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  • 1
    Online Resource
    Online Resource
    SAGE Publications ; 2021
    In:  Journal of Marketing Research Vol. 58, No. 5 ( 2021-10), p. 968-980
    In: Journal of Marketing Research, SAGE Publications, Vol. 58, No. 5 ( 2021-10), p. 968-980
    Abstract: Consumption of used products has the potential to symbolically connect present and previous users of these products, something that may appeal to lonely consumers. Accordingly, across seven studies, feeling lonely increased consumers’ preference for previously owned products. Specifically, the authors found that the proportion of lone shoppers was higher in a used versus a regular bookstore, lone individuals (vs. those sitting in pairs) were more likely to select a used over a new product, people without (vs. with) a date on Valentine’s Day expressed stronger preference for used products, and individual differences in loneliness during the COVID-19 pandemic predicted interest in used products. Other studies documented that the desire to symbolically connect underlies the effect of loneliness on consumption. At a time when loneliness is on the rise, the authors discuss implications for the marketing of used products and how loneliness might motivate consumers to reduce waste.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    RVK:
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2021
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    SSG: 3,2
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  • 2
    Online Resource
    Online Resource
    SAGE Publications ; 2015
    In:  Personality and Social Psychology Bulletin Vol. 41, No. 7 ( 2015-07), p. 962-975
    In: Personality and Social Psychology Bulletin, SAGE Publications, Vol. 41, No. 7 ( 2015-07), p. 962-975
    Abstract: Ethical dilemmas pose a self-control conflict between pursuing immediate benefits through behaving dishonestly and pursuing long-term benefits through acts of honesty. Therefore, factors that facilitate self-control for other types of goals (e.g., health and financial) should also promote ethical behavior. Across four studies, we find support for this possibility. Specifically, we find that only under conditions that facilitate conflict identification—including the consideration of several decisions simultaneously (i.e., a broad decision frame) and perceived high connectedness to the future self—does anticipating a temptation to behave dishonestly in advance promote honesty. We demonstrate these interaction patterns between conflict identification and temptation anticipation in negotiation situations (Study 1), lab tasks (Study 2), and ethical dilemmas in the workplace (Studies 3-4). We conclude that identifying a self-control conflict and anticipating a temptation are two necessary preconditions for ethical decision making.
    Type of Medium: Online Resource
    ISSN: 0146-1672 , 1552-7433
    RVK:
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2015
    detail.hit.zdb_id: 2047603-6
    SSG: 5,2
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  • 3
    Online Resource
    Online Resource
    Wiley ; 2005
    In:  Journal of Consumer Psychology Vol. 15, No. 4 ( 2005-01), p. 316-324
    In: Journal of Consumer Psychology, Wiley, Vol. 15, No. 4 ( 2005-01), p. 316-324
    Abstract: This research explored the role of anticipated negative feelings in the observed disparity between buying and selling prices for the same endowed object. We assumed that anticipated negative reactions to losses deter people from trading an endowed object and therefore psychological variables that attenuate the emotional response to negative events should further reduce the price disparity between buyers and sellers. In 3 studies, we tested whether factors that either decrease concern about negative feelings (e.g., positive mood, framing of the transaction as involving no action) or increase the anticipated negative reaction to failure to act (e.g., priming errors of omission) further eliminate the disparity between buying and selling prices. These studies provide a novel conceptualization of the endowment bias and, more generally, illustrate the role of anticipated negative feelings in decision making.
    Type of Medium: Online Resource
    ISSN: 1057-7408 , 1532-7663
    RVK:
    Language: English
    Publisher: Wiley
    Publication Date: 2005
    detail.hit.zdb_id: 2021876-X
    detail.hit.zdb_id: 1109529-5
    SSG: 3,2
    SSG: 5,2
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  • 4
    Online Resource
    Online Resource
    Wiley ; 2011
    In:  Journal of Consumer Psychology Vol. 21, No. 4 ( 2011-10), p. 414-423
    In: Journal of Consumer Psychology, Wiley, Vol. 21, No. 4 ( 2011-10), p. 414-423
    Abstract: This article explores the course of motivation in pursuing various goals. We distinguish between two dimensions of motivation: the motivation to attain a focal goal (outcome‐focused dimension) and the motivation to “do things right” in the process of reaching that goal (means‐focused dimension). We identify the conditions under which the motivation to reach a focal goal increases versus decreases over the course of goal pursuit. We then propose that the motivation to “do things right” follows a u‐shaped pattern, such that it is higher at the beginning and end of goal pursuit than in the middle.
    Type of Medium: Online Resource
    ISSN: 1057-7408 , 1532-7663
    RVK:
    Language: English
    Publisher: Wiley
    Publication Date: 2011
    detail.hit.zdb_id: 2021876-X
    detail.hit.zdb_id: 1109529-5
    SSG: 3,2
    SSG: 5,2
    Location Call Number Limitation Availability
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  • 5
    Online Resource
    Online Resource
    Wiley ; 2011
    In:  Journal of Consumer Psychology Vol. 21, No. 1 ( 2011-01), p. 38-48
    In: Journal of Consumer Psychology, Wiley, Vol. 21, No. 1 ( 2011-01), p. 38-48
    Abstract: This article explores nonconscious effects on consumers' tendency to seek consistency versus variety in sequential choices. We propose that activation of concepts related to a positive frame of repetition (e.g., “loyalty”) triggers a preference‐based construal of consumption that encourages consistency seeking. In contrast, activation of concepts related to a negative frame of repetition (e.g., “boredom”) triggers a satiation‐based construal of consumption that encourages variety seeking. Four studies demonstrate that which construal of consumption consumers adopt can be activated outside of awareness, impacts consumers' experienced satiation, and determines in turn the amount of variety they incorporate into their choices.
