I want it and I want it now: Using a temporal discounting paradigm to examine predictors of consumer impulsivity

This paper proposes a new model of consumer impulsivity, using type of good, a person's endorsement of materialistic values, and identity deficits as predictors. Traditional decision making and psychological accounts see impulsive behaviour as a general overweighing of short‐term gratification (I want that dress now) relative to longer‐term concerns, irrespective of consumer good. Our proposal is that consumers' impulsivity (a) differs according to type of good and (b) is linked systematically to a combination of materialistic values and high identity deficits. Beginning with Study 1, three experiments, using a temporal discounting paradigm, show consistently that discount rates are higher for goods that are seen as highly expressive of identity (e.g., clothes) than goods not expressive of identity (e.g., basic body care products). For materialistic consumers, identity deficits predict discount rates for identity‐expressive goods (Study 2), and discount rates change for materialistic individuals when their identity deficits are made salient (Study 3). These findings support a conceptualization of consumer impulsivity as identity‐seeking behaviour.     

Laughter and Stress in Daily Life: Relation to Positive and Negative Affect

The present study investigated the proposal that increased laughter can serve to moderate the affective impact of negative life events. Community participants kept a record of their actual frequency of laughter for a 3-day period, and completed a measure of stressful life events each evening. Current levels of positive and negative affect were also obtained in the morning and evening of each day. A series of simple correlations, computed on a daily basis, provided little evidence for any direct relationships between amount of daily laughter and either positive or negative affect. Instead, more complex moderator analyses revealed that greater negative affect was clearly associated with a higher number of stressful life events, but only for those individuals with a lower frequency of actual laughter. In contrast, and in support of a stress buffering hypothesis, it was found that individuals with a higher frequency of laughter did not show greater levels of negative affect as stressful life events increased. When considering positive affect, it was found that only males showed a significant moderating effect of laughter. For males who laughed more frequently, a greater number of stressful life events was associated with higher levels of positive affect. These findings are discussed in terms of several possible mechanisms which may account for the moderating effects of laughter on affect, including the use of cognitive appraisals and emotion-focused coping strategies.     

Self-Motivation and Adherence to Habitual Physical Activity1

The purpose of this investigation was to develop and refine a psychometric measure of self-motivation and assess its relationship to adherence to programs of habitual physical activity. Following construction of a Self-Motivation Inventory, a series of studies were conducted involving the pretesting of undergraduate males and females (N= 401) and subsequent validation work involving intercollegiate women athletes (N= 64) and adult males (N= 66) in actual exercise settings. Results of the psychometric work provided evidence for the logical validity, internal consistency, and test-retest reliability of the self-motivation construct. In addition, convergent and discriminant evidence was provided for construct validity through self-motivation's pattern of association with other conceptually relevant psychometric variables. Finally, from the standpoint of behavioral validation, self-motivation proved to be the best discriminator between exercise adherers and dropouts among the psychological variables employed and was strongly related to program adherence in both exercise settings. In fact, when combined with selected morphologic variables in a psychobiologic framework, self-motivation scores were found to accurately classify participants according to their adherence status in approximately 80% of all cases and to account for nearly 50% of the variance in exercise adherence behavior.     

The worker scale: Developing a measure to explain gender differences in behavioral self-handicapping

Research has consistently found that men engage in more behavioral self-handicapping than do women. We first review evidence suggesting that these gender differences result from women placing more importance on displaying effort than do men. We then present the results of two studies seeking to develop measures of beliefs about effort that might explain these gender differences in behavioral self-handicapping. Women, across a wide range of measures, placed more importance on effort than did men. However, only a new measure of more personalized effort beliefs, dubbed the Worker scale, uniquely explained gender differences in dispositional tendency to behaviorally self-handicap. The Worker scale also predicted academic performance, consistent with the notion that these effort beliefs would predict engagement in actual behavioral self-handicaps that undermine performance.     

I want to be creative: exploring the role of hedonic contingency theory in the positive mood-cognitive flexibility link

Three studies explored the role of hedonic contingency theory as an explanation for the link between positive mood and cognitive flexibility. Study 1 examined the determinants of activity choice for participants in happy, sad, or neutral moods. Consistent with hedonic contingency theory, happy participants weighted potential for creativity as well as the pleasantness of the task more heavily in their preference ratings. In Study 2, participants were given either a neutral or mood-threatening item generation task to perform. Results illustrated that happy participants exhibited greater cognitive flexibility in all cases; when confronted with a potentially mood-threatening task, happy participants were able to creatively transform the task so as to maintain positive mood and interest. Finally, Study 3 manipulated participants' beliefs that moods could or could not be altered. Results replicated the standard positive mood-increased cognitive flexibility effect in the nonmood-freezing condition, but no effects of mood on creativity were found in the mood-freezing condition. These studies indicate that the hedonic contingency theory may be an important contributing mechanism behind the positive mood-cognitive flexibility link.     

Man Smart,Woman Smarter? Getting to the Root of Gender Differences in Self‐handicapping

Research in self-handicapping has consistently demonstrated a robust yet puzzling gender difference in the use of behavioral self-handicaps. Women not only are less likely to use behavioral self-handicaps when such opportunities present themselves, but are also more punitive in their evaluations of others who utilize these types of handicaps. For years, the literature has considered several possible explanations for these consistent gender differences, with little success. The present work highlights our recent efforts suggesting that the personal value placed on effort, as indexed by the 'Worker scale' ( McCrea, Hirt, Hendrix, Milner, & Steele, 2008 ), is an important mediator of these gender differences in both the use of and evaluation of others' use of behavioral self-handicaps. Discussion centers on the implications of the present results for gaining a better understanding of the motivations and tradeoffs that underlie the use of this self-defeating strategy.     

“2 x 3” primes naming “6”: Evidence from masked priming

It is a common assumption for multiplication-solving models that single-digit multiplications are automatically retrieved. However, the experimental evidence for this is based on paradigms under suspicion. In this research, we employed a new procedure with the aim of assessing the automatic retrieval of multiplication more directly. In two experiments, multiplication automatism was studied using briefly presented primes (stimulus onset asynchrony = 48 msec) in a number-naming task. In Experiment 1, in the congruent conditions, the target and the prime were the same numbers (e.g., prime, 6; target, 6) or the target was the solution to the multiplication prime (e.g., prime, 2×3=; target, 6). In the incongruent conditions, no relationship existed between the primes and the targets (e.g., prime, 32; target, 6; or prime, 4×8=; target, 6). Experiment 2 explored the relevance of the equal sign for the multiplication-priming effect. Data showed that naming was faster when the solution of the multiplication prime matched the target, as compared with the incongruent condition (multiplication-priming effect), and that these effects were found irrespective of the presence of the equal sign. The fact that this priming effect was found even though the participants were unaware of the presentation of the primes supports the automatic character of single-digit multiplication. We conclude by arguing that this procedure is highly valuable for exploring the mechanisms involved in simple arithmetic solving.