Studies 1a Research Articles

The captain of my soul: Self-determination and need-satisfaction help manage death-related cognition, anxiety, and well-being.

The present research tested the idea that a self-determined orientation may help people manage death-related thoughts and anxieties, and mitigate the effects of death awareness on well-being. Seven studies (N = 3,331), using a diversity of measures and manipulations, were consistent with that idea. First, mortality salience (vs. other topic primes) increased death-thought accessibility, but not if participants had high need-satisfaction (Study 1, n = 160; Study 2, n = 216) or were prompted to recall self-determined experiences (Study 3, n = 188). Second, need-satisfaction was associated with reduced death anxiety (Study 4a, n = 301; Study 4b, n = 1,848), and priming self-determined concepts eliminated the effect of mortality salience on death anxiety (Study 5, n = 119). Third, heightened death-thought accessibility was related to lower satisfaction with life (Study 6, n = 271) and happiness (Study 7, n = 228), but not among those with high need-satisfaction. Supplemental analyses suggested the effects of need-satisfaction were not due to associations with affect (Studies 1, 6, 7), epistemic certainty (ideological dogmatism, Study 4a), or mindfulness (Studies 5b and 6); need-satisfaction mitigated the effects of existential concern via self-esteem but not via growth orientation (Study 4b) nor due to its relationship with Openness (Studies 6 and 7). Together, these findings suggest a self-determined orientation can help buffer existential concern and buoy well-being and point to a potential existential protective function beyond its known growth-oriented functions. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

The effect of goal type of user-generated content on consumers' compensatory consumption behavior

PurposeThe purpose of this research is to explore the effect of goal type of user-generated content (UGC) on consumers' intention of within-domain and across-domain compensatory consumption in closed social media platforms, the mediating effect of self-threat, self-enhancement and self-protection motivation and the moderating effect of self-efficacy.Design/methodology/approachFour between-subject experiments were conducted to verify the hypotheses presented in this research. Study 1a had a sample size of 60 respondents and examined the effect of goal type of UGC on compensatory consumption. Study1b replicated the effect by using a sample size of 60 respondents. Study 2 had a sample size of 70 respondents and verified the mediating role of self-threat, self-enhancement motivation and self-protection motivation. Study 3 examined self-efficacy as a critical moderator by using a sample of 255 participants.FindingsStudy 1a and Study 1b demonstrate that UGC with an attainment goal (vs maintenance goal) is more easily produced within-domain and across-domain compensatory consumption. Study 2 verifies that the effect of goal type of UGC on within-domain compensatory consumption is serially mediated by self-threat and self-enhancement motivation, and the effect of goal type of UGC on across-domain compensatory consumption is serially mediated by self-threat and self-protection motivation. Study 3 demonstrates that self-efficacy not only moderates the effects of self-threat on within-domain or across-domain compensatory consumption respectively, but also moderates the whole mediating path structure.Originality/valueThis research extends the understanding of UGC and addresses the inconclusive evidence of the impact of goal type of UGC on consumer compensatory behavior in the context of closed social media platforms. The authors identify the moderating role of self-efficacy, which explains why consumers adopt different compensatory strategies.

Pain sensitivity predicts support for moral and political views across the aisle.

We live in a time of exacerbating political polarization. Bridging the ideological divide is hard. Although some strategies have been found effective for interpersonal persuasion and interaction across the aisle, little is known about what intrapersonal attributes predict which individuals are more inclined to support their ideological opponent's views. The present work identifies a low-level attribute-sensitivity to physical pain-that robustly predicts individual variations in support for moral and political views typically favored by one's ideological opponent. We first summarize a psychophysical validation of an established pain sensitivity measure (n = 263), then report a series of exploratory and preregistered confirmatory studies and replications (N = 7,360) finding that more (vs. less) pain-sensitive liberal Americans show greater endorsement of moral foundations typically endorsed by conservatives (Studies 1a-1c), higher likelihood of voting for Trump over Biden in the 2020 presidential election, stronger support for Republican politicians, and more conservative attitudes toward contentious political issues (Studies 2a and 2b). Conservatives show the mirroring pattern. These "cross-aisle" effects of pain sensitivity are driven by heightened harm perception (Study 3). They defy lay intuitions (Study 4). They are not attributable to multicollinearity or response set. The consistent findings across studies highlight the value of deriving integrative predictions from multiple previously unconnected perspectives (social properties of pain, moral foundations theory, dyadic morality theory, principle of multiple determinants in higher mental processes). They open up novel directions for theorizing and research on why pain sensitivity predicts support for moral and political views across the aisle. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

Positive-More than unbiased-Self-perceptions increase subjective authenticity.

