Mere exposure and the endowment effect on consumer decision making

Previous researchers (e.g., J. A. Bargh, 1992, 2002) demonstrated the importance of nonconscious processes on consumer choice behavior. Using an advertisement, the authors determined the effect of two nonconscious processes--the mere exposure effect, which increases object preference by increasing consumer exposure to an object, and the endowment effect, which increases object valuation by providing consumer possession of an object--on consumer behavior. Although the mere exposure effect and endowment effect did not produce an interaction, they produced independent effects. The endowment effect increased object valuation but not object preference. The mere exposure effect increased object preference but not object valuation. Thus, at the unconscious level, an increase in object preference does not lead to an increase in object valuation, nor does an increase in object valuation lead to an increase in object preference. The authors discuss the importance of developing measures of unconscious process in advertising effectiveness.     

The Other Side of Injustice: When Unfair Procedures Increase Group-Serving Behavior

ABSTRACT— Greater group identification and higher levels of procedural justice typically work together to encourage group members to engage in group-serving cooperative behavior. However, when people who already identify with a group receive information indicating that the group is procedurally unjust, their motivation to engage in group-serving behavior may increase. This article reports two studies in which college students' identification with their university was measured and information about the procedural justice of the university was manipulated. Study 1 used an explicit measure of group identification and a deliberative measure of group-serving behavior. Study 2 used an implicit measure of group identification and both deliberative and spontaneous measures of group-serving behavior. The findings of both studies support the hypothesis that among people who are highly identified with a group, learning about the group's injustice leads to short-term increases in group-serving behavior.     

Post-error slowing: An orienting account

It is generally assumed that slowing after errors is a cognitive control effect reflecting more careful response strategies after errors. However, clinical data are not compatible with this explanation. We therefore consider two alternative explanations, one referring to the possibility of a persisting underlying problem and one on the basis of the low frequency of errors (orienting account). This latter hypothesis argues that infrequent events orient attention away from the task. Support for the orienting account was obtained in two experiments. Using a new experimental procedure, Experiment 1 demonstrated post-error slowing after infrequent errors and post-correct slowing after infrequent correct trials. In Experiment 2, slowing was observed following infrequent irrelevant tones replacing the feedback signals.     

Associations between Maternal Physical Discipline and Peer Victimization among Hong Kong Chinese Children: The Moderating Role of Child Aggression

This study examines the relation between maternal physical discipline and victimization by peers, as moderated by child aggression. The sample consisted of 211 Hong Kong Chinese children (98 boys, 113 girls; average age of 11.9). Physical discipline was assessed with a questionnaire completed by mothers, and victimization by peers and aggression were measured using a peer nomination inventory. Latent variable models revealed a moderately strong link between children’s experiences with maternal physical discipline and peer victimization, but this effect held only for children who were also high on aggression. These results highlight the interplay between harsh home environments and child aggression and their contributions to the child’s adjustment in the peer group.     

Age‐related changes in transient and oscillatory brain responses to auditory stimulation during early adolescence

Maturational changes in the capacity to process quickly the temporal envelope of sound have been linked to language abilities in typically developing individuals. As part of a longitudinal study of brain maturation and cognitive development during adolescence, we employed dense‐array EEG and spatiotemporal source analysis to characterize maturational changes in the timing of brain responses to temporal variations in sound. We found significant changes in the brain responses compared longitudinally at two time points in early adolescence, namely 10 years (65 subjects) and 11.5 years (60 of the 65 subjects), as well as large differences between adults, studied with the same protocol ( Poulsen, Picton & Paus, 2007 ), and the children at 10 and 11.5 years of age. The transient auditory evoked potential to tone onset showed decreases in the latency of vertex and T‐complex components, and a highly significant increase in the amplitude of the N1 wave with increasing age. The auditory steady state response to a 40‐Hz frequency‐modulated tone increased in amplitude with increasing age. The peak frequency of the envelope‐following response to sweeps of amplitude‐modulated white noise also increased significantly with increasing age. These results indicate persistent maturation of the cortical mechanisms for auditory processing from childhood into middle adulthood.     

