Why did I buy this? Consumers' post‐impulse‐consumption experience and its impact on the propensity for future impulse buying behaviour

This paper advances research into impulse buying by examining how this behaviour is reinforced/curtailed, highlighting the primary role of the post‐purchase experience in encouraging future impulse buying behaviour. Extant research emphasizes the role of the purchase experience, that is, psychological benefits attained from the impulse purchase experience itself, as a reinforcer of impulse buying. Conversely, this paper uses experiments to demonstrate that it is the post‐purchase experience, not the purchase experience, that reinforces or curtails future impulse buying. Indeed, irrespective of the valence of the purchase experience, a negative post‐purchase experience (whereby a product or service is found to have limited use/does not deliver expected benefits) results in post‐purchase regret, which in turn curtails future impulse buying. In contrast, a positive post‐purchase experience reinforces impulse buying. This research also demonstrates that consumers utilize three types of coping mechanisms to mitigate post‐purchase regret, that is, planful problem solving, positive reinterpretation, or mental disengagement. However, although the use of planful problem solving curtails future impulse buying, use of the other two mechanisms results in behaviour reinforcement. These findings have several important implications for both marketers and consumers, which the authors discuss in detail.     

Psychological Crisis in a Marathon and the Buffering Effects of Self‐Verbalizations1

In the present study, we investigated the effects of psychological crises on goal striving and the buffering effects of self‐verbalizations in the context of a marathon race. Study 1 showed that during a marathon, a psychological crisis—which is characterized by a strong impulse of goal disengagement and thoughts about benefits and costs—occurred at about Kilometer 30 and that this crisis had negative effects on race performance. Study 2 experimentally induced the use of self‐verbalizations. The results confirmed the hypothesis that self‐verbalizations are an effective strategy to buffer against negative effects of psychological crisis on race performance. Self‐verbalizations are discussed as a general self‐regulatory tool in goal striving.     

Capturing the multiple facets of mall experience: Developing and validating a scale

Many constructs have been tied to the customer experience in shopping malls, including hedonic shopping motivations, activities, excitement, and emotional and cognitive reactions. Yet the literature has not addressed the notion of the mall experience as a construct in and of itself. The current research aim is to conceptualize the mall experience through the development and validation of a measurement scale. We present a four‐stage process of scale development and validation, based on three studies with four separate samples of mall shoppers, in which the final stage employs the scale to predict mall equity and loyalty. The suggested scale offers a quantitative measurement of four different mall experiences—seductive, functional, social recreation, and social scene—which differ in their components. This work extends theory in understanding, conceptualizing, and measuring the customer experience in the retail space. On the practical level, the developed scale can serve as a means for planning a mall's marketing mix and launching marketing campaigns in order to attract various groups of customers. Copyright © 2015 John Wiley & Sons, Ltd.     

The Effect of Companion's Gender on Impulsive Purchasing: The Moderating Factor of Cohesiveness and Susceptibility to Interpersonal Influence

Most impulse purchasing research investigates individual‐level factors. This paper, however, examines the influence of shopping companion gender on impulse purchasing. The results of the three studies show that shoppers were more likely to exhibit impulse purchase behavior when shopping with an opposite gender companion. In addition, shoppers who were in the low‐cohesive condition and who shopped with an opposite gender companion were more likely to exhibit impulse purchase behavior than those who shopped with the same gender companion, and those who were susceptible to interpersonal influence were also more likely to exhibit impulse purchase behavior when shopping with an opposite gender companion. For shoppers who were not as susceptible to interpersonal influence, the influence of their companion's gender appeared to diminish on impulsive purchasing.     

Exploring the everyday retail experience: The discourses of style and design

In contrast to earlier studies focusing on spectacular retail store environments, this study concentrates on examining ordinary retail stores and everyday retail experiences. The article explores how different sorts of retail environments influence consumers' experience and behaviour. The research uses a comparative case study and employs the theoretical framework of geosemiotics. Investigating three different stores from the perspective of architectural style reveals that cultural meanings are firmly attached to interior style design, and these can be traced in customers' retail experiences. Our findings suggest, firstly, that stores' focusing solely on functional aspects such as the efficient use of space, standardization and self‐service rather than also considering aesthetic issues leads to rather neutral and uninteresting retail experiences. Secondly, they show that the retail store environment affects the social relationships that consumers establish in commercial locations. Thirdly, the study indicates that customers' overall retail experience is linked to their perceptions of the store's social and environmental responsibility and moral values. On the whole, this research advances our theoretical understanding of everyday consumption experiences. Copyright © 2014 John Wiley & Sons, Ltd.     

