$240 for Illinois Avenue, please:Economic inequality increases preference for personal control appeals

Economic inequality is rising globally, yet its impact on consumer behavior remains poorly understood. In five studies, we show that economic inequality increases the preference for personal control appeals—advertising appeals encouraging consumers to reclaim their sense of agency and control. This effect emerged when economic inequality was objectively measured or experimentally manipulated. We also identify the mechanism underlying this effect by showing that higher economic inequality triggers a sense of financial threat, which reduces consumers’ sense of control. These aversive psychological states subsequently increase the preference for personal control appeals. Furthermore, we demonstrate that a momentary boost in the sense of control or a stronger dispositional belief in economic mobility effectively mitigates psychological threats of higher economic inequality, thereby attenuating the preference for personal control appeals. Overall, our findings offer a more nuanced understanding of the motivational effects of economic inequality in shaping consumer behavior

$240 for Illinois Avenue, please:Economic inequality increases preference for personal control appeals

Economic inequality is rising globally, yet its impact on consumer behavior remains poorly understood. In five studies, we show that economic inequality increases the preference for personal control appeals—advertising appeals encouraging consumers to reclaim their sense of agency and control. This effect emerged when economic inequality was objectively measured or experimentally manipulated. We also identify the mechanism underlying this effect by showing that higher economic inequality triggers a sense of financial threat, which reduces consumers’ sense of control. These aversive psychological states subsequently increase the preference for personal control appeals. Furthermore, we demonstrate that a momentary boost in the sense of control or a stronger dispositional belief in economic mobility effectively mitigates psychological threats of higher economic inequality, thereby attenuating the preference for personal control appeals. Overall, our findings offer a more nuanced understanding of the motivational effects of economic inequality in shaping consumer behavior

$240 for Illinois Avenue, please:Economic inequality increases preference for personal control appeals

Economic inequality is rising globally, yet its impact on consumer behavior remains poorly understood. In five studies, we show that economic inequality increases the preference for personal control appeals—advertising appeals encouraging consumers to reclaim their sense of agency and control. This effect emerged when economic inequality was objectively measured or experimentally manipulated. We also identify the mechanism underlying this effect by showing that higher economic inequality triggers a sense of financial threat, which reduces consumers’ sense of control. These aversive psychological states subsequently increase the preference for personal control appeals. Furthermore, we demonstrate that a momentary boost in the sense of control or a stronger dispositional belief in economic mobility effectively mitigates psychological threats of higher economic inequality, thereby attenuating the preference for personal control appeals. Overall, our findings offer a more nuanced understanding of the motivational effects of economic inequality in shaping consumer behavior

$240 for Illinois Avenue, please:Economic inequality increases preference for personal control appeals

Economic inequality is rising globally, yet its impact on consumer behavior remains poorly understood. In five studies, we show that economic inequality increases the preference for personal control appeals—advertising appeals encouraging consumers to reclaim their sense of agency and control. This effect emerged when economic inequality was objectively measured or experimentally manipulated. We also identify the mechanism underlying this effect by showing that higher economic inequality triggers a sense of financial threat, which reduces consumers’ sense of control. These aversive psychological states subsequently increase the preference for personal control appeals. Furthermore, we demonstrate that a momentary boost in the sense of control or a stronger dispositional belief in economic mobility effectively mitigates psychological threats of higher economic inequality, thereby attenuating the preference for personal control appeals. Overall, our findings offer a more nuanced understanding of the motivational effects of economic inequality in shaping consumer behavior

Situational factors shape moral judgements in the trolley dilemma in Eastern, Southern and Western countries in a culturally diverse sample

The study of moral judgements often centres on moral dilemmas in which options consistent with deontological perspectives (that is, emphasizing rules, individual rights and duties) are in conflict with options consistent with utilitarian judgements (that is, following the greater good based on consequences). Greene et al. (2009) showed that psychological and situational factors (for example, the intent of the agent or the presence of physical contact between the agent and the victim) can play an important role in moral dilemma judgements (for example, the trolley problem). Our knowledge is limited concerning both the universality of these effects outside the United States and the impact of culture on the situational and psychological factors affecting moral judgements. Thus, we empirically tested the universality of the effects of intent and personal force on moral dilemma judgements by replicating the experiments of Greene et al. in 45 countries from all inhabited continents. We found that personal force and its interaction with intention exert influence on moral judgements in the US and Western cultural clusters, replicating and expanding the original findings. Moreover, the personal force effect was present in all cultural clusters, suggesting it is culturally universal. The evidence for the cultural universality of the interaction effect was inconclusive in the Eastern and Southern cultural clusters (depending on exclusion criteria). We found no strong association between collectivism/individualism and moral dilemma judgements

Self-Affirmation Reduces Delay Discounting of the Financially Deprived

Financial deprivation is associated with excessive discounting of delayed rewards. In the present research, we argue that this counterproductive tendency may be driven, at least in part, by the aversive and self-threatening nature of experiencing financial deprivation. Accordingly, we propose that self-affirmation—an intervention known to buffer negative consequences of psychological threats—may reduce delay discounting of the financially deprived. Results of two high-powered, preregistered experiments support this proposition. Specifically, in Study 1 (n = 546), we show that among participants with relatively lower income, self-affirmation effectively reduces delay discounting. In Study 2 (n = 432), we manipulate the feeling of financial deprivation and demonstrate that self-affirmation reduces delay discounting among those who feel financially deprived. We also examine the underlying process of this effect and find that self-affirmation bolsters a sense of personal control among those who feel financially deprived, which in turn reduces their delay discounting (Study 2). Overall, our findings suggest that the relationship between financial deprivation and delay discounting is malleable and psychological interventions that attenuate self-threats and bolster a sense of personal control can be applied to reduce myopic tendencies of the poor

Reinstating the Resourceful Self: When and How Self-Affirmations Improve Executive Performance of the Powerless

Research has found that lack of power impairs executive functions. In the present research, we show that this impairment is not immutable. Across three studies and focusing on inhibitory control as one of the core facets of executive functions, our investigation shows that self-affirmation attenuates the previously documented decrements in inhibitory control of the powerless (Studies 1-3). We also examine boundary conditions of this effect and demonstrate that self-affirmation is most effective insofar as the powerless lack self-esteem (Study 2). Finally, we directly test the underlying process of this effect and demonstrate that self-affirmation increases an efficacious self-view among the powerless, which in turn improves their inhibitory control abilities (Study 3). Overall, we conclude that reinstating an efficacious self-view through self-affirmation offsets the impairments in inhibitory control abilities of the powerless and reduces the cognitive performance gap between the powerless and the powerful