...Rough working draft. Please do not quote without author’s permission. Patti Williams is Assistant Professor of Marketing at the Wharton School, University of Pennsylvania, 1400 Steinberg/Dietrich Hall, Philadelphia, PA 19104 Thanks to Carol Scott, Jennifer Aaker, Bob Bjork, Gavan Fitzsimons, Debbie MacInnis and Don Morrison for their generous donations of time and support to my dissertation research, upon which this paper is based. Special thanks to Jennifer for her insight and editing skills in creating this version of the paper. This research was funded in part by the Procter and Gamble Marketing Innovation Fund. Particular thanks to Chris Allen for his efforts in facilitating my relationship with P & G. Abstract Emotional advertisements have a substantial impact on consumer attitudes, as well as upon purchase intentions. However, research on the influence of emotional appeals on memory has been somewhat mixed, with some researchers asserting that they result in poor consumer memory, while others argue that if tested properly, they have a substantial impact. The current research addresses these mixed results by relying on an accessibility/diagnosticity framework to explore the effect of emotions on consumer implicit and explicit memory. Explicit memory performance is characterized as relying upon both the accessibility of memory traces and their relative diagnosticity in contrast with other inputs. In contrast, implicit memory performance is primarily driven by accessibility...
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...Win a Game of Trivial Pursuit Ap Dijksterhuis and Ad van Knippenberg University of Nijmegen The authors tested and confirmed the hypothesis that priming a stereotype or trait leads to complex overt behavior in line with this activated stereotype or trait. Specifically, 4 experiments established that priming the stereotype of professors or the trait intelligent enhanced participants' performance on a scale measuring general knowledge. Also, priming the stereotype of soccer hooligans or the trait stupid reduced participants' performance on a general knowledge scale. Results of the experiments revealed (a) that prolonged priming leads to more pronounced behavioral effects and (b) that there is no sign of decay of the effects for at least 15 min. The authors explain their results by claiming that perception has a direct and pervasive impact on overt behavior (cf. J. A. Bargh, M. Chen, & L. Burrows, 1996). Implications for human social behavior are discussed. behavior in line with the activated constructs (see also Carver, Ganellen, Froming, & Chambers, 1983; Neuberg, 1988). For example, priming participants with the stereotype of the elderly made participants walk more slowly than participants who were not primed (Bargh, Chen, & Burrows, 1996, Experiment 2). In our view, the notion that behavior is under direct perceptual control is of central importance for the understanding of human behavior. After all, upon meeting someone, one usually makes several categorizations...
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...Neuropsychologia 51 (2013) 2026–2042 Contents lists available at ScienceDirect Neuropsychologia journal homepage: www.elsevier.com/locate/neuropsychologia The neural basis of implicit learning and memory: A review of neuropsychological and neuroimaging research Paul J. Reber n Department of Psychology, Northwestern University, 2029 Sheridan Road, Evanston, IL 60208, United States art ic l e i nf o a b s t r a c t Article history: Received 6 November 2012 Received in revised form 14 June 2013 Accepted 15 June 2013 Available online 24 June 2013 Memory systems research has typically described the different types of long-term memory in the brain as either declarative versus non-declarative or implicit versus explicit. These descriptions reflect the difference between declarative, conscious, and explicit memory that is dependent on the medial temporal lobe (MTL) memory system, and all other expressions of learning and memory. The other type of memory is generally defined by an absence: either the lack of dependence on the MTL memory system (nondeclarative) or the lack of conscious awareness of the information acquired (implicit). However, definition by absence is inherently underspecified and leaves open questions of how this type of memory operates, its neural basis, and how it differs from explicit, declarative memory. Drawing on a variety of studies of implicit learning that have attempted to identify the neural correlates of implicit learning...
