Consumer decision making and aging: Current knowledge and future directions

We review existing knowledge about older consumers and decision making. We develop a conceptual framework that incorporates the notion of fit between individual characteristics, task demands and the contextual environment. When the fit is high, older consumers use their considerable knowledge and experience to compensate for the impact of any age-related changes in abilities and resources. When the fit is relatively low, older consumers feel increased need to adapt their decision making processes. We discuss these consumer adaptations and propose a number of research questions related to the processes underlying them in order to contribute to a better understanding of how they can lead to more effective consumer decision making for older adults. We further consider some pragmatic implications of the adaptations for marketing management and public policy.     

Effects of Extreme‐Priced Products on Consumer Reservation Prices

We show that an extremely high‐priced product featured among more moderately priced products within a catalog can increase the reservation price for a moderately priced target product as well as the category as a whole. We investigate how this increase is influenced by the degree of relatedness between the extreme‐priced product and the target as well as the situational and temporal proximity (contiguity) in their presentation. Consistent with our conceptualization, we find that the presence of an extreme cue leads to greater changes in target reservation price when the extreme‐priced referent and target are more related and are contiguously presented. Furthermore, the impact of an extreme‐priced product's relatedness on reservation price appears to be greater when the contiguity between the extreme‐priced product and the target product is high versus when it is low.     

Emotional processing of individuals high in psychopathic traits

One of the most important clinical features of psychopaths is their differential emotional response style. The present study examined the modulating effect of negative mood induction on the processing of emotional information and its relation to psychopathy. The sample of 105 participants were randomly assigned to two types of mood induction conditions (negative vs neutral) and viewed three types of visual stimuli (positive, neutral, negative). Psychopathic Personality Inventory‐R (PPI‐R; Lilienfeld & Andrews) was employed to measure their psychopathic traits. It was hypothesized that individuals high on PPI‐II (i.e., self‐centered impulsivity) would show greater response latencies to emotionally negative pictures when they were induced into a negative mood compared to individuals high on PPI‐I (i.e., fearless dominance). In general, individuals high on PPI‐II showed greater response latencies to emotionally negative pictures, but their responsivity did not vary as a function of mood manipulation or task demands. When controlling the influence of other PPI factors, PPI‐I predicted reaction time (RT) facilitation to positive pictures in general (i.e., faster RT), and when interacting with a negative mood induction, it predicted longer viewing time of and more difficulty disattending from positive pictures (i.e., slower RT). These results were discussed within emotional processing theory associated with psychopathy.     

Working memory capacity and spontaneous emotion regulation in generalised anxiety disorder

Researchers have postulated that deficits in cognitive control are associated with, and thus may underlie, the perseverative thinking that characterises generalised anxiety disorder (GAD). We examined associations between cognitive control and levels of spontaneous state rumination following a stressor in a sample of healthy control participants (CTL; n?=?27) and participants with GAD (n?=?21). We assessed cognitive control by measuring working memory capacity (WMC), defined as the ability to maintain task-relevant information by ignoring task-irrelevant information. To this end, we used an affective version of the reading span task with valenced (negative or neutral) distractors. Lower WMC in the presence of negative distractors was associated with greater state rumination in the GAD group, but not in the CTL group. These findings suggest that difficulty maintaining task-relevant information due to interference from negative distractors contributes to perseverative thinking in GAD.     

Power that Builds Others and Power that Breaks: Effects of Power and Humility on Altruism and Incivility in Female Employees

Building on the approach/inhibition theory of power and the situated focus theory of power, we examine the roles of positional and personal power on altruism and incivility in workplace dyads. Results from a field study in daycare centers showed that legitimate power (a dimension of positional power) was positively associated with incivility. In contrast, personal power—referent power and expert power—was positively associated altruism and was negatively associated with incivility. Referent power was a stronger predictor of both altruism and incivility for individuals with low humility than those with high humility. Coercive power was a stronger predictor of incivility for individuals with high humility than those with low humility.     

Intensity dependence in high-level facial expression adaptation aftereffect

Perception of a facial expression can be altered or biased by a prolonged viewing of other facial expressions, known as the facial expression adaptation aftereffect (FEAA). Recent studies using antiexpressions have demonstrated a monotonic relation between the magnitude of the FEAA and adaptor extremity, suggesting that facial expressions are opponent coded and represented continuously from one expression to its antiexpression. However, it is unclear whether the opponent-coding scheme can account for the FEAA between two facial expressions. In the current study, we demonstrated that the magnitude of the FEAA between two facial expressions increased monotonically as a function of the intensity of adapting facial expressions, consistent with the predictions based on the opponent-coding model. Further, the monotonic increase in the FEAA occurred even when the intensity of an adapting face was too weak for its expression to be recognized. These results together suggest that multiple facial expressions are encoded and represented by balanced activity of neural populations tuned to different facial expressions.     

Affect as a foundational psychological process for spirituality and empathy

There is growing interest in understanding the manner by which spiritual experiences, religious beliefs and behaviours, and prosocial traits (e.g., empathy, altruism) are related. Research has recently focused on determining those psychological constructs (e.g., affective, behavioural, cognitive) that are common to these related constructs, although the specific relationships remain unclear. The current study evaluated relationships among spiritual experiences and affective and cognitive dimensions of empathy in 98 participants with heterogeneous health conditions. Results indicate that spirituality is significantly related to affective empathy, but not cognitive empathy. These findings suggest that individuals’ propensity to be both spiritual and empathetic is primarily related to a greater disposition towards emotional connection with others (i.e., whether with the divine or other people). Research and practical implications are discussed.     

Hippocampal lesion effects on occasion setting by contextual and discrete stimuli

Three experiments examined the role of the dorsal hippocampus (dHIPP) in occasion setting with diffuse contextual and discrete light stimuli serving as occasion setters in classical fear conditioning with rats. Both sham-operated and dHIPP-lesioned animals readily learned a L→T+, T? serial feature-positive discrimination in which a light (L) “set the occasion” for reinforcement of a tone (T+). dHIPP-lesioned animals were deficient, however, in acquiring a similar discrimination in which different contexts (A and B) served as occasion setters, i.e., A(T+) and B(T?). The lesioned animals also failed to discriminate between a context in which a tone had been partially reinforced and a context in which no conditioning had taken place, whereas sham-operated animals froze more to the tone in the conditioned context than in the novel context. Collectively, the data indicate that the dorsal hippocampus is important in processing information about the signaling value of contextual, but not discrete, stimuli.