We distinguish between two types of preferences. One is inherent (e.g., preference for warm over ... more We distinguish between two types of preferences. One is inherent (e.g., preference for warm over cold temperature); it is formed early in evolution and largely stable. The other is learned (e.g., preference for large over small diamonds); it is acquired more recently, and variable across time and contexts. We propose that compared with inherent preferences, learned preferences 1) rely more on social comparison, resulting in a relative (rather than absolute) effect on happiness, and 2) are more prone to hedonic adaptation, resulting in a transient (rather than durable) effect on happiness. In addition, we propose that preferences about resource-related attributes (e.g., size of home) are inherent in low-value regions, and learned in high-value regions. We discuss implications of this analysis for improving consumer subjective well-being.
Journal of Personality and Social Psychology, 2014
We live in a dynamic world, surrounded by moving stimuli-moving people, moving objects, and movin... more We live in a dynamic world, surrounded by moving stimuli-moving people, moving objects, and moving events. The current research proposes and finds an approach aversion effect-individuals feel less positively (or more negatively) about a stimulus if they perceive it to be approaching rather than receding or static. The effect appears general, occurring whether the stimulus is initially negative or nonnegative and whether it moves in space (toward or away from "here"), in time (toward or away from "now"), or in probability (toward or away from "sure"). This research complements extensive existing research on perceived static distance of stimuli (near vs. far) by exploring perceived dynamic movement of stimuli (approaching vs. receding), showing that the effect of movement is distinct from the effect of distance.
Journal of Personality and Social Psychology, 2015
Whereas people generally conform to others' choices, this research documents that conform... more Whereas people generally conform to others' choices, this research documents that conformity decreases once others have acted on their chosen options. It suggests words speak louder than actions-people are more likely to conform to others' preferences than their actions. Specifically, people are less likely to follow another person's food choice if that person has already eaten his or her selected food (Study 1), and are less likely to follow others' choices of household items if these choices are framed in terms of action (others "want to have it") rather than preference (others "like it"; Study 2). People's tendency to mentally share others' actions causes the decrease in conformity. Indeed, people recall greater past consumption of items that others have had (Study 3), choose differently only when they can complement (vs. contradict) what others have (Study 4), and are more strongly affected by the choices of those close to them (vs. strangers; Study 5). Finally, even when information about others' actions and preferences are simultaneously available (e.g., in online shopping and the consumption of social media), people are more likely to follow what others prefer, rather than what others have (Study 6).
This research documents “the friendly taking effect” in choosing consumption packages for the sel... more This research documents “the friendly taking effect” in choosing consumption packages for the self and others, interpersonal closeness leads to a preference for a self-benefiting package when this package also offers greater total benefit to the self-other collective (studies 1 and 2). We propose that a friendly intention (i.e., concern for the total benefit) underlies the friendly taking effect; therefore, people both take more from and give more to a close (vs. distant) other when doing so offers greater benefits in total (study 3), and people are cognitively tuned in to (e.g., acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on people’s preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).
We distinguish between two types of preferences. One is inherent (e.g., preference for warm over ... more We distinguish between two types of preferences. One is inherent (e.g., preference for warm over cold temperature); it is formed early in evolution and largely stable. The other is learned (e.g., preference for large over small diamonds); it is acquired more recently, and variable across time and contexts. We propose that compared with inherent preferences, learned preferences 1) rely more on social comparison, resulting in a relative (rather than absolute) effect on happiness, and 2) are more prone to hedonic adaptation, resulting in a transient (rather than durable) effect on happiness. In addition, we propose that preferences about resource-related attributes (e.g., size of home) are inherent in low-value regions, and learned in high-value regions. We discuss implications of this analysis for improving consumer subjective well-being.
Journal of Personality and Social Psychology, 2014
We live in a dynamic world, surrounded by moving stimuli-moving people, moving objects, and movin... more We live in a dynamic world, surrounded by moving stimuli-moving people, moving objects, and moving events. The current research proposes and finds an approach aversion effect-individuals feel less positively (or more negatively) about a stimulus if they perceive it to be approaching rather than receding or static. The effect appears general, occurring whether the stimulus is initially negative or nonnegative and whether it moves in space (toward or away from "here"), in time (toward or away from "now"), or in probability (toward or away from "sure"). This research complements extensive existing research on perceived static distance of stimuli (near vs. far) by exploring perceived dynamic movement of stimuli (approaching vs. receding), showing that the effect of movement is distinct from the effect of distance.
Journal of Personality and Social Psychology, 2015
Whereas people generally conform to others' choices, this research documents that conform... more Whereas people generally conform to others' choices, this research documents that conformity decreases once others have acted on their chosen options. It suggests words speak louder than actions-people are more likely to conform to others' preferences than their actions. Specifically, people are less likely to follow another person's food choice if that person has already eaten his or her selected food (Study 1), and are less likely to follow others' choices of household items if these choices are framed in terms of action (others "want to have it") rather than preference (others "like it"; Study 2). People's tendency to mentally share others' actions causes the decrease in conformity. Indeed, people recall greater past consumption of items that others have had (Study 3), choose differently only when they can complement (vs. contradict) what others have (Study 4), and are more strongly affected by the choices of those close to them (vs. strangers; Study 5). Finally, even when information about others' actions and preferences are simultaneously available (e.g., in online shopping and the consumption of social media), people are more likely to follow what others prefer, rather than what others have (Study 6).
This research documents “the friendly taking effect” in choosing consumption packages for the sel... more This research documents “the friendly taking effect” in choosing consumption packages for the self and others, interpersonal closeness leads to a preference for a self-benefiting package when this package also offers greater total benefit to the self-other collective (studies 1 and 2). We propose that a friendly intention (i.e., concern for the total benefit) underlies the friendly taking effect; therefore, people both take more from and give more to a close (vs. distant) other when doing so offers greater benefits in total (study 3), and people are cognitively tuned in to (e.g., acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on people’s preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).
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acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on
people’s preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).
acquire, remember) information about the total benefit more when choosing a package for themselves and a close (vs. distant) other (study 4). Moreover, the importance people place on the total benefit mediates the impact of closeness on
people’s preference for self-benefiting packages (study 5). We explore boundary conditions (study 6) and implications for marketers of consumption packages (study 7).