Summary Advanced Consumer Science Artikelen college's 2-8 and 11- 12 (Eng)

What is the automaticity principle?

Antwoord: The automaticity principle proposes the existence of unconscious processes tied to individual judgment and behavior.

What is the reconfiguration principle?

Antwoord: The second principle, reconfiguration, holds that changes in a person’s judgments and behaviors during goal operation occur in order to optimize that person’s chances of completing the goal. Goals operate autonomously (i.e., independent of guidance from the conscious individual) through these mechanisms to encourage achievement of their associated end-states.

What is the similarity principle?

Antwoord: Because all goals are selfish, the similarity principle holds that conscious goal pursuit should resemble its unconscious counterpart in these regards

What is the inconsistency principle?

Antwoord: The inconsistency principle proposes that as multiple goals within a single individual become active, operate, and turn off, the person pursuing those goals may appear to be acting inconsistently, or in a manner that seems contrary to his or her interests.

What are examples of the Automaticity Principle?

Antwoord: Examples: 1) IAT 2) Goal priming through hearing test 3) “Tagging” 4) Links between needs and goals à future needs may activate the same (previously successful) goals 5) Environmental dependency syndrome 6) Goal shielding: participants are slower to react to words related to a goal if they are first primed with a word related to a competing goal.

What is wrong with consumer psychology?

Antwoord: 1. Narrow scope 2. Narrow lenses 3. Narrow epistemology 4. Disregard for content 5. Overgeneralization 6. research by convenience 7. Confusing theories of studies with studies of theories.

Explain what's wrong with Sin #1 narrow scope?

Antwoord: Businesses are not interested only in purchasing behavior (the acquisition stage), they are also interested what consumers need and want (the desire stage) and how products and services are actually used and consumed in the marketplace (the use and consumption stage).

Explain what's wrong with Sin #2 Narrow lenses?

Antwoord: In the past 40 years, most of our research has been dominated by three theoretical paradigms: (1) cognitive psychology, (2) social psychology (with a strong emphasis on social cognition), (3) behavioral decision theory (BDT). – These particular theoretical lenses have produced a rather narrow and mechanistic view of the consumer: “If we do X to consumers, process P will be triggered, and then outcome Y will take place.” This mechanistic view of the consumer fails to capture the true richness of how consumers actually operate.

Explain what's wrong with Sin #3 Narrow epistemology?

Antwoord: Two primary scientific paths have dominated our epistemology so far: (a) a hypothetico-deductive path (b) an inductive path But these should get attention too. (c) a descriptive path d) “ external theory validation ” path.

Explain what's wrong with Sin #4 Disregard for content?

Antwoord: – One of the most debilitating aspects of our field is our almost exclusive emphasis on analyzing psychological processes, as opposed to understanding the mental contents on which these processes operate – The content of the goals would be considered immaterial. – The actual conent of consumers thoughts, beliefs, feelings and motives doe snot really seem to matter but it is essential to pay more attention to matters of content. – This would enhance our external relevance and our internal relevance too.

What is the limited-resource model?

Antwoord: the limited-resource model holds that more recent resistance attempts should have a greater impact than those distant in time

Explain the method of experiment of 'What People Desire, Feel Conflicted About, and Try to Resist in Everyday Life.'

Antwoord: – Participants were given BlackBerry smart phones, which they carried for 7 consecutive days. Each day, participants received seven signals asking them for information about their desires. – participants indicated whether they were currently experiencing a desire (explained as a craving, urge, or longing to do certain things) or whether they had just experienced a desire within the last 30 min. – If they answered affirmatively, they next indicated the type of the desire from a list of 15 domains: – Participants indicated the strength of the desire on a scale. They also rated the degree to which the desire conflicted with other personal goal.

Which desires were more experienced in the morning and which ones in the evening?

Antwoord: Some desires were more frequently experienced in the morning (e.g., for coffee) or in the evening (e.g., for alcohol, media, social contact). Desire frequency also varied over the course of the week.

Which desires were above average?

Antwoord: Desire strength was significantly above average for sleep, sex, hygiene (e.g., to use the bathroom), sports participation, social contact, and nonalcoholic drinks

What is personal selling and give a few examples?

Antwoord: Personal selling suggests that seemingly trivial variations in the wording of a request can increase compliance, product purchase, usage rates, and revenue: The foot-in-the-door, door-in-the-face, that’s-notall, lowballing, self-prophecy, and other interpersonal influence techniques have been shown to be effective in many different contexts.

What is the disrupt-then-reframe (DTR) technique?

Antwoord: The disrupt-then-reframe (DTR) technique, which involves preceding a request with a disrupting or confusing message Disruption has been thought to reduce counterarguing and to increase susceptibility to the reframing or rewording of the message. we sought to replicate the DTR effect in a for-profit supermarket setting and investigate the moderating role of the need for cognitive closure

What is the hypothesis in experiment 1?

Antwoord: H1: The DTR technique should increase compliance with a monetary request presented in a commercial context.

What are the conditions of experiment 1?

Antwoord: – the DTR condition – the reframe-only control condition

What is the DTR condition?

Antwoord: In the DTR condition, the salesperson exposed the participant to a subtle disruption, followed by a reframe, stating: “The price is now 100 Eurocents [approximately 100 pennies] . . . (2 second pause) that’s 1 Euro. It’s a bargain!”

Emotional states can be transferred to others via...

Antwoord: emotional contagion

Which social media did they use in this study to investigate emotional contagion?

Antwoord: Facebook

Two parallel experiments were conducted. Which ones?

Antwoord: -A positive -A negative

Explain the experiment for the positive emotion.

Antwoord: An experiment in which exposure to friends positive emotional content in their News Feed was reduced.

Explain the experiment for the negative emotion.

Antwoord: An experiment in which exposure to negative emotional content in their News Feed was reduced.

Explain ethical consumerism or green consumption.

Antwoord: The increased concern and feeling of responsibility for society has led to remarkable growth in the global market for environmentally friendly products

What is the main hypothesis?

Antwoord: Mere exposure to green products would activate norms of social responsibility and ethical conduct and increase corresponding behaviors.

What is the licensing effect?

Antwoord: they are least likely to scrutinize the moral implications of their behaviors and to regulate their behaviors right after their moral self has experienced a boost from a good deed. This implies that virtuous acts can license subsequent asocial and unethical behaviors.

What is the method of experiment 1?

Antwoord: They were randomly assigned to rate either a person who purchases organic foods and environmentally friendly products or a person who purchases conventional foods and products

What are the results of experiment 1?

Antwoord: participants rated a person who purchases green products more highly than a person who purchases conventional products. Specifically, a person who purchases green products was rated as more cooperative more altruistic and more ethical.