Authenticity is often described using terms like "real," "genuine," and "true" suggesting that unbiased and objective self-perception is a core component of the construct. However, people tend to view themselves in an overly positive way. Therefore, we propose that experiencing a positive self-versus an unbiased self-will increase authenticity. We find support for this in seven studies (Ntotal = 1,795) with two operationalizations of self-rated authenticity: attributed and state authenticity. We find that authenticity emerges from positive self-beliefs (Study 1), positive personality assessments (Study 2), and positive self-expressions (Study 3a and b). Further, we find that these effects are not driven only by positivity, but positive selves (Study 4), and mediated by the identity centrality (Study 5). Finally, Study 6 finds that this positivity bias does not extend to other-rated authenticity: People who present an overly positive self seem less authentic to others relative to a mixed or negative self-presentation. Taken together, these findings suggest that being "unreal" through positive self-illusions can, paradoxically, make one feel more real. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

Choosing to Discover the Unknown: The Effects of Choice on User Attention to Online Video Advertising

Online video platforms face the challenge of balancing the needs of their users with those of their advertisers. Although users typically prefer to have less intrusive ads, advertisers aim to effectively catch user attention. This paper investigates how the provision of ad choice affects the effectiveness of video advertising. We argue that allowing users to choose an ad to view may trigger a “conjecture-formation-and-confirmation” process that motivates users to pay more attention to the selected ad. Two online experiments and four laboratory experiments are conducted to test the theorized underlying mechanism of the ad choice effect. Study 1 finds when users are unfamiliar (versus familiar) with the content of ad options (i.e., they need to make conjectures about ad content), ad choice is more likely to increase user attention to the chosen ad. Study 2 and Study 3 show that the impact of ad choice on user attention is more likely to be positive when users are enabled to make conjectures about ad content, such as when choice options provide more relevant information about ad content. Study 4a and Study 4b provide more direct support for the underlying mechanism by showing that the ad choice effect is attenuated when users cannot form conjectures about ad content at the choice stage. Study 5 further demonstrates that the positive effect of ad choice is robust across different ad settings. Taken together, these studies show ad choice is more likely to boost the effectiveness of video advertising when the “conjecture-formation-and-confirmation” process is triggered. This paper was accepted by Kartik Hosanagar, information systems. Funding: This work was supported by the National Natural Science Foundation of China [Grants 71702126, 72022008 and 72372112], the University Research Committee of the University of Hong Kong [Grant 201905159007], HKU Education Consulting (Shenzhen) [Theme-Based Research Fund SZRI2023-TBRF-02], and the Research Grant Council Hong Kong [Project 17502921]. Supplemental Material: The data and online appendices are available at https://doi.org/10.1287/mnsc.2019.03291 .

Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice

Given the pressing talent shortage and the need for well-educated recruits in business-to-business (B2B) sales, understanding how to increase university graduates’ low interest in this profession is vital to sales departments’ competitiveness. To tackle this issue, we adopt a mixed-method approach to investigate the reasons for and measures against graduates’ low interest in B2B sales. First, we develop a comprehensive, theory-based framework to understand the root causes of graduates’ low interest in B2B sales (Study 1). This framework uncovers specific beliefs discouraging graduates from pursuing B2B sales, including negative perceptions of job characteristics, the profession’s prevailing stigma, and negative career success expectations. Second, comparing graduates’ and B2B salespeople’s assessments of B2B sales job characteristics (Study 2), we reveal that graduates hold lay beliefs about B2B sales lacking intrinsic and social job characteristics. As a basis for a solution, we identify the types and combinations of sales exposure required to dispel lay beliefs and create a favorable but realistic picture of B2B sales. Third, combining text analysis of B2B sales labor market communication and conjoint analysis of graduate application drivers (Studies 3a and 3b), we develop guidelines to better align communication and job structures with graduates’ needs.

