The Effects of Discrete Emotions on Risky Decision Making

Contrary to the dominant view that generally equates feelings with poor thinking, converging evidence indicates that decisions – including those involving risk – are influenced by affective experiences. Research, however, is limited to studies on undifferentiated, global positive versus negative mood states; less is known about the influence of discrete emotions. The purpose of this research was to extend the affect-cognition literature by (a) examining the effects of discrete emotions varying along the dimensions of valence and arousal, and (b) identifying the systematic ways that discrete emotions underlie risky decision making. We used a set of emotion-laden IAPS images to elicit and compare the impact of incidental emotions on risky decision making. One hundred and twenty-two undergraduate students were randomly assigned to one of the four affective conditions: excitement, contentment, fear, and sadness. Following the emotion induction procedure, participants completed the Choice Dilemmas Questionnaire (CDQ) to assess their risk-taking propensity. Results indicated an interaction effect between valence and arousal for positive emotions, such that excited participants were significantly more risky in their decision making compared to contented participants. The discussion focuses on the theoretical and practical health implications of these findings. We recommend that future research capitalize on the insights gained from emotion research and use it favorably to improve decision making under risk

Attentional breadth and proximity seeking in romantic attachment relationships

The present study provides first evidence that attentional breadth responses can be influenced by proximity-distance goals in adult attachment relationships. In a sample of young couples, we measured attachment differences in the breadth of attentional focus in response to attachment-related cues. Results showed that priming with a negative attachment scenario broadens attention when confronted with pictures of the attachment figure in highly avoidant men. In women, we found that attachment anxiety was associated with a more narrow attentional focus on the attachment figure, yet only at an early stage of information processing. We also found that women showed a broader attentional focus around the attachment figure when their partner was more avoidantly attached. This pattern of results reflects the underlying action of attachment strategies and provides insight into the complex and dynamic influence of attachment on attentional processing in a dyadic context

Ideation as an intellectual information acquisition and use context: Investigating game designers’ information-based ideation behavior

Human Information Behavior (HIB) research commonly examines behavior in the context of why information is acquired and how it will be used, but usually at the level of the work or everyday-life tasks the information will support. HIB has not been examined in detail at the broader contextual level of intellectual purpose (i.e. the higher-order conceptual tasks the information was acquired to support). Examination at this level can enhance holistic understanding of HIB as a ‘means to an intellectual end’ and inform the design of digital information environments that support information interaction for specific intellectual purposes. We investigate information-based ideation (IBI) as a specific intellectual information acquisition and use context by conducting Critical Incident-style interviews with ten game designers, focusing on how they interact with information to generate and develop creative design ideas. Our findings give rise to a framework of their ideation-focused HIB, which systems designers can leverage to reason about how best to support certain behaviors to drive design ideation. These findings emphasize the importance of intellectual purpose as a driver for acquisition and desired outcome of use

Modelling the effects of mall atmospherics on shoppers' approach behaviors [Brunel Business School Working Paper series: special issue on marketing, volume 2, 2005]

Despite previous work, researchers still do not fully understand the mechanisms by which environmental stimuli influence emotions and affect behavior. This paper attempts to address this knowledge gap by modelling the effects of a stimulus on emotions and behavior within the context of a shopping mall and retail stores. We evaluate a stimulus-response model based on the influence of perceptions on shoppers’ moods, which in turn influence approach behaviors. A structured questionnaire survey of actual shoppers in a real mall environment (n=315) was analysed by structural equation analysis. The exemplar stimulus consisted of a Captive Audience Network (CAN or private plasma screen network) – a topic that has been little researched to date. The influence of the CAN was small but significant. The findings have implications for practitioners as even small changes in image can have a substantial effect on profitability

Modelling the effects of mall atmospherics on shoppers’ approach behaviors

Despite previous work, researchers still do not fully understand the mechanisms by which environmental stimuli influence emotions and affect behavior. This paper attempts to address this knowledge gap by modelling the effects of a stimulus on emotions and behavior within the context of a shopping mall and retail stores. We evaluate a stimulus-response model based on the influence of perceptions on shoppers’ moods, which in turn influence approach behaviors. A structured questionnaire survey of actual shoppers in a real mall environment (n=315) was analysed by structural equation analysis. The exemplar stimulus consisted of a Captive Audience Network (CAN or private plasma screen network) – a topic that has been little researched to date. The influence of the CAN was small but significant. The findings have implications for practitioners as even small changes in image can have a substantial effect on profitability

The effects of store atmosphere on shopping behaviour - A literature review.

