Affective Influences on Consumer Decision Making Under Uncertainty

Affective Influences on Consumer Decision Making Under Uncertainty
Author: Mehmet Yavuz Acikalin
Publisher:
Total Pages:
Release: 2018
Genre:
ISBN:

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This dissertation investigates various affective influences on decision making under risk and uncertainty. The first essay of the dissertation shows that the relationship between physiological arousal and risk-taking is more nuanced than previously found. The results demonstrate that lower levels of physiological arousal increase sensitivity to expected values of risky prospects, leading to more adaptive decisions, instead of increasing or decreasing risk seeking across the board. The second essay of the dissertation elucidates how anticipated guilt can lead to choices of uncertain options over certain ones, establishing how choosing uncertain outcomes can serve as a guilt reduction mechanism. Finally, the third essay investigates neural affective correlates of consumer disengagement from consumption episodes that have uncertain rewards that are known only as they unfold over time and exhibits how data from a neural focus group can improve forecasts of market-level behavior.

The Neuropsychology of Emotion

The Neuropsychology of Emotion
Author: Joan C. Borod
Publisher: Oxford University Press
Total Pages: 532
Release: 2000-05-18
Genre: Medical
ISBN: 0195114647

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This comprehensive review of the neuropsychology of emotion and the underlying neural mechanisms, is divided into four sections: background and general techniques, theoretical perspectives, emotional disorders, and clinical implications.

Emotion and Reason in Consumer Behavior

Emotion and Reason in Consumer Behavior
Author: Arjun Chaudhuri
Publisher: Routledge
Total Pages: 184
Release: 2006
Genre: Business & Economics
ISBN: 075067976X

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Going with Your 'Gut Feeling'

Going with Your 'Gut Feeling'
Author: Peter R. Darke
Publisher:
Total Pages: 0
Release: 2008
Genre:
ISBN:

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We suggest that existing research does not fully recognize the potential importance of affective experience in consumer decision-making and judgment. The dominant view suggests that affective cues tend to have an impact on judgment primarily when consumers are either less motivated to be accurate, or when they have diminished ability to judge products (i.e., primarily under low elaboration conditions). Furthermore, affectively based choices are commonly viewed as impulsive decisions which consumers ultimately regret. Using a dual process perspective, the research reported here expands on these views in a number of important ways. First, we show that affective experience can influence choice even when highly motivated consumers are fully capable of making decisions on the basis of tangible product features (i.e., under high elaboration conditions). In particular, affect served as a heuristic cue for decisions made under both high and low elaboration. We also showed that consumers adjusted their use of affective cues in choice for different product categories, depending on whether such cues seemed relevant to satisfaction. Finally, affective purchases made in a natural setting were associated with greater long-term satisfaction, especially when the purchases were important. Overall, affective cues were shown to have much broader effects on consumer decision-making and judgment than has previously been demonstrated, and there was evidence that consumers are unaware of the influence of affective cues on their decisions. As well, the evidence suggests that the use of affective cues can be considered relatively functional, in the sense that it led to increased satisfaction rather than regret.

From Consumer Experience to Affective Loyalty: Challenges and Prospects in the Psychology of Consumer Behavior 3.0

From Consumer Experience to Affective Loyalty: Challenges and Prospects in the Psychology of Consumer Behavior 3.0
Author: María Pilar Martínez-Ruiz
Publisher: Frontiers Media SA
Total Pages: 346
Release: 2018-02-19
Genre:
ISBN: 2889454126

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This research topic for Frontiers in Psychology highlights some of the more relevant changes that have conditioned consumer behavior in recent years—among these, the paradigm shift in marketing is worth emphasizing. Today, the market and the companies are implementing Marketing 4.0; This new marketing approach modifies both the business rules and the channels by changing the way to dialogue, interact and relation with consumers. The present Research Topic brings together 30 studies by 76 authors who analyzed the relevance of consumer behavior changes under this new paradigm, using different theoretical and methodological frameworks. These different papers, mainly constituting original research, examine a variety of sub-topics, including online and mobile environments, value co-creation, internal marketing strategies, and diverse industries and product markets. Given this broad selection of papers, we encourage readers to draw their own conclusions about the complex phenomena of consumer behavior. Our hope is that these different perspectives will cover various gaps in the field and prompt discussion among the audience of Frontiers in Psychology.

