Utility blindness: Why do we fall for deals?

Utility blindness occurs under limited information processing when consumers base their purchase decisions solely on transaction utility (gains from the deal) rather than on total utility. When the deal is attractive enough, consumers will buy a product even though the total utility is little or negative; on the other hand, an unattractive deal might decrease consumers' purchase likelihood even when the total utility is unaffected by the promotion. In this paper, three experiments provide evidence for the existence of utility blindness and demonstrate that information processing limitation is the underlying process. Transaction utility salience and cognitive load are identified as the moderating factors. Theoretical contributions, managerial implications, limitations, and future areas of the current research are also discussed. Copyright © 2013 John Wiley & Sons, Ltd.     

Testing the semantic differential as a model of task processes with the implicit association test

In this study, we examined the hypothesis that semantic judgment tasks share overlapping processes if they require processing on common dimensions but not if they require processing on orthogonal dimensions in semantic space (Osgood, Suci, & Tannenbaum, 1957). We tested the hypothesis with the implicit association test (IATl Greenwald, McGhee, & Schwartz, 1998) in three experiments. Consistent with the hypothesis, IAT effects (costs in reaction time because of incompatible response mapping between associated judgment tasks) occurred consistently when judgment tasks tapped into common semantic dimensions, whereas no IAT effect appeared when judgment tasks entailed processing on orthogonal semantic dimensions.     

“They Go Too Far”: Reply to Review Essays by Lewes and O'Connor

Kenneth Lewes and Noreen O'Connor share little common ground in their discussions of Lesbian Lives. They agree that it represents, in Lewes's words, “important trends in psychoanalysis and more general intellectual discourse” (“the developing discourse on homosexuality, the ascendancy of feminist ideas within psychoanalysis, … the shift … from classical drive theory to … more … relational approaches, and the influence of postmodern social and literary thought”). But whereas O'Connor welcomes a text she sees as offering “critiques of traditional psychoanalysis's binary theorising of gender and sexuality,” Lewes finds that Lesbian Lives presents “certain questions and difficulties, especially to those who, like myself, espouse theoretical and political allegiances quite different from them.” This article responds to several of Lewes's distortions and misreadings, including his allegations that the authors believe they can “conduct therapy without theory or value” and that they “insist on the essential sameness of people who are heterosexual and homosexual.” Lewes also wrongly attributes to the authors a simplistic belief in “sexual fluidity” and the “multiplicity of selves.” Instead, the text of Lesbian Lives in various ways encourages psychoanalysis to incorporate into its developmental models what it has learned clinically about the multiple dimensions of subjective experience.     

Family factors in childhood obesity

Abstract

Childhood obesity is reaching epidemic proportions in the United States today. Children become its victims and often carry obesity-producing habits into adulthood. Much research has been reported on obesity, but little has touched on how family dynamics affect childhood obesity. This article explores the family dynamics of childhood obesity, and presents evidence supporting the need for a family-based treatment model.     

Juggling roles and expectations: dilemmas faced by women talking to relatives about cancer and genetic testing

Health professionals do not inform their patients’ kin about BRCA1/2 test results or genetic testing without their written consent. Thus, the onus is on women attending genetic counselling to talk to relatives about the family history and their potential increased risk. This communication process within the family is largely unexplored and provides the focus of the present study. Fifteen healthy women attending a genetics clinic for predictive testing were interviewed prior to receiving their test result and again 6 months later. A grounded theory approach was used. Findings illustrate the dilemmas women faced in juggling social roles and expectations, which had an impact on communication within the family in the context of predictive genetic testing. Tensions between responsibilities towards themselves and others and their fulfilment of social roles had an impact on who women informed and on how they did so. These factors should be considered when assigning patients the role of information provider.     

Applied Research and Zoo Education: The Evolution and Evaluation of a Public Talks Program using Unobtrusive Video Recording of Visitor Behavior

ABSTRACT

The provision of high-quality conservation education has become a priority for modern zoos. This can be delivered in a number of differing ways to account for differences in learning styles and prior knowledge of zoo visitors. At Chester Zoo (United Kingdom), a team of full-time and highly trained interpreters (known as presenters) deliver a diverse public talks program every day of the year. Although these talks attract a large audience, little was understood about their impact on the visitor. As a result, an extensive, unobtrusive study using video recording equipment was undertaken to assess visitor behavior. Results suggest that visitor attentiveness was much higher among those individuals who found themselves in a better viewing position (where they could see the animal and presenter). Visitors who were in poor-visibility positions showed less attention than visitors who were observed under control conditions, without an accompanying talk, indicating a high environmental component to learning potential. When interactive elements were included in a talk (such as an animal feed or enrichment activity) attentiveness was dramatically increased. More crucially, however, was that during talks where there was no interactivity or animals were inactive, attentiveness fell to below control levels, suggesting that heightened visitor expectations created by the anticipation for the talk were not being met—a serious barrier to learning. These findings offer a series of measures that can be taken to improve the educational impact of a zoo talks program whilst, at the same time, providing a better quality experience for zoo visitors.