to 1998. The articles are reviewed in terms of overall output, authorship, content, research design, and data analysis. Conclusions and implications are included.
Mapping Attitude Formation as a Function of Information Input: Online Processing Models of Attitude Formation
Authors: Jacoby Jacob , Morrin Maureen , Jaccard James , Gurhan Zeynep , Kuss Alfred , Maheswaran Durairaj
Published: January 2004

Consistent with calls for a dynamical social psychology (Jacoby et al., 1987; Nowak, Lewenstein, & Vallacher, 1994), attitude formation was studied using a recently developed, computer‐based simulation technique termed Higher Order Cognitive Tracing (see Jacoby et al., 1994). Participants’ attitudes toward 12 different products in 3 product categories were investigated as a function of incremental information input. As opposed to traditional memory‐based models of attitude formation, the study explored online processing models. Results indicate that the impact of information tends to decrease the later in the sequence that information is accessed. In addition, new information that is affectively inconsistent with prior information tends to have a greater impact on attitudes than information that is affectively redundant. This effect is more pronounced earlier rather than later in the sequence of information acquisition. Implications and suggestions for future research are discussed.
Stimulus‐Organism‐Response Reconsidered: An Evolutionary Step in Modeling (Consumer) Behavior
Authors: Jacoby Jacob
Published: January 2004

The need to evolve the visual depictions of our consumer behavior models is addressed. Previous models are criticized for being constructions that fail to build on prior theory, and lack parsimony, comprehensiveness, coherence, and flexibility. More revolutionary movement in consumer behavior modelling is encouraged and an integrative Stimulus–Organism–Response framework is presented for consideration.
Off‐Target? Changing Cognitive‐Based Attitudes
Authors: Drolet Aimee , Aaker Jennifer
Published: January 2004

Researchers argue that the effectiveness of cognitive versus affective persuasive appeals depends in part on whether the appeal is congruent or incongruent with a primarily cognitive or affective attitude base. However, considerable research suggests that these persuasion effects may hold only for predominantly affective attitudes and not cognitive attitudes. Indeed, results of Experiment 1 show that the relative effectiveness of congruent relative to incongruent persuasion appeals holds for brands with predominantly affective associations, but not those with predominantly cognitive associations. Experiment 2 explores one reason for this anomalous finding: Cognitive attitudes may be relatively impervious to persuasive appeals because the probability of targeting the specific attribute on which the cognitive attitude is based is smaller. The results are supportive, showing that significant persuasion effects are found when the specific beliefs on which cognitive attitudes are based are taken into account. However, these effects only occur under conditions of low cognitive load and not high cognitive load where resources for the cognitive processing of the appeals are limited. We discuss the implications of the research for the role of attitude structure in understanding persuasion effects and the interplay of affective and cognitive elements in persuasion processes.
Consumer Evaluation of Low Price Guarantees: The Moderating Role of Reference Price and Store Image
Authors: Biswas Abhijit , Pullig Chris , Yagci Mehmet I. , Dean Dwane H.
Published: January 2004

This article reports the findings of 2 studies that examined the effects of low price guarantees (LPG) in retail advertisements within the framework of signaling theory. Overall, an LPG in an ad resulted in higher value perceptions and shopping intentions. Findings also suggest that the effect of an LPG is likely to be moderated by other price cues such as reference prices and by the price image of the store. An LPG resulted in higher value perception and shopping intention when reference prices were low or absent, but lowered search intention in the presence of a high reference price. Additional findings suggest that intention to search for a better price was lower, particularly when an LPG was offered by a low price image store. For high price image stores, an LPG increased value perceptions and shopping intentions, while also increasing search intentions, indicating the possibility that LPGs can act as a double‐edged sword in certain instances. Managerial and public policy implications are also noted.
An Investigation of the Processes by Which Product Design and Brand Strength Interact to Determine Initial Affect and Quality Judgments
Authors: Page Christine , Herr Paul M.
Published: January 2004

Prior research on product design has focused predominantly on the importance of product aesthetics in generating favorable consumer response. Interestingly, little attention has been given to the importance of aesthetics relative to product function (a fundamental component of product design) or to brand strength–two factors that are also considered to have a significant influence on consumers’ product evaluations and on product success. This study investigates how product design (conceptualized as product aesthetics and function) interacts with brand strength to influence consumers’ product liking and quality evaluations. Results suggest that design and brand strength differentially impact liking and quality judgments. In addition, judgments of liking and quality are found to be different in the way they are formed. Specifically, product liking appears to be readily formed through a process that integrates design information only; brand strength exhibits no significant influence. Quality judgments appear to take longer to process, and involve the integration of design and brand information.
Consumer Perception and Evaluation of Waiting Time: A Field Experiment
Authors: Antonides Gerrit , Verhoef Peter C. , van Aalst Marcel
Published: January 2004

We varied telephone waiting times for a commercial service in 2 different experiments. In the 1st experiment, the telephone rate was either 0 or fixed at Dfl 1 (approximately $0.40) per minute. Consumer perceptions of waiting times could be described best by a psychophysical power function. Furthermore, wait evaluations were mainly influenced by the difference between the consumers’ acceptable and perceived waiting times. The negative effect of perceived waiting time on wait evaluations was increased by the monetary costs of waiting.

