Through rose-tinted glasses: How inducing and resolving curiosity makes consumers less skeptical and improves their product evaluations

Research indicates that in general, curiosity leads to more intense processing of an advertisement, which might result in a more skeptical response toward a persuasive message. However, we propose the opposite and argue that a process of evoking curiosity toward a stimulus in the first step (with the creation of an information gap) and resolving it in the second step creates a positive affective experience. Upon receiving curiosity-resolving information after becoming curious, consumers are less skeptical toward the advertised product, which leads to a more favorable attitude and a higher purchase intention. Based on four studies, we demonstrate curiosity's skepticism-reducing effect, its downstream consequences, and the underlying mechanism of positive affect. We show that this curiosity-stimulating way of information disclosure caused the effect instead of the information itself, which remained constant. The effects occur for integral curiosity, directed at the focal product, and for incidental curiosity, elicited by an unrelated stimulus. These results contribute to understanding consumer responses to curiosity-evoking advertisements, which are widespread, and provide implications for consumer psychologists, practitioners, and policy makers.     

Qualitative Analyse von Gruppeninteraktionen in offenen verteilten Lernumgebungen

Summary. Open learning environments support on the one hand a constructive approach to potentially open tasks and on the other hand social interaction by means of distributed systems. Beyond that they enable a detailed data acquisition and thus the focusing on the process of interaction in groups. On the basis of a distributed system with shared workspaces and structured visual representations, an approach has been developed for the analysis of collaboration on the basis of group interactions (action based collaboration analysis). This approach was implemented in a system for the automatic analysis of group interactions which uses formalizations of interaction events in predicate logic as indicators for action sequences. Tests with different groups of participants indicate the applicability of the approach and give first insights into cooperations and conflicts in shared problem solving situations. Zusammenfassung. Offene Lernumgebungen unterstützen auf der einen Seite einen konstruktiven Zugang zu potentiell offenen Aufgabenstellungen und auf der anderen Seite soziale Interaktion durch verteilte Systeme. Darüber hinaus ermöglichen sie eine detaillierte Datenerhebung und damit die Fokussierung auf den Prozeß der Interaktion in Gruppen. Auf der Grundlage eines verteilten Systems mit gemeinsamen Arbeitsbereichen und strukturierten visuellen Repräsentationen wurde ein Ansatz zur Analyse von Zusammenarbeit auf der Basis von Gruppeninteraktionen (action-based collaboration analysis) entwickelt. Dieser wurde in einem System zur automatischen Analyse von Gruppeninteraktionen implementiert, wobei prädikatenlogische Formalisierungen von Interaktionsereignissen als Indikatoren auf Aktionssequenzen dienen. Untersuchungen mit verschiedenen Versuchsgruppen zeigen die Anwendbarkeit des Ansatzes und liefern erste Einsichten in Kooperationen und Konflikte beim gemeinsamen Problemlösen.     

Effects of reiteration,hindsight bias,and memory on realism in eyewitness confidence

This study investigated the effects of repetition, memory, feedback, and hindsight bias on the realism in confidence in answers to questions on a filmed kidnapping. In Experiment 1 the participants showed overconfidence in all conditions. In the Repeat condition (‘how confident are you now that your previous answers are correct’) overconfidence was reduced as a consequence of the decrease in confidence in both correct and incorrect answers compared with the Repeat condition when the participants received feedback on their answers and were asked to remember their initial confidence, the confidence level was higher for correct and lower for incorrect answers. In Experiment 2, recalled confidence (the Memory condition) increased compared with the original confidence both for correct and incorrect answers; the effect of this was increased overconfidence. The Hindsight condition showed a decrease in confidence in incorrect answers. The results suggest that a unique hindsight effect may be more clearly present for incorrect than for correct answers. Our study gives further evidence for the malleability of the realism in eyewitness confidence and we discuss both the theoretical and forensic implications of our findings. Copyright © 2000 John Wiley & Sons, Ltd.     

The Role of Personality Profiles in the Longitudinal Relationship Between Work-related Well-being and Life Satisfaction Among Working Adults in Switzerland

Drawing on the concept of spillover between work and life domains and using a person-centred approach, the present study examined the role of Big Five personality trait profiles in moderating the relationship between work-related well-being and life satisfaction over a 1-year period in a sample of working adults in Switzerland (N = 1204). Latent profile analysis was first carried out to derive and compare alternative latent personality profile models. Subsequently, a two-wave cross-lagged structural equation model using three personality profiles (resilient, average, and oversensitive) as moderators was tested. Work stress and job satisfaction were used as negative and positive indicators of work-related well-being. The results showed that in the overall sample, only Time 1 life satisfaction predicted Time 2 job satisfaction. We found a moderating role for the personality profiles, where the effect of Time 1 work stress on Time 2 life satisfaction became salient in the oversensitive profile, while a significant effect of Time 1 life satisfaction on Time 2 work stress was found in the resilient profile. The current study showed that different combinations of personality traits may determine the way in which work-related well-being and general well-being relate to each other. © 2019 European Association of Personality Psychology     

