http://repub.eur.nl/res/aut/16893/ List of Publications en http://repub.eur.nl/static-eur/img/logo.png http://repub.eur.nl http://repub.eur.nl/res/pub/32873/ 2012-03-01T00:00:00Z Three studies suggest that business cycle fluctuations trigger distinct motivational orientations that selectively affect economic judgment and decision making. Economic contractions induce avoidance motivation and affect negative economic sentiment, but leave approach motivation and positive economic sentiment unaffected. In contrast, economic expansions induce approach motivation and positive economic sentiment, but do not affect avoidance motivation or negative economic sentiment (study 1). Moreover, economic contractions induce risk aversion for negative outcomes, but not for positive outcomes, while economic expansions instigate risk seeking for positive outcomes, but not for negative outcomes (study 2). A time-series study based on consumer spending over eight decades mirrors the findings of the experimental studies: The consumption of products associated with avoiding negative outcomes increases during economic contractions, but not during expansions. In contrast, the consumption of products associated with achieving positive outcomes increases in expansions, but is unaffected by contractions (study 3). http://repub.eur.nl/res/pub/40037/ 2011-10-01T00:00:00Z In conventional thinking, the mind controls the body. Our brains decide something and the body follows suit. However, in many ways this turns out not to be the case. Indeed, our research has found that even simple postures and gestures may be enough to influence our purchasing behaviour. http://repub.eur.nl/res/pub/40038/ 2011-01-01T00:00:00Z One field study and five experiments show that seemingly irrelevant bodily actions influence consumer behavior. These studies demonstrate that arm flexion (in which the motor action is directed toward the self) versus arm extension (in which the motor action is directed away from the self) influences purchase behavior, product preferences, and economic decisions. More specifically, arm flexion increases the likelihood of purchasing vice products (Study 1a), leads to a preference for vices over virtues (Studies 1b and 2a), and leads to preference for smaller, sooner over larger, later monetary rewards (Studies 2b, 3, and 4). The authors argue that arm flexion induces present-biased preferences through activation of approach motivation. The effect of bodily actions on present-biased preferences is regulated by the behavioral approach system (Studies 3 and 4) and relies on the learned association between arm flexion and activation of this approach system (Study 4). The authors discuss implications for intertemporal decision making, embodied cognition, and marketing practice. http://repub.eur.nl/res/pub/20815/ 2010-10-01T00:00:00Z While many studies have shown that exposure frequency affects consumer attitudes and preferences, the current paper provides evidence that exposure order also does so. Three studies show that people like stimuli to which they are first exposed better than later encountered, similar stimuli. Controlling for exposure frequency and duration, individuals prefer the version of a song they heard first to a version they heard later and images they saw first to mirror images they saw later. In addition, our results suggest that perceived originality contributes to the preference for a first encountered stimulus. Our results are discussed in relation to research on order effects in sequential rating formats. http://repub.eur.nl/res/pub/20812/ 2010-09-01T00:00:00Z Exposure to mating cues activates the goal to signal one's mate value to members of the opposite sex. This mate attraction goal may render men perceptually ready for products that signal their mate value to women. As men's mate value is partly determined by their financial prospects, men may be more likely to notice products that would signal their financial resources to women. The current study demonstrates that exposure to a sexily dressed woman increases single men's likelihood of noticing status products in a visual display. Not only do these findings further support the link between conspicuous consumption and male mating strategies, they are the first to demonstrate perceptual readiness for indirect (i.e., products) rather than direct (i.e., opposite sex individuals) means for reproduction. http://repub.eur.nl/res/pub/40035/ 2010-08-01T00:00:00Z What motivates consumers to buy eco-friendly products? Are people’s choices linked to their concern for the environment and thus to be viewed as expressions of altruism, or are motives fragile and self-serving reflections of concern about social status within the community? http://repub.eur.nl/res/pub/19477/ 2010-03-01T00:00:00Z Why do people purchase proenvironmental “green” products? We argue that buying such products can be construed as altruistic, since green products often cost more and are of lower quality than their conventional counterparts, but green goods benefit the environment for everyone. Because biologists have observed that altruism might function as a “costly signal” associated with status, we examined in 3 experiments how status motives influenced desire for green products. Activating status motives led people to choose green products over more luxurious nongreen products. Supporting the notion that altruism signals one’s willingness and ability to incur costs for others’ benefit, status motives increased desire for green products when shopping in public (but not private) and when green products cost more (but not less) than nongreen products. Findings suggest that status competition can be used to promote proenvironmental behavior. http://repub.eur.nl/res/pub/14574/ 2006-09-01T00:00:00Z The present research aims to elucidate to what extent the motive to ensure equality in outcomes is general and to what extent it interacts with other important motives such as maximizing own or collective gains. Because individuals may have different considerations and motivations in decision-making situations, it is likely that people with a different social value orientation will respond differently to an unequal distribution of outcomes. Contrary to expectations, not only prosocials care about equality in outcomes. In Study 1, the authors found that individualists choose to forego personal gains, despite obvious selfish reasons to cooperate, when outcomes were distributed unequally. In a second experiment, this finding was replicated and shows that individualists, just as prosocials, demand equality in outcomes in interdependent situations. The studies suggest that typifying individualists as solely being concerned about enhancing personal outcomes is too limited and that fairness norms may trump social value orientation.