In the 2nd experiment, the waiting times were filled in different ways: with music, queuing information, and information about expected waiting time. Information about the expected waiting time significantly reduced the overestimation of waiting time, although it increased the negative effect of perceived waiting time on wait evaluations.
The Effects of the Selective Consideration of Alternatives on Consumer Choice and Attitude–Decision Consistency
Authors: Posavac Steven S. , Sanbonmatsu David M. , Ho Edward A.
Published: January 2004

There are many instances of consumer decision making in which more consideration is given to 1 brand than to others in the choice set. This research explored how selective consideration of a brand affects attitudes toward the brand, relative standing of the focal brand within the choice category, and decision making. Experiment 1 demonstrated that when participants were prompted to consider a randomly determined focal alternative, that alternative was more likely to be chosen than nonfocal alternatives. Moreover, willingness to pay for an alternative was higher if it was the focus of consideration. Attitudinal data suggest that the selective consideration effect occurred because attitudes toward the focal alternative became more positive compared to those toward other alternatives in the choice set. Experiment 2 elucidated this attitudinal effect by demonstrating that selective consideration could cause the extremity of consumers’ attitudes toward a focal brand to become more positive. Experiment 3 explored the potential of the selective consideration of a focal alternative to influence the consistency between consumers’ attitudes and decisions and established that the initial attitude toward a focal alternative moderated the selective consideration effect.
A Process Analysis of the Effects of Humorous Advertising Executions on Brand Claims Memory
Authors: Krishnan H. Shanker , Chakravarti Dipankar
Published: January 2004

We report 2 studies that examined how the strength of humorous advertising executions and their relevance to the brand claims in the advertisement influence consumer memory for the claims. We infer the underlying memory processes by testing claims memory using recall, recognition, and indirect tests following incidental exposure to advertisements manipulating humor strength and claims relevance. Memory for the humor component was checked as corroborating evidence. We also validated these inferences by contrasting these effects on claims and humor memory with those under instructed elaboration. Study 1 shows that for humor of low claims relevance, brand claims memory is an inverted U‐shaped function of humor strength. Compared to both nonhumor and high‐strength humor, moderate humor facilitates both encoding and retrieval of the claims. The patterns of humor memory and instructed elaboration effects suggest that low‐relevance humor is not spontaneously linked to the claims even when processing resources are available. Study 2 shows that when strong humor is made more relevant, brand claims memory improves even during incidental exposure. Corresponding humor memory and instructed elaboration effects imply that relevance encourages the formation of humor‐claims links that facilitate encoding and retrieval of the claims. The results show that although strong humor inhibits the processing received by the brand claims, enhancing its claims relevance can compensate for such inhibition.
Process Versus Outcome Thought Focus and Advertising
Authors: Escalas Jennifer Edson , Luce Mary Frances
Published: January 2004

Recent social psychological research demonstrates that certain types of mental simulation are particularly useful for helping individuals reach the future they envision (e.g., Taylor, Pham, Rivkin, & Armor, 1998). More specifically, Taylor's (Pham, Taylor, 1999; Taylor et al., 1998) recent research indicates that the most successful simulations focus on the process of reaching a goal rather than on the outcomes or attainment of the goal. In this article, we extend consideration of process‐ versus outcome‐focused thought to advertising. In studies manipulating the focus of participants’ thoughts while viewing a print advertisement, we find that process‐focused thought results in significantly higher behavioral intentions than outcome‐focused thought when advertisement arguments are strong. However, in the case of weak advertisement arguments, process‐focused thought actually lowers behavioral intentions compared to thoughts focusing on the end result or outcome of product usage. Thus, in addition to increasing the persuasive power of strong advertising claims, process‐focused thinking appears to make individuals better or more discerning consumers who do not form behavioral intentions when it is inappropriate to do so.
Failing to Suspect Collusion in Price‐Matching Guarantees: Consumer Limitations in Game‐Theoretic Reasoning
Authors: Chatterjee Subimal , Heath Timothy B. , Basuroy Suman
Published: January 2004

Marketers often commit to matching competitors’ prices by offering price‐matching guarantees (PMGs). Theory, however, shows that PMGs can either foster price competition and lower market prices or facilitate price collusion and raise market prices. In 3 experiments, we tested if consumers suspect collusion in such tactics and if this suspicion in turn affects their preferences for PMGs. Experiment 1 showed that consumers prefer markets where sellers offer PMGs over those that do not, suggesting little or no suspicion of collusion. Experiment 2 replicated these findings and extended them by showing that although most consumers prefer PMG markets, consumers higher in need for cognition (NFC) do, consistent with the greater suspicion hypothesized, prefer PMG markets more weakly. However, this weakened preference emerged from concerns over lower product quality in PMG markets more so than expectations of unduly high prices. Experiment 3 then tested the collusive potential of PMGs by placing participants in the role of a government regulator charged with finding collusion in various markets. Regardless of explicit primes and NFC, participants perceived PMGs as competitive devices that reduce prices rather than collusive devices that raise them. In contrast to the assumptions underlying game‐theoretic models, consumers often lack the strategic sophistication necessary to detect the collusive potential of PMGs, a limitation that implicates legislation to moderate the use of such devices.