Incentive Salience and Improved Performance

Using data from 441 call center employees at a large North American financial services firm, we studied how the frequency of thinking about an incentive available for performance led to increased output on an important performance metric. We find that people think more frequently about noncash tangible incentives (merchandise and travel) than cash incentives and that as the frequency of thought increases, performance increases. This leads to a larger performance boost for tangible incentives compared to a cash incentive of equal purchasing power. These results show an additional benefit from the use of tangible incentives and help answer the question regarding the psychological processes which make incentives motivating.     

体验活动对冲动性购买行为的影响:情感反应视角

冲动性购买在商场和超市的零售中占有相当的比例,本研究以旅游者和旅游购物为实证研究对象,在323份调查问卷的基础上,采用方差分析和回归分析的方法探讨了体验活动对冲动性购买行为的影响及其情感反应机制。结果表明：在激发消费者冲动性购买行为方面,顾客参与的效果最好,其次是顾客学习,再次是顾客娱乐;顾客参与会导致更多的快乐的情感反应,而快乐的情感反应对冲动性购买意愿的影响最为显著;顾客学习会导致更多的支配的情感反应,而支配的情感反应对冲动性购买意愿的影响较为显著。     

Do maternal stress and home environment mediate the relation between early income‐to‐need and 54‐months attentional abilities?

Using Ecological Systems Theory and stage sequential modelling procedures for detecting mediation, this study examined how early developmental contexts impact preschoolers' performances on a measure of sustained attention and impulse control. Data from 1273 European‐American and African‐American participants in the NICHD Study of Early Child Care were used to identify the potential mediators of the relation between early household income‐to‐need (INR) and 54‐month impulsivity and inattention. Exploratory analyses were also conducted to determine whether the relationships between early income, home environment, parenting stress, and the outcome variables differ for African‐American versus European‐American‐American children. We found modest support for the study hypothesis that 36‐month home environment quality mediated the INR/attention relationship. INR accounted for more home environment score variance and home environment accounted for more Impulsivity score variance for African‐American children. Home environments were related to inattention in the European‐American, but not African‐American, group. Copyright © 2007 John Wiley & Sons, Ltd.     

United States and Japanese college students' attitudes toward seeking professional psychological help

The purpose of the study was to find how nationality, sex, and past experience of seeking professional psychological services are related to attitudes toward seeking professional psychological help. Three hundred Japanese college students and 300 US college students responded to the Attitudes Toward Seeking Professional Psychological Help (ATSPPH) questionnaire. The ATSPPH consists of four subscales: Need (recognition of need), Stigma Tolerance (the degree of tolerance against stigma associated with help‐seeking action), Openness (interpersonal openness), and Confidence (confidence in mental health professionals). As predicted, past experience of seeking professional psychological service and sex were important predictor variables of performance on the ATSPPH scales. Those who had past experience of seeking professional psychological help had more favourable attitudes toward seeking professional psychological help than those who never consulted psychological professionals. Similarly, in testing the past experience separately with the two nation groups, past experience with seeking professional psychological services was found to be a predictor of the overall attitudes toward seeking professional psychological help among Japanese and US participants. Furthermore, Japanese participants with past experience also showed greater recognition of need for professional psychological help and confidence in psychological health professions than Japanese without past experience. The degree of stigma tolerance associated with help‐seeking behaviour and the tendency of interpersonal openness, however, did not differ between Japanese participants with and without the past experience of seeking professional psychological services. The same results were also found among the US participants. In terms of sex as a predictor variable, females tended to have more positive attitudes toward seeking professional psychological help than males. There was a significant nationality by sex interaction effect. US females had significantly more favourable attitudes than the other three groups, indicating that there was sex difference in help‐seeking attitudes in the US group, but not in the Japanese group. If the sex variable is ignored, Japanese students have less favourable overall attitudes toward seeking professional psychological services than US students. Other results and limitations of the study are discussed.     

