The impact of background musical tempo and timbre congruity upon ad content recall and affective response

This study investigated whether the tempo and timbre of background music influenced responses to radio ads. In Experiment 1 (in addition to a no‐music control condition), slow‐ or fast‐tempo background music was superimposed over the same ad. The slow‐tempo music treatment produced significantly higher levels of ad content recall compared to the fast‐tempo music treatment. Musical presence (slow‐ and fast‐tempo treatments combined vs. no‐music) significantly reduced levels of ad content recall. In Experiment 2, when three versions of digitally produced background music timbres were superimposed over a no‐music version of another ad, results revealed positive main effects of timbre congruity upon recall of ad content and affective responses to the ad. Copyright © 2006 John Wiley & Sons, Ltd.     

Observing Purchase‐Related Parent–Child Communication in Retail Environments: A Developmental and Socialization Perspective

In a quantitative observation study, we unobtrusively examined purchase‐related communication between 0‐ to 12‐year‐old children and their parents (N= 269 dyads) during supermarket and toy store visits. The aims of the study were to determine (a) the development of purchase‐related parent–child communication (i.e., children’s purchase influence attempts, their coercive behavior, parent‐initiated communication) and (b) the relative influence of different socialization variables (e.g., television viewing, family communication patterns) on these communication variables. Our inverted‐U hypothesis for the effect of developmental level on purchase influence attempts received support: Children’s purchase influence attempts increased until early elementary school and started to decline in late elementary school. Our inverted‐U hypothesis for the effect of developmental level on coercive behavior was also supported: Children’s coercive behavior was highest among preschoolers. With increasing age, children were more likely to be involved in the purchase decision‐making process, and parent–child communication more often resulted in a product purchase. Finally, children’s television viewing was the most important (positive) predictor of their purchase influence attempts.     

Children's understanding of their own and others' mental states. Part B. Understanding of others precedes self‐understanding for some false beliefs

We examined 3‐ to 6‐year‐old children's understanding of their own and another's false beliefs in two experiments using diverse deceptive box and unexpected transfer tasks. Tasks in the first experiment required the child to think about an absent person's responses to questions, whereas those in the second experiment used a confederate present during testing. Children performed better on deceptive box tasks when the other person was present rather than absent; they performed equally on accidental and intentional unexpected transfer tasks. Children understood the other's false beliefs by 4–5 years of age, and their own by 5–6 years of age. Children aged between 4 and 5 years appear to have greater difficulty discounting or ignoring misleading information when thinking about their own beliefs than when thinking about another's, at least for the particular false belief tasks employed. Inconsistencies between our findings and those of a recent meta‐analysis ( Wellman, Cross, & Watson, 2001 ) are easily reconciled.     

Kin rejection: social signals,neural response and perceived distress during social exclusion

Across species, kin bond together to promote survival. We sought to understand the dyadic effect of exclusion by kin (as opposed to non‐kin strangers) on brain activity of the mother and her child and their subjective distress. To this end, we probed mother–child relationships with a computerized ball‐toss game Cyberball. When excluded by one another, rather than by a stranger, both mothers and children exhibited a significantly pronounced frontal P2. Moreover, upon kin rejection versus stranger rejection, both mothers and children showed incremented left frontal positive slow waves for rejection events. Children reported more distress upon exclusion than their own mothers. Similar to past work, relatively augmented negative frontal slow wave activity predicted greater self‐reported ostracism distress. This effect, generalized to the P2, was limited to mother‐ or child‐rejection by kin, with comparable magnitude of effect across kin identity (mothers vs. children). For both mothers and children, the frontal P2 peak was significantly pronounced for kin rejection versus stranger rejection. Taken together, our results document the rapid categorization of social signals as kin relevant and the specificity of early and late neural markers for predicting felt ostracism.     