The breadth of animacy in memory: New evidence from prospective memory

Studies using retrospective memory tasks have revealed that animates/living beings are better remembered than are inanimates/nonliving things (the animacy effect). However, considering that memory is foremost future oriented, we hypothesized that the animacy effect would also occur in prospective memory (i.e., memory for future intentions). Using standard prospective memory (PM) procedures, we explored this hypothesis by manipulating the animacy status of the PM targets. Study 1a reports data collected from an American sample; these results were then replicated with a Portuguese sample (Study 1b). Study 2 employed a new procedure, and data were collected from a broader English-speaking sample. In these three studies, animate (vs. inanimate) targets consistently led to a better PM performance, revealing, for the first time, that the animacy advantage extends to PM. These results strengthen the adaptive approach to memory and stress the need to consider animacy as an important variable in memory studies.

Beyond sugar: Exploring the influence of health and naturalness framing on attitudes towards products with sweet proteins in Europe

Amidst rising obesity rates in the EU and the significant public health impact of excessive sugar consumption, the debate on reducing sugar through reformulation with sweet proteins derived from precision fermentation gains prominence, presenting a viable alternative to traditional sugars and conventional sweeteners. We conducted two studies to investigate the effects of health (emphasizing sugar reduction) versus naturalness (highlighting sweet proteins as alternatives to artificial sweeteners) message framing on the acceptance of products reformulated with sweet proteins. Study 1 (N = 296, Denmark) evaluated the impact of health and naturalness message framing on attitudes towards such reformulations. Study 2, in a cross-cultural sample (N = 3,000 Denmark, Germany, and Poland), tested the mediating role of health perceptions and the moderating effects of BMI and guilt (Study 2a), as well as naturalness perceptions, sweetener use, and pleasure (Study 2b) on product attitudes. Results of Study 1 indicated that healthiness perceptions had a more persuasive influence than naturalness perceptions. The cross-cultural findings of Studies 2a and 2b revealed that BMI, sweetener usage frequency, anticipatory guilt, and pleasure can modulate these effects. These insights suggest that while both perceived healthiness and naturalness shape attitudes towards sweet protein-enriched products, the significance of health perceptions prevails, with anticipatory emotions of guilt enhancing this influence, particularly when sweet proteins substitute added sugar. Such evidence holds substantial implications for strategies aimed at reducing sugar consumption and fostering the acceptance of products containing alternative sweeteners.

Disability stereotyping is shaped by stigma characteristics

The literature suggests that people with invisible disabilities face more social difficulties than those with visible ones. Thus, the visibility criterion can constitute a core factor to understand the stigmatisation of people with disabilities. The main aim of this research is to examine if the “warm but incompetent” stereotype associated with disability varies according to the visibility criterion. A complementary aim is to investigate how taking onset controllability into account can help to understand the stereotyping faced by people with a disability. To do this, we conducted four studies, using between- (pilot study) and within-subject (Studies 1a, 1b, and 2) designs. Our results consistently support the hypothesis that stereotypes associated with disabilities vary according to visibility. Specifically, people with invisible disabilities are perceived to be less warm but more competent than those with visible disabilities. Furthermore, more surprisingly, perceived controllability increases both warmth and competence perceptions. These findings highlight the importance of considering the characteristics of a disability to understand stigmatisation.

