Tearful crying is a ubiquitous and likely uniquely human phenomenon. Scholars have argued that emotional tears serve an attachment function: Tears are thought to act as a social glue by evoking social support intentions. Initial experimental studies supported this proposition across several methodologies, but these were conducted almost exclusively on participants from North America and Europe, resulting in limited generalizability. This project examined the tears-social support intentions effect and possible mediating and moderating variables in a fully pre-registered study across 7,007 participants (24,886 ratings) and 41 countries spanning all populated continents. Participants were presented with four pictures out of 100 possible targets with or without digitally-added tears. We confirmed the main prediction that seeing a tearful individual elicits the intention to support, d = .49 [.43, .55]. Our data suggest that this effect could be mediated by perceiving the crying target as warmer and more helpless, feeling more connected, as well as feeling more empathic concern for the crier, but not by an increase in personal distress of the observer. The effect was moderated by the situational valence, identifying the target as part of one's group, and trait empathic concern. A neutral situation, high trait empathic concern, and low identification increased the effect. We observed high heterogeneity across countries that was, via split-half validation, best explained by countrylevel GDP per capita and subjective well-being with stronger effects for higher-scoring countries. These findings suggest that tears can function as social glue, providing one possible explanation why emotional crying persists into adulthood.

Tearful crying is a ubiquitous and mainly human phenomenon. The persistence of this behavior throughout adulthood has fascinated and puzzled many researchers. Scholars have argued that emotional tears serve an attachment function: Tears are thought to act as a social glue that binds individuals together and triggers social support intentions. Initial experimental studies supported this proposition across several methodologies, but these were typically conducted only across Western participants, resulting in limited generalizability. The present study examines this effect across 36 countries spanning all populated continents, providing the most comprehensive investigation of the social effects of tearful crying to-date. Next to testing possible mediating factors, we also examine a number of moderating factors, including the crier’s gender and group membership, the situational valence (positive or negative situations), the social context (in private or public settings), the perceived appropriateness of crying, and trait empathy of the observer. The current work can inform theories on crying across the social sciences.

Abstract. Most new-product frameworks in marketing and economics, as well as lay beliefs and practices, hold that the larger the stock of adoption of a new product, the greater the likelihood of additional adoption. Less is known about the underlying mechanisms as well as the conditions under which this central assumption holds. We use a series of field and consequential choice experiments to demonstrate the existence of nonpositive and even negative effects of large adoption stock information on the likelihood of subsequent adoption. The results highlight the degree of homophily with the adopting stock as well as the level of customer uncertainty as key characteristics determining the nature of the effect of stock information. In particular, information about a large existing adoption stock generates a positive effect on adoption only under moderate customer uncertainty combined with sufficient homophily; in other levels of uncertainty and/or homophily we find effects ranging from null to negative. This is the first direct test and demonstration of the intricate role of information about a large stock of adoption in the new product diffusion process, and it carries direct implications for marketers.

In a series of 8 experiments, we demonstrate the existence of a "labeling effect" wherein people intuitively relate preferred choices to prominently labeled cues (such as heads as opposed to tails in a coin toss) and vice versa. Importantly, the observed congruence is asymmetric-it does not manifest for nonprominent cues and nonpreferred choices. This is because the congruence is driven by a process of evaluative matching: prominent cues are liked, but nonprominent cues are neutral or at most slightly negative in contrast. When we test prominent, yet truly negatively labeled cues, we indeed find a matching with less liked products. We discuss the theoretical contributions to the study of preferences and decision making, as well as demonstrate the practical implications to researchers and practitioners by using this process to assess intuitive preferences and reduce the compromise effect. (PsycINFO Database Record

Tearful crying is a ubiquitous and likely uniquely human phenomenon. The persistence of this behavior throughout adulthood has fascinated and puzzled many researchers. Scholars have argued that emotional tears serve an attachment function: Tears are thought to act as a social glue by triggering social support intentions. Initial experimental studies supported this proposition across several methodologies, but these were typically conducted almost exclusively on participants from North America and Europe, resulting in limited generalizability. The present research examined the tears-social support intentions effect and possible mediating and moderating variables in a fully pre-registered study across 7,007 participants (24,886 ratings) and 41 countries spanning all populated continents. Each participant was presented with four pictures out of 100 possible targets with or without tears digitally added. We confirmed our main prediction, with an overall effect size of d = .49 [.43, .55] for the intention to support tearful individuals. This effect was mediated by perceiving the crying target as warmer and more helpless, feeling more connected, as well as feeling more empathic concern for the crier, but not by an increase in personal distress. The effect was moderated by the situational valence, identifying the target as part of one’s group, and trait empathic concern. A neutral situation, high trait empathic concern, and low identification increased the effect. We observed a high amount of heterogeneity across countries that was, via split-half validation, best explained by country-level GDP per capita and subjective well-being with stronger effect sizes for countries scoring high on these measures.