bluuebunny/crossref_metadata_2025_split huggingface dataset:
Decision‐making style among adolescents: Relationship with sensation seeking and locus of control
Authors: Baiocco Roberto , Laghi Fiorenzo , D'Alessio Maria 
Published: October 2008

AbstractThe principal aim of the study was to examine the psychometric properties and construct validity of the General Decision‐Making Scale (GDMS) in a sample of 700 adolescents (aged 15–19 years). Confirmatory and exploratory factor analyses provide evidence for a solid five‐dimension structure reflecting the theorized construct: rational, intuitive, dependent, avoidant and spontaneous. No differences were found with respect to gender; however older adolescents used more rational decision‐making style than younger ones and had lower mean scores on intuitive, avoidant and spontaneous scales. Correlations between GDMS and both Sensation Seeking and Locus of Control scales provided substantiation for the convergent validity. Higher school achievements were positively associated with a rational decision‐making style while the number of absences from school was positively related to spontaneous and avoidant styles. Data encourage the use of GDMS not only in the research of personality but for educational and counseling purposes.
Combinatory responses of proinflamamtory cytokines on nitric oxide‐mediated function in mouse calvarial osteoblasts
Authors: Park Young‐Guk , Kim Kyung‐Woon , Song Kwon‐Ho , Lee Ji‐Min , Hong Jeong‐Jin , Moon Sungk‐Kwon , Kim Cheorl‐Ho 
Published: October 2008

AbstractCombinatory responses of proinflamamtory cytokines have been examined on the nitric oxide‐mediated function in cultured mouse calvarial osteoblasts. Interleukin‐1β (IL‐1β) and tumor necrosis factor‐α (TNF‐α) induced iNOS gene expression and NO production, although these actions were inhibited by L‐NG‐monomethylarginine (L‐NMMA) and decreased alkaline phosphatase (ALPase) activity. Furthermore, NO donors, sodium nitroprusside (SNP) and NONOate dose‐dependently elevated ALPase activity. In contrast, transforming‐growth factor‐β (TGF‐β) decreased NO production stimulated by IL‐1β, TNF‐α and interferon‐γ (IFN‐γ). iNOS was expressed by mouse calvarial osteoblast cells after stimulation with IL‐1β, TNF‐α, and IFN‐γ. Incubation of mouse calvarial osteoblast cells with the cytokines inhibited growth and ALPase activity. However, TGF‐β‐treatment abolished these effects of IL‐1β, TNF‐α and IFN‐γ on growth inhibition and stimulation of ALPase in mouse calvarial osteoblast cells. In contrast, IL‐1β, TNF‐α, and IFN‐γ exerted growth‐inhibiting effects on mouse calvarial osteoblast cells which were partly NO‐dependent. The results suggest that NO may act predominantly as a modulator of cytokine‐induced effects on mouse calvarial osteoblast cells and TGF‐β is a negative regulator of the NO production stimulated by IL‐1β, TNF‐α and IFN‐γ.
Man, my brain is tired: Linking depletion and cognitive effort in choice
Authors: Johnson Eric J. 
Published: October 2008

AbstractUnderstanding how limited resources influence decision making is important to theory and even more to important practice. I focus on two questions inspired by Baumeister et al.: (1) What exactly is depleted? and (2) Is it useful to employ Systems 1 and 2 in modeling depletion? I discuss possible candidates for depletion at both the neural and the cognitive process levels and argue that a dual process model of depletion makes a very clear set of testable predictions. Finally, I believe that understanding the causes of depletion is essential in designing helpful choice environments.
Free to buy? Explaining self‐control and impulse in consumer behavior
Authors: Hofmann Wilhelm , Strack Fritz , Deutsch Roland 
Published: October 2008

AbstractAn important goal for consumer psychology is to understand when and why consumer behavior is driven by impulses versus rational decisions. Models accounting for the different shades of consumer behavior should spell out how impulsive versus reflective precursors of action are instigated, how they transform into behavior, when they conflict with each other, how such conflicts are resolved, and which boundary conditions (such as ego depletion) affect the relative influence of impulsive versus reflective precursors on behavior. Introducing the notion of free will into consumer psychology may discourage researchers from investigating the specific mechanisms underlying consumer choice and behavior.
Free will, temptation, and self‐control: We must believe in free will, we have no choice (Isaac B. Singer)
Authors: Wertenbroch Klaus , Vosgerau Joachim , Bruyneel Sabrina D. 
Published: October 2008

