Metacognitive experiences as information: Processing fluency in consumer judgment and decision making

Schwarz, Robert; Jalbert, Madeline; Noah, Tom; Zhang, Lynn

doi:10.1002/arcp.1067

Cited by 100 publications

(69 citation statements)

References 227 publications

(289 reference statements)

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“…An important quality of preconscious influences is that they are trusted as valid signals or cues about external reality. Coming into our minds so effortlessly and without any cognitive work on our part, they are experienced as “out there” in the world instead of the result of any inference or assumption on our part and so tend to be trusted as accurate and valid in the same way we trust other incoming sensory information (Jones & Nisbett, 1971; Schwarz et al, 2021). This subjective validity gives preconscious inputs considerable power in subsequent conscious decisions and behavior.…”

Section: Preconscious Inputs Into Conscious Choice Processesmentioning

confidence: 99%

The hidden life of the consumer mind

Bargh

2021

Consumer Psychology Review

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Unconscious influences permeate the everyday life of consumers. The scope of unconscious influences is greatly enhanced when the operational definition of “unconscious” shifts from the anachronistic “subliminal” one—whether the person is aware of the triggering information itself—to the far more common situation of being unaware of the influence of that stimulus. People are often unaware of how external events influence their choices and behavior, which is a good reason not to rely on self‐report measures of mediating internal mental processes. What are the main forms of mundane unconscious influence? (1) The person's primary evolved needs and motives and active goal pursuits, which operate unconsciously to exert a transformative effect on selective attention, preferences, and purchases, and consumption. These can be triggered through common external means such as grocery store handouts and emails from the boss. (2) Immediate preconscious perceptual inputs from the external environment influence seemingly “free” conscious choices. Finally, (3) postconscious processes have the same effects but come from the carry‐over of conscious experiences from one situation into the next. This is the domain of “nudges” or “priming effects” with many field studies as well as meta‐analyses demonstrating their validity and replicability.

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Section: Preconscious Inputs Into Conscious Choice Processesmentioning

confidence: 99%

The hidden life of the consumer mind

Bargh

2021

Consumer Psychology Review

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“…Furthermore, future studies could address one aspect of language processing that was not directly addressed in the current research, namely fluency. Numerous studies have shown how fluency, that is the ease with which a text can be processed, enhances its liking (Reber et al, 2004), perceived truthfulness (Dechêne et al, 2009), and its trustworthiness (Newman et al, 2014; for an overview, see Schwarz et al, 2020). When research was presented with high audio quality or easy-to-read fonts, thus in a way that could be processed easily instead of hard, it was perceived to be of higher quality and the associated researchers were perceived to be more competent and intelligent (Newman & Schwarz, 2018; Oppenheimer, 2006).…”

Section: Discussionmentioning

confidence: 99%

Left Out—Feelings of Social Exclusion Incite Individuals with High Conspiracy Mentality to Reject Complex Scientific Messages

Schnepf

Lux

Jin

et al. 2021

Journal of Language and Social Psychology

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We investigated linguistic factors that affect peoples’ trust in science and their commitment to follow evidence-based recommendations, crucial for limiting the spread of COVID-19. In an experiment ( N = 617), we examined whether complex (vs. simple) scientific statements on mask-wearing can decrease trust in information and its sources, and hinder adherence to behavioral measures. In line with former research on social exclusion through complex language, we also examined whether complexity effects are mediated via feelings of social exclusion. Results indicate that negative effects of text complexity were present, but only for participants with a strong conspiracy mentality. This finding informs how to increase trust in science among individuals with a high conspiracy mentality, a population commonly known for its skepticism towards scientific evidence.

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“…Coelho et al, 2020) and sensory marketing research (e.g. Elder & Krishna, 2021;Schwarz et al, 2021). Broadly speaking, these domains represent three core theoretical perspectives to view the various aspects of SBE-namely, the ecological perspective (e.g.…”

Section: Overview Of Sensory Brand Experiencementioning

confidence: 99%

Making sense of sensory brand experience: Constructing an integrative framework for future research

Zha

Foroudi

Jin

et al. 2021

Int J Management Reviews

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This study asserts that conceptualizing sensory brand experience (SBE) as an independent construct is critical to expanding our understanding of experiences provided by brands. To achieve this goal, a rigorous examination of its foundational knowledge structure underpinning the construct is urgently required.Using co-citation analysis examining 151 SBE-related articles with 4038 citations over more than two decades , six knowledge fields deemed to have constitutive influence on SBE literature have been identified: atmospherics, product evaluation, sensory marketing, service marketing, experiential marketing and brand experience. Combining the results of a hierarchical cluster analysis and a metric multidimensional scaling analysis, the authors located three fundamental premises: (1) brand settings are arbiters of brand meaning; (2) the intrinsic processing of SBE involves the entrainment of exteroceptive and interoceptive processes; and (3) SBE outcomes are non-representational. At the end of the paper, these findings are organized into an integrative framework, highlighting research concerns and research gaps at the antecedent, processing and outcome stages. In doing so, this paper contributes to the conceptual development of SBE by constructing a doctrinal schema for future research undertakings.

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Metacognitive experiences as information: Processing fluency in consumer judgment and decision making

Cited by 100 publications

References 227 publications

The hidden life of the consumer mind

The hidden life of the consumer mind

Left Out—Feelings of Social Exclusion Incite Individuals with High Conspiracy Mentality to Reject Complex Scientific Messages

Making sense of sensory brand experience: Constructing an integrative framework for future research

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