Sadly,you made me earn it: The effect of responsibility attributions for sadness on food indulgence

This article addresses the mixed findings of prior studies regarding hedonic food indulgence in sadness. Building upon the idea that self‐licensing may underlie the effect of sadness on food indulgence, the current research identifies responsibility attributions, namely, whether consumers attribute the cause of their sadness to themselves or to others, as an important factor that may affect sense of deservingness, and consequently affect hedonic food consumption in sadness. Four experiments show that sadness enhances food indulgence more when consumers attribute the responsibility for their sadness to others rather than to themselves. Specifically, findings show that (a) when self‐responsibility attributions are unlikely, sadness increases chocolate consumption; (b) sadness leads to a greater sense of deservingness and enhanced food indulgence when people hold others rather than themselves responsible for their sadness; and (c) the responsibility attribution effect on food indulgence in sadness is more pronounced at high levels of sadness and when the event that triggered one's sadness is significant. These findings contribute to our understanding of the factors that influence food indulgence in sadness.     

The Influence of Culture on Consumer Impulsive Buying Behavior

Impulse buying generates over $4 billion in annual sales volume in the United States. With the growth of e‐commerce and television shopping channels, consumers have easy access to impulse purchasing opportunities, but little is known about this sudden, compelling, hedonically complex purchasing behavior in non‐Western cultures. Yet cultural factors moderate many aspects of consumer's impulsive buying behavior, including self‐identity, normative influences, the suppression of emotion, and the postponement of instant gratification. From a multi‐country survey of consumers in Australia, United States, Hong Kong, Singapore, and Malaysia, our analyses show that both regional level factors (individualism–collectivism) and individual cultural difference factors (independent –interdependent self‐concept) systematically influence impulsive purchasing behavior.     

Exerting Self‐Control ≠ Sacrificing Pleasure

Self‐control is a prominent topic in consumer research, where it is often conceptualized as the abstinence from hedonic consumption. We examine whether this conceptualization accurately captures consumers’ experiences of self‐control conflicts/failures in light of seminal self‐control theories in economics and psychology. Rejecting that notion, we argue that self‐control failures are choices in violation of superordinate long‐term goals accompanied by anticipated regret, rather than choices of hedonic over utilitarian consumption. This conceptualization has important methodological, theoretical, and practical implications. Methodologically, it highlights the need for experimental paradigms with higher construct validity. Theoretically, it helps elucidate how self‐control is distinct from impatience and self‐regulation. Practically, it provides a rich set of implications for deducing interventions on the individual and public policy level to help consumers exert self‐control.     

The road to the unconscious self not taken: Discrepancies between self‐ and observer‐inferences about implicit dispositions from nonverbal behavioural cues

To what extent can individuals gain insight into their own or another person's implicit dispositions' We investigated whether self‐perceivers versus neutral observers can detect implicit dispositions from nonverbal behavioural cues contained in video feedback (cue validity) and whether these cues are in turn used as a valid basis for explicit dispositional inferences (cue utilization). Across three studies in the domains of extraversion and anxiety we consistently obtained reliable cue validity and cue utilization for neutral observers but not for self‐perceivers. An additional measure of state inferences in Study 3 showed that one reason for the lack of mediation in self‐perceivers is their reluctance to use their state inferences as a basis for more general trait inferences. We conclude that people have a ‘blind spot’ with respect to the nonverbal behavioural manifestations of their unconscious selves, even though neutral observers may readily detect and utilize this information for dispositional inferences. Copyright © 2009 John Wiley & Sons, Ltd.     

Cooling the heat of temptation: Mental self‐control and the automatic evaluation of tempting stimuli

The present research investigated whether mental self‐control strategies can reduce the automatic positivity elicited by tempting stimuli. In two studies employing chocolate as the temptation of interest, we found that participants instructed to imagine a chocolate product in a nonconsummatory manner exhibited significantly less automatic positivity with regard to the product as compared to participants instructed to imagine the hedonic, consummatory aspects of the product and control participants engaged in a neutral task. These findings were replicated in a second study. Additionally, in Study 2 we found that automatic evaluations of chocolate were lowest for participants instructed to form implementation intentions to refrain from consumption. Taken together, these findings demonstrate that mental self‐control strategies such as nonconsummatory transformation and implementation intentions extend to the level of automatic processing by reducing the positivity of automatically activated affective responses. Copyright © 2009 John Wiley & Sons, Ltd.     

Delay of gratification in children: A function of magnitude of reward and the delay cue

In research on delay of gratification in children, the delay cue and magnitude of reward cue have traditionally been confounded. The delay and magnitude of reward cues were independently varied in the present study to investigate whether children's delay of gratification preferences were attributable to (a) the magnitude of reward cue, and/or (b) discriminative stimulus properties of the delay cue. To assess delay of gratification preferences, 39 preschool subjects chose between various amounts of pennies on a two-choice task. The data indicated that children's choice to delay gratification was a function of both the magnitude of reward and the delay of reward cues.     