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...THE COGNITIVE NEUROSCIENCE OF MEMORY What is memory? It is often associated with the “thinking of again” or “recalling to the mind” of something learned at an earlier time. Descriptions of this sort imply a conscious awareness in the rememberer that they are recollecting something of the past. For example, we might remember our first day of school or some general knowledge such as who the prime minister is. On closer reflection, this is only really the tip of the iceberg when we look at the full range of human memory capabilities. Much of our memory is submerged from conscious view (e.g., skills such as driving or typewriting). Performance on complex tasks such as playing a musical instrument can even be disrupted when conscious awareness intrudes. We learn and remember how to use language often without having to be conscious of its grammatical rules. A better description of memory could be ‘the ability to retain and utilize acquired information or knowledge’. Memory is an integral part of our existence, yet it is only vaguely understood. Through empirical studies on people, the methods of cognitive psychology have lead to some useful descriptions, distinctions and theoretical advances in our understanding of different types of memory. These approaches have paid little attention to the biological substrate of memory – the brain. This is probably partly because, until recently, the tremendous complexity of the brain has hampered our ability to gain useful insights...
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...creative mindset promote individuals’ ability to justify their behavior, which, in turn, leads to unethical behavior. In 5 studies, we show that participants with creative personalities tended to cheat more than less creative individuals and that dispositional creativity is a better predictor of unethical behavior than intelligence (Experiment 1). In addition, we find that participants who were primed to think creatively were more likely to behave dishonestly than those in a control condition (Experiment 2) and that greater ability to justify their dishonest behavior explained the link between creativity and increased dishonesty (Experiments 3 and 4). Finally, we demonstrate that dispositional creativity moderates the influence of temporarily priming creativity on dishonest behavior (Experiment 5). The results provide evidence for an association between creativity and dishonesty, thus highlighting a dark side of creativity. Keywords: creativity, ethics, morality, moral flexibility, unethical behavior Evil always turns up in this world through some genius or other. —Denis Diderot (1713–1784) The ability to generate novel ideas and think creatively about problems has long been considered an important skill for individuals as well as for organizations and societies. Creative thinking allows individuals to solve problems effectively (Mumford & Gustafson, 1988) and to remain flexible (Flach, 1990) so that they can cope with the opportunities and changes in their day-to-day lives (Runco...
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...Title: Synaesthesia – a convincing example of a genuine effect in psychology. Synaesthesia is a condition in which stimulation of one modularity leads to unusual activation of different modularity. According to Simner (2007) the most common synaesthesias (ca. 88%) are induced by linguistically related stimuli such as words, graphemes (letters and numerals) and phonemes which trigger visual, gustatory or olfactory experience (e.g. colour, shape, taste, smell). For synaesthetes, in everyday life, reading a newspaper or listening to CD might result in seeing colours or experiencing tastes. For example (Simner, 2007), when ES hears a major sixth tone interval he tastes low-fat cream. Similarly, on hearing F-sharp he sees the colour purple. Such experience is sometimes described as a “merging of senses”. After Galton (1880) carried out his first studies on synaesthesia in the late 19th century not many scientists were investigating the phenomenon treating it instead as a curiosity. Recently, in the light of contemporary cognitive and neuroscience studies the topic of synaesthesia regained interest. Since initially, evidence indicating that synaesthesia is a real and concrete sensory phenomenon was scarce and based mainly on the anecdotal reports, scientists were interested in testing its genuineness. According to Ramachandran and Hubbard (2001) some accounts of the condition stated that it is solely product of imagination or that such experiences are nothing more than childhood...
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...EXPERIMENT NO. 1 NAME : BAYHON, AILEEN CLAIRE R. SCORE: DAY / TIME : W / 7 : 30 – 4 : 30 PM DATE : JUNE 25, 2014 INTRODUCTION TO EXPERIMENTATION ABSTRACT The introduction to experimentation aimed to familiarize with some of the logic of research. The materials and apparatuses were pen, paper, and watch with second hand. The procedure of the experiment was that the experimenter instructs the subject to write the alphabet backward (from Z to A) as rapidly as possible. There would be 5 trials of 30 seconds each with a one-minute rest between trials. After the first trial, S would report orally the number of letters written and estimated the number expected in the second trial. After the second, third, and fourth trials, S would report the number estimated, the number achieved and the number estimated for the next trial. After the fifth trial only the estimated and achieved scores were reported. As the trial repeats in the individual’s performance (subject), there was a rising in the achieved score. On the contrary, in trial 5, the achieved score fell comparing to the previous achieved scores in relation to the subject’s estimated score. In the grouped tally, the computation of the average is 0.2 indicated that the mean with its corresponding intervals below the computed average, failed to have a good performance in the experiment. On the other hand, mean with its corresponding intervals above the computed average, passed in having a good performance in the experiment...