Behavioral Economics and Public Health

Behavioral Economics and Public Health
Author: Christina A. Roberto
Publisher: Oxford University Press, USA
Total Pages: 385
Release: 2016
Genre: Business & Economics
ISBN: 019939833X

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Behavioral economics has potential to offer novel solutions to some of today's most pressing public health problems: How do we persuade people to eat healthy and lose weight? How can health professionals communicate health risks in a way that is heeded? How can food labeling be modified to inform healthy food choices? Behavioral Economics and Public Health is the first book to apply the groundbreaking insights of behavioral economics to the persisting problems of health behaviors and behavior change. In addition to providing a primer on the behavioral economics principles that are most relevant to public health, this book offers details on how these principles can be employed to mitigating the world's greatest health threats, including obesity, smoking, risky sexual behavior, and excessive drinking. With contributions from an international team of scholars from psychology, economics, marketing, public health, and medicine, this book is a trailblazing new approach to the most difficult and important problems of our time.

Essays in Socio-Economics

Essays in Socio-Economics
Author: Amitai Etzioni
Publisher: Springer Science & Business Media
Total Pages: 225
Release: 2013-03-09
Genre: Business & Economics
ISBN: 3662039001

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These essays deal with various aspects of a new, rising field, socio economics. The field is seeking to combine the variables studied by neoclassical economists with those typically studied by other social sciences. The combination is expected to provide a better understanding of economic behavior and the economy as well as society; make more reliable predictions; and be more in line with normative values we seek to uphold. The new field, though, may be less elegant mathematically and possibly less parsimonious than neoclassical economics. Some of my ideas on this subject are included in a previously published book, The Moral Dimension: TowardA New Economics (New York: The Free Press, 1988). They also led to a formation of an international society of several thousand scholars who are interested in the field, the Society for the Advancement of Socio-Economics. The essays at hand are in effect grouped. The first two, previously published respectively in the Journal of Economic Psychology and Business Ethics Quarterly, reflect my most recent thinking. They both have a utopian streak that may stand out especially in these days when unfeathered capitalism is the rage. The first points to people, who far from making consuming ever more their life's project, seek a less affiuent way oflife. It examines the psychological foundations and the social consequences of such an approach.

Completing the Forecast

Completing the Forecast
Author: National Research Council
Publisher: National Academies Press
Total Pages: 124
Release: 2006-10-09
Genre: Science
ISBN: 0309180538

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Uncertainty is a fundamental characteristic of weather, seasonal climate, and hydrological prediction, and no forecast is complete without a description of its uncertainty. Effective communication of uncertainty helps people better understand the likelihood of a particular event and improves their ability to make decisions based on the forecast. Nonetheless, for decades, users of these forecasts have been conditioned to receive incomplete information about uncertainty. They have become used to single-valued (deterministic) forecasts (e.g., "the high temperature will be 70 degrees Farenheit 9 days from now") and applied their own experience in determining how much confidence to place in the forecast. Most forecast products from the public and private sectors, including those from the National Oceanographic and Atmospheric Administration's National Weather Service, continue this deterministic legacy. Fortunately, the National Weather Service and others in the prediction community have recognized the need to view uncertainty as a fundamental part of forecasts. By partnering with other segments of the community to understand user needs, generate relevant and rich informational products, and utilize effective communication vehicles, the National Weather Service can take a leading role in the transition to widespread, effective incorporation of uncertainty information into predictions. "Completing the Forecast" makes recommendations to the National Weather Service and the broader prediction community on how to make this transition.

Emotional Choices

Emotional Choices
Author: Robin Markwica
Publisher: Oxford University Press
Total Pages: 350
Release: 2018-03-06
Genre: Political Science
ISBN: 0192513125

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Why do states often refuse to yield to military threats from a more powerful actor, such as the United States? Why do they frequently prefer war to compliance? International Relations scholars generally employ the rational choice logic of consequences or the constructivist logic of appropriateness to explain this puzzling behavior. Max Weber, however, suggested a third logic of choice in his magnum opus Economy and Society: human decision making can also be motivated by emotions. Drawing on Weber and more recent scholarship in sociology and psychology, Robin Markwica introduces the logic of affect, or emotional choice theory, into the field of International Relations. The logic of affect posits that actors' behavior is shaped by the dynamic interplay among their norms, identities, and five key emotions: fear, anger, hope, pride, and humiliation. Markwica puts forward a series of propositions that specify the affective conditions under which leaders are likely to accept or reject a coercer's demands. To infer emotions and to examine their influence on decision making, he develops a methodological strategy combining sentiment analysis and an interpretive form of process tracing. He then applies the logic of affect to Nikita Khrushchev's behavior during the Cuban missile crisis in 1962 and Saddam Hussein's decision making in the Gulf conflict in 1990-1 offering a novel explanation for why U.S. coercive diplomacy succeeded in one case but not in the other.