How consumers “see” a visually warm store: Differences between affective and cognitive processors

Store atmosphere can influence shoppers' perceptions and behaviors. This research contributes to the literature by showing that a visually warm store atmosphere can induce psychological warmth perception among in‐store consumers. An empirical study was conducted to investigate the effect of warmth through a visually warm or cold store atmosphere on consumers' perceptions/behaviors and the moderating role of consumers' processing styles. Results (N = 181) showed that a visually warm (vs. cold) atmosphere induces the perception of intimacy toward the store among affective processors and the perception of assortment similarity among cognitive processors. Such perceptions were found to mediate the effect of the visually warm atmosphere on consumers' approach behaviors toward the store. Based on the grounded cognition theory, this study extends the current knowledge of the warmth experience on psychological perceptions to a retail context. Findings not only contribute to the extant literature of store atmospherics and retailing but they also offer practical guidelines for retailers and designers of store environments.     

The influence of perceived prison crowding on male inmates' perception of aggressive events

This study examines whether, in a male prison, the subjective experience of crowding increases the likelihood that events are perceived as aggressive in nature, and whether the protagonists involved are viewed as more hostile, malevolent, and aggressive. In addition, this paper also examines the possible mediating effects of stress, arousal, and psychological well‐being on two hypothesised relationships. First, these mediating factors are examined for the link between individuals' personal space preferences and their perceived level of crowding. Second, these factors are examined for the link between perceived crowding and interpretations of an aggressive event. Such associations may help to explain why crowding and aggression are linked within a social interactionist perspective. The results confirmed previous findings that crowding is linked to increases in arousal and stress, and a reduction in psychological well‐being. This study also found, however, that those inmates who experienced crowding were also more likely to interpret behaviour as aggressive and violent. This relationship was not mediated by arousal, stress, or psychological well‐being. However, these factors were found to partially operate in the relationship between personal space preferences and the experience of subjective crowding. The implications of this study for social interactionist explanations of the link between crowding and prison violence are offered. Aggr. Behav. 30:273–283, 2004. © 2004 Wiley‐Liss, Inc.     

Water contaminant levels interact with parenting environment to predict development of depressive symptoms in adolescents

Contaminants in drinking water, such as lead, nitrate, and arsenic, have been linked to negative physical health outcomes. We know less, however, about whether such pollutants also predict mental health problems and, if so, the conditions under which such effects are strongest. In this longitudinal study, we examined whether drinking water contaminants interact with negative family environments (parental psychological control) to predict changes in depressive symptoms in 110 adolescents—a developmental period when symptoms often first emerge. We found that for adolescents in psychologically controlling families, levels of drinking water contaminants prospectively predicted depressive symptoms 2 years later; this effect was not present in adolescents in non‐controlling families. Importantly, these associations were not accounted for by family‐ or community‐level socioeconomic resources, demographic features, or by the adolescents’ stress exposure. These findings highlight the interplay of physical and psychological environments in influencing depressive symptoms in adolescents. A video abstract of this article can be viewed at https://youtu.be/thBV-DwnGcY     

Environmental influences on psychological restoration

Research on psychological restoration and restorative environments is a needed complement to work on stress and environmental stressors. Two laboratory experiments tested the utility of two restorative environments theories, one concerned with directed attention capacity renewal and the other with stress reduction and associated changes in emotion. Various strategies were employed to distinguish restorative effects from other effects, to limit the role of arousal reduction in attentional restoration, and to begin mapping the time course for the emergence of outcomes. Both experiments tested for differential emotional and performance effects as a function of photographic environmental simulation (natural or urban environment). Across the experiments the natural environment simulation engendered generally more positive emotional self-reports. That consistent performance effects were not found in either study suggests that attentional restoration as reflected in performance is a more time-intensive process.     

Effects of Personality Characteristics on Knowledge,Skill, and Performance in Servicing Retail Customers

This study tested the idea that some personality variables are related to interpersonal aspects of job performance primarily through interpersonal knowledge and skill, just as cognitive ability has been shown to be related to technical aspects of job performance primarily through technical knowledge and skill. We measured personality factors, cognitive ability, customer service knowledge (through a structured interview), customer service skill (through role‐play simulations), and customer service performance (through supervisory ratings) in a sample of 140 retail store associates. As expected, results showed that interpersonally oriented personality characteristics are related to customer service knowledge even when effects of ability, conscientiousness, and experience are taken into account, and that customer service knowledge and skill together carry the indirect effects of personality characteristics, ability, and experience to customer service performance. We also found that conscientiousness moderates the relation between knowledge and performance such that knowledge predicts performance best for people who are highly conscientious.     