Social Discounting and Cigarette Smoking During Pregnancy

In this study, we examined the association between social discounting and smoking status in a cohort of pregnant cigarette smokers (n = 91), quitters (n = 27), or never‐smokers (n = 30). The smokers and quitters were participants in clinical trials on smoking cessation and relapse prevention, whereas the never‐smokers were controls in a study on nicotine withdrawal during pregnancy. Social discounting was assessed using a paper‐and‐pencil task that assesses the amount of hypothetical money a person is willing to forgo in order to share with individuals in their social network ranging from the person who is emotionally closest to them to a mere acquaintance. The amount that women were willing to forgo in order to share decreased hyperbolically as a function of social distance, with smokers exhibiting steeper discounting functions (i.e., less generosity) than quitters or never‐smokers; discounting functions of quitters and never‐smokers did not differ significantly. In multivariate analyses controlling for potential sociodemographic and other confounds, social discounting remained a significant predictor of smoking status among smokers versus quitters. Overall, these results suggest that individual differences in social discounting may be a factor influencing the choices that women make about quitting smoking upon learning of a pregnancy. Copyright © 2011 John Wiley & Sons, Ltd.     

An exploratory investigation of shopper behaviour in an immersive virtual reality store

Shopper research has long been undertaken with physical simulated stores and desktop‐operated virtual stores. However, recent developments in motion‐tracked virtual reality offer a range of new possibilities for research using immersive walk‐around virtual simulated stores. To date, there is little knowledge published on the authenticity of shopper behaviour in such immersive virtual environments. The present study therefore reports exploratory results from 153 multicategory shopping trips conducted in an immersive virtual convenience store. Observed shopper metrics and theoretical effects are compared with equivalent data obtained from published sources and found to be consistent across all measures. Specifically, shoppers purchase a plausible share of private label brands, more private label brands in lower consumption pleasure product categories, more products from higher compared with lower shelf positions, make a plausible proportion of impulsive purchases, and spend less time inspecting familiar versus unfamiliar brands. Further, time in‐store, total spending, and product handling time are higher for women than for men. These exploratory findings show that participants continue to exhibit realistic shopper behaviours in an immersive virtual simulated store. Such stores are therefore a cost‐effective alternative to other methods for measuring consumer behaviour. They offer significant potential for innovative experimental designs in consumer research, as well as potential for future use as a digital shopping channel.     

Planning for Multiple Shopping Goals in the Marketplace

Four online grocery‐shopping experiments and one field study using video‐tracking technology at a grocery store document how shoppers’ motivation evolves from the beginning to the end of their shopping trips. We uncover unique motivational patterns as shoppers achieve multiple subgoals (i.e., choose multiple grocery items) to complete their trips: a monotonic decrease in motivation for shoppers with a shopping list versus a curvilinear trend (i.e., decrease then increase) in motivation for shoppers without a list. In addition, we demonstrate how to reverse the observed patterns for shoppers with a list by changing their reference points for tracking progress. The discovery of the moderating role of shopping‐list usage adds to the bubbling dialogue in goal pursuit and shopper psychology research concerning how consumer motivation follows either a monotonic trend (e.g., a goal gradient effect) or a nonmonotonic trend (e.g., the stuck‐in‐the‐middle effect). Importantly, we demonstrate how the stuck‐in‐the‐middle theory, which applies to single‐goal pursuits, can apply more broadly to the domain of grocery shopping, which consists of the generation and completion of multiple subgoals.     

Religion,religiosity, and South Korean consumer switching behaviors

• This study investigated the relationship between religious affiliation and level of religiosity and consumer product‐ and store‐switching behavior among South Korean consumers. Comparisons in switching behavior are reported for three different denominational groups prevalent in South Korea (Buddhism, Catholicism, and Protestantism), non‐religious affiliated respondents, and among persons exhibiting different levels of religiosity. Religious affiliation, including non‐affiliation, was not found to be significantly related to switching behavior. However, consumers reporting high levels of religiosity were found to be significantly less likely to engage in product purchase‐ and store‐switching behaviors than those reporting lower levels of religiosity. Consumers reporting high levels of religiosity are also less likely to engage in product purchase switching behavior than non‐religious affiliated consumers (i.e., no religiosity consumers). This pattern held across denominations. Statistically significant differences in switching behavior were not obtained between consumers reporting low levels of religiosity and those respondents who expressed no religious affiliation.

