Debiasing Using Decomposition: The Case of Memory‐Based Credit Card Expense Estimates

This article develops a conceptual framework to examine how consumers incorporate memory‐based and context‐based cues in estimating past and future credit card expenses. Focusing on memory‐based information, in this framework we suggest that past credit card expenses may be recalled as holistic totals or episodic individual expenses depending on the accessibility of each form of expense. We tested the conceptual framework with 3 studies. Study 1 showed that the recency of past expenses and frequency of credit card usage moderated the extent to which past expenses were used in estimating future expenses. Study 1 also showed that self‐awareness of estimation bias affected consumers’ estimates of future expenses. Study 2 showed that a decomposition strategy (unbundling a total into subcategories), which serves to make episodic individual expenses more accessible, was effective in reducing sampling‐based bias. Study 3 provided a validity check and showed that decomposition cues reduced estimation errors and affected estimates of future expense. In this article, we demonstrate the manner in which memory‐based information is used to make estimates, and we also demonstrate the effectiveness of decomposition as a debiasing technique for past and future estimates.     

You Are What They Eat: The Influence of Reference Groups on Consumers’ Connections to Brands

The set of associations consumers have about a brand is an important component of brand equity. In this article, we focus on reference groups as a source of brand associations, which can be linked to one's mental representation of self to meet self‐verification or self‐enhancement goals. We conceptualize this linkage at an aggregate level in terms of self‐brand connections, that is, the extent to which individuals have incorporated a brand into their self‐concept. In 2 studies, we show that brands used by member groups and aspiration groups can become connected to consumers’ mental representation of self as they use these brands to define and create their self‐concepts. Results from Experiment 1 show that the degree to which member group and aspiration group usage influences individual self‐brand connections is contingent on the degree to which the individual belongs to a member group or wishes to belong to an aspiration group. In Experiment 2, we found that for individuals with self‐enhancement goals, aspiration group brand use has a greater impact on self‐brand connections; for individuals with self‐verification goals, on the other hand, member group use has a greater impact.     

Affective and cognitive religiosity: Influences on consumer reactance and self‐control

Self‐control is regularly studied in the marketing literature in relation to spending and food consumption; however, little research has assessed trait characteristics that influence consumers' self‐control. Although prior research in other fields has shown a generally positive relationship between religiosity and self‐control, such research has often used poor measures of religiosity and has inadequately examined marketplace outcomes or factors underlying consumers' self‐controlled responses. Thus, the studies herein build on self‐regulation theory to address and extend from these limitations by examining the influence of religiosity, as a multidimensional construct (particularly affective and cognitive religiosity), on self‐control and resulting influences on marketplace behaviors. Findings reveal that priming affectively (cognitively) religious consumers leads to greater (lower) consumer self‐control with a religious message prime (Study 1) and religious writing task (Study 2). Additionally, findings show that psychological reactance is at the root of these responses (Study 3). Implications build on self‐regulation theory and the strength model of self‐control to show the importance of religiosity (particularly affective and cognitive religiosity), interactions with religious primes, and psychological reactance in understanding consumers' self‐control.     

Introducing the super consumer

The purpose of this study is to propose a new perspective on classifying or segmenting consumers by describing a minority of them who are uniquely motivated by high levels of status seeking, brand identification, and materialism. We term this segment of individuals “super consumers.” The data came from an online survey of 351 adult US consumers. A cluster analysis using these three variables as criteria produced a two‐cluster solution. Comparing mean scores between these two groups of consumers on measures of market mavenism, shopping frequency, amount of spending, age, and gender showed that the super consumers were significantly more likely to be market mavens, to shop more frequently, and to spend more than the other consumers were. The super consumers were younger in age as well, but there were no gender differences between the two groups. Copyright © 2015 John Wiley & Sons, Ltd.     

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.     

Children's reasoning about the self‐presentational consequences of apologies and excuses following rule violations

The accounts given by those who have violated a rule are likely to have important self‐presentational consequences, potentially reducing the negative impact of the breach on social evaluations of transgressors. However, little is known about young children's self‐presentational reasoning about such accounts. In the present study, a sample of 120 4‐ to 9‐year‐olds responded to rule violation stories where the transgressor uses either an apology, an excuse, or no account. Results showed that whereas children rated both account types similarly in terms of their impact on punishment consequences, even the youngest saw apologies as leading to significantly more positive social evaluation than excuses. Correspondingly, children were more likely to identify prosocial motives for apologies than for excuses, and more likely to identify self‐protective motives for excuses than for apologies. Explicit references to self‐presentational motives when explaining the accounts increased significantly with age, and were more likely following social‐conventional rather than moral rule violations.     