The effect of wearing college apparel on Black men's perceived criminality and perceived risk of being racially profiled by police

The current research examines whether a prejudice reduction strategy used by Black college students—signaling a college affiliation—mitigates the perceived risk that a Black man will be seen as a criminal and racially profiled by police. Across four studies, college students of color (study 1: N = 160; study 2: N = 203) and Black and White people (study 3A: N = 205; study 3B: N = 394) perceived a Black man who displayed a college logo on his hoodie as significantly less likely to be seen as a criminal than when he did not. This remained true when the college logo was from a university that was objectively high in prestige (Princeton University; studies 1–2), moderate in prestige (John Jay College; study 2), or had no preexisting prestige (the fictional Pennbrook University; studies 3A and 3B). While college apparel did not consistently reduce the perceived risk that police would racially profile a Black man, an exploratory moderation analysis found that perceiving racial profiling as stemming more from individual than systemic bias lessened this perceived risk for Black but not White participants (study 3B). College apparel also indirectly predicted a lower likelihood of racial profiling through its effect on perceived criminality across all studies. Together, these results suggest that college apparel is believed to mitigate negative stereotypes associated with Black men; however, the perceived likelihood that police will racially profile a Black man is influenced by both his perceived criminality and lay theories of police bias.

Not all ballots should be considered equal: How education-based dehumanization undermines the democratic social contract.

Less educated people are viewed negatively and their opinions are belittled in our society. Besides, along with other groups, they are underrepresented in the political arena which questions the legitimacy of democratic systems. Despite the existence of education-based devaluation, research on how people dehumanize individuals and groups with lesser education and minimize their democratic rights is scarce. In this project, we provide correlational evidence that less (vs. highly) educated individuals and groups are dehumanized (Study 1a, N = 304) and their democratic rights (voting, running for office) are questioned (Study 1b, N = 504). Furthermore, we identified that dehumanization tendencies of the less (vs. highly) educated targets predict support for denying them voting rights or the capability to run for public candidacies (Study 2, N = 447). Finally, an experimental study confirmed that the target's educational background influences attributions of humanity, which in turn seem to affect the denial of democratic rights to the target (Study 3, N = 470). These findings suggest that education-based dehumanization might undermine the inalienable democratic rights of lesser educated individuals and groups thus endangering the foundations of democratic systems.

People devalue generative AI’s competence but not its advice in addressing societal and personal challenges

The release of ChatGPT and related tools have made generative artificial intelligence (AI) easily accessible for the broader public. We conducted four preregistered experimental studies (total N = 3308; participants from the US) to investigate people’s perceptions of generative AI and the advice it generates on how to address societal and personal challenges. The results indicate that when individuals are (vs. are not) aware that the advice was generated by AI, they devalue the author’s competence but not the content or the intention to share and follow the advice on how to address societal challenges (Study 1) and personal challenges (Studies 2a and 2b). Study 3 further shows that individuals’ preference to receive advice from AI (vs. human experts) increases when they gained positive experience with generative AI advice in the past. The results are discussed regarding the nature of AI aversion in the context of generative AI and beyond.

Moving towards darkness: The personality-environment association between the Dark Triad and residential mobility

Population migration, as one of the most significant activities in human history and current societies, can shape a mobile social ecology entwined with personality traits. In this research, we tested whether the Dark Triad personality traits would adaptively emerge in and self-select into a residentially mobile ecology across eight studies (total N = 6147). Studies 1–2 demonstrated the relationship between residential mobility and the Dark Triad traits. Personal residential mobility was positively related to the Dark Triad traits (Study 1b), and this relationship was detected by lay persons (Study 1a). Residents living in a country (Study 2a) or a province (Study 2b) with a high net population outflow reported a high level of the Dark Triad traits. Studies 3–4 explored the interplay of residential mobility and the Dark Triad traits. Studies 3a–3b revealed the shaping effect of residential mobility, showing that individuals with the mindset of residential mobility (vs. stability) tended to resort to the Dark Triad traits. In contrast, individuals who possess a high level of Dark Triad traits prefer a mobile lifestyle (Study 4a) and a residence with high outflow (Study 4b). Together, this research empirically illuminated the associations and the interactions between residential mobility and personality traits.