Copyright © 2009 John Wiley & Sons, Ltd.     

The role of the physical context in supporting young children's use of spatiotemporal organization in recall

Four experiments were conducted to investigate the role of the physical context in supporting 3‐ to 5‐year‐olds' use of spatiotemporal organization in recall. Children were familiarized with several target items and their corresponding landmarks arranged along a path in a model park. After familiarization, an experimenter removed the target items from the park. In Experiment 1, 3‐ and 4‐year‐olds recalled the missing items with the park either in view or out of view. When the park model was in view, 4‐ year‐olds used the order of the items along the path to structure their recall. In Experiment 2, 4‐ and 5‐year‐olds recalled the missing items with the landmarks arranged either in the same order as in familiarization or in a new order. Children used the order of landmarks along the path at test to structure their recall, even though the order of landmarks changed from familiarization to test. Experiment 3 was identical to Experiment 2, except that the path was removed from the park. Five‐year‐olds used the order of landmarks along the path at test to structure their recall when the order of landmarks remained the same from familiarization to test, but had much more difficulty doing so when the order of landmarks changed from familiarization to test. Using a more difficult task, Experiment 4 revealed that spatiotemporal organization was positively related to amount recalled. Together, these findings suggest that the structure of the physical environment plays an important role in supporting young children's use of spatiotemporal organization in recall.     

Retention of attended and unattended auditorily and visually presented material

In the first of two experiments investigating focussed attention, sets of four pairs of digits were dichotically presented to subjects who were instructed to attend to digits arriving in either the left or the right ear. Following presentation, two different report orders were used: attended followed by unattended, and unattended followed by attended. It was found that unattended items did not suffer from being recalled second rather than first. The serial position curve for unattended items was U-shaped. These results were interpreted as evidence that unattended items are not retained in a limited-capacity auditory buffer with a fast rate of loss. The experiment was repeated using visually presented pairs of letters. A similar pattern of results was obtained, consistent with the hypothesis that unattended items are recalled from a store with a large capacity and a very slow rate of loss.     

I want it and I want it now: Using a temporal discounting paradigm to examine predictors of consumer impulsivity

This paper proposes a new model of consumer impulsivity, using type of good, a person's endorsement of materialistic values, and identity deficits as predictors. Traditional decision making and psychological accounts see impulsive behaviour as a general overweighing of short‐term gratification (I want that dress now) relative to longer‐term concerns, irrespective of consumer good. Our proposal is that consumers' impulsivity (a) differs according to type of good and (b) is linked systematically to a combination of materialistic values and high identity deficits. Beginning with Study 1, three experiments, using a temporal discounting paradigm, show consistently that discount rates are higher for goods that are seen as highly expressive of identity (e.g., clothes) than goods not expressive of identity (e.g., basic body care products). For materialistic consumers, identity deficits predict discount rates for identity‐expressive goods (Study 2), and discount rates change for materialistic individuals when their identity deficits are made salient (Study 3). These findings support a conceptualization of consumer impulsivity as identity‐seeking behaviour.     

The Use of Cues Depends on Goals: Store Reputation Affects Product Judgments When Social Identity Goals Are Salient

The role that a given cue plays in consumer judgments depends on the motive that is salient for the consumer. We focus on store reputation as a cue whose utilization can depend on salient goals. Research has suggested that store reputation does not influence product judgments when brand and price information are available. In 3 experiments, however, we show that when social identity goals are salient or are perceived as relevant to the product, store reputation (because it conveys image‐relevant information) is used in evaluations of product quality. Specifically, store reputation has an impact on product judgments when either (a) consumers’ social‐image goals are directly heightened or (b) an interdependent self‐construal, characterized by a greater concern with social identity, is salient. The role of product type in moderating these effects is also examined.     