AbstractBaumeister, Sparks, Stillman, and Vohs (2007) sketch a theory of free will as the human ability to exert self‐control. Self‐control can produce goal‐directed behavior, which free will conceptualized as random behavior cannot. We question whether consumer psychology can shed light on the ontological question of whether free will exists. We suggest that it is more fruitful for consumer psychology to examine consumers' belief in free will. Specifically, we propose that this belief arises from consumers' phenomenological experience of exercising self‐control in the face of moral or intertemporal conflicts of will. Based on extant literature in philosophy, psychology, and economics, we offer both a narrower conceptualization of the nature of self‐control problems and a more general conceptualization of self‐control strategies, involving not only willpower but also precommitment. We conclude with a discussion of the consequences of consumers' belief in free will.
Social reality and the hole in determinism
Authors: Baumeister Roy F. 
Published: October 2008

AbstractTo believe in free will is to believe that people really make choices, in which more than one outcome is possible. Instead of the outmoded dualism of mind and body, we need to understand the duality of physical and social reality. Social reality, composed of meaning, reveals the inadequacy of physical determinism. Social realities (e.g., money, justice, democracy, law, mathematics, culture) do not have the properties of physical matter (e.g., chemical composition, mass, velocity, molecular structure), but they can affect behavior and thereby enter into the stream of physical causation.
The impact of negative affect on responses to affect‐regulatory experiences
Authors: Shen Hao , Wyer Robert S. 
Published: October 2008

AbstractPeople who feel unhappy are usually motivated to eliminate this unpleasant affective state. However, the objective they pursue could be either general (e.g., to feel better) or specific (to remedy the conditions that gave rise to their negative feelings). Three studies examined the factors that determined the level of specificity at which individuals define their affect‐regulatory objective and their attraction to activities that bear on this objective. Participants were attracted to activities that could potentially eliminate the specific concerns that elicited their negative affect only if (a) the description of these activities called attention to these concerns or (b) they were explicitly told to think about the situation that gave rise to their unpleasant feelings. More generally, participants were attracted to activities that were intrinsically attractive but irrelevant to the situation that produced the negative affect they were experiencing.
Consumer confusion of percent differences
Authors: Kruger Justin , Vargas Patrick 
Published: October 2008

AbstractThe present research investigated consumers' intuitions about percent differences. We found that the perceived difference between two quantities compared on a percent scale varies as a function of the target of the comparison. The subjective price difference between a $1500 and a $1000 moped, for instance, increased when the former was described as 50% more than the latter than when the latter was described as 33% less than the former (Experiment 1). This effect (1) is limited to comparisons made on a ratio scale, (2) varies as a function of the percent difference between the two quantities, and (3) applies not only to price but also to other quantifiable attributes (Experiments 2–4). Finally, Experiment 5 found that the bias was reduced (but not eliminated) with financial incentives for accuracy and persisted even among highly numerate individuals. Discussion focuses on the source and the implications of this bias.
Gender‐related reactions to gratuitous sex appeals in advertising
Authors: Sengupta Jaideep , Dahl Darren W. 
Published: October 2008

AbstractThis research investigates differences and similarities between men and women in their spontaneous reactions to gratuitous sexual appeals in advertising. Earlier research suggests that both males and females will react negatively to such ads because of perceptions of unethicality, manipulativeness, etc. However, we hypothesize and find that, under the sort of constrained processing conditions that allow the elicitation of spontaneous, gut‐level reactions, men on average will exhibit a more positive attitudinal response to gratuitous sex appeals than women (Experiments 1 and 2). Experiment 3 then provides support for the underlying process – and also demonstrates intragender variation—by showing that women with more liberal attitudes to sex per se react in a manner very similar to men; namely, they report more liking for a sexual ad than a nonsexual ad.
Should we ask our children about sex, drugs and rock & roll? Potentially harmful effects of asking questions about risky behaviors
Authors: Fitzsimons Gavan J. , Moore Sarah G. 
Published: October 2008

AbstractResearch shows that asking questions can fundamentally change behavior. We review literature on this question‐behavior effect, which demonstrates that asking questions changes both normal and risky behaviors. We discuss potential explanations for the effect and review recent findings that reveal interesting moderators of the influence of questions on behavior. We then highlight the potential impact of the question‐behavior effect in an important public health context: screening adolescents for risky behavior. While medical guidelines emphasize the importance of asking adolescents questions about substance (drug, alcohol) use and sexual behaviors, research on the question‐behavior effect suggests that asking adolescents about risky behaviors has the potential to increase the frequency with which they engage in these behaviors. We argue that the act of screening or measuring risky behavior is potentially counterproductive. We emphasize the importance of interventions beyond screening, and suggest ways in which screening can be carried out to minimize its impact. In short, asking questions about behaviors can change behavior, and asking questions about risky behaviors may itself be a risky undertaking.
While parents might not want to, researchers really should ask questions about risky behaviors
Authors: Moore Sarah G. , Fitzsimons Gavan J. 
Published: October 2008

