Caruso, Vohs, Baxter, and Waytz (2013) posited that because money is used in free market exchanges, cues of money would lead people to justify and support the systems that allow those exchanges to ...take place. Hence, the authors predicted that money primes would boost system justification, social dominance, belief in a just world, and free market ideology, and found supportive evidence. Rohrer, Pashler, and Harris (2015) failed to replicate those effects. This article discusses the factors that predict priming effects, and particularly those pertinent to differences between Caruso et al. and Rohrer et al. Variations in a prime's meaning, the ease with which primed content comes to mind, the prime's motivational importance, and the ambiguity of the outcome situation influence the impact of the prime. Money priming experiments (totaling 165 to date, from 18 countries) point to at least 2 major effects. First, compared to neutral primes, people reminded of money are less interpersonally attuned. They are not prosocial, caring, or warm. They eschew interdependence. Second, people reminded of money shift into professional, business, and work mentality. They exert effort on challenging tasks, demonstrate good performance, and feel efficacious. Money priming is not the same as priming another popular means of exchange, credit cards, and can have bigger effects when there is an implied connection between the self and having money. The practical benefits of money have been studied by other disciplines for decades, and the time is now for psychologists to study the effects of merely being reminded of money.
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Consumers use warmth and competence, two fundamental dimensions that govern social judgments of people, to form perceptions of firms. Three experiments showed that consumers perceive nonprofits as ...being warmer than for‐profits but as less competent. Further, consumers are less willing to buy a product made by a nonprofit than a for‐profit because of their perception that the firm lacks competence. Consequently, when perceived competence of a nonprofit is boosted through subtle cues that connote credibility, discrepancies in willingness to buy disappear. In fact, when consumers perceive high levels of competence and warmth, they feel admiration for the firm—which translates to consumers’ increased desire to buy. This work highlights the importance of consumer stereotypes about nonprofit and for‐profit companies that, at baseline, come with opposing advantages and disadvantages but that can be altered.
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When do people feel as if they are rich in time? Not often, research and daily experience suggest. However, three experiments showed that participants who felt awe, relative to other emotions, felt ...they had more time available (Experiments 1 and 3) and were less impatient (Experiment 2). Participants who experienced awe also were more willing to volunteer their time to help other people (Experiment 2), more strongly preferred experiences over material products (Experiment 3), and experienced greater life satisfaction (Experiment 3). Mediation analyses revealed that these changes in decision making and well-being were due to awe's ability to alter the subjective experience of time. Experiences of awe bring people into the present moment, and being in the present moment underlies awe's capacity to adjust time perception, influence decisions, and make life feel more satisfying than it would otherwise.
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Self-Affirmation and Self-Control Schmeichel, Brandon J; Vohs, Kathleen D
Journal of personality and social psychology,
04/2009, Volume:
96, Issue:
4
Journal Article
Peer reviewed
Research has established that acts of self-control deplete a resource required for subsequent self-control tasks. The present investigation revealed that a psychological ...intervention-self-affirmation-facilitates self-control when the resource has been depleted. Experiments 1 and 2 found beneficial effects of self-affirmation on self-control in a depleted state. Experiments 3 and 4 suggested that self-affirmation improves self-control by promoting higher levels (vs. lower levels) of mental construal. Self-affirmation therefore holds promise as a mental strategy that reduces the likelihood of self-control failure.
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The economic effects of COVID-19 have been far-reaching. Using a sample of adults from the United States (n = 513), the present study examined demographic and individual correlates of anxiety about ...financial hardship on March 17th, 2020, the day after historic stock market drops in response to the emerging COVID-19 crisis. Confirmatory factor analysis models determined that a unidimensional approach best accounted for covariation among types of economic anxiety. Zero-order and semi-partial correlations with economic anxiety were estimated. Younger adults tended to report greater anxiety than older adults. Black respondents reported significantly more anxiety, whereas respondents without children living at home reported less anxiety. Low collective self-esteem, low conscientiousness, and low openness to experience were associated with greater economic anxiety. High neuroticism, perceived vulnerability to disease, and belongingness stemming from large group activities also were associated with greater anxiety. The current study provides a first glance at individual differences in understanding who may experience economic anxiety due to the COVID-19 pandemic.
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Hindsight Bias Roese, Neal J.; Vohs, Kathleen D.