Measuring delay discounting in a crowdsourced sample: An exploratory study

Delay discounting is a measure of preferences for smaller immediate rewards over larger delayed rewards. Discounting has been assessed in many ways; these methods have variably and inconsistently involved measures of different lengths (single vs. multiple items), forced‐choice methods, self‐report methods, online and laboratory assessments, monetary and non‐monetary compensation. The majority of these studies have been conducted in laboratory settings. However, over the past 20 years, behavioral data collection has increasingly shifted online. Usually, these experiments involve completing short tasks for small amounts of money, and are thus qualitatively different than experiments in the lab, which are typically more involved and in a strongly controlled environment. The present study aimed to determine how to best measure future discounting in a crowdsourced sample using three discounting measures (a single shot measure, the 27‐item Kirby Monetary Choice Questionnaire, and a one‐time Matching Task). We examined associations of these measures with theoretically related variables, and assessed influence of payment on responding. Results indicated that correlations between the discounting tasks and conceptually related measures were smaller than in prior laboratory experiments. Moreover, our results suggest providing monetary compensation may attenuate correlations between discounting measures and related variables. These findings suggest that incentivizing discounting measures changes the nature of measurement in these tasks.     

Impulsive choice and pre‐exposure to delays: iv. effects of delay‐ and immediacy‐exposure training relative to maturational changes in impulsivity

Impulsive choice describes preference for smaller, sooner rewards over larger, later rewards. Excessive delay discounting (i.e., rapid devaluation of delayed rewards) underlies some impulsive choices, and is observed in many maladaptive behaviors (e.g., substance abuse, gambling). Interventions designed to reduce delay discounting may provide therapeutic gains. One such intervention provides rats with extended training with delayed reinforcers. When compared to a group given extended training with immediate reinforcers, delay‐exposed rats make significantly fewer impulsive choices. To what extent is this difference due to delay‐exposure training shifting preference toward self‐control or immediacy‐exposure training (the putative control group) shifting preference toward impulsivity? The current study compared the effects of delay‐ and immediacy‐exposure training to a no‐training control group and evaluated within‐subject changes in impulsive choice across 51 male Wistar rats. Delay‐exposed rats made significantly fewer impulsive choices than immediacy‐exposed and control rats. Between‐group differences in impulsive choice were not observed in the latter two groups. While delay‐exposed rats showed large, significant pre‐ to posttraining reductions in impulsive choice, immediacy‐exposed and control rats showed small reductions in impulsive choice. These results suggest that extended training with delayed reinforcers reduces impulsive choice, and that extended training with immediate reinforcers does not increase impulsive choice.     

A public health approach to preventing child abuse in low‐ and middle‐income countries: A call for action

Violence against children is prevalent across all countries and cultures, with the burden of child injury and violence heaviest in low‐ and middle‐income (LAMI) settings. There are several types of program to prevent child abuse, with family‐based approaches to prevention being the most comprehensively researched and successful interventions in high‐income settings. In LAMI countries, however, there is very little research evidence for the prevention of child abuse. We conducted a systematic search of relevant databases for studies published between 1995 and 2011 and the search revealed only one relevant study. There is thus a need for research into child maltreatment prevention in LAMI settings, taking account of local resources and contexts. In the light of the lack of evidence, we focus on two case studies that document the use of home visiting by community health workers perinatally to improve maternal and child outcomes. We propose four areas for action moving forward, including increased investment in early intervention and prevention programs, development of a research agenda that prioritizes prevention research, integration of implementation research into efforts to scale up interventions, and improving systematically collected information on child maltreatment.     

