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.     

Preferences as expectation-driven inferences: effects of affective expectations on affective experience

Presents a model arguing that affect and emotion are often formed in an expectation-driven fashion. A pilot study and 2 experiments manipulated undergraduate Ss' affective expectations (e.g., how funny they expected a set of cartoons to be) and whether Ss' expectations were confirmed (e.g., whether the cartoons really were funny). When the value of a stimulus was consistent with an affective expectation, people formed evaluations relatively quickly. Even when the value of a stimulus was discrepant from an affective expectation, people sometimes assimilated the value of the stimulus to their expectations. Other times, such as when making a more fine-grained evaluation of the cartoons, people noticed that they were discrepant from their affective expectations. Under these conditions, people appeared to have more difficulty forming preferences. They took longer to evaluate and spent more time thinking about the cartoons.     

Observing the influence of affective states on parent–child interactions and in‐store purchase decisions

This study examines the relationship of parent's and children's affective states on in‐store family purchase decisions. In particular, the study is interested in determining whether the affective state is related to the interaction strategy selected and their actual role in the decision. The implementation of this study using observational methodology within the store environment makes this contribution valuable and unique. Further, a major contribution of this study is the demonstration that the child's prepurchase affective state is a salient antecedent to purchase decisions of the parent–child dyad. Copyright © 2012 John Wiley & Sons, Ltd.     

Choice of task and goal under conditions of general and specific affective inducement

In this study we examine the role of general and task-specific affect on task and goal choice in a performance setting. We use video stimuli to induce a general positive or general negative affective state, and use rate-of-progress and absolute discrepancy feedback to manipulate task-specific affect. Analyses indicate that general affective states influenced task and goal choices, self-efficacy expectations, and performance. Rate-of-progress feedback influenced affective state, task choice, and self-efficacy expectations. Absolute discrepancy feedback influenced task choice modestly and self-efficacy significantly. Generally, positive affect promoted mood maintenance while negative affect promoted mood repair, and general and task-specific affect exerted similar effects. Results are discussed in terms of the motivational consequences of affective states (either general or task-specific) for task and goal choices.     

Predicting future affective states: How ease of retrieval and faith in intuition moderate the impact of activated content

Prior research suggests that duration bias—the tendency to overestimate the duration of affective states—is due to individuals' inordinate focus on event‐related information. We propose that the impact of focusing on event‐related (vs. unrelated) content is moderated by the ease with which the information is brought to mind. In the present experiment, participants thought about a possible future negative event and made affective forecasts after retrieving either few or many aspects in their life that would be affected (or unaffected) by the event. Participants estimated longer duration of affective consequences when they retrieved event‐related rather than event‐unrelated information. However, this effect was restricted to conditions where the respective information was brought to mind easily. Importantly, results also revealed that individual differences in faith in intuition moderated the effect of manipulated ease of retrieval. Copyright © 2008 John Wiley & Sons, Ltd.     

Happy Temperament? Four Types of Stimulation Control Linked to Four Types of Subjective Well-Being

In this person-oriented study 722 adolescents and adults filled out formal characteristics of behaviour—temperament inventory, satisfaction with life scale and positive and negative affect schedule. Using k-means clustering we assigned them to four subjective well-being (SWB) types: (1) achievers—high satisfaction, positive affective balance; (2) aspirers—low satisfaction, positive affective balance; (3) resigners—high satisfaction, negative affective balance; (4) frustrated—low satisfaction, negative affective balance; and to four temperament types denoting patterns of stimulation control (1) sanguine: high stimulation processing capacity (SPC) and high stimulation supply (StS); (2) melancholic: low SPC, low StS; (3) phlegmatic: high SPC, low StS; (4) choleric: low SPC, high StS. We compared stimulation control dimensions between SWB types and compared counts of SWB types across four profiles of temperament. SPC and StS were highest among achievers and lowest among the Frustrated, with aspirers and resigners in between. We found a clear correspondence between well-being structures and temperament types (a) the most common temperament among achievers was the sanguine, suggesting that this is the ‘happy temperament’, (b) among the Frustrated it was the melancholic (the ‘unhappy temperament’), (c) among resigners it was the choleric, suggesting that this ‘overstimulated temperament’ results in high satisfaction at the cost of lower affective balance, (d) among aspirers it was the Phlegmatic, suggesting that ‘understimulated temperament’, results in a good affective balance but lower satisfaction. Configurations of temperament dimensions within individuals affect the whole structure of SWB and can explain incongruence between cognitive and affective components of SWB.     