The impact of daily stress on health and mood: psychological and social resources as mediators

This study examined daily stress processes among 75 married couples across 20 assessments during a 6-month period. The somatic and psychological effects of common everyday hassles were investigated. Overall, there was a significant relationship between daily stress and the occurrence of both concurrent and subsequent health problems such as flu, sore throat, headaches, and backaches. The relationship of daily stress to mood disturbance was more complex. The negative effects of stress on mood were limited to a single day, with the following day characterized by mood scores that were better than usual. Furthermore, striking individual differences were found in the extent to which daily stress was associated with health and mood across time. Participants with unsupportive social relationships and low self-esteem were more likely to experience an increase in psychological and somatic problems both on and following stressful days than were participants high in self-esteem and social support. These data suggest that persons with low psychosocial resources are vulnerable to illness and mood disturbance when their stress levels increase, even if they generally have little stress in their lives.     

EMPLOYEES THAT THINK AND ACT LIKE OWNERS: EFFECTS OF OWNERSHIP BELIEFS AND BEHAVIORS ON ORGANIZATIONAL EFFECTIVENESS

A model of the psychological experience of employee ownership in work groups was developed to investigate antecedents (participation in a 401 (k) program and a climate of self-determination) and consequences (employee attitudes and financial performance) of psychological ownership. Based on data from a large retail organization, results showed that working in a climate supporting self-determination and 401(k) participation were positively related to the level of ownership beliefs in the 204 work groups studied. Ownership beliefs were positively related to ownership behaviors and employees' attitudes toward the organization, whereas ownership behaviors were positively related to financial performance. Implications of psychological ownership for organizational behavior and performance are discussed.     

Evaluating Gender Biases on Actual Job Performance of Real People: A Meta‐Analysis1

This study examined gender bias on job performance in work settings where confounding variables (e. g., organizational level, experience, education) were cautiously taken into consideration to ensure fair comparisons. Although previous meta‐analyses examined gender biases on evaluations, findings in tightly controlled laboratory environments may differ from those in highly complicated field studies. We found little evidence of overall gender bias in performance appraisals in nonconfounded field studies. However, there were significant pro‐male biases when only men served as raters. Measure‐specific gender stereotypicality, instead of genera! stereotypicality about the job, produced gender bias in performance appraisal. Masculine measures produced pro‐male bias, and feminine measures produced pro‐female bias.     

Emotions in sport: Perceived effects on attention,concentration, and performance

This study explored attentional patterns associated with positive and negative emotions during sport competition, and athletes' perceptions of the consequences of these attentional changes for concentration and performance. Sixty‐nine athletes completed the Sport Emotion Questionnaire following a national softball competition. They also retrospectively reported their perceptions of how emotions influenced their attention, concentration, and sport performance. Excitement and happiness were more closely associated with concentration than anxiety, dejection, and anger. Although excitement demanded more attention than the negative emotions, the positive emotions were perceived as more likely to lead to a performance‐relevant focus and automatic physical movements, both of which were beneficial for concentration and performance. Emotional intensity increased these effects.     

How basic need satisfaction and dispositional motives interact in predicting flow experience in sport

We have integrated the basic psychological needs approach from self‐determination theory with motive disposition theory in order to enhance the prediction of flow experience in sports. We hypothesize that an environment that enables people to fulfill their basic psychological needs for competence and social relatedness results in flow. Additionally, we assume that the effect of competence need satisfaction is moderated by the achievement motive and that the effect of need‐for‐relatedness satisfaction is moderated by the affiliation motive. Four studies show the expected positive effects of need satisfaction on flow and further confirm that high achievement and affiliation‐motivated individuals benefit more from competence and relatedness sports environments, respectively, than individuals low in these motives.     

Conducting Prolonged Exposure for PTSD During the COVID-19 Pandemic: Considerations for Treatment

The unprecedented effects and duration of the COVID-19 crisis are likely to elevate the population’s level of anxiety due to psychological stress, economic hardship, and social isolation. This effect may be especially potent for individuals with preexisting mental health conditions, such as posttraumatic stress disorder (PTSD). Prolonged Exposure (PE) therapy is a highly effective treatment for PTSD across trauma-exposed populations, and has been implemented effectively via telehealth. Nevertheless, PE implementation via telehealth may require specific adaptations during the COVID-19 crisis due to public health mandates calling for sheltering in place and physical distancing. This paper discusses strategies for implementing PE for PTSD during the COVID-19 pandemic, which may also be applied to other situations in which physical distancing must be considered.