Perspectives on psychological science,
09/2012, Volume:
7, Issue:
5
Journal Article
Peer reviewed
Hindsight bias occurs when people feel that they "knew it all along," that is, when they believe that an event is more predictable after it becomes known than it was before it became known. Hindsight ...bias embodies any combination of three aspects: memory distortion, beliefs about events' objective likelihoods, or subjective beliefs about one's own prediction abilities. Hindsight bias stems from (a) cognitive inputs (people selectively recall information consistent with what they now know to be true and engage in sensemaking to impose meaning on their own knowledge), (b) metacognitive inputs (the ease with which a past outcome is understood may be misattributed to its assumed prior likelihood), and (c) motivational inputs (people have a need to see the world as orderly and predictable and to avoid being blamed for problems). Consequences of hindsight bias include myopic attention to a single causal understanding of the past (to the neglect of other reasonable explanations) as well as general overconfidence in the certainty of one's judgments. New technologies for visualizing and understanding data sets may have the unintended consequence of heightening hindsight bias, but an intervention that encourages people to consider alternative causal explanations for a given outcome can reduce hindsight bias.
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In the present study, we used experience sampling to measure desires and desire regulation in everyday life. Our analysis included data from 205 adults, who furnished a total of 7,827 reports of ...their desires over the course of a week. Across various desire domains, results revealed substantial differences in desire frequency and strength, the degree of conflict between desires and other goals, and the likelihood of resisting desire and the success of this resistance. Desires for sleep and sex were experienced most intensively, whereas desires for tobacco and alcohol had the lowest average strength, despite the fact that these substances are thought of as addictive. Desires for leisure and sleep conflicted the most with other goals, and desires for media use and work brought about the most self-control failure. In addition, we observed support for a limited-resource model of self-control employing a novel operationalization of cumulative resource depletion: The frequency and recency of engaging in prior self-control negatively predicted people's success at resisting subsequent desires on the same day.
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8.
The Poor's Poor Mental Power Vohs, Kathleen D.
Science (American Association for the Advancement of Science),
08/2013, Volume:
341, Issue:
6149
Journal Article
Peer reviewed
Poverty's mental toll might explain its connection to unhealthy impulsive behaviors.
Also see Research Article by
Mani
et al.
Few people wish to be poor. Many find it puzzling that those in poverty ...seem to get stuck in that state, even when there are opportunities to improve one's lot. On page 976 of this issue, Mani
et al.
(
1
) provide a possible reason: Poverty-related concerns impair cognitive capacity. Simply put, being poor taps out one's mental reserves. This could explain data showing that the poor are likelier than others to behave in ways that are harmful to health and impede long-term success—in short, behaviors that can perpetuate a disadvantaged state.
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9.
The Strength Model of Self-Control Baumeister, Roy F.; Vohs, Kathleen D.; Tice, Dianne M.
Current directions in psychological science,
12/2007, Volume:
16, Issue:
6
Journal Article
Peer reviewed
Open access
Self-control is a central function of the self and an important key to success in life. The exertion of self-control appears to depend on a limited resource. Just as a muscle gets tired from ...exertion, acts of self-control cause short-term impairments (ego depletion) in subsequent self-control, even on unrelated tasks. Research has supported the strength model in the domains of eating, drinking, spending, sexuality, intelligent thought, making choices, and interpersonal behavior. Motivational or framing factors can temporarily block the deleterious effects of being in a state of ego depletion. Blood glucose is an important component of the energy.
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Inspired to Create Rudd, Melanie; Hildebrand, Christian; Vohs, Kathleen D.
Journal of marketing research,
10/2018, Volume:
55, Issue:
5
Journal Article
Peer reviewed
Automated fabrication, home services, and premade goods pervade the modern consumer landscape. Against this backdrop, this research explores how the emotion of awe might motivate a consumer to ...partake instead in experiential creation (i.e., activities in which they actively produce an outcome) by enhancing their willingness to learn. Across eight experiments, experiencing awe (vs. happiness, excitement, pride, amusement, or neutrality) increases people's likelihood of choosing an experiential creation gift (vs. one not involving experiential creation), willingness to pay for experiential creation products (vs. comparable ready-made products), likelihood of creating a bespoke snack (vs. taking a premade one), preference for experiential creation solutions (vs. solutions without experiential creation), likelihood of purchasing a product when it is framed as high (vs. low) in experiential creation, preference for high (vs. low) experiential creation meals, and likelihood of creating a knickknack (vs. taking a premade one). This greater desire for experiential creation is mediated by openness to learning and moderated by the need for closure. These findings, relevant for firms encouraging creation-oriented products and behaviors, offer fresh insights for engaging consumers.
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