    Type of Medium: Online Resource
    ISSN: 1057-7408 , 1532-7663
    RVK:
    Language: English
    Publisher: Wiley
    Publication Date: 2011
    detail.hit.zdb_id: 2021876-X
    detail.hit.zdb_id: 1109529-5
    SSG: 3,2
    SSG: 5,2
    Location Call Number Limitation Availability
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  • 6
    Online Resource
    Online Resource
    SAGE Publications ; 2012
    In:  Psychological Science Vol. 23, No. 6 ( 2012-06), p. 560-566
    In: Psychological Science, SAGE Publications, Vol. 23, No. 6 ( 2012-06), p. 560-566
    Abstract: We propose that in social interactions, appreciation of a helper depends on that helper’s instrumentality: The more motivated one is to accomplish a goal, and the more one perceives a helper as able to facilitate that goal, the more appreciation one will feel for that helper. Four experiments supported this instrumentality-boost hypothesis by showing that beneficiaries felt more appreciation of their helpers while they were receiving help toward an ongoing task than after that task was completed or after the helper was deemed no longer instrumental. This finding held for both the positive side of appreciation (gratitude) and the negative side (feelings of indebtedness) and also across a range of relationships (complete strangers, newly acquainted partners, and friends). This pattern of appreciation is counterintuitive for helpers, and so a mismatch arises between the time courses of beneficiaries’ experienced appreciation and helpers’ expectations of appreciation.
    Type of Medium: Online Resource
    ISSN: 0956-7976 , 1467-9280
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2012
    detail.hit.zdb_id: 2022256-7
    SSG: 5,2
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  • 7
    Online Resource
    Online Resource
    SAGE Publications ; 2019
    In:  Psychological Science Vol. 30, No. 12 ( 2019-12), p. 1733-1744
    In: Psychological Science, SAGE Publications, Vol. 30, No. 12 ( 2019-12), p. 1733-1744
    Abstract: Our society celebrates failure as a teachable moment. Yet in five studies (total N = 1,674), failure did the opposite: It undermined learning. Across studies, participants answered binary-choice questions, following which they were told they answered correctly (success feedback) or incorrectly (failure feedback). Both types of feedback conveyed the correct answer, because there were only two answer choices. However, on a follow-up test, participants learned less from failure feedback than from success feedback. This effect was replicated across professional, linguistic, and social domains—even when learning from failure was less cognitively taxing than learning from success and even when learning was incentivized. Participants who received failure feedback also remembered fewer of their answer choices. Why does failure undermine learning? Failure is ego threatening, which causes people to tune out. Participants learned less from personal failure than from personal success, yet they learned just as much from other people’s failure as from others’ success. Thus, when ego concerns are muted, people tune in and learn from failure.
    Type of Medium: Online Resource
    ISSN: 0956-7976 , 1467-9280
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2019
    detail.hit.zdb_id: 2022256-7
    SSG: 5,2
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  • 8
    Online Resource
    Online Resource
    SAGE Publications ; 2009
    In:  Current Directions in Psychological Science Vol. 18, No. 4 ( 2009-08), p. 247-252
    In: Current Directions in Psychological Science, SAGE Publications, Vol. 18, No. 4 ( 2009-08), p. 247-252
    Abstract: To successfully pursue a goal in the face of temptation, an individual must first identify that she faces a self-control conflict. Only then will the individual exercise self-control to promote goal pursuit over indulging in temptation. We propose a new model that distinguishes between the problems of conflict identification and those of conflict resolution. We then review research on the factors that influence conflict identification and those that determine conflict resolution.
    Type of Medium: Online Resource
    ISSN: 0963-7214 , 1467-8721
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2009
    detail.hit.zdb_id: 2026362-4
    SSG: 5,2
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  • 9
    Online Resource
    Online Resource
    American Psychological Association (APA) ; 2021
    In:  Journal of Experimental Psychology: General Vol. 150, No. 7 ( 2021-07), p. 1423-1437
    In: Journal of Experimental Psychology: General, American Psychological Association (APA), Vol. 150, No. 7 ( 2021-07), p. 1423-1437
    Type of Medium: Online Resource
    ISSN: 1939-2222 , 0096-3445
    RVK:
    Language: English
    Publisher: American Psychological Association (APA)
    Publication Date: 2021
    detail.hit.zdb_id: 2067415-6
    SSG: 5,2
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  • 10
    Online Resource
    Online Resource
    Informa UK Limited ; 2003
    In:  Creativity Research Journal Vol. 15, No. 2 ( 2003-7-1), p. 277-286
    In: Creativity Research Journal, Informa UK Limited, Vol. 15, No. 2 ( 2003-7-1), p. 277-286
    Type of Medium: Online Resource
    ISSN: 1040-0419
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 2003
    detail.hit.zdb_id: 2005983-8
    SSG: 5,2
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