Existential Phenomenology and the Conceptual Problem of Other Minds

We ordinarily think that self and other coexist as subjects with mutually exclusive mental lives. The conceptual problem of other minds challenges this common thought by raising doubts that coexistence and mutual exclusivity come together in a coherent idea of others. Existential phenomenology is usually taken to be exempt from skeptical worries of this sort because it conceives of subjects as situated or embodied, offering an inclusive account of coexistence. I submit that this well‐entrenched view faces a serious dilemma: either the ordinary distinction between self and other has to be given up, or accounts of situated and embodied coexistence presuppose a non‐phenomenological solution to (a close relative of) the conceptual problem of other minds. I then propose a way out for existential phenomenology by sketching a Sartre‐inspired phenomenological response to the problem.     

Monopoly money: the effect of payment coupling and form on spending behavior

This article examines consumer spending as a function of payment mode both when the modes differ in terms of payment coupling (association between purchase decision and actual parting of money) and physical form as well as when the modes differ only in terms of form. Study 1 demonstrates that consumers are willing to spend more when a credit card logo is present versus absent. Study 2 shows that the credit card effect can be attenuated when people estimate their expenses using a decomposition strategy (vs. a holistic one). Noting that credit card and cash payments differ in terms of payment coupling and form, Studies 3 and 4 examine consumer spending when the payment mode differs only in physical form. Study 3 demonstrates that consumers spend more when they are spending scrip (a form of stored value certificate) versus cash of the same face value. Study 4 shows that the difference in spending across payment modes (cash and gift certificates) is attenuated by altering the salience of parting with money through contextual manipulations of the differences between cash and gift certificates.     

Should I believe this? Reality monitoring of accounts of self‐experienced and invented recent and distant autobiographical events

To examine personal and interpersonal reality monitoring, 240 participants wrote accounts of invented or self‐experienced autobiographical events. Half the participants wrote about a distant event that happened before the age of 15 and half wrote about a recent event that happened after the age of 15. Using a yoked design, participants rated the qualitative details of their own accounts and the details of other participants' accounts. Consistent with previous research, we found that self‐experienced accounts contained more qualitative details than invented accounts, and that accounts of recent events contained more qualitative details than accounts of distant events. Participants rated their own accounts as more qualitatively detailed than other participants' accounts, which suggests that they did not base their self‐ratings solely on the written details. We discuss the practical and theoretical importance of our findings. Copyright © 2006 John Wiley & Sons, Ltd.     

Stakeholders’ Perspectives on Community-Based Participatory Research to Enhance Mental Health Services

Historically, consumers of mental health services have not been given meaningful roles in research and change efforts related to the services they use. This is quickly changing as scholars and a growing number of funding bodies now call for greater consumer involvement in mental health services research and improvement. Amidst these calls, community‐based participatory research (CBPR) has emerged as an approach which holds unique promise for capitalizing on consumer involvement in mental health services research and change. Yet, there have been few discussions of the value added by this approach above and beyond that of traditional means of inquiry and enhancement in adult mental health services. The purpose of this paper is to add to this discussion an understanding of potential multilevel and multifaceted benefits associated with consumer‐involved CBPR. This is accomplished through presenting the first‐person accounts of four stakeholder groups who were part of a consumer‐involved CBPR project purposed to improve the services of a local community mental health center. We present these accounts with the hope that by illustrating the unique outcomes associated with CBPR, there will be invigorated interest in CBPR as a vehicle for consumer involvement in adult mental health services research and enhancement.     

Mental health professionals' support of self‐help groups

Objective. Self‐help groups and other consumer‐led services are viewed as valuable additions to mental health services. This study describes professional support for self‐help groups and examines the hypothesis that professional support of self‐help is influenced by the degree to which professionally‐led groups are viewed as more helpful than self‐help groups. Method. Survey data were obtained from a representative sample of over 900 mental health professionals employed in mental health agencies in a large US State. The survey assessed beliefs, behaviours, attitudes, and intentions toward professional and self‐help groups. Results. Respondents who perceive professionally‐led groups to be significantly more helpful than self‐help groups were less inclined to support self‐help groups through referrals, help in organizing groups, or financially. Conclusion. To the extent that professional support of the self‐help movement is diminished, valuable allies in the struggle to expand the reach of mental health services are lost. It is proposed that mental health professionals should obtain additional information about the benefits of self‐help and the constructive role that self‐help groups can play in expanding the availability and continuum of beneficial mental health services. Copyright © 2001 John Wiley & Sons, Ltd.     