This paper provides an insight into how the atmospherics of a retail environment influence shopping behaviour. Its objective is to support researchers and practitioners by summarizing the current state of knowledge and identifying gaps and avenues for future research. The scope covers studies in retail marketing and environmental psychology published during the last 35 years. It has been shown that environmental cues (music, scent etc.) have an effect on the emotional state of the consumer, which in turn causes behavioural changes, both positive (approach, buy more, stay longer etc.) and negative (not approach, buy less, leave earlier etc.). Most studies make reference to the PAD model, which proposes that the relevant emotions in this process can be measured along three dimensions Pleasure, Arousal and Dominance (Mehrabian, A. & Russell, J.A.,1974, An approach to environmental psychology, Cambridge, MA.: MIT Press). Since then, significant advances have been made to understand the effect of individual cues, their interaction, as well as the role of moderators, such as gender, age, or shopping motivation. However, there are a number of opportunities for further research. Too little is known about the moderating effects of Arousal and Dominance and how they interact with each other and with Pleasure dimension. Also a number of other moderators, such as gender and culture, should be integrated into the model

Interpersonal emotion regulation: a review of social and developmental components

A staple theme in clinical psychology, emotion regulation, or the ability to manage one's emotions, is directly linked with personal wellbeing and the ability to effectively navigate the social world. Until recently, this concept has been limited to a focus on intrapersonal processes, such as suppression. Less emphasis has been placed on developmental, social, and cultural aspects of emotion regulation. We argue here that as social beings, our engagement in emotion regulation may often occur interpersonally, with trusted others helping us to regulate our emotions. This review will highlight recent research on interpersonal emotion regulation processes.Dr Hofmann receives financial support from the Alexander von Humboldt Foundation (as part of the Humboldt Prize), NIH/NCCIH (R01AT007257), NIH/NIMH (R01MH099021, U01MH108168), and the James S. McDonnell Foundation 21st Century Science Initiative in Understanding Human Cognition - Special Initiative. He receives compensation for his work as an advisor from the Palo Alto Health Sciences and for his work as a Subject Matter Expert from John Wiley & Sons, Inc. and SilverCloud Health, Inc. He also receives royalties and payments for his editorial work from various publishers. (Alexander von Humboldt Foundation; R01AT007257 - NIH/NCCIH; R01MH099021 - NIH/NIMH; U01MH108168 - NIH/NIMH; James S. McDonnell Foundation 21st Century Science Initiative in Understanding Human Cognition - Special Initiative)Accepted manuscrip

The role of customer experience in building brand loyalty within the service context

Customer experience theory, research, and practice represent an evolving area of study within the marketing discipline. Despite its importance, the customer experience concept remains vague and lacks a thorough theoretical foundation. This study addresses this gap in the literature and examines the antecedents and consequences of customer experience from customer perspectives. The study provides a conceptual framework building from a qualitative study and the existing literature. This article includes a formal test of the framework using a large-scale survey of British customers to examine their experience with resort-hotel brands. The results show price perception, core services, and word-of-mouth have a direct impact on how customers interpret their experiences with resort-hotel brands; perceived service quality plays a mediatory role in the relationship between servicescape, core service, and customer experience. Measuring validation strength of customer experience upon brand loyalty by best fit in combination with cross-sample predictive validity models is a valuable contribution of this study

Making things happen : a model of proactive motivation

Being proactive is about making things happen, anticipating and preventing problems, and seizing opportunities. It involves self-initiated efforts to bring about change in the work environment and/or oneself to achieve a different future. The authors develop existing perspectives on this topic by identifying proactivity as a goal-driven process involving both the setting of a proactive goal (proactive goal generation) and striving to achieve that proactive goal (proactive goal striving). The authors identify a range of proactive goals that individuals can pursue in organizations. These vary on two dimensions: the future they aim to bring about (achieving a better personal fit within one’s work environment, improving the organization’s internal functioning, or enhancing the organization’s strategic fit with its environment) and whether the self or situation is being changed. The authors then identify “can do,” “reason to,” and “energized to” motivational states that prompt proactive goal generation and sustain goal striving. Can do motivation arises from perceptions of self-efficacy, control, and (low) cost. Reason to motivation relates to why someone is proactive, including reasons flowing from intrinsic, integrated, and identified motivation. Energized to motivation refers to activated positive affective states that prompt proactive goal processes. The authors suggest more distal antecedents, including individual differences (e.g., personality, values, knowledge and ability) as well as contextual variations in leadership, work design, and interpersonal climate, that influence the proactive motivational states and thereby boost or inhibit proactive goal processes. Finally, the authors summarize priorities for future researc