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...Klauer, Karl C., Voss, Andreas, Stahl, Christopher (2011). Cognitive Methods in Social Psychology, Inferring Latent Processes After reading the article, in my opinion this is an analysis of a professional issue? This article is basically a guide line of information for researchers and students, who have issues with understanding the cognitive process, how these methods interfere or contribute with our daily lives. The main purpose of this article is to explain how the Cognitive methods and Cognitive theories is bidirectional. Cognitive methods now being used in social-psychological research is what is being describe in this volume. Some methods that are poplar is social psychology are affective priming, response interference paradigms, mathematical models, connection-ist simulation and the list goes on. Klauer, K, C, Voss, Andreas, Stahl, Christopher (2011). As stated the aim in this book is to provide researchers and students of social psychology with accessible information to these different cognitive methods. Each of the chapters will focus on different methods rather than on one specific method. So basically the book breaks the chapter so that the students and the researchers who are confuse or not sure about a specific method, can better understand what they’re reading and be able to translate to the information to another. One of the major finding was realizing, how much Attention plays a role in the cognitive process. According to the article, people don’t realize...
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...e., those that represent a positively valenced characteristic) elicits behavior that is goal directed in nature. Three experiments demonstrate that the primed behavior showed typical goal-directed qualities, including increased performance postdelay, decreased performance postprogress, and moderation by motivation. P eople see thousands of brand images in an average day. Given how ubiquitous brands have become in people’s everyday lives, it is important that research uncovers the ways in which brand exposure can affect behavior. Although brands are of significant interest to consumer researchers, scant empirical work has addressed the potential behavioral consequences of brand exposure, inside or outside of the consumer decision-making context. And yet, given that consumers encounter many more brands than people in an average day, brands have surely become more psychologically meaningful than the existing empirical work would suggest. Our first objective is to investigate whether behavioral priming effects translate from the social to consumer do- main. Can brand primes elicit effects on behavior in the same fashion as can person primes? Our second objective is to understand underlying mechanisms. If brand primes can shape behavior, what is the...
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...and long-term memory. Memory is thought to begin with the encoding or converting of information into a form that can be stored by the brain. This encoding process is also referred to as registering information in memory. The memory systems that are involved in the encoding or registration of information in memory are sensory memory and short-term memory. Sensory Memory Information which first comes to us through our senses is stored for a very short period of time within the sensory register. Simply put, the sensory register is associated with our five senses – seeing (visual), hearing (auditory), doing (kinesthetic), feeling (tactile) and smelling (olfactory). However, the sensory buffers that have received the most attention in the research literature are the visual and auditory sensory registers. Generally information remains in our visual memory for a very short time, approximately several hundred milliseconds. This information or "image" is somewhat like an exact replica of what we have just seen, and it fades with the passage of time (Pashler and Carrier, 1996). Short-term Memory Most of the information that enters into our sensory registers is not processed further. The information that will be processed further is that which we pay attention to; thus attention is thought to regulate the flow of information from the sensory registers to short-term memory (Gaddes & Edgell, 1994). Information in short-term memory can be held there indefinitely as long as it...
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...Performance Appraisal can be seriously impacted by the common errors that raters make. Halo is one such error and can be defined as "the influence of a global evaluation on individual attributes of a person" (Nisbett & Wilson, 1977, p. 250) or "the influence of a rater's general impression on ratings of specific ratee qualities" (Lance, LaPointe, & Stewart, 1994, p. 339). The article tries to understand the background and research done into halo error and whether there is clear evidence to suggest that there is a positive or negative link to rating accuracy due to Halo error. It attempts to see if there are ways in which an organization can effectively utilize these research findings to counter halo error or whether any experiments done are effective only in a laboratory setting. Finally review on whether this aspect of the performance appraisal can be incorporated into an actual performance appraisal system. Individual Research Paper – Halo Error in Performance Management Systems Introduction and Background 3 What is Halo Error – The underlying research and theory 3 Deep Dive 5 How to counter the halo error or reduce error? 5 Effective use of the understanding of Halo Error 6 References 8 Introduction and Background A critical component of the Performance Management System and the backbone of Human Resources is Performance Appraisal and is also the most difficult to execute. Performance Management Systems require accurate ratings and the rating process can...
