The Unconscious Consumer: Effects of Environment on Consumer Behavior

In this article, we argue that consumer behavior is often strongly influenced by subtle environmental cues. Using grocery shopping as an example (or a “leitmotif,” if you wish), we first argue that the traditional perspective on consumer choice based on conscious information processing leaves much variance to be explained. Instead, we propose that many choices are made unconsciously and are strongly affected by the environment. Our argument is based on research on the perception–behavior link and on automatic goal pursuit.     

Value Priorities and Organ Donation in Young Adults

This research identifies major personal values among American university students that predict organ-donation registration with the Department of Motor Vehicles. Participants responded to a factual test of their knowledge about organ donation, indicated whether or not they had registered as posthumous donors, and filled out a personality inventory measuring their personal values (Schwartz, 1992, 1994). The data indicated a high level of factual knowledge about organ donation; and the greater the level of knowledge, the more likely participants were registered to donate their organs. Also, participants higher in benevolence, universalism, achievement, and stimulation were more likely to have registered to donate their organs. The results are discussed in terms of the need to develop more effective health-communication campaigns by using specific health-education messages tailored to students majoring in different disciplines or to people in various occupations as a means of increasing their willingness to donate.     

Predictors and outcomes of job search behavior: The moderating effects of gender and family situation

This study explored differences in the antecedents and consequences of job search behavior depending on gender and family situation in a large, nationwide sample of the Dutch population. Using Ajzen’s (1991) theory of planned behavior (TPB), we found no gender differences in the antecedents of job seeking. However, family situation did affect the relations in the TPB, such that personal attitude was a slightly weaker, and perceived social pressure a stronger predictor of job seeking for individuals with families than for singles. Concerning the consequences, job search behavior significantly predicted the chances of finding (new) employment, but not job satisfaction in the new job and the level of agreement between the obtained and wanted job.     

Explaining after by before: Basic aspects of a dynamic systems approach to the study of development

The basic properties of a dynamic systems approach of development are illustrated by contrasting two simple equations. One, y_t+1 = f (y_t), is characteristic of dynamic systems models. The other, y_i = f (x_i), refers to what, for the sake of simplicity, is referred to as the standard developmental approach. We give illustrations from cognitive, language and social development to show the characteristic differences of these two types of models and show their complementarity. The article further compares the “Bloomington” with the “Groningen” approach to dynamic systems theorizing in developmental psychology. It continues with a discussion of two important questions. One involves the issue of measurement and the nature of developmental variables from the viewpoint of dynamic systems. The second concerns the question of short- and long-term time scales in developmental models, which is discussed on the basis of an example, namely dyadic interaction of young children in the context of different social statuses.     

Empathy, group norms and children's ethnic attitudes

Two minimal group studies (Ns = 150, 123) examined the impact of emotional empathy on the ethnic attitudes of 5 to 12-year old white Anglo-Australian children. Study 1 evaluated the relationship between empathy and attitudes towards a same (Anglo-Australian) versus different ethnicity (Pacific Islander) outgroup. A significant empathy × outgroup ethnicity interaction revealed that empathy was unrelated to the children's liking for the same ethnicity outgroup, but that liking for the different ethnicity outgroup increased as empathy increased. Study 2 examined the influence of empathy on attitudes towards the different ethnicity outgroup when the ingroup had a norm of inclusion versus exclusion. A significant empathy × group norm interaction revealed that empathy was unrelated to liking when the ingroup had a norm of exclusion, but that liking for the different ethnicity outgroup increased when the ingroup had a norm of inclusion. Implications of the findings for promoting children's positive attitudes to ethnic minority groups are discussed.