المؤلفون: Janiszewski, Chris¹ (AUTHOR) chris.janiszewski@warrington.ufl.edu, Laran, Juliano² (AUTHOR)

المصدر: Consumer Psychology Review. Jan2024, Vol. 7 Issue 1, p98-115. 18p.

مصطلحات موضوعية: *CONSUMER behavior, *BEHAVIORISM (Psychology), *CONSUMER preferences, *PUNISHMENT (Psychology), *CONSUMER research, *COMPULSIVE shopping

مستخلص: The cognitivist paradigm has dominated the past 50 years of consumer research. Cognitivist theories have provided extensive insights into pre‐consumption behaviors (i.e., information gathering, attitude formation, product choice, and product purchase) and the processes that support these behaviors (i.e., attitudes, persuasion, information processing, memory, knowledge, and choice processes). Yet, the cognitivist paradigm has limitations, especially when it comes to addressing detrimental consumption, over‐consumption, and perverse incentives in consumption systems. To address these issues, we discuss how a behaviorist paradigm can be used to identify more efficient and effective interventions for societal ills. The behaviorist perspective emphasizes that an alteration of the consumption environment can influence the ease of expressing a behavior and the rewards/punishments associated with this expression. Hence, behaviorism is useful in identifying and implementing intelligent nudges. [ABSTRACT FROM AUTHOR]

المؤلفون: Janiszewski, Chris¹ (AUTHOR) chris.janiszewski@warrington.ufl.edu, Laran, Juliano² (AUTHOR)

المصدر: Consumer Psychology Review. Jan2024, Vol. 7 Issue 1, p127-130. 4p.

مصطلحات موضوعية: *BEHAVIORISM (Psychology), *CONSUMER behavior, *CONFORMITY, *STIMULUS & response (Psychology)

مستخلص: There is value in blending behaviorism and cognitivism when investigating consumer behavior. Traditionally, the blend has consisted of a serving of cognitivism with a dash of behaviorism. Behaviorism might inform the focus (e.g., predictive learning) or assumptions about the process (e.g., Bayesian updating), but cognitivism comprises the theoretical foundation. We propose there is value in an alternative blend—a serving of behaviorism with a dash of cognitivism. Cognitivism might inform the selection of stimulus cues (e.g., predictive learning) or assumptions about the process (e.g., association strengths), but behaviorism informs the manipulations of causal factors (e.g., stimulus properties, reward schedules, and learning history). Embracing alternative approaches to blending behaviorism and cognitivism creates opportunities for novel insights into consumer behavior. [ABSTRACT FROM AUTHOR]

المؤلفون: Salerno, Anthony, Janiszewski, Chris, Laran, Juliano

المصدر: Motivation & Emotion; Dec2023, Vol. 47 Issue 6, p887-907, 21p

مصطلحات موضوعية: SADNESS, AFFECT (Psychology), EMOTIONS, DISTRACTION, PSYCHOLOGICAL distress

مستخلص: Stressors (e.g., a dangerous environment) that create a need (e.g., a need for safety) can also elicit negative emotions (e.g., fear, distress, and sadness) and different strategies for coping with them. Subsequently, the types of coping strategies a person can employ either address (1) the source of the negative emotions (i.e., the need) or (2) the consequences of the negative emotions (i.e., the negative affective state). We hypothesized that the temporal efficacy of need-based actions determines when each type of coping strategy is pursued. Negative emotions encourage a person to address the need when the available need-based actions are efficacious (i.e., they meet the need) in the present (i.e., they meet the need soon after acquisition or usage). Negative emotions encourage a person to prioritize the negative affective state when the available need-based actions are efficacious in the future or have delayed availability. [ABSTRACT FROM AUTHOR]

: Copyright of Motivation & Emotion is the property of Springer Nature and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

المؤلفون: SIMPSON, BONNIE, WHITE, KATHERINE, LARAN, JULIANO

المصدر: Journal of Consumer Research, 2018 Apr 01. 44(6), 1257-1273.

الوصول الحر: https://www.jstor.org/stable/26570469Test

المؤلفون: Wang, Xiang, Janiszewski, Chris, Zheng, Yanmei, Laran, Juliano, Jang, Wonseok Eric

المصدر: Frontiers in Psychology ; volume 12 ; ISSN 1664-1078

مصطلحات موضوعية: General Psychology

الوصف: Many tasks in everyday life (e.g., making an accurate decision, completing job tasks, and searching for product information) are extrinsically motivated (i.e., the task is performed to gain a benefit) and require mental effort. Prior research shows that the cognitive resources needed to perform an extrinsically motivated task are allocated pre-task. The pre-task allocation of mental resources tends to be conservative, because mental effort is costly. Consequently, there are mental energy deficits when the use of mental resources exceeds the allocated amount. This research provides evidence for post-task mental energy replenishment. The amount of resource replenishment is a function of the size of the mental energy deficit and the favorability of the cost-benefit trade-off experienced at the completion of the task (i.e., the value of the reward given the energy investment). The findings have implications for how cognitive resources management influences the availability of mental energy on a moment-to-moment basis.