Motivational cues: The role of perceived senders' self‐control ability in raters' deception judgements

Previous studies have found that senders' personal traits may be used by others to make judgements about the senders' truthfulness. Two studies were conducted to examine whether perceived self‐control ability has an effect on deception judgement. Perceived self‐control was hypothesized to act as a motivational cue that participants would use to assess the sender's motivation to lie, which in turn would influence their deception judgement. Results revealed that when participants assessed the sender as having higher self‐control ability, they would consider the sender to be less motivated to lie in daily life (Study 1), and judge the sender more truthful in a text‐based deception judgement task (Study 2). However, the effect of perceived self‐control ability disappeared in a video‐based task (Study 2), likely due to the multitude of various cues available in audio‐visual stimuli. The theoretical and applied implications of the results are discussed.     

Resisting Everything Except Temptation: Evidence and an Explanation for Domain‐specific Impulsivity

We propose a model of impulsivity that predicts both domain‐general and domain‐specific variance in behaviours that produce short‐term gratification at the expense of long‐term goals and standards. Specifically, we posit that domain‐general impulsivity is explained by domain‐general self‐control strategies and resources, whereas domain‐specific impulsivity is explained by how tempting individuals find various impulsive behaviours, and to a lesser extent, in perceptions of their long‐term harm. Using a novel self‐report measure, factor analyses produced six (non‐exhaustive) domains of impulsive behaviour (Studies 1–2): work, interpersonal relationships, drugs, food, exercise and finances. Domain‐general self‐control explained 40% of the variance in domain‐general impulsive behaviour between individuals, r_effect = .71. Domain‐specific temptation (r_effect = .83) and perceived harm (r_effect = ?.26) explained 40% and 2% of the unique within‐individual variance in impulsive behaviour, respectively (59% together). In Study 3, we recruited individuals in special interest groups (e.g. procrastinators) to confirm that individuals who are especially tempted by behaviours in their target domain are not likely to be more tempted in non‐target domains. Copyright © 2011 John Wiley & Sons, Ltd.     

Showing to friends or strangers? Relationship orientation influences the effect of social exclusion on conspicuous consumption

Previous research has shown that social exclusion can lead individuals to engage in conspicuous consumption, but these studies did not focus on the relationship between the excluder and the excluded, that is, whether they were friends or strangers. The present research aims to address this gap by taking relationship orientation as a boundary condition between social exclusion and conspicuous consumption. The results of Experiment 1 demonstrate that individuals who are communal relationship oriented (e.g., friends) will prefer conspicuous consumption more when they are socially excluded than when they are socially included. In contrast, there is no significant difference for exchange‐oriented individuals (e.g., strangers). Experiment 2 further confirms the hypothesis and establishes the underlying mechanism by showing that self‐esteem plays an intermediary role in the effect of social exclusion and relationship orientation on conspicuous consumption. The theoretical and practical implications of these results are discussed.     

Does child verbal ability mediate the relationship between maternal sensitivity and later self‐regulation? A longitudinal study from infancy to 4 years

There is a need to further examine the mechanisms by which maternal sensitivity influences the development of child self‐regulation. This study investigated the role of maternal sensitivity when infants were 10 months old and child verbal ability at 18 months, in relation to various aspects of self‐regulation at 48 months, in a sample of 95 typically developing children (46.3% girls). In particular, the study examined, from a Vygotskian perspective, whether child verbal ability, as measured by receptive and expressive language, mediated the relationship between maternal sensitivity and hot and cool aspects of self‐regulation in the child. As hypothesized, maternal sensitivity predicted child verbal ability, as well as working memory, set shifting, and delay of gratification. Child receptive language predicted set shifting, inhibition, and delay of gratification. In addition, receptive language mediated the relationship between maternal sensitivity and inhibition only. Additive effects of maternal sensitivity and child receptive language in relation to set shifting were found, and a main effect of maternal sensitivity on child delay of gratification. The results add to the body of research suggesting that responsive parenting and child verbal ability are important for the development of self‐regulation, and suggest that different mechanisms may be at work for different aspects of self‐regulation.     