Characteristics of personally important episodic memories,counterfactual thoughts,and future projections across age and culture

We have limited knowledge as to whether the phenomenological differences between episodic memories, counterfactuals, and future projections show the same pattern across age groups and diverse samples. Here we compared the characteristics of these mental events, reported by younger and older participants in a Turkish (Study 1) and in an American sample (Study 2). In both studies, memories contained more sensory-perceptual-spatial details, were easier to bring to mind, and more specific. Future projections were the most positive, whereas counterfactuals were the least emotionally intense. In Study 1, older participants rated the events more positively and experienced them with more perceptual detail, whereas younger participants reported the future to be more voluntarily rehearsed, important, and central. These age differences did not replicate in Study 2. Overall, phenomenological differences between the events are robust and replicate across diverse samples. However, age differences are more sensitive to cultural or individual differences.     

To be at the tail of the lions or the head of the foxes?

Agents seeking an opportunity for profit often have to compete with others who pursue the same opportunity. When having to choose between a number of opportunities differing in their value and if individuals differ in their chances of outperforming others, the choice can be cognitively and emotionally demanding. We explore choice between opportunities using stylized Lions–Foxes games. In such a game, each of three players, with different odds of beating others, has to choose one of two contests that offer different rewards. After game theoretically analyzing the games, which we have experimentally employed, we report four experiments that vary in choice elicitation (repeated play or strategy method), in players' matching (random strangers or partners) and in rewards. Regarding contest choices, we found the choice of the higher value (and seemingly more prestigious) contest to be positively related to winning odds, contrary to what four out of the five (mixed, partially mixed, or pure) equilibria predict. Participants started out rather optimistic, with a large majority choosing the higher value option, but with experience, they approached the only viable of two pure strategy equilibria. Still, mixing continued via reacting to past play and outcome, apparently balancing dissatisfaction from choosing either contest.     

Illusory trust: Kanizsa shapes incidentally increase trust and willingness to invest

Previous research has shown that the completion of basic perceptual processes is intrinsically pleasant. In the absence of diagnostic and objective cues to trustworthiness, nondiagnostic factors such as positive affect can incidentally lead to reported and behavioral trust. On the basis of these two premises, it was tested whether positive affect from the completion of perceptual processes has implications for the formation of trust in first-time business-consumer interactions. We tested this hypothesis in four experiments, using the famous Kanizsa illusion as an exemplary perceptual process that has been shown to trigger positive affect. We found that participants trusted companies who featured a Kanizsa shape as their logo more than companies with closely matched logos that did not allow for the completion of a basic perceptual process. This was evident on self-reported (Experiment 1) as well as behavioral (Experiments 2–4) measures of trust. This effect even persisted under incentivized conditions (Experiment 4) and was partially mediated by the intrinsic pleasantness of perception (Experiment 3). These findings for the first time demonstrate that positive affect is not the only consequence of perception, but rather has further trickle-down consequences for social judgments and economic decision making. Perceptual illusions seem to elicit illusory trust. Therefore, these novel findings bear important implications not only for both logo design and marketing but also for consumer decision making.     

Daily Responsiveness,Expectations, and Self-disclosure: How the Average Levels and Within-person Variability of Three Relationship Components Mediate Personality–Relationship Transactions in Romantic Couples

The associations between couple members' personality and their relationship satisfaction can be conceptualized as reciprocal transactions. To better understand these transactions, we focused on both partners' interpersonal vulnerabilities (i.e. neuroticism, low self-esteem, and insecure attachment); daily emotional, cognitive, and behavioural relationship components (i.e. perceived responsiveness, positive expectations, and self-disclosure); and relationship satisfaction. Specifically, we examined whether the average levels and within-person variability of the relationship components mediated the transactions between interpersonal vulnerabilities and relationship satisfaction. Data came from 689 female–male couples aged 18 to 81 years who participated in three measurement occasions across 12 months, including a 14-day diary phase. We used mediated dyadic bivariate latent change score models to test the level–change and change–change transactions and mediations. The findings partly supported our hypotheses: Couple members with interpersonal vulnerabilities had lower average levels (but not higher within-person variability) of the relationship components, and less satisfied couple members had lower average levels and higher within-person variability of these components. The lower average levels but not the variability mediated between a lower level of relationship satisfaction and an increase in avoidant attachment. No other mediations were observed. We discuss the importance of studying daily relationship components for better understanding reciprocal transactions in couples. © 2020 European Association of Personality Psychology