Ego involvement moderates the assimilation effect of affective expectations

Based on the affective expectations model and research on mental effort mobilization, two experiments manipulated affective expectations (no expectations versus positive expectations) and ego involvement (low versus high) and assessed participants’ affective reactions to hedonically neutral stimuli. In Experiment 1, evaluations were more positive when participants had positive expectations about neutral photos—but only when ego involvement was low. High ego involvement neutralized this affective expectation assimilation effect. Experiment 2 replicated these findings for experienced mood after reading a hedonically neutral short essay. Furthermore, high ego involvement led to longer response latencies in the affect ratings in Study 1. The findings support the idea that high ego involvement resulted in relatively high mental effort that was necessary to detect discrepancies between affective expectations and stimuli’s real affective potential and therefore moderated the assimilation effect to affective expectations.

Confirming satisfaction as an attitude within the service‐buying process

This paper presents research that uses cognitive and affective semantic differential scales to construct an attitude measuring instrument to be used in the services domain in the context of long applications to buy a service. The scales measure ‘Attitude to the Application Process’ (AAP) which represents satisfaction, as an internal ‘buying process’ attitude, which moderates the buying intention. Data collected over a three‐year period between 1996‐9, was analysed using exploratory and confirmatory factor analyses. The results provide evidence of a robust and useful cognitive scale. Although there were anomalies in the exploratory and confirmatory analysis of the affective scale, a robust scale is presented which represents either one or two factors. The whole measuring instrument of 14 items was developed as a means to access applicant attitudes during the application process to university — an extended and extreme application situation for first‐time consumers. The results identify that the instrument is sound and can be used in its original or modified form, depending on the context of the service‐process monitoring situation. The scales represent aspects of attitude not dealt with extensively in the literature and measure the perception of the application process as simple, open, friendly and helpful. These aspects of satisfaction mirror three attributes of service quality: assurance, responsiveness and empathy identified in previous research. Copyright © 2001 Henry Stewart Publications.     

Minima sensibilia: Against the dynamic snapshot model of temporal experience

In our wakeful conscious lives, the experience of time and dynamic temporal phenomena—such as continuous motion and change—appears to be ubiquitous. How is it that temporality is woven into our conscious experience? Is it through perceptual experience presenting a series of instantaneous states of the world, which combine together—in a sense which would need to be specified—to give us experience of dynamic temporal phenomena? In this paper, I argue that this is not the case. Several authors have recently proposed dynamic snapshot models of temporal experience—such as Prosser and Arstila, building upon Le Poidevin—according to which, perceptual experience has no temporal content of a non‐zero extent. I argue that there is an absence of motivation for such a view; I develop and defend the claim that perceptual experience minimally presents something of some non‐zero temporal extent as such.     

The role of cognition and affect in the formation of customer satisfaction judgements concerning service recovery encounters

• It is widely accepted that justice perceptions play an important role in shaping customers' evaluations of service recovery experiences. However, this stream of justice research has evolved with little cross‐reference to emotion research. The current paper seeks to address this issue by explicitly considering the role of perceived justice in the elicitation of recovery‐specific consumer emotions. Specifically, we develop and test a model suggesting that perceived justice represents a cognitive appraisal dimension, which helps to explain the elicitation of positive and negative emotions during and/or after service recovery encounters. Furthermore, we argue that customer satisfaction with service recovery (i.e. recovery satisfaction) is based partly on cognitive (i.e. perceived justice based) and partly on affective responses. Support for the proposed model is provided through findings from an empirical study showing that both cognitive and affective influences work to create the recovery satisfaction judgement. This finding has significant implications for the theory and practice of service recovery management.