The Gist of Delay of Gratification: Understanding and Predicting Problem Behaviors

Delay of gratification captures elements of temptation and self‐denial that characterize real‐life problems with money and other problem behaviors such as unhealthy risk taking. According to fuzzy‐trace theory, decision makers mentally represent social values such as delay of gratification in a coarse but meaningful form of memory called “gist.” Applying this theory, we developed a gist measure of delay of gratification that does not involve quantitative trade‐offs (as delay discounting does) and hypothesize that this construct explains unique variance beyond sensation seeking and inhibition in accounting for problem behaviors. Across four studies, we examine this Delay‐of‐gratification Gist Scale by using principal components analyses and evaluating convergent and divergent validity with other potentially related scales such as Future Orientation, Propensity to Plan, Time Perspectives Inventory, Spendthrift‐Tightwad, Sensation Seeking, Cognitive Reflection, Barratt Impulsiveness, and the Monetary Choice Questionnaire (delay discounting). The new 12‐item measure captured a single dimension of delay of gratification, correlated as predicted with other scales, but accounted for unique variance in predicting such outcomes as overdrawing bank accounts, substance abuse, and overall subjective well‐being. Results support a theoretical distinction between reward‐related approach motivation, including sensation seeking, and inhibitory faculties, including cognitive reflection. However, individuals' agreement with the qualitative gist of delay of gratification, as expressed in many cultural traditions, could not be reduced to such dualist distinctions nor to quantitative conceptions of delay discounting, shedding light on mechanisms of self‐control and risk taking. Copyright © 2016 John Wiley & Sons, Ltd.     

Visual cues of motion that trigger animacy perception at birth: the case of self‐propulsion

Self‐propelled motion is a powerful cue that conveys information that an object is animate. In this case, animate refers to an entity's capacity to initiate motion without an applied external force. Sensitivity to this motion cue is present in infants that are a few months old, but whether this sensitivity is experience‐dependent or is already present at birth is unknown. Here, we tested newborns to examine whether predispositions to process self‐produced motion cues underlying animacy perception were present soon after birth. We systematically manipulated the onset of motion by self‐propulsion (Experiment 1) and the change in trajectory direction in the presence or absence of direct contact with an external object (Experiments 2 and 3) to investigate how these motion cues determine preference in newborns. Overall, data demonstrated that, at least at birth, the self‐propelled onset of motion is a crucial visual cue that allowed newborns to differentiate between self‐ and non‐self‐propelled objects (Experiment 1) because when this cue was removed, newborns did not manifest any visual preference (Experiment 2), even if they were able to discriminate between the stimuli (Experiment 3). To our knowledge, this is the first study aimed at identifying sensitivity in human newborns to the most basic and rudimentary motion cues that reliably trigger perceptions of animacy in adults. Our findings are compatible with the hypothesis of the existence of inborn predispositions to visual cues of motion that trigger animacy perception in adults.     

Cocaine addiction and personality: A mathematical model

The existence of a close relation between personality and drug consumption is recognized, but the corresponding causal connection is not well known. Neither is it well known whether personality exercises an influence predominantly at the beginning and development of addiction, nor whether drug consumption produces changes in personality. This paper presents a dynamic mathematical model of personality and addiction based on the unique personality trait theory (UPTT) and the general modelling methodology. This model attempts to integrate personality, the acute effect of drugs, and addiction. The UPTT states the existence of a unique trait of personality called extraversion, understood as a dimension that ranges from impulsive behaviour and sensation‐seeking (extravert pole) to fearful and anxious behaviour (introvert pole). As a consequence of drug consumption, the model provides the main patterns of extraversion dynamics through a system of five coupled differential equations. It combines genetic extraversion, as a steady state, and dynamic extraversion in a unique variable measured on the hedonic scale. The dynamics of this variable describes the effects of stimulant drugs on a short‐term time scale (typical of the acute effect); while its mean time value describes the effects of stimulant drugs on a long‐term time scale (typical of the addiction effect). This understanding may help to develop programmes of prevention and intervention in drug misuse.     

奖赏敏感性在冲动性饮食行为中的作用

肥胖会导致癌症、心脏病、糖尿病等诸多健康问题,而冲动性饮食是肥胖的一个重要影响因素。厘清奖赏敏感性在冲动性饮食中的作用,有助于深入理解冲动性饮食行为。本文介绍了奖赏敏感性的概念、涉及的主要研究领域、生物学基础及测量;整理归纳出奖赏敏感性影响冲动性饮食的三种可能路径:通过注意力偏向影响对享乐性食品的感知、影响消费欲望及随后的自我控制;文章最后指出了基于奖赏敏感性对冲动性饮食进行拓展研究的可能方向。     

Illusory contour figures are perceived as occluding surfaces by 8‐month‐old infants

Infants have been demonstrated to be able to perceive illusory contours in Kanizsa figures. This study tested whether they also perceive these illusory figures as having the properties of real objects, such as depth and capability of occluding other objects. Eight‐ and five‐month‐old infants were presented with scenes that included a Kanizsa square and further depth cues provided by the deletion and accretion pattern of a moving duck. The 8‐month‐old infants looked significantly longer at the scene when the two types of occlusion cues were inconsistent than when they were consistent with each other, which provides evidence that they interpreted the Kanizsa square as a depth cue. In contrast, 5‐month‐olds did not show this difference. This finding demonstrates that 8‐month‐olds perceive the figure formed by the illusory contours as having properties of a real object that can act as an occluder.     