الإتاحة: https://doi.org/10.3389/fpsyg.2021.717414Test

المؤلفون: VANBERGEN, NOAH, LARAN, JULIANO

المصدر: Journal of Consumer Research, 2016 Dec 01. 43(4), 534-548.

الوصول الحر: https://www.jstor.org/stable/26570321Test

المؤلفون: DURANTE, KRISTINA M., LARAN, JULIANO

المصدر: Journal of Marketing Research, 2016 Oct 01. 53(5), 814-828.

الوصول الحر: http://www.jstor.org/stable/44134919Test

المؤلفون: Kim, Aekyoung, Affonso, Felipe M., Laran, Juliano, Durante, Kristina M.

المصدر: Journal of Marketing; Jul2021, Vol. 85 Issue 4, p141-157, 17p, 1 Diagram, 3 Graphs

مصطلحات موضوعية: SERENDIPITY, CUSTOMER satisfaction, MARKETPLACES, CONSUMER preferences, CHOICE (Psychology)

مستخلص: Despite evidence that consumers appreciate freedom of choice, they also enjoy recommendation systems, subscription services, and marketplace encounters that seemingly occur by chance. This article proposes that enjoyment can, in some contexts, be higher than that in contexts involving choice. This occurs as a result of feelings of serendipity that arise when a marketplace encounter is positive, unexpected, and attributed to some degree of chance. A series of studies shows that feelings of serendipity positively influence an array of consumer outcomes, including satisfaction and enjoyment, perceptions of meaningfulness of an experience, likelihood of recommending a company, and likelihood of purchasing additional products from the company. The findings show that strategies based on serendipity are even more effective when consumers perceive that randomness played a role in how an encounter occurred, and not effective when the encounter is negative, the encounter occurs deterministically (i.e., planned by marketers to target consumers), and consumers perceive that they have enough knowledge to make their own choices. Altogether, this research suggests that marketers can influence customer satisfaction by structuring marketplace encounters to appear more serendipitous, as opposed to expected or entirely chosen by the consumer. [ABSTRACT FROM AUTHOR]

: Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

المؤلفون: Janiszewski, Chris, Laran, Juliano

المصدر: Consumer Psychology Review ; volume 7, issue 1, page 127-130 ; ISSN 2476-1273 2476-1281

الوصف: There is value in blending behaviorism and cognitivism when investigating consumer behavior. Traditionally, the blend has consisted of a serving of cognitivism with a dash of behaviorism. Behaviorism might inform the focus (e.g., predictive learning) or assumptions about the process (e.g., Bayesian updating), but cognitivism comprises the theoretical foundation. We propose there is value in an alternative blend—a serving of behaviorism with a dash of cognitivism. Cognitivism might inform the selection of stimulus cues (e.g., predictive learning) or assumptions about the process (e.g., association strengths), but behaviorism informs the manipulations of causal factors (e.g., stimulus properties, reward schedules, and learning history). Embracing alternative approaches to blending behaviorism and cognitivism creates opportunities for novel insights into consumer behavior.

الإتاحة: https://doi.org/10.1002/arcp.1094Test

المؤلفون: Janiszewski, Chris, Laran, Juliano

المصدر: Consumer Psychology Review ; volume 7, issue 1, page 98-115 ; ISSN 2476-1273 2476-1281

الوصف: The cognitivist paradigm has dominated the past 50 years of consumer research. Cognitivist theories have provided extensive insights into pre‐consumption behaviors (i.e., information gathering, attitude formation, product choice, and product purchase) and the processes that support these behaviors (i.e., attitudes, persuasion, information processing, memory, knowledge, and choice processes). Yet, the cognitivist paradigm has limitations, especially when it comes to addressing detrimental consumption, over‐consumption, and perverse incentives in consumption systems. To address these issues, we discuss how a behaviorist paradigm can be used to identify more efficient and effective interventions for societal ills. The behaviorist perspective emphasizes that an alteration of the consumption environment can influence the ease of expressing a behavior and the rewards/punishments associated with this expression. Hence, behaviorism is useful in identifying and implementing intelligent nudges.

الإتاحة: https://doi.org/10.1002/arcp.1097Test