What–Where–When memory in magpies (Pica pica)

Some animals have been shown to be able to remember which type of food they hoarded or encountered in which location and how long ago (what–where–when memory). In this study, we test whether magpies (Pica pica) also show evidence of remembering these different aspects of a past episode. Magpies hid red- and blue-dyed pellets of scrambled eggs in a large tray containing wood shavings. They were allowed to make as many caches as they wanted. The birds were then returned either the same day or the next day to retrieve the pellets. If they returned the same day, one colour of pellets was replaced with wooden beads of similar size and colour, while if they returned the next day this would happen to the other colour. Over just a few trials, the birds learned to only search for the food pellets, and ignore the beads, of the appropriate colour for the given retention interval. A probe trial in which all items were removed showed that the birds persisted in searching for the pellets and not the beads. This shows that magpies can remember which food item they hoarded where, and when, even if the food items only differ from each other in their colour and are dispersed throughout a continuous caching substrate.     

Is masked neighbor priming inhibitory? Evidence using the incremental priming technique

To investigate neighbor effects in visual word recognition, the masked priming technique holds considerable advantages over unprimed methods, because a target word is used as its own control. However, inhibitory neighbor effects obtained with masked priming are still open for different interpretations, because the primes differ across conditions. Given this theoretical problem, it is useful to investigate neighbor priming effects using a prime as its own control. This option is available in the incremental priming technique (Jacobs, Grainger, & Ferrand, 1995), in which a within-condition baseline is created by comparing the response times (RTs) to a target when it is primed at different prime durations. In this study, we examined masked neighbor priming using this technique. Both the traditional and the within-condition baseline indicated that masked neighbor word priming is inhibitory in nature. The results are discussed in terms of current theories of visual word recognition.     

Statistical contingency has a different impact on preparation judgements than on causal judgements

Previous studies on causal learning showed that judgements about the causal effect of a cue on an outcome depend on the statistical contingency between the presence of the cue and the outcome. We demonstrate that statistical contingency has a different impact on preparation judgements (i.e., judgements about the usefulness of responses that allow one to prepare for the outcome). Our results suggest that preparation judgements primarily reflect information about the outcome in prior situations that are identical to the test situation. These findings also add to previous evidence showing that people can use contingency information in a flexible manner depending on the type of test question.     

Stability and change in work values among male and female nurses and engineers

Gender related changes of work values were analyzed in a longitudinal questionnaire study of 173 male and 48 female engineers and 353 female and 31 male nurses at three measurement occasions covering about four and half years from the end of their vocational education. At all occasions, Social relations were rated as more important by women than by men and Altruism was given higher ratings by the nurses than by the engineers. Within both occupations women's mean Altruism ratings were higher than men's mean ratings, and in all groups except male engineers the mean ratings dropped between the three occasions. Women's ratings of Benefits and career and Influence were strengthened in both occupations, thereby eliminating an initial gender difference. The stability of work values is discussed in terms of challenges and norms in working life.     

Sympathy for the Devil: Evidence That Reminding Whites of Their Mortality Promotes More Favorable Reactions to White Racists

Terror management research has often shown that after reminders of mortality, people show greater investment in and support for groups to which they belong. The question for the present research was whether or not this would extend to Euro American investment in their identification as White. Although it seemed unlikely that White participants would directly exhibit increased identification as Whites, we hypothesized that mortality salience would increase sympathy for other Whites who expressed racial pride or favoritism toward Whites. In support of the hypothesis, a White person expressing pride in his race was viewed by White participants as particularly racist relative to a Black person who does so in Study 1, but was deemed less racist after White participants were reminded of their own mortality in Study 2. Similarly, in Study 3, White participants rated an explicitly racist White employer as less racist when they were reminded beforehand of their own mortality. The results were discussed in terms of implications for affiliation with racist ideologies and terror management defenses.