Decreasing overt discrimination increases covert discrimination: Adverse effects of equal opportunities policies

Building on the moral licensing literature, this paper examines whether highlighting the successful implementation of an equal opportunities policy in a company leads to covert forms of discrimination in hiring decisions (i.e., expressing a preference for a white candidate over an equally qualified black/Moroccan candidate in an ambiguous context). Furthermore, moral self‐image is indirectly tested as a possible underlying mechanism. Two scenario studies first revealed that covert discrimination is more likely after highlighting a successful implementation of an equal opportunities policy in the company (study 1) and that elevated levels of moral self‐image are related to covert discrimination (study 2). Subsequently, a field study revealed that the presence of successful equal opportunities policies positively related to employees’ moral self‐image (study 3).     

Why self‐regulation success is not the opposite of failure

Inspired by some of current Western societies' most pressing problems, much research attention has been devoted to understanding self‐regulation failure. While this has yielded some very valuable insights, the current paper underlines that understanding self‐regulation failure does not mean that we also understand self‐regulation success. Whereas failure and success are semantic antonyms, in terms of self‐regulation research, they should not be regarded as mere opposites. First, on the process level, self‐regulation success versus failure is not simply a matter of inverse explanatory factors (e.g., the capacity to inhibit impulses vs. a lack thereof). Second, on the outcome level, self‐regulation success versus failure is not strictly a matter of inverse behavioral action (e.g., abstaining from versus indulging in immediate gratification). This has significant implications, the most important one being that to understand self‐regulation success, researchers need to take a more holistic perspective rather than mainly considering single instances when studying self‐regulation.     

The impact of different product formats on inaction inertia

ABSTRACT

The inaction inertia effect describes situations in which a person rejects an opportunity after having forgone a relatively superior opportunity. This study explores whether product format (hedonic vs. utilitarian) affects the inaction inertia effect. The authors build on previous findings that show comparisons of utilitarian benefits are easier than hedonic benefits, and hedonic consumption (vs. utilitarian consumption) usually generates greater pleasure. The authors propose that people show higher inaction inertia after they have missed a superior utilitarian consumption opportunity than after they have missed a superior hedonic consumption opportunity. This prediction was tested and supported in three different experiments. Moreover, the authors found that differences in comparability between products, rather than the hedonic pleasure, explain differences in inaction inertia effects. These findings contribute to the inaction inertia literature and marketing practice.     

时间压力下你想听什么? 参照组影响对冲动购买的调节

本文研究时间压力下消费者冲动性购买怎样受参照组的影响。通过二手数据和实验的方法发现时间压力和参照组影响类型对冲动性购买具有交互作用:时间压力低,信息性影响更能激发冲动性购买;时间压力高,规范性影响更能起作用;即时喜悦和规范性评估起中介作用。而且不同的信息性影响类型也会产生差异:时间压力高,数量性信息更容易使消费者冲动性购买;时间压力低,内容性信息更能起作用。本文的研究丰富了冲动性购买的相关理论和管理经验。     

Acculturation of Greek Americans: Change and continuity in cognitive schemas guiding intimate relationships

The study compares Greek Americans to Greeks and to third‐generation white Americans in their endorsement of two cognitive schemas guiding intimate relationships. Greek Americans were more rejecting of low self‐disclosure in intimate relationships than were Greeks but did not differ from them on how strongly they advocated sacrificing the self for one's partner. By contrast, Greek Americans did not differ from Americans in their rejection of low self‐disclosure and more strongly endorsed self‐sacrifice in intimate relationships than did Americans. These findings were interpreted as indicating that Greek Americans have acculturated to a more individualistic orientation in terms of self‐disclosure while maintaining a collectivistic orientation regarding self‐sacrifice in intimate relationships. Respondents' age, cultural group, and whether they were college students or professionals interacted with how strongly individuals rejected low self‐disclosure and showed that age and status differences were more pronounced between rather than within the three cultural groups. It revealed that the initial finding, showing that Greeks and Americans differed, was based on the scores of students; professionals, with one exception, did not differ in their disagreement with low self‐disclosure, regardless of their age and cultural group. The exception was the older Greek American professional subgroup, whose stronger disagreement with low self‐disclosure may be an overreaction to the acculturation process. Age and status differences were not significant in the American group, while there was a pattern in Greece for professionals to reject low self‐disclosure more strongly than did students. Women were more rejecting of both low self‐disclosure and self‐sacrifice in intimate relationships than were men. Older women most strongly disagreed with the self‐sacrifice principle and older men adhered to it more strongly with increasing age.