AbstractIn this reply, we focus on two major issues raised by our commentators. First, we deal with some empirical issues about whether asking questions really increases risky behavior. We argue that the results reviewed in our target article are valid, and are not due to lab‐specific effects, or to question‐wording or question‐answering issues. Second, we tackle some issues related to the process by which questions might increase risky behavior. We focus on two mechanisms that seem promising for explaining the influence of questions on risky behavior: attitude activation and social norms. We also consider the impact of various moderators on the risky question‐behavior effect, building on suggestions made in the commentaries. Finally, we make some suggestions about techniques that we—as parents, practitioners, and researchers—might use to reduce the impact of asking questions about risky behavior.
What's in a frame anyway?: A meta‐cognitive analysis of the impact of one versus two sided message framing on attitude certainty
Authors: Rucker Derek D. , Petty Richard E. , Briñol Pablo 
Published: October 2008

AbstractThe current research examines a potentially new strategy to increase attitude certainty: framing messages as two sided. That is, we explore the consequences of articulating that others have considered both the positives and negatives of a message position, in the absence of any real differences in substantive content presented. Although classic research and theory appear to assume no clear benefit for simply framing a message as two sided, we develop and apply a meta‐cognitive approach that predicts advantages for such messages with respect to attitude certainty and attitude‐behavior correspondence.
Will you read this article's abstract? Theories of the question–behavior effect
Authors: Spangenberg Eric R. , Greenwald Anthony G. , Sprott David E. 
Published: October 2008

AbstractQuestion–behavior research has frequently demonstrated that asking questions about future behaviors increases the performance of socially normative behaviors. In response to Fitzsimons and Moore's review (2008) of the question–behavior effect in the context of risky behaviors, we consider how asking questions about an undesirable behavior may increase the probability of performing that behavior. We suggest that a theory with 19th century roots—ideomotor action—may be useful in understanding these potential effects.
Will I like a “medium” pillow? Another look at constructed and inherent preferences
Authors: Simonson Itamar 
Published: October 2008

AbstractThere is a growing consensus that preferences are inherently constructive and largely determined by the task characteristics, the choice context, and the description of options. Although the fact that construction influences often play an important role is not in dispute, I argue that much of the evidence for preference construction reflects people's difficulty in evaluating absolute attribute values and tradeoffs and their tendency to gravitate to available relative evaluations. Furthermore, although some key demonstrations of constructive preferences involved rather unusual tasks and might have “benefited” from the effects they were demonstrating, the findings have led to rather sweeping, unqualified conclusions. The notion of more stable inherent preference components that are not determined by context is then introduced, suggesting that it is often meaningful and useful to assume that people are non/receptive to certain aspects and object configurations, including those that may not yet exist. Inherent preferences are more influential when reference points and forces of construction are less salient, most notably, when objects are experienced. The final section explores some of the implications of constructed and inherent preferences with respect to decision and marketing research.
Preference construction and preference stability: Putting the pillow to rest
Authors: Bettman James R. , Luce Mary Frances , Payne John W. 
Published: October 2008

AbstractWe advocate a different approach to the important questions that Simonson raises regarding preference construction. First, we argue that existing literature both acknowledges and addresses preference stability. In particular, we show that stable preferences are not incompatible with theories of preference construction. We note that construction can influence experienced utility as well as prediction of preference and argue that a careful analysis of stability must allow for contextual influences in both these domains. Finally, we note that Simonson's notion of ‘inherent' preferences is unclear, and we argue that a better way to take up this important challenge is through existing literatures providing insights into conditions leading to preference stability.
Beyond rationality: The content of preferences
Authors: Dhar Ravi , Novemsky Nathan 
Published: October 2008

AbstractThe BDT literature has largely focused on demonstrations of violations of rationality (i.e. consistency) in individual decision making and has had little to say about the content of preferences. While researchers concluded that inconsistency implied preferences were constructed, some went so far as to presume that since preferences are constructed, substantive preferences do not exist prior to their revelation. In other words, they extended the findings that individuals do not always know exactly what they want to imply that consumer's do not have any substantive preferences. This clearly overstepped the bounds of the evidence, which was agnostic toward the existence of reasonably stable substantive preferences. We applaud Simonson for calling attention to this point. While we do not believe that Simonson's “inherent preferences” lead to preference orders that behave any more rationally or consistently than those studied in the BDT literature, we nevertheless join him in his call for further research into the content of preferences and make a variety of suggestions about where that research will bear most fruit.
The synthesis of preference: Bridging behavioral decision research and marketing science
Authors: Kivetz Ran , Netzer Oded , Schrift Rom 
Published: October 2008

