Prior research has examined consumers’ use of self-control to avoid hedonic (myopic) temptations, such as overspending and smoking. In this research we investigate the opposite form of self-control, whereby consumers force themselves to indulge and avoid default forms of spending on utilitarian necessities and/or savings. In particular, consumers who have difficulty choosing items that are …
카테고리 글 보관함:행복DB
Kassam, K. S., Gilbert, D. T., Boston, A., &Wilson, T. D. (2008). Future anhedonia and time discounting. Journal of Experimental Social Psychology, 44(6), 1533-1537.
The temporal location of an event influences the way people mentally represent that event. We suggest (a) that such representational differences can produce an affective forecasting error that we call future anhedonia, which is the belief that hedonic states will be less intense in the future than in the present, and (b) that future anhedonia …
Nowlis, S. M., Mandel, N., &McCabe, D. B. (2004). The effect of a delay between choice and consumption on consumption enjoyment. Journal of Consumer Research, 31(3), 502-510.
A consumer choosing a product must often wait before consuming it. In this article, we consider the consequences of waiting on consumption enjoyment. We propose that the effect of a delay on consumption enjoyment depends on both the negative utility of the wait itself and on the positive utility of anticipating a pleasant consumption experience. …
Zhou, X., Vohs, K. D., &Baumeister, R. F. (2009). The symbolic power of money: Reminders of money alter social distress and physical pain. Psychological Science, 20(6), 700-706.
People often get what they want from the social system, and that process is aided by social popularity or by having money. Money can thus possibly substitute for social acceptance in conferring the ability to obtain benefits from the social system. Moreover, past work has suggested that responses to physical pain and social distress share …
Knutson, B., Rick, S., Wimmer, G. E., Prelec, D., &Loewenstein, G. (2007). Neural predictors of purchases. Neuron, 53(1), 147-156.
Microeconomic theory maintains that purchases are driven by a combination of consumer preference and price. Using event-related fMRI, we investigated how people weigh these factors to make purchasing decisions. Consistent with neuroimaging evidence suggesting that distinct circuits anticipate gain and loss, product preference activated the nucleus accumbens (NAcc), while excessive prices activated the insula and …
Soman, D. (2001). Effects of payment mechanism on spending behavior: The role of rehearsal and immediacy of payments. Journal of Consumer Research, 27(4), 460-474.
Past expenses have been shown to influence future spending behavior by depleting available budgets. However, a prerequisite for this relationship is the accurate recall of past payments and the experiencing of the full aversive impact associated with them. This article shows that the use of different payment mechanisms influences both these factors and hence moderates …
Quoidbach, J., Dunn, E. W., Petrides, K. V., &Mikolajczak, M. (2010). Money giveth, money taketh away: The dual effect of wealth on happiness. Psychological Science, 21(6), 759-763.
This study provides the first evidence that money impairs people’s ability to savor everyday positive emotions and experiences. In a sample of working adults, wealthier individuals reported lower savoring ability (the ability to enhance and prolong positive emotional experience). Moreover, the negative impact of wealth on individuals’ ability to savor undermined the positive effects of …
Vohs, K. D., Mead, N. L., &Goode, M. R. (2006). The psychological consequences of money. science, 314(5802), 1154-1156.
Money has been said to change people’s motivation (mainly for the better) and their behavior toward others (mainly for the worse). The results of nine experiments suggest that money brings about a self-sufficient orientation in which people prefer to be free of dependency and dependents. Reminders of money, relative to nonmoney reminders, led to reduced …
Kemp, S., Burt, C. D., &Furneaux, L. (2008). A test of the peak-end rule with extended autobiographical events. Memory &Cognition, 36(1), 132-138.
Forty-nine students went on vacation for an average of 7 days and sent daily text messages about the happiness they had experienced over the previous 24 h. After their vacation, they were questioned on the overall happiness they had experienced and were asked to recall the daily record of their happiness. The duration of the …
Wilson, T. D., Lisle, D. J., Kraft, D., &Wetzel, C. G. (1989). Preferences as expectation-driven inferences: Effects of affective expectations on affective experience.
Presents a model arguing that affect and emotion are often formed in an expectation-driven fashion. A pilot study and 2 experiments manipulated undergraduate Ss’ affective expectations (e.g., how funny they expected a set of cartoons to be) and whether Ss’ expectations were confirmed (e.g., whether the cartoons really were funny). When the value of a …