Copyright © 2008 John Wiley & Sons, Ltd.     

Effects of psychological contract breach on performance of IT employees: The mediating role of affective commitment

In this study, we investigated the relationships between psychological contract breach, affective commitment, and two types of employee performance (i.e. civic virtue behaviour and in‐role performance). It was predicted that an experience of contract breach can severely hurt the affective commitment of the employees and this, in turn, results in poor in‐role performance and less civic virtue behaviours. Results revealed that affective commitment had differential mediating effects on the two types of employee performance. That is, affective commitment mediated the relationship between breach and self‐reported and supervisor‐rated civic virtue, but not the relationship between breach and in‐role performance.     

Integrating expectations,experiences, and psychological contract violations: A longitudinal study of new professionals

This research investigated the relationships among pre‐entry expectations, post‐entry experiences and psychological contract violations. The goal was to clarify the conceptual distinctions between the constructs and to test their differential impact on job satisfaction. In a national longitudinal study, 235 final‐year occupational therapy students were surveyed immediately prior to entering the profession and again 14 months later. Post‐entry experiences regarding supervision were found to predict psychological contract violation. Post‐entry experiences and psychological contract violations were found to jointly predict job satisfaction, with psychological contract violations demonstrating the stronger relationship. Pre‐entry expectations were positively correlated with job satisfaction, but this relationship was fully mediated by post‐entry experiences. Met expectations, as measured by an interaction between pre‐entry expectations and post‐entry experiences, was not a predictor of psychological contract violation. Nor did met expectations predict job satisfaction after controlling for contract violations. The findings reinforce a positive relationship between job satisfaction and turnover. These findings support the use of separate and commensurate measures of pre‐entry expectations and post‐entry experiences, and the integration of all three constructs in models of job satisfaction.     

White Supremacy as an affective milieu

Some critical philosophers of race have argued that whiteness can be understood as a technology of affect and that white supremacy is comprised partly of unconscious habits that result in racialized perception. In an effort to deepen our understanding of the affective and bodily dimensions of white supremacy and the ways in which affective habits are socially produced, I look to insights from situated affectivity. Theorists in this field maintain that affective experience is not simply a matter of felt inner states, but rather socially and environmentally embedded and fundamentally relational. Jan Slaby presents the concept of an ‘affective arrangement’ as a way to approach affectivity in terms of relational dynamics unfolding within a particular setting. Applying this concept to the societal level, Paul Schuetze introduces the notion of ‘affective milieu.’ I argue that these notions of ‘affective arrangement’ and ‘affective milieu,’ together with an organicist account of habit, can help to illuminate the workings of white supremacy in the United States. My proposed account highlights the extent to which white supremacy is an affective, bodily phenomenon and how racist habits are formed over the course of learning and ongoing affective engagement, in the context of various social settings. Crucially, these affective habits are fully bound up with habits of appraisal, interpretation, and judgment, and therefore inseparable from how subjects come to see and understand their world.

     

The positive and negative semantic dimensions of relationship satisfaction

Semantic differential items were reconfigured to assess relationship satisfaction across separate positive and negative attitude dimensions. Study 1 (N = 1,656) supported a 2‐factor model for the Positive and Negative Semantic Differential (PN–SMD), as well as its convergent, criterion‐related, and incremental validity over the 16‐item Couples Satisfaction Index (CSI; J. L. Funk & R. D. Rogge, 2007) using known correlates of relationship satisfaction as criteria. Study 2 (N = 89) replicated the convergent, criterion‐related, and incremental validity findings of Study 1 using different criterion measures, the CSI, a bipolar semantic differential measure designed for assessing relationship satisfaction, and an existing 2‐dimensional measure of relationship satisfaction. The authors demonstrated across studies that the PN–SMD captures criterion‐relevant information about ambivalence versus indifference toward the relationship—associations that are only detectable when using a 2‐dimensional satisfaction measure.     

