The role of dark pattern stimuli and personality in online impulse shopping: An application of S-O-R theory

Online impulse shopping is a growing industry. This paper uses the Stimulus-Organism-Response framework to model online impulse purchase behavior using a novel combination of stimuli and organism characteristics. The stimuli: social proof, limited-quantity scarcity, and high-demand, are three commonly used website features known as dark patterns. The organism characteristic personality is measured by the big 5 personality traits and persona generated through latent profile analysis. Using the machine learning algorithm XGBoost, impulse purchasing response was predicted separately for each dark pattern stimuli. Results show personality characteristics are important features when predicting consumer impulse purchasing in response to dark pattern messages. Moreover, the personality traits (and personas) most predictive of impulse shopping behavior varied by type of dark pattern. Findings suggest personality influences susceptibility to different dark patterns, indicating a need for tailored interventions to mitigate individual consumer vulnerabilities to impulse shopping.     

A behavioral systems approach to adaptive computerized instructional design

A computerized multimedia instructional system has been developed that adheres to behavioral systems principles for presenting both adaptive programmed instructional materials and laboratory simulations. This instructional software system, called MediaMatrix, is both an authoring environment and a presentation vehicle that adapts the complexity of presentations in real time to changes in a student’s current rate of progress. It incorporates an automated knowledge-generation system that tracks all interactions between the user and any instructional objects within the system. Such knowledge is used both for a research database and for an artificial-intelligence engine that constructs an estimate ofconcept association networks (Verplanck, 1992a). Such networks reflect a learner’s developing knowledge and skill base, and may be used for tutorial advising during student use.     

Perceptual separability and spatial models

Highly analyzable two-dimensional color stimuli were generated using stimulus cards such that one part of each card varied only on the first dimension and the other part varied only on the second. Subjects were required to make judgments of similarity between pairs of these analyzable stimuli, between pairs of relatively unanalyzable color stimuli, and between pairs of geometric stimuli. The results support previous findings that the Euclidean combining rule is appropriate for judgments of single color patches but indicate that the city block combining rule may be appropriate for simple stimuli that vary on perceptually distinct dimensions.     

AIDS, Authoritarianism, and Scientific Ignorance: A Comment on Witt

Witt shows that scores on the F scale predict negative affect towards AIDS. He interprets this in the light of the authoritarian personality theory of Adorno, Frenkel-Brunswik, Levinson, and Sanford (1950) despite the discredited nature of that theory. An alternative explanation of the findings in the light of the view that the F scale measures primarily an old-fashioned orientation is offered.     

Using multiple class indicators to examine working-class ideology

Eysenck showed that working-class supporters of any particular political party tended to be more conservative than middle-class supporters of the same party. Lipset has put forward the more ambitious thesis that working-class people in general are more authoritarian and conservative than middle-class people (except on economic issues). Existing evidence for the Lipset thesis suggests at best weak support for it with a lot depending on the particular scales used and the particular class index used. A comprehensive study is therefore presented in which six scales of conservatism, two scales of authoritarianism and political party preference are correlated with five social-class indices. Ss were a community sample of 203 Australians. Significant correlations were sparse and of low magnitude with working-class people tending to be radical rather than conservative on non-economic issues. Authoritarians also tended to be middle class rather than lower class. There were however two weak correlations with education in the direction predicted by Lipset.     

Acquiescence and response skewness in scale construction: a paradox

Kirton's version of the Wilson C Scale is primarily a version wherein items of the C Scale that attract very skewed responses have been eliminated. Contrary to what seems obvious, it is shown that the Kirton scale shows more, rather than less, influence from acquiescent response bias. Although such influence was not a serious problem with this particular scale, the finding does give grounds for believing that some skewed items may make a valuable contribution to an additive (‘Likert’) scale.