From primed concepts to action: A meta-analysis of the behavioral effects of incidentally presented words.

Weingarten, Evan; Chen, Qijia; McAdams, Maxwell; Yi, Jessica; Hepler, Justin; Albarracín, Dolores

doi:10.1037/bul0000030

Cited by 232 publications

(250 citation statements)

References 203 publications

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“…If no meaningful goal exists for the person in the current situation, then the broad ensemble of situational cues is unlikely to activate relevant situated conceptualizations, which most likely did include meaningful goals previously. A recent metaanalysis illustrates that social priming effects are indeed stronger when relevant goals are being pursued [40,41]. Strong effects of self-relevance in the social priming literature further illustrate this point [28,29].…”

Section: Reconceptualizing Social Primingmentioning

confidence: 92%

Situated conceptualization offers a theoretical account of social priming

Barsalou

2016

Current Opinion in Psychology

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The theory of situated conceptualization is introduced, including its core assumptions about the construction and storage of situated conceptualizations, the production of pattern completion inferences in relevant situations, and the implementation of these inferences via multimodal simulation. The broad applicability of the theory to many phenomena is reviewed, as is its ability to explain individual differences. The theory is then applied to social priming, showing that the theory provides a natural account of the diverse forms it takes. The theory also explains why social priming is difficult to define, why it often reflects modulating factors, and why it can be difficult to replicate. The importance of studying pattern completion inferences in the context of meaningful situated action receives emphasis.

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Section: Reconceptualizing Social Primingmentioning

confidence: 92%

Situated conceptualization offers a theoretical account of social priming

Barsalou

2016

Current Opinion in Psychology

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“…As discussed earlier, a premise of the situated cognition perspective is that goals can be represented alongside other internal and external situational cues within a situated conceptu- confirmed that exposure to goal-related words can trigger behavior consistent with the primed goal, especially when the primed goal is strongly valued by the individual (Weingarten et al 2016). Although much of the research into goal priming focuses on health-related behaviors, research has shown that goal priming can also be used to change other, non-health related consumer behaviors, such as the selection of environmentally sustainable products (Tate, Stewart, and Daly 2014).…”

Section: Adding Situational Cues That Activate Long-term Goalsmentioning

confidence: 99%

Right Here, Right Now: Situated Interventions to Change Consumer Habits

Best¹,

Papies²

2017

Journal of the Association for Consumer Research

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Consumer behavior-change interventions have traditionally encouraged consumers to form conscious intentions but, in the past decade, it has been shown that whilst these interventions have a medium-to-large effect in changing intentions, they have a much smaller effect in changing behavior. Consumers often do not act in accordance with their conscious intentions because situational cues in the immediate environment automatically elicit learned, habitual behaviors. It has therefore been suggested that researchers re-focus their efforts on developing interventions that target unconscious, unintentional influences on behavior, such as cuebehavior ('habit') associations. To develop effective consumer behavior-change interventions, however, we argue that it is first important to understand how consumer experiences are represented in memory, in order to successfully target the situational cues that most strongly predict engagement in habitual behavior. In this article, we present a situated cognition perspective of habits, and discuss how the situated cognition perspective extends our understanding of how consumer experiences are represented in memory, and the processes through which these situational representations can be retrieved in order to elicit habitual consumer behaviors. Based on the principles of situated cognition, we then discuss five ways interventions could change consumer habits by targeting situational cues in the consumer environment, and suggest how existing interventions utilizing these behaviorchange strategies could be improved by integrating the principles of the situated cognition approach.

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“…Based on the priming theory, which states that the prior exposure to a stimulus affects the automatic behavioural response to a later stimulus [68,69], the following hypotheses were developed: Hypothesis 4 (H4). Consumers being exposed to a sign superficially relating to a specific food category (e.g., seafood or dairy) buy more products from that category than people not being exposed to that prime (e.g., being exposed to a control prime or other food group primes), irrespective of the textual message attached to it.…”

Section: Hypothesesmentioning

confidence: 99%

A Social Norms Intervention Going Wrong: Boomerang Effects from Descriptive Norms Information

2018

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Abstract:A large body of research supports the idea of social norms communication promoting pro-social and pro-environmental behaviour. This paper investigates social norms communication in the field. Signs prompting consumers about sustainable seafood labels and informing them about other consumers' sustainable choices were displayed in supermarkets in Norway and Germany. Seafood sales (sustainably labelled versus unlabelled products) were observed before, during, and after the implementation of the signs. The expected change towards more sustainable choices was generally not found. In Norway, the choice of sustainable seafood increased in the prompt-only condition, but the effect was neutralised when social norms information was added. In Germany, social norm messages lead to a decline in sustainable choices compared to baseline, a boomerang effect. Overall, an increase in the purchase of seafood (both sustainably labelled and unlabelled) was noted during the intervention. A second study was carried out to further explore the finding that consumers were mainly primed with "seafood" as a food group. In a laboratory setting, participants were confronted with stereotypical food pictures, combined with short sentences encouraging different consumption patterns. Subsequently, they were asked to choose food products in a virtual shop. Confirming the findings of Study 1, participants chose more of the groceries belonging to the food group they were primed with. These studies suggest that social norms interventions-recently often perceived as "the Holy Grail" for behaviour change-are not as universally applicable as suggested in the literature. According to this study, even descriptive norm messages can produce boomerang effects.

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From primed concepts to action: A meta-analysis of the behavioral effects of incidentally presented words.

Cited by 232 publications

References 203 publications

Situated conceptualization offers a theoretical account of social priming

Situated conceptualization offers a theoretical account of social priming

Right Here, Right Now: Situated Interventions to Change Consumer Habits

A Social Norms Intervention Going Wrong: Boomerang Effects from Descriptive Norms Information

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