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...Humans maintain two distinctly different brain systems that provide the brain with the capability to store information. Patients with profound damage to their medial temporal lobe, like H.M., illustrated that despite the damage, motor skills along with perceptual and cognitive skills were still intact. This finding allowed researchers to describe two forms of memory, declarative and non-declarative memory. With the addition of more knowledge and repeated experiments, researchers were able to acknowledge multiple memory systems (Squire, 2011). The two different memory systems are divided into declarative and non-declarative memory. Declarative memories are available for access from our conscious mind and consist of episodic and spatial...
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...Page 1 of 20 IEN Exam 2 Table of contents: IEN : International entry Strategies ERP Risk management Page 2. LAW: CISG 3 IPL Problems INCOTERMS 2000 Page 7. Marketing 4: Perception, Motivation and learning Attitudes, personality and lifestyle Group influence and opinion leadership Page 10. Simon Roland Hermans Page 2 of 20 International entry strategies Market entry strategy chapter 9 Hollensen Types of entry modes are: Export Intermediate Hierarchical Rules for selection: Naïve rule Pragmatic rule Strategy rule Factors that affect foreign market entries: Internal factors Desired mode characteristics Transaction specific factors External factors Internal factors are: Product Experience Size Desired mode characteristics: Risk averse Control Flexibility Transaction specific factors affecting: Tacit nature of know how Opportunistic behavior vs transaction costs External factors influencing the strategy are: Sociocultural distance Country risk/demand uncertainty Market size /growth Simon Roland Hermans Page 3 of 20 Direct/indirect trade barriers and regulations Intensity of competition Number of intermediaries Major types of exporting: Indirect export Direct export Cooperative export Indirect export modes: Sale is like a domestic Most appropriate for firms with limited expansion objectives Indirect entry mode: Export buying agent Broker...
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...Psychology of Product Aesthetics: Antecedents and Individual Differences in Product Evaluations”, Chair: Richard Yalch. Academic Positions Boston University, School of Management Associate Professor of Marketing & Dean’s Research Fellow, since September 2007 Assistant Professor of Marketing, March 1998- August 2007 Marketing Instructor, September 1997 to March 1998 Delft University of Technology, The Netherlands, Department of Product Innovation and Management Visiting Scholar, 2005 (November-December) University of Washington, School of Business Instructor, 1994-1997 Teaching Assistant, 1992-1994 Publications 1. Brunel, F., Utter, D. (2009). Phillips Foods, Inc.: Introducing King Crab to the Trade (pp. 20 pages). London, Ontario: Ivey Publishing, # 909A04. 2. Brunel, F., Utter, D. (2009). Teaching Note. Phillips Foods, Inc.: Introducing King Crab to the Trade (pp. 18 pages). London, Ontario: Ivey Publishing, # 809A04. 3. Susan Fournier, and Frédéric F. Brunel (2008), “Todos Somos Publicistas” [We are All Advertisers], Mercadotecnia, Expansión, May 26, pp. 103-104. 4. Toder-Alon, Anat and Frédéric F. Brunel, (2007), “Dynamics of Community Engagement: The Role of Interpersonal Communicative Genres in Online Community Evolutions”, in Consumer Culture Theory. Research in Consumer Behavior Series, Russ Belk and John Sherry (Eds.), Elsevier Ltd.,...
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...large headlines, etc. Television news also offers numerous cues about salience – the opening story on the newscast, length of time devoted to the story, etc. These cues repeated day after day effectively communicate the importance of each topic. In other words, the news media can set the agenda for the public’s attention to that small group of issues around which public opinion forms. Origin and History Agenda setting describes a very powerful influence of the media – the ability to tell us what issues are important. As far back as 1922, the newspaper columnist Walter Lippman was concerned that the media had the power to present images to the public. McCombs and Shaw investigated presidential campaigns in 1968, 1972 and 1976. In the research done in 1968...
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