Interpersonal attraction as a function of affective state and affective change

Interpersonal attraction has been found to be highly correlated with the affective states of subjects. It was hypothesized that attraction is also highly related to affective changes induced in subjects by interpersonal stimuli associated with a stranger. Byrne and Rhamey's (1965) experiment was replicated with one change: subjects' affective states were assessed at the beginning of the session and immediately prior to the subjects' evaluation of a stranger. Four levels of attitude similarity (1.00, .67, .33, and .00) and three types of evaluation conditions (positive, negative,and control) were employed in a 4 × 3 factorial design, with 19 subjects per cell. As hypothesized, attraction was found to be highly related to subjects' affective states and affective changes induced by attraction stimuli (p < .001).     

Distinguishing affective and non-affective reactions to daily events

The study of daily events has been dominated by a focus on affective reactions to daily events. Although informative, this research needs to be complemented by research on non-affective and cognitive reactions to events. Although daily events are certainly related to how people feel, they are also related to how people think, particularly about themselves. The present article presents the results of a series of studies examining relationships between daily events and both affective and non-affective states. These results suggest that although affective and non-affective reactions to daily events may covary (e.g., when people feel badly, they may think more poorly about themselves and vice versa), this covariation is not perfect. Non-affective states covary with daily events above and beyond the covariation between events and affect, and affective states covary with events above and beyond the covariation between events and non-affective states.     

Marital interaction: physiological linkage and affective exchange

Thirty married couples were studied during naturalistic interactions to determine the extent to which variation in marital satisfaction could be accounted for by physiological and affective patterns between and within spouses. The authors hypothesized that (a) compared to nondistressed couples' interactions, distressed couples' interactions would show greater physiological interrelatedness or "linkage," more negative affect, and more reciprocity of negative affect and (b) these differences would be more pronounced when the interaction was high in conflict (discussing a marital problem) as opposed to low in conflict (discussing the events of the day). Heart rate, skin conductance, pulse transmission time, and somatic activity from both spouses were analyzed using bivariate time-series techniques to derive a measure of physiological linkage. Self-report affective data (obtained using a video-recall procedure) were analyzed using sequential analyses to derive a measure of affect reciprocity. The hypotheses were strongly supported; 60% of the variance in marital satisfaction was accounted for using measures of physiological linkage alone. Additional nonredundant variance was accounted for by the other physiological and affective measures.     

Choice confidence in the webrooming purchase process: The impact of online positive reviews and the motivation to touch

The webrooming purchase process (i.e. searching for information online and then buying the product offline) is the most extended cross‐channel shopping behaviour. With the aim of offering a better understanding of this behaviour, this research relies on information processing and uncertainty reduction theories to propose that consumers use the online information to make the offline purchase with a higher degree of confidence. We examine the effects of a previous online interaction with a product on the preferences and decision at the physical store, as well as on the outcomes of the experience. In this path to purchase, we analyse how positive online customer reviews, as a specific form of electronic word of mouth, help the consumer to improve their experience, given their great potential to reduce the consumer's uncertainty in a purchase situation. In addition, the role of the motivation to touch the product is examined. The results of two studies show that the combination of an online search and an offline purchase improves the consumers' purchase experience in pre‐choice variables (i.e. purchase intentions), choice and post‐choice variables (i.e. search‐process satisfaction and choice confidence). Moreover, reading a positive online customer review influences choice confidence, and all the variables considered in the research when it is received at the physical store. Finally, the results stress the importance of the motivation to touch when studying multichannel shopping behaviour, given its direct and moderating effects on the webrooming purchase process. Implications for theory and practice are discussed. Copyright © 2016 John Wiley & Sons, Ltd.