How a perceived status change increase consumers’ tendency toward consumption through double psychological mechanisms

While previous research has demonstrated that status significantly affects consumer behaviour, most studies have examined objective status rather than perceived status. The present article, therefore, aims to examine how a perceived change in status affects consumers’ status consumption as well as the underlying psychological mechanisms for this behaviour. Study 1 manipulates participants’ perceived status change and measures their tendencies toward status consumption. Results show that both participants undergoing status improvement and those perceiving a threat to their status are more inclined towards status consumption than participants in a control condition. Study 2 manipulates participants’ perceived status change and measures their self‐presentation motivation, self‐compensation motivation, and status consumption tendency. A series of mediation analyses shows that self‐presentation, rather than self‐compensation, mediates the positive effect of status improvement on consumers’ status consumption and that self‐compensation, rather than self‐presentation, mediates the positive effect of status threat on consumers’ status consumption. Results of our studies suggest that consumers who perceive status improvement seek status consumption for self‐presentation purposes, while consumers who perceive status threat seek status consumption for self‐compensation. The article concludes by discussing the theoretical contribution of this research and offering practical suggestions regarding product marketing.     

Brand placement disclosure effects on persuasion: The moderating role of consumer self‐control

The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against unobtrusive persuasion attempts, European media policy has obligated broadcasters to disclose the presence of brand placement in their television shows. Recent studies demonstrate that disclosures raise viewers' persuasion knowledge; however, the circumstances under which brand placement disclosures may affect brand evaluations and resistance to the persuasive impact of brand placement are still unclear. In two experiments, we uncovered self‐control depletion as an important moderator of disclosure effects on brand evaluations and resistance to brand placement influence. Whereas disclosures increase resistance and decrease persuasion for viewers not depleted of their self‐control, disclosures do not affect resistance and even result in more favorable brand evaluations when viewers' self‐control is depleted by a previous self‐control task. Because a state of self‐control depletion can be perceived as the “couch‐potato” mindset in which people expose themselves to entertaining television content, our findings imply that instead of protecting consumers from hidden persuasion, disclosures may unintentionally increase the persuasive effects of brand placement. We discuss several possible mechanisms that could explain our findings. Copyright © 2016 John Wiley & Sons, Ltd.     

You still feel different: the experience and meaning of women's self‐injury in the context of a lesbian or bisexual identity

This article reports an intensive qualitative study of the subjective experience and meaning of self‐injury for 16 women who identified as lesbian or bisexual and who had deliberately self‐injured on repeated occasions. In individual interviews, the women talked about their experiences of self‐injury and the role it played in their lives as lesbian or bisexual women. Interpretative Phenomenological Analysis (IPA) was used to elicit themes arising within their accounts. These highlighted a number of ways in which social and contextual factors contributed to the development of self‐injury. Although many of these factors seemed applicable to any woman who self‐injures, there were some aspects that were specific to the experience of lesbian and bisexual women. In addition, the women's accounts raised a number of important issues about the way in which mental health services respond to lesbian and bisexual women who self‐injure. It is argued that self‐injury can be understood as a coping response that arises within a social context characterized by abuse, invalidation, and the experience of being regarded as different or in some way unacceptable. These factors are especially salient in the lives of women, and they emerge particularly strongly as part of the experience of women who are developing a lesbian or bisexual identity. Copyright © 2004 John Wiley & Sons, Ltd.     

Understanding and Overcoming Self‐control Depletion

After people exert self‐control, self‐control performance on subsequent tasks tends to suffer, as if the capacity for self‐control was depleted by the prior exertion. The present paper discusses self‐control depletion and how people may overcome it. We searched the psychology literature and found nearly 40 empirical articles documenting diverse traits and strategies that counteract depletion, thereby facilitating self‐control success. The evidence points to two major strategies for overcoming depletion. The first strategy involves offsetting the high amount of effort required for self‐control (e.g., introducing a brief period of rest). The second involves compensating for the low immediate rewards that most self‐control tasks offer (e.g., providing an additional incentive for exerting self‐control). These strategies can be interpreted neatly within the framework of recent motivational accounts of self‐control depletion. This analysis may inform those aiming to improve self‐control success or simply to understand and anticipate when and why self‐control depletion occurs.     