AbstractScientific inquiry often advances in triadic waves of thesis, antithesis, and synthesis. We concur with Simonson [Simonson, I., (2008). Will I Like a “Medium” Pillow: Another Look at Constructed and Inherent Preferences. Journal of Consumer Psychology, this issue.] that BDT's antithesis of preference construction, positioned against the normative utility thesis, may have swung the pendulum too far. Contrary to BDT's focus on constructed preference, inherent preferences — or what may be considered dispositions — are ubiquitous and critical determinants of choice. Thus, a synthesis in decision research is proposed, one in which researchers better bridge inherent and constructed preferences, or more broadly, marketing science and BDT. Such a synthesis, although uncertain and difficult, has the potential to explain the origins of inherent preferences, their slow evolution over time, and their interaction with constructed preferences. In this commentary, we discuss the synthesis between constructed and inherent preferences and how such a synthesis could be conceptualized and modeled. We conclude by suggesting some ways in which behavioral economics might evolve.
Regarding inherent preferences
Authors: Simonson Itamar 
Published: October 2008

AbstractCommentators offer different perspectives on and reactions to the target article's [Simonson, I. (2008). Will I like a “medium” pillow: Another look at constructed and inherent preferences. Journal of Consumer Psychology] reassessment of research and findings used to support the conclusion that preferences are inherently constructive and of the inherent preference concept. Focusing on the latter, this reply elaborates on and develops the notion of inherent preferences. Even before tasting a licorice candy or chili peppers for the first time, trying out the Nintendo Wii, and so on, the degree of dis/like for such objects is assumed to be largely determined, though such dispositions might be masked by context and other forces of construction. Dormant inherent preferences are not un/conscious and are not implicit or explicit, stored attitudes. They are likely to evolve while still dormant, due to changes in preference components that determine the overall disposition to like the composite object. I conclude with a discussion of the falsifiability and the study of inherent preferences.
Tell me a story: Crafting and publishing research in consumer psychology
Authors: Peracchio Laura A. , Escalas Jennifer Edson 
Published: October 2008

AbstractThis paper provides a narrative framework for writing empirical research papers in consumer psychology. The components of this framework include focusing on the research contribution, maintaining a consistent plot structure, creating a story with constructs and variables as the main characters, minimizing subplots, and polishing the writing. We assert that integrating a narrative within a research paper enhances the likelihood of publication.
Of great art and untalented artists: Effort information and the flexible construction of judgmental heuristics
Authors: Cho Hyejeung , Schwarz Norbert 
Published: October 2008

AbstractPast research (Kruger, Wirtz, Van Boven, & Altermatt, 2004) proposed that people use the effort of the producer as a heuristic for the quality of the product. In contrast, two experiments show that consumers' inferences from effort information are highly malleable. Participants were either explicitly exposed to one of two applicable naive theories (“good‐art‐takes‐effort” vs. “good‐art‐takes‐talent”) or the order of judgment was reversed (quality judgment first vs. talent judgment first) to activate different naive theories more subtly. In both cases, participants only inferred high quality from high effort when an “effort” theory was rendered accessible, but not when a “talent” theory was rendered accessible. We conclude that judgment tasks prime naive theories that can serve as inference rules, illustrating that heuristics can be constructed on the spot.
Art and the brand: The role of visual art in enhancing brand extendibility
Authors: Hagtvedt Henrik , Patrick Vanessa M. 
Published: October 2008

AbstractWe investigate a tool, namely visual art, which enables firms to increase the extendibility of their brands. Extant research proposes that successful brand extensions depend on favorable brand image and high perceived fit between the brand and the extension category. We propose that the presence of art has a positive influence on brand image (via a transfer of luxury perceptions from art onto the brand) and enhances perceived fit (via increased cognitive flexibility), resulting in more favorable brand extension evaluations. A pilot study and two experiments demonstrate that the presence of visual art favorably influences brand image perceptions and enhances perceptions of category fit. Mediation analysis reveals that together these factors explain the influence of visual art on brand extendibility.
The impact of implicit theories on responses to problem‐solving print advertisements
Authors: Hung Iris W. , Wyer Robert S. 
Published: October 2008

AbstractConsumers may bring two implicit theories to bear on their interpretation of an advertisement: the theory that communications in general are intended to be informative and accurate and a domain‐specific theory that ad claims are often exaggerated. The relative impact of these theories depends on both the ambiguity of the ad content and the motivation to think about its implications. Participants viewed ads describing the problem that a product purports to solve and the results of using it. When the ad's implications were ambiguous, participants interpreted the ad's literal implications in a way that was plausible but they were unmotivated to expend the additional effort required to invoke the theory that ad claims are exaggerated. Consequently, they evaluated the product favorably. When the product's literal implications were easy to construe, however, participants' implicit theory that ad claims are exaggerated had the predominant influence on their liking for the product. The relative impact of participants' implicit theories was influenced by both the cognitive load that participants experienced at the time they viewed the ad and by unobtrusively priming theory‐related concepts before the ad was presented.