It's what you want
Paying for Performance: Performance Incentives Increase Desire for the Reward Object
Julia Hur & Loran Nordgren
Journal of Personality and Social Psychology, forthcoming
Abstract:
The current research examines how exposure to performance incentives affects one’s desire for the reward object. We hypothesized that the flexible nature of performance incentives creates an attentional fixation on the reward object (e.g., money), which leads people to become more desirous of the rewards. Results from 5 laboratory experiments and 1 large-scale field study provide support for this prediction. When performance was incentivized with monetary rewards, participants reported being more desirous of money (Study 1), put in more effort to earn additional money in an ensuing task (Study 2), and were less willing to donate money to charity (Study 4). We replicated the result with nonmonetary rewards (Study 5). We also found that performance incentives increased attention to the reward object during the task, which in part explains the observed effects (Study 6). A large-scale field study replicated these findings in a real-world setting (Study 7). One laboratory experiment failed to replicate (Study 3).
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Why Focusing on the Similarity of Substitutes Leaves a Lot to Be Desired
Zachary Arens & Rebecca Hamilton
Journal of Consumer Research, forthcoming
Abstract:
Consumers frequently choose substitutes for products that are out-of-stock, unavailable, too unhealthy, or too expensive. A series of studies shows that focusing on differences between the substitute and the unattained alternative reduces the consumer’s desire for the unattained alternative more than focusing on similarities between them. Whether consumers were dieting, listening to songs, or consuming snacks in the lab, focusing on differences reduced their desire for the unattained alternative – and subsequent consumption of this item after consuming the substitute – more than focusing on similarities. This suggests that consumers can reduce overconsumption by focusing on how the substitutes they consume differ from the alternatives they wish to avoid.
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The Implicit Meaning of (My) Change
Ed O’Brien & Michael Kardas
Journal of Personality and Social Psychology, forthcoming
Abstract:
The concept of change simply entails the totality of ways in which a particular entity has grown better and grown worse. Five studies suggest that this is not how people actually understand it for themselves. Rather, when asked to assess how they have “changed” over time, people bring to mind only how they have improved and neglect other trajectories (e.g., decline) that they have also experienced; global change is specifically translated as directional change for the better. This tendency emerged across many populations, time frames, measures, and methodologies (Studies 1–3), and led to important downstream effects: people who reflected on “change” from their pasts experienced enhanced mood, meaning, and satisfaction in their presents, precisely because they had assumed to only think about personal improvement (Study 4). A final study shed light on mechanisms: people evaluated the word change in a speeded response task as more positive when they were instructed to interpret the word in relation to themselves versus a friend, while no differences emerged between conditions for nonchange control words (Study 5). This suggests that the basic pattern across studies stems (at least partly) from traditional self-enhancement motives — our own change spontaneously brings to mind only the ways in which we have improved, whereas change in someone else is not so immediately and uniformly associated with improvement. Taken together, these findings reveal novel insights into the content and consequences of change perception, and they more broadly highlight unforeseen biases in when and why people might subjectively (mis)interpret otherwise objective constructs.
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Matthew Vess et al.
European Journal of Social Psychology, forthcoming
Abstract:
Research indicates that death-relevant thoughts (mortality salience) have a nuanced effect on judgments of life's meaningfulness. Thoughts of death diminish meaning in life only among people who lack or do not readily engage psychological structures that confer meaning. Building on this past research, the current research examined how an important source of meaning, long-term goal progress, affects the ways that death-relevant cognitions impact judgments of life's meaning. In Study 1 (N = 118), mortality salience decreased perceptions of meaning in life only among participants who were induced to feel closer to (vs. farther from) completing a long-term goal. Study 2 (N = 259) extended these findings by demonstrating the moderating influence of individual differences in locomotion. Mortality salience again decreased perceptions of meaning in life among participants who felt closer to accomplishing a long-term goal, but it only did so among people who do not quickly adopt new goals to pursue (i.e., those low in locomotion). The implications of these findings for better understanding how people maintain meaning in the face of existential concerns and how aspects of goal pursuit affect these processes are discussed.
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Anthropomorphized Helpers Undermine Autonomy and Enjoyment in Computer Games
Sara Kim, Rocky Peng Chen & Ke Zhang
Journal of Consumer Research, forthcoming
Abstract:
Although digital assistants with humanlike features have become prevalent in computer games, few marketing studies have demonstrated the psychological mechanisms underlying consumers’ reactions to digital assistants and their subsequent influence on consumers’ game enjoyment. To fill this gap, the current study examined the effect of anthropomorphic representations of computerized helpers in computer games on game enjoyment. In the current research, consumers enjoyed a computer game less when they received assistance from a computerized helper imbued with humanlike features than from a helper construed as a mindless entity. We offer a novel mechanism that the presence of an anthropomorphized helper can undermine individuals’ perceived autonomy during a computer game. Across six experiments, we show that the presence of an anthropomorphized helper reduced game enjoyment across three different games. By measuring participants’ perceived autonomy (study 1) and employing moderators such as importance of autonomy (studies 2, 3, and 4), we also provide evidence that the reduced feeling of autonomy serves as the mechanism underlying the backfiring effect. Finally, we demonstrate that the effect of anthropomorphism on game enjoyment can be extended to other game-related outcomes, such as individuals’ motivation to persist in the game (studies 4 and 5).