“Self‐promotion”: How regulatory focus affects the pursuit of self‐interest at the expense of the group

Self‐interested behavior may have positive consequences for individual group‐members, but also negatively affects the outcomes of the group when group‐level and individual‐level interests are misaligned. In two studies, we examined such self‐interested, group‐undermining behavior from the perspective of regulatory focus theory. We predicted that when individual and group interests are out of alignment, individuals under promotion focus would be more likely than individuals under prevention focus to pursue individual success at the expense of their group. Two studies provided support for this prediction. Promotion oriented individuals were more willing to act in their self‐interest (at the expense of their group) than individuals under prevention focus when self‐interested goals were not compatible with cooperation. No effect of regulatory focus on group loyalty was found when cooperation formed the only viable route to individual success. We discuss how these findings extend our understanding of the role of regulatory focus in social situations and of the practice of ensuring loyalty in contexts where individual and group goals are misaligned while cooperation is an important part of group success.     

中国人心理账户的内隐结构

“心理账户”是个人、家庭或企业集团在心理上对结果（尤其是经济结果）的记录、编码、分类和估价的心理过程,它揭示了人们进行资金（财富）决策时的内在认知编码。研究对全国9个省市1268名有效被试进行问卷调查,经过探索性因子分析、验证性因子分析以及二阶因子验证发现：中国人的心理账户系统有一个相对稳定的“3－4－2”分类结构。即收入账户有“工作相关的常规收入”、“非常规的额外收入”和“经营收入”三个账户;开支账户有“生活必需开支”、“家庭建设与个人发展开支”、“情感维系开支”和“享乐休闲开支”四个账户;存储账户有“安全型保障账户”和“风险型存储账户”两个账户。心理账户的分类研究对探究人们的经济决策行为有重要意义     

Compulsive buying behavior: Re‐evaluating its dimensions and screening

Despite the significant research in the consumer behavior literature on compulsive buying behavior (CBB), there is still no general agreement about the dimensionality or diagnostic screening of the disorder. Previous studies have identified two principal dimensions: compulsivity and impulsivity, although more recent strands of theory characterize CBB with reference to loss of self‐control and behavioral addiction. This study challenges the impulsive–compulsive paradigm by validating a new model with compulsive and self‐control impaired spending dimensions. The model more closely reflects the disorder's ego‐dystonic character, routed in an anxiety‐based reactive mechanism with uncontrollable buying and an inability to rationalize the behavior and its consequences. The study also develops and cross‐validates a new seven‐item CBB screening tool, using a comparative analysis with three existing screeners and an independent sample. The findings indicate that compulsive buying results from both compulsive and self‐control impaired impulsive elements, which are characteristic of behavioral addiction.     

Mindless resistance to persuasion: Low self‐control fosters the use of resistance‐promoting heuristics

In our consumer society, people are confronted on a daily basis with unsolicited persuasion attempts. The present research challenges the prevailing view that resisting persuasion is more likely to fail when consumers have low self‐control. Four experiments tested the hypothesis that impaired self‐regulation may actually facilitate resistance to persuasion when the influence context contains resistance‐promoting heuristics. Indeed, participants with low self‐control were less likely to comply with a persuasive request (Experiments 1 and 3), reported a less favourable attitude towards an advertised product (Experiment 2), and generated more negative responses towards a persuasive message (Experiment 4) than participants with high self‐control, when they could rely on resistance‐promoting heuristics: a violation of the norm of reciprocity (Experiments 1 and 3), an advertisement disclaimer (Experiment 2), or negative social proof (Experiment 4). Together, these studies demonstrate that contextual cues can bolster resistance when one does not carefully scrutinize an influence attempt.     

Parenting Self‐Construals of Mothers With a Serious Mental Illness: Efficacy,Burden, and Personal Growth1

We explored parenting self‐construals among mothers with serious mental illness (n= 379). Mothers reported feeling moderately positively about themselves as parents, more efficacious than inefficacious, more positive than negative, more valued than disvalued; but also at least somewhat restricted and burdened by motherhood. Factor analyses revealed 3 parenting self‐construal factors: efficacious, burdened, and parenting as a personal growth experience. In hierarchical regression analyses, parenting self‐construal factors significantly added to prediction of parenting behaviors and attitudes (nurturance, explanatory parenting style, and parenting stress), once demographic, mental health history, and current social context variables (support, stress, and current mental health) were taken into account. Maternal parenting self‐efficacy increased (while self‐construal of parenting as a burden decreased) positive parenting style.