Eliminating customer experience pain points in complex customer journeys through smart service solutions

AbstractScholarly understanding of customer journeys has evolved from a linear, single service provider perspective to encompass complex service delivery networks that involve multiple touchpoints governed by various service providers. This intricate setting often gives rise to experiential pain points for customers. To investigate this phenomenon within the context of airport services, our research employs critical incident and problem‐centered interviews as well as an analysis of 7192 online airport reviews. In Studies 1a and 2a, we explore the crucial pain points that travelers encounter throughout their airport journey. Complementing these insights, Studies 1b and 2b assess the impact of the identified pain points on travelers' emotions. Building upon a classification of pain points into information, performance, and hospitality themes, Study 3 further examines how smart service solutions, as new technologies, can address and resolve these pain points, ultimately enhancing the customer experience (CX). By accomplishing these objectives, our work contributes a comprehensive classification scheme for experiential pain points in complex customer journeys to the academic discourse on customer journeys. Furthermore, it establishes a connection to the emerging field of research on the impact of smart service solutions on the CX.

Call it robot: anthropomorphic framing and failure of self-service technologies

PurposeThe purpose of this paper is to test the effect that anthropomorphic framing (i.e. robot vs automatic machine) has on consumers’ responses in case of service failure. Specifically, the authors hypothesize that consumers hold an unconscious association between the word “robot” and agency and that the higher agency attributed to self-service machines framed as robots (vs automatic machines) leads, in turn, to a more positive service evaluation in case of service failure.Design/methodology/approachThe authors have conducted four experimental studies to test the framework presented in this paper. In Studies 1a and 1b, the authors used an Implicit Association Test to test for the unconscious association held by consumers about robots as being intelligent machines (i.e. agency). In Studies 2 and 3, the authors tested the effect that framing technology as robots (vs automatic machines) has on consumers’ responses to service failure using two online experiments across different consumption contexts (hotel, restaurant) and using different dependent variables (service evaluation, satisfaction and word-of-mouth).FindingsThe authors show that consumers evaluate more positively a service failure involving a self-service technology framed as a robot rather than one framed as an automatic machine. They provide evidence that this effect is driven by higher perceptions of agency and that the association between technology and agency held by consumers is an unconscious one.Originality/valueThis paper investigates a novel driver of consumers’ perception of agency of technology, namely, how the technology is framed. Moreover, this study sheds light on consumers’ responses to technology’s service failure.

Two modes of social impressions and their effects on choice.

Our memories of other people shape how we interact with them. Yet, even when we forget exactly what others said or did, we often remember impressions that capture a general gist of their behavior-whether they were forthright, friendly, or funny. Drawing on fuzzy trace theory, we propose two modes of social impression formation: impressions formed based on ordinal gist ("more competent," "less competent") or categorical gist ("competent," "incompetent"). In turn, we propose that people gravitate toward the simplest representation available and that different modes of memory have distinct consequences for social decisions. Specifically, ordinal impressions lead people to make decisions based on an individual's standing relative to others, whereas categorical impressions lead people to make decisions based on discrete classifications that interpret behavior. In four experiments, participants learned about two groups of individuals who differed in their competence (Studies 1a, 2, and 3) or generosity (Study 1b). When participants encoded impressions as ordinal rankings, they preferred to hire or help a relatively good target from a low-performing group over a relatively bad target from a high-performing group, even though both targets behaved identically and accuracy was incentivized. However, when participants could use categorical boundaries to interpret behavior, this preference was eliminated. In a final experiment, changing the category participants used to encode others' generosity changed their impressions, even when accounting for memory for verbatim details. This work links social impressions to theories of mental representation in memory and judgment, highlighting how distinct representations support divergent patterns of social decision-making. (PsycInfo Database Record (c) 2024 APA, all rights reserved).

Variability across time in implicit weight-related bias: Random noise or meaningful fluctuations?

