Knowledge that Transforms

AbstractThis article is the second of two parts intended to serve as a primer for structural equations models for the behavioral researcher. The first article introduced the basics: the measurement model, the structural model, and the combined, full structural equations model. In this second article, advanced issues are addressed, including fit indices and sample size, moderators, longitudinal data, mediation, and so forth.

AbstractAs goods commoditize more quickly in terms of functionality, design is increasingly becoming a critical point of differentiation. The present research examines the interaction of aesthetic design and product evaluation, testing the conventional wisdom among practitioners that “what is beautiful is good.” Three studies examine how design influences feature processing when aesthetics and feature performance conflict. Study 1 reveals a bias in the direction of the unattractive product—a negative aesthetic effect—and provides initial evidence that this bias stems from thoughtful reconciliation of incongruous information and a consequent elaboration of the conflicting dimension. Studies 2 and 3 examine boundary conditions.

AbstractMy goal is to provide background and perspective on the use and interpretation of structural equation models (SEMs). SEMs are complex procedures with many assumptions, intricacies, and pitfalls. I hope to give a commentary that complements the primers done by Iacobuci and deepen the users' knowledge of the procedures. But I acknowledge that this effort is at best an incomplete introduction into SEMs and cannot do justice to the many issues (and controversies) associated with it.

AbstractWhile 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.

AbstractWe observe the influence of aesthetic design on consumer behavior involving financial products—an area where financial decision‐makers say they do not take aesthetics into account. In a series of three studies we find that the look of a document in hypothetical investment decisions impacts stock valuation and behavior in some but not all situations. Specifically, our results show that calling attention to the influence of design on behavior moderates the effect, including the paradoxical finding that the effect of design is attenuated when investments involve entities for which aesthetics is of intrinsic value.

AbstractResearchers have operationalized communal and exchange relationship perceptions as either mutually exclusive categories or opposite ends of a continuum. This research conceptualizes these relationships as distinct constructs that should be measured separately. We develop multi‐item measures of communal and exchange relationship perceptions and find that they are actually positively correlated. We also examine the way communal and exchange relationship perceptions combine to influence intrinsic, extrinsic, and social motivations to donate, a category stipulated in economics, but not in psychology. We find that both relationship perceptions influence consumer attitudes toward donating through a mix of intrinsic, extrinsic, and social motivations.

AbstractAnthropomorphic beliefs about objects lead people to treat them as if they were alive. Two experiments test how anthropomorphic thought affects consumers' product replacement intentions. Consumers induced to think about their car in anthropomorphic terms (i) were less willing to replace it and (ii) gave less weight to its quality when making replacement decisions. Instead, they (iii) attended to (experimentally induced connotations of) the car's “warmth,” a feature usually considered relevant in the interpersonal domain. While anthropomorphic beliefs about brands are often seen as advantageous by marketers because they increase brand loyalty, similar beliefs about products may be less desirable.

AbstractIn four experiments, this research sheds light on aesthetic experiences by rigorously investigating behavioral, neural, and psychological properties of package