What a feeling! Touching sexually laden stimuli makes women seek rewards

We argue that women's previously documented unresponsiveness to sexual primes when making economic decisions may be a consequence of the specific types of primes that have been used (i.e., visual primes). In three studies we show that presenting women with tactile sexual cues does influence their decisions about economic rewards. Similar to the effect found in men, the first study demonstrates that touching a pair of boxer shorts leads to a craving for monetary rewards in women. In the second study it is shown that touching a pair of boxers makes women less loss averse for both money and food. The third study explicitly focuses on the relative effectiveness of tactile versus visual sexual cues in altering women's economic decisions, and reveals that women's willingness-to-pay for economic rewards increases only when the sexual cue is tactile. We suggest that touching (vs. seeing) sexually laden stimuli prompts pre-programmed consummatory Pavlovian responses that promote approaching economic rewards.     

The effects of goal progress cues: An implicit theory perspective

Consumers often encounter goods and services that provide cues to mark their progress. We define the term “goal progress cues” to reflect the diverse category of cues that highlight progress towards a goal. Across a series of three studies, we show that entity theorists, who rely on cues that highlight completion in order to signal their abilities to others, evaluate tasks that include these cues more favorably than those that lack these features. In contrast, incremental theorists, who focus on improving competence, are impacted only by progress cues that highlight learning. We demonstrate these findings across a variety of goal pursuit contexts that represent a mix of customer-centric (retail queues), service-oriented managerial (sales calls), and personal achievement consumer product (mazes) domains using both behavioral and self-reported measures. We conclude with a discussion about the theoretical and substantive implications of our findings.     

“I'd like to be that attractive,but at least I'm smart”: How exposure to ideal advertising models motivates improved decision‐making

The use of idealized advertising models has been heavily criticized in recent years. Existing research typically adopts a social comparison framework and shows that upward comparisons with models can lower self-esteem and affect, as well as produce maladaptive behavior. However, the alternative possibility that consumers can cope with threatening advertising models by excelling in other behavioral domains has not been examined. The present research draws on fluid compensation theory (Tesser, 2000) and shows that idealized models motivate improved performance in consumer domains that fall outside that of the original comparison. These more positive coping effects operate through self-discrepancies induced by idealized models, rather than self-esteem or negative affect. Specifically, self-discrepancies motivate consumers to improve decision-making by: 1) making more optimal choices from well-specified consideration sets, and 2) better self-regulating indulgent choices. More broadly, the current research integrates and extends theories of fluid compensation and self-discrepancy, as well as provides a more complete picture of the ways in which consumers cope with idealized advertising models.     

The flip side of vanity sizing: How consumers respond to and compensate for larger than expected clothing sizes

Vanity sizing has become a popular retail trend and recent work shows it has a favorable impact on consumers. However, as the current research demonstrates, significant variations in sizing standards across retailers mean that consumers are as likely to encounter larger sizes as they are smaller, “vanity” sizes when shopping, highlighting the importance of understanding how consumers react to this potential threat in the marketplace. Across five studies we demonstrate that larger sizes result in negative evaluations of clothing and show that these effects are driven by consumers' appearance self-esteem. Importantly, we also find that instead of unilaterally lowering purchase intent as one might assume, larger sizes can actually increase spending, as consumers engage in compensatory consumption to help repair their damaged self-esteem. In so doing, this research reveals a dynamic and complex relationship between consumers and sizing labels, where shopping can serve to build, strengthen, threaten, and/or repair appearance self-esteem.     

A Fuzzy Goal Programming Formulation with Multiple Target Levels

The essential activity of a manager is decision making, which is becoming more and more complex, mainly in the multi‐criteria problems. Multi‐choice goal programming (MCGP) is considered as a robust tool in operational research to solve this type of problem. However, in real world problems, determining precise targets for the goals is a difficult task. To deal with such situation, Tabrizi introduced and used in 2012 the concept of membership functions in the MCGP model in order to model the targets fuzziness of each goal. In their model, they considered just only one type of functions (triangular form), which does not reflect adequately the decision maker's preferences that are considered as an essential element for modelling the goal's fuzziness. Their model is called Fuzzy MCGP. In this paper, new ideas are presented to reformulate MCGP model to tackle all types of functions by introducing the (decision maker's) preferences. The concept of indifference thresholds is used in the new formulation for characterizing the imprecision and the preferences associated with all types of the goals. The proposed formulation provides useful insight about the solution of a new class of problems. A numerical example is given to demonstrate the validity and strength of the new formulation. Copyright © 2013 John Wiley & Sons, Ltd.     

A model-based cluster analysis of social experiences in clinically anxious youth: links to emotional functioning

Social difficulties are commonly associated with anxiety disorders in youth, yet are not well specified in the literature. The aim of this study was to identify patterns of social experiences in clinically anxious children and examine the associations with indices of emotional functioning. A model-based cluster analysis was conducted on parent-, teacher-, and child-reports of social experiences with 64 children, ages 7–12 years (M = 8.86 years, SD = 1.59 years; 60.3% boys; 85.7% Caucasian) with a primary diagnosis of separation anxiety disorder, social phobia, and/or generalized anxiety disorder. Follow-up analyses examined cluster differences on indices of emotional functioning. Findings yielded three clusters of social experiences that were unrelated to diagnosis: (1) Unaware Children (elevated scores on parent- and teacher-reports of social difficulties but relatively low scores on child-reports, n = 12), (2) Average Functioning (relatively average scores across all informants, n = 44), and (3) Victimized and Lonely (elevated child-reports of overt and relational victimization and loneliness and relatively low scores on parent- and teacher-reports of social difficulties, n = 8). Youth in the Unaware Children cluster were rated as more emotionally dysregulated by teachers and had a greater number of diagnoses than youth in the Average Functioning group. In contrast, the Victimized and Lonely group self-reported greater frequency of negative affect and reluctance to share emotional experiences than the Average Functioning cluster. Overall, this study demonstrates that social maladjustment in clinically anxious children can manifest in a variety of ways and assessment should include multiple informants and methods.     

Assessing miserly information processing: An expansion of the Cognitive Reflection Test

The Cognitive Reflection Test (CRT; Frederick, 2005) is designed to measure the tendency to override a prepotent response alternative that is incorrect and to engage in further reflection that leads to the correct response. It is a prime measure of the miserly information processing posited by most dual process theories. The original three-item test may be becoming known to potential participants, however. We examined a four-item version that could serve as a substitute for the original. Our data show that it displays a .58 correlation with the original version and that it has very similar relationships with cognitive ability, various thinking dispositions, and with several other rational thinking tasks. Combining the two versions into a seven-item test resulted in a measure of miserly processing with substantial reliability (.72). The seven-item version was a strong independent predictor of performance on rational thinking tasks after the variance accounted for by cognitive ability and thinking dispositions had been partialled out.     

Prayer as a cause of recovery from illness

This research aimed to examine the developmental trajectory of the beliefs about the power of prayer to aide recovery from illness. One hundred and sixty children and young adults divided in four age groups participated in the study. Participants were interviewed with vignettes presenting two sick individuals who differed in terms of prayers that they received from their friends in order to recover from their illness. The results showed that children and pre-adolescents strongly believe in the power of prayer to recover from illness while only about half of the university students share this belief. Thus, contrary to the framework theory approach, children, adolescents, and young adults did not replace these beliefs (as naive explanations), with the scientific explanations. Instead, they continue to hold these beliefs in parallel to their scientific explanations.