Social psychologists have struggled with the vexing problem of variability over time in implicit bias. While many treat such variability as unexplainable error, we posit that some temporal variability, whether within persons or across society at large, reflects meaningful and predictable fluctuation based on shifts in the social-cultural context. We first examined fluctuations at the group-level in a Project Implicit data set of female participants who completed the Weight Implicit Association Test between 2004 and 2018 (N = 259,613). Extending our prior work showing that mass media celebrity fat-shaming increased women's implicit antifat bias, we show that celebrity body positivity events reduced such bias (Study 1a). We then focused on a specific form of body positivity-that is, celebrity "push-back" in response to fat-shaming. Whereas fat-shaming without antibias push-back was associated with spikes in negative weight attitudes, fat-shaming with push-back showed no change in such bias (Study 1b). Critically, however, closer analysis revealed that this apparent stability was due to the canceling out of opposing negative (fat-shaming) and subsequent positive (body positivity) influences-an effect that was obscured when the window of observation was expanded. Finally, in Study 2, we examined parallel effects at the individual level in a daily diary study. Consistent with the group-level, between-subjects data, women's intraindividual fluctuations in implicit attitudes were reliably predicted based on prior-day exposure to fat-shaming and/or body positivity influences. Taken together, our work highlights how both group- and individual-level variability across time can be meaningfully explained rather than treated as unexplainable or left as unexplained. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

When are vivid hotel photos effective? The moderating effects of resource scarcity and brand level

Despite the wide use of photos on brands’ social media accounts and hotel websites, limited attention has been paid to how color saturation levels of photos affect hotel consumers’ purchase decisions. Drawing on the congruency framework, the current research examines the interaction effect between color saturation level and consumers’ consumption goal on purchase intention. Specifically, this research uses consumers’ subjective level of resource scarcity and brand level as the moderators. Findings from three experimental studies demonstrate that hotel photos with high (vs. low) color saturation can enhance advertising trustworthiness when consumers perceive a low (vs. high) level of resource scarcity (Study 1) and when they are visiting a luxury (vs. mid-scale) hotel (Study 2A & 2B). Hotel marketers may optimize the color saturation level of their property photos based on the profile of their target consumers and mid-scale vs. luxury level.

Thinking Styles and Creativity: The Mediating Role of Psychological Adjustment in College Students.

The observation and cultivation of university students' creativity have always been of enormous concern to the Chinese government. The present research delved into the influence of three dimensions of the Chinese thinking style (Interconnection, Change, and Contradiction) on creativity and the mediating role of psychological adjustment in college students. Specifically, Study 1 investigated the relationship between university students' thinking styles and creativity through self-reported questionnaires. The results revealed that the thinking style of interconnections had a significant positive effect on creativity among university student groups, while the change dimension significantly negatively affected creativity. The relationship between the dimension of contradiction and creativity did not show significance. Study 2 manipulated thinking style by priming techniques, priming university students' thinking styles of interconnections (Study 2a) and change (Study 2b), and verified the mediating role of psychological adjustment between thinking styles and creativity. Aside from replicating the findings of Study 1, the results showed that university students' psychological adjustment mediated the positive effect of interconnections on fluency and the negative effect of change on fluency. These results and findings can provide a theoretical and practical reference for our government to cultivate university students' creativity.

US cisgender women's psychological responses to physical femininity threats: Increased anxiety, reduced self-esteem

Research has suggested that women, unlike men, do not experience increased anxiety in response to gender stereotypicality threats. That research, however, has not considered the domain of gender stereotypes in which women might be most invested: physical appearance. The present work examines US cisgender women's responses to (bogus) feedback about the femininity of their appearance, which allegedly came from an algorithmic analysis of a photograph or video of their face. Across four experiments (N = 2494), women experienced more anxiety (Studies 1a, 1c, and 2) and lower self-esteem (Studies 1c and 2) in response to feedback indicating that their appearance was less feminine than average (i.e., threats) than feedback indicating that their appearance was more feminine than average (i.e., affirmations). Feedback on the femininity of women's appearance, but not personality (Study 2), had an effect on anxiety and self-esteem even when physical attractiveness was affirmed (in the case of anxiety; Study 1a) and when controlling for self-perceived physical attractiveness (in the case of anxiety and self-esteem; Studies 1a, 1c, and 2). Cisgender men, unlike women, experienced increased anxiety—but not reduced self-esteem—in response to masculinity threats across the domains of appearance and personality, though this effect was stronger for appearance (Study 2). A discrepancy between the bogus feedback one received and beliefs about oneself mediated the effects of feedback on anxiety and self-esteem, for women, and on anxiety, for men (Study 2). These results highlight the need to center physical appearance in research on gender stereotyping and its consequences.