Visual aesthetics in store environment and its moderating role on consumer intention

• The paper goal is to answer the following questions: What are the factors of centrality of visual aesthetic design (CVSA) in store environment? What factor explains better the construct? Is there a relationship between CVSA and consumers' intentions, such as loyalty, satisfaction, minutes, item, and $ spent inside store? What is the moderating role of store visual aesthetic design on consumer intentions? The research design was a 2 × 2 design, between subjects, which we manipulated store arousal (high vs. low) and CVSA (high vs. low) in two studies. The findings supported the theory that there are three CVSA dimensions; that there is a positive relationship between CVSA and consumer satisfaction, loyalty, items bought, minutes visiting the store, and $ spent; and that high (vs. low) CVSA consumers were more discriminating in their intentions, when the environment had a high arousal. The original value is to support the notion that consumers also evaluate, beyond products, visual aesthetic components in retail and that it plays a moderating role on consumer intention.

Copyright © 2010 John Wiley & Sons, Ltd.     

Self and Vested Interests: Predictors of Fathers' Views of Child Care

Fathers' (N = 125) attachment to their careers, perceptions of their wives' attachment to their careers, financial need to work, and gender‐role attitudes were examined as predictors of their ratings of the effects of child care on children. Results supported the hypothesized model, with fathers' financial need, self‐interests, and beliefs influencing their evaluations of the costs, benefits, and effects of child care. Findings were an extension of the social psychology literature on self‐ and vested interests, and previous related research, which examined mothers' self‐interests and beliefs and their evaluations of child care. It is suggested fathers' and mothers' self‐ and vested interests should be considered when evaluating the effects of child care on children.     

A stochastic model of consideration set sizes

This paper proposes a new model of consideration set sizes, which relies on a stochastic modelling approach to better understand data patterns. The paper combines the Poisson distribution with the lognormal distribution proposed by Hauser and Wernerfelt (1990) to create the Poisson lognormal (PLN) model of consideration set sizes. An advantage of PLN is that it allows variance within a given individual consumer. This is a crucial factor for brand managers who wish to choose a particular market to promote their brand, as a higher within‐individual variance suggests that there is more chance for a consumer to change their consideration set size, whereas a lower within‐individual variance indicates that a consumer tends to stick to his/her consideration set size. The paper then uses 10 datasets including service, durable and fast‐moving consumer goods across four countries to validate the new model and compare it with the lognormal model. The results show that PLN gives a good fit to these data. It outperforms the lognormal model. The average mean absolute percentage error of the PLN model is 12 per cent, whereas that of the lognormal model is 26 per cent. For managerial implications, the paper proposes a better tool to help brand managers analyse the nature and intensity of competition that is facing their brands. Also, relying on its stochastic element, the proposed model can help brand managers predict future brand consideration by their consumers, as well as evaluate any change in brand consideration, caused by marketing activity such as sales promotion and advertising. Copyright © 2014 John Wiley & Sons, Ltd.     

Introduction to the special issue on comparative cognition

Prior research has shown that nonhumans show an extreme preference for variable‐ over fixed‐delays to reinforcement. This well‐established preference for variability occurs because a reinforcer's strength or “value” decreases according to a curvilinear function as its delay increases. The purpose of the present experiments was to investigate whether this preference for variability occurs with human participants making hypothetical choices. In three experiments, participants recruited from Amazon Mechanical Turk made choices between variable and fixed monetary rewards. In a variable‐delay procedure, participants repeatedly chose between a reward delivered either immediately or after a delay (with equal probability) and a reward after a fixed delay (Experiments 1 and 2). In a double‐reward procedure, participants made choices between an alternative consisting of two rewards, one delivered immediately and one after a delay, and a second alternative consisting of a single reward delivered after a delay (Experiments 1 and 3). Finally, all participants completed a standard delay‐discounting task. Although we observed both curvilinear discounting and magnitude effects in the standard discounting task, we found no consistent evidence of a preference for variability—as predicted by two prominent models of curvilinear discounting (i.e., a simple hyperbola and a hyperboloid)—in our variable‐delay and double‐reward procedures. This failure to observe a preference for variability may be attributed to the hypothetical, rule‐governed nature of choices in the present study. In such contexts, participants may adopt relatively simple strategies for making more complex choices.