Spontaneous versus Controlled Influences of Stimulus-Based Affect on Choice Behavior

Shiv, Baba; Fedorikhin, Alexander

doi:10.1006/obhd.2001.2977

Cited by 131 publications

(92 citation statements)

References 42 publications

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“…Consumers' hedonic, visceral, and pleasure-seeking goals cause them to experience desires for unhealthy/indulgent/luxury products (Shiv and Fedorikhin 2002). However, such goals may conflict with others, such as having healthy and long lives, and cause intense ambivalence (Ramanathan and Menon 2006).…”

Section: Theoretical Development and Hypothesesmentioning

confidence: 99%

The vices and virtues of consumption choices: price promotion and consumer decision making

et al. 2017

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As consumers exhibit relatively more self-control over healthy products by limiting the purchase quantity of vice choices and buying more virtue choices to adhere to healthy-eating goals, a price promotion has a stronger effect on virtue than vice choices of healthy food. In contrast, consumers exhibit relatively less self-control over unhealthy products and evaluate price promotions as a persuasive temptation mechanism; thus, a price promotion has a stronger effect on vice than virtue choices of unhealthy food. The results of the empirical analyses provide support for these hypotheses.

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Section: Theoretical Development and Hypothesesmentioning

confidence: 99%

The vices and virtues of consumption choices: price promotion and consumer decision making

et al. 2017

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“…Zu den wichtigsten dualen Prozessmodellen der sozialpsychologischen Einstellungsforschung gehçren das MODE-Modell (Fazio 1990), das Elaboration Likelihood Model (Petty & Cacioppo 1986), das Heuristic-Systematic Model (Chaiken 1980), das Reflective-Impulsive Model (Strack & Deutsch 2004) und darüber hinaus viele weitere, die nachfolgend mitberücksichtigt werden (z. Bargh 1989;Fiske & Neuberg 1990;Hastie & Park 1986;Krosnick 1991;Shiv & Fedorikhin 2002 (Fazio 1990). Situative Mçglichkeit ("Opportunity") meint typischerweise die zur Verfügung stehende Entscheidungszeit bzw.…”

Section: Ein Generisches "Duales" Prozessmodell Der Einstellungs-verhunclassified

“…B. "cognitive load"; Shiv & Fedorikhin 2002 (Strack & Martin 1987). Ein typisches Maß der themenspezifischen Mçglichkeit ist das subjektive Wissen über das Thema (Katsuya 2002).…”

Section: Ein Generisches "Duales" Prozessmodell Der Einstellungs-verhunclassified

Die Low-Cost-Hypothese ist nicht genug / The Low-Cost Hypothesis Is Not Enough

Mayerl

2010

Zeitschrift Für Soziologie

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Zusammenfassung: Der Beitrag verfolgt das Ziel, die Low-Cost-Hypothese im theoretischen Rahmen des Modells der Frame-Selektion (MFS) zu rekonstruieren und Hypothesen über den Einfluss von Einstellungen auf Verhalten in Highund Low-Cost-Situationen abzuleiten. In diesem Kontext werden die Modellvarianten des MFS nach Esser und Kroneberg sowie das vom Autor vorgeschlagene Modell der Frame-Selektion mit Exit-Option aus dem automatisch-spontanen Modus (MFS E ) einander gegenübergestellt und ihre jeweiligen Implikationen für die Modellierung von Low-Cost-Situationen diskutiert. Die abgeleiteten Hypothesen werden auf der Basis von Daten aus einer telefonischen Umfrage empirisch getestet. Gegenstand dieser empirischen Untersuchung ist das Geldspenden an soziale Hilfsorganisationen. Die Operationalisierung von Low-und High-Cost-Situationen erfolgt über das Äquivalenzeinkommen der Befragten. Im Ergebnis zeigt sich mittels Strukturgleichungsmodellen, dass die Vorhersagen des MFS E zutreffen, die anderen MFS-Varianten sowie die Low-Cost-Hypothese sich empirisch hingegen nicht bewähren. Demnach sind Einstellungen dann am einflussreichsten, wenn ihre kognitive Zugänglichkeit bzw. ihr "Match" hoch ist und es sich um eine Low-Cost-Situation handelt.Summary: This article presents a theoretical reconstruction of the low-cost hypothesis in the context of the model of frame selection (MFS) in order to predict the influence of attitudes on behavior in low-cost and high-cost situations. Variants of the MFS by Esser, Kroneberg and my own model of frame selection with exit option out of the automatic mode (MFS E ) are compared on a conceptual level in order to discuss their implications for modelling low-cost situations. The theoretical assumptions are empirically tested with structural equation models using data from a CATI-survey of donating to social charity organizations. Low-and high-cost situations are measured by respondents' equivalent income. The empirical results show evidence in favor of the predictions of the MFS E , while the predictions of the other variants of the MFS as well as of the low-cost hypothesis are not supported by the data. This indicates that attitudes are most predictive if their cognitive accessibility, or match, is high and the decision is made in a low-cost situation.

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“…This suggests that the emotions that legal decision makers anticipate when they contemplate their conclusions will mediate the effect of evidence, information, and data on their fi nal deliberations and judgments. Prior research shows that the infl uence of anticipated emotion can override rational decision making when the mood analysis disagrees with a purely cognitive rule (Shiv & Fedorikhin, 2002).…”

Section: Anticipated and Experienced Emotionmentioning

confidence: 99%

Emotion and the Law: A Framework for Inquiry.

Wiener¹,

Bornstein²,

Voss³

2006

Law and Human Behavior

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This paper draws on research in social and cognitive psychology to show how theories of judgment and decision making that incorporate decision makers' affective responses apply to legal contexts. It takes 2 widely used models of decision making, the rational actor and lens models, and illustrates their utility for understanding legal judgments by using them to interpret research findings on juror decision making, people's obedience to the law (e.g., paying taxes), and eyewitness memory. The paper concludes with a discussion of the advantages of modifying existing approaches to information processing to include the influence of affect on how legal actors reach judgments about law and legal process.

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Spontaneous versus Controlled Influences of Stimulus-Based Affect on Choice Behavior

Cited by 131 publications

References 42 publications

The vices and virtues of consumption choices: price promotion and consumer decision making

The vices and virtues of consumption choices: price promotion and consumer decision making

Die Low-Cost-Hypothese ist nicht genug / The Low-Cost Hypothesis Is Not Enough

Emotion and the Law: A Framework for Inquiry.

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