Han Gong  Jianxiong Huang  Kim Huat Goh 《Journal of Consumer Psychology》2019,29(3):483-491

Double‐discount is an effective format for promoting purchase decisions. However, extant literature has overlooked how temporal order of discounts applied affects consumers’ purchase decisions. In this paper, we show that the sequence of discount magnitude (e.g., 10% followed by 40% vs. 40% followed by 10%) leads to biases in consumer judgment and influences the perceived appeal and purchase intention of the deal. We term this the double‐discount sequence effect. Using four experiments, we showed that double‐discount in an ascending sequence (e.g., taking 10% off, then an additional 40% off) is preferable over that in a descending sequence. We also found that discount application sequence—but not the presentation order—matters to consumers. Consumers anchor on the first discount they encounter and evaluate the second discount with respect to this first one.  相似文献   

    

Liyin Jin  Yunhui Huang 《Journal of Consumer Psychology》2019,29(2):243-261

Although both top‐dog and underdog positioning appeals are widely used in marketing and advertising, little is known about which strategy is more effective in persuading consumers. By introducing a sense of power, a social variable that is inherently relevant to the nature of the top‐dog versus underdog classification, we propose that consumers' responses to these two appeals are influenced by their psychological experience of power. Specifically, low‐power consumers will respond to top‐dog appeals more favorably because associating with top dogs facilitates power restoration. In contrast, high‐power consumers will respond to underdog appeals more favorably because supporting underdogs facilitates power expression. In four experimental studies, we provide consistent support for our main predictions as well as the underlying processes. Studies 1 and 2 demonstrate the differential effect of consumers' power states on their attitudes toward top‐dog versus underdog appeals. Providing process evidence, Studies 3 and 4 identify boundary conditions under which the basic effect was eliminated. These findings contribute to the persuasion literature and power research and provide important implications for positioning strategy and advertisement development.  相似文献   

    

Veronica L. Thomas  Robert D. Jewell 《Journal of Consumer Psychology》2019,29(3):463-471

Although research provides anecdotal evidence of consumers keeping their brand consumption a secret, there is little empirical corroboration to justify its study or illuminate the resulting consequences. The goals of this research are to provide evidence for the prevalence of keeping brand consumption a secret and to understand the resulting cognitive processing and consequences. Specifically, we first explore the occurrence of secrecy in the context of brand consumption, its types, and its motivations, underscoring the need for further investigation. Then, through a series of three subsequent studies, we demonstrate that keeping brand consumption a secret can lead to enhanced self‐brand connections through the underlying processes of thought suppression and thought intrusion. We rule out alternative explanations and enhance generalizability through the examination of passive (e.g., avoiding) versus active (e.g., lying) secrecy and variations in agency (i.e., instructed vs. voluntary secrecy).  相似文献   

    

Emily N. Garbinsky  Joe J. Gladstone 《Journal of Consumer Psychology》2019,29(3):353-369

When couples decide to share their lives, they must also decide how to pool their finances. In this article, we ask: Does the type of bank account from which one spends (joint vs. separate) affect the type of products one chooses to buy (utilitarian vs. hedonic)? Real‐world evidence from analyzing bank transaction records (study 5), as well as data collected from experiments in the field (studies 1 and 2) and lab (studies 3 and 4), converge to support the hypothesis that couple members who spend from a joint bank account are more likely to choose utilitarian (vs. hedonic) products, than those who spend from a separate bank account. We find that these different spending patterns are driven by an increased need to justify spending to one's partner that is experienced when money is pooled together. If a hedonic product becomes easier to justify (study 4), the effect of account type on spending patterns disappears. These findings have important theoretical and practical implications for better understanding financial decision‐making within romantic couples.  相似文献   

    

Deborah Roedder John  Lan Nguyen Chaplin 《Journal of Consumer Psychology》2019,29(2):328-335

Gelman and Echelbarger (2019—this issue) provide a valuable discussion about children's understanding of the inferred or nonobvious features of objects, which has implications for how children value products. We further this conversation by examining how children value products and brands as a means for meeting important goals, which we refer to as instrumental valuation. Specifically, we examine developmental trends in instrumental valuation for three goals—self‐concept development, self‐presentation, and happiness. Across these areas, we find that children place greater value on products and brands for meeting these goals as they grow older, particularly during late childhood and early adolescence. We conclude with a discussion of how age differences in instrumental valuation add to the general conversation about how children of different ages value objects.  相似文献   

    

Lei Shang  Vincent T'Kindt 《Journal of Multi-Criteria Decision Analysis》2019,26(1-2):84-90

This paper focuses on the Sort & Search method to solve a particular class of single criterion optimization problems called multiple constraints problems. This general method enables to derive exponential‐time algorithms for ‐hard optimization problems. In this paper, this method is further extended to the class of multicriteria multiple constraints problems for which the set of Pareto optima is enumerated. Then, the application of this new method on some multicriteria scheduling problems is proposed, leading to new exponential‐time algorithms for those problems.  相似文献   

    

Jelena Obradovi&#x;  Jenna E. Finch  Ximena A. Portilla  Muneera A. Rasheed  Nicole Tirado‐Strayer  Aisha K. Yousafzai 《Developmental science》2019,22(5)

This study extends the methodological and theoretical understanding of executive functions (EFs) in preschoolers from low‐ and middle‐income countries (LMIC). First, the authors describe a rigorous process of adapting and evaluating six EF tasks to produce a culturally and developmentally appropriate measure of emerging EFs in a large sample of at‐risk children in rural Pakistan. Next, the authors identify critical developmental and family factors that relate to preschoolers’ EFs over the first 4 years of life. Direct assessment of children's general cognitive skills at age two showed developmental continuity with EFs at age four, and these early cognitive skills mediated the effect of an antecedent parenting intervention on EFs as well as associations of targeted individual and family factors with EFs. Furthermore, directly assessed maternal cognitive capacities and observed maternal scaffolding uniquely predicted EFs in preschoolers. This study is also the first to demonstrate a significant overlap between direct assessments of IQ and EFs in young children from LMIC. Children's general intelligence mediated the associations of EFs with antecedent physical growth and cognitive skills as well as concurrent family factors (maternal verbal intelligence, maternal scaffolding, and home stimulation). After controlling for shared variance between preschoolers’ general intelligence and EFs, three factors emerged as unique predictors of EFs: exposure to an early parenting intervention, physical growth status at age two, and number of older siblings. The findings have important implications for the design of interventions that aim to improve EFs in young children in LMIC. A video abstract of this article can be viewed at https://vimeo.com/316329544/5abde94cd7  相似文献   

    

Miko&#x;aj Hernik  Tanya Broesch 《Developmental science》2019,22(4)

Gaze is considered a crucial component of early communication between an infant and her caregiver. When communicatively addressed, infants respond aptly to others’ gaze by following its direction. However, experience with face‐to‐face contact varies across cultures, begging the question whether infants’ competencies in receiving others’ communicative gaze signals are universal or culturally specific . We used eye‐tracking to assess gaze‐following responses of 5‐ to 7‐month olds in Vanuatu, where face‐to‐face parent–infant interactions are less prevalent than in Western populations. We found that—just like Western 6‐month‐olds studied previously—5‐ to ‐7‐month‐olds living in Vanuatu followed gaze only, when communicatively addressed. That is, if presented gaze shifts were preceded by infant‐directed speech, but not if they were preceded by adult‐directed speech. These results are consistent with the notion that early infant gaze following is tied to infants’ early emerging communicative competencies and rooted in universal mechanisms rather than being dependent on cultural specificities of early socialization.  相似文献   

    

Dea Garic  Iris Broce  Paulo Graziano  Aaron Mattfeld  Anthony Steven Dick 《Developmental science》2019,22(2)

We investigated the development of a recently identified white matter pathway, the frontal aslant tract (FAT) and its association with executive function and externalizing behaviors in a sample of 129 neurotypical male and female human children ranging in age from 7 months to 19 years. We found that the FAT could be tracked in 92% of those children, and that the pathway showed age‐related differences into adulthood. The change in white matter microstructure was very rapid until about 6 years, and then plateaued, only to show age‐related increases again after the age of 11 years. In a subset of those children (5–18 years; n = 70), left laterality of the microstructural properties of the FAT was associated with greater attention problems as measured by the Child Behavior Checklist (CBCL). However, this relationship was fully mediated by higher executive dysfunction as measured by the Behavior Rating Inventory of Executive Function (BRIEF). This relationship was specific to the FAT—we found no relationship between laterality of a control pathway, or of the white matter of the brain in general, and attention and executive function. These findings suggest that the degree to which the developing brain favors a right lateralized structural dominance of the FAT is directly associated with executive function and attention. This novel finding provides a new potential structural biomarker to assess attention deficit hyperactivity disorder (ADHD) and associated executive dysfunction during development.  相似文献   

    

Kirby Deater‐Deckard  Jennifer Godwin  Jennifer E. Lansford  Liliana Maria Uribe Tirado  Saengduean Yotanyamaneewong  Liane Pea Alampay  Suha M. Al‐Hassan  Dario Bacchini  Marc H. Bornstein  Lei Chang  Laura Di Giunta  Kenneth A. Dodge  Paul Oburu  Concetta Pastorelli  Ann T. Skinner  Emma Sorbring  Laurence Steinberg  Sombat Tapanya 《Developmental science》2019,22(5)

The current longitudinal study is the first comparative investigation across low‐ and middle‐income countries (LMICs) to test the hypothesis that harsher and less affectionate maternal parenting (child age 14 years, on average) statistically mediates the prediction from prior household chaos and neighborhood danger (at 13 years) to subsequent adolescent maladjustment (externalizing, internalizing, and school performance problems at 15 years). The sample included 511 urban families in six LMICs: China, Colombia, Jordan, Kenya, the Philippines, and Thailand. Multigroup structural equation modeling showed consistent associations between chaos, danger, affectionate and harsh parenting, and adolescent adjustment problems. There was some support for the hypothesis, with nearly all countries showing a modest indirect effect of maternal hostility (but not affection) for adolescent externalizing, internalizing, and scholastic problems. Results provide further evidence that chaotic home and dangerous neighborhood environments increase risk for adolescent maladjustment in LMIC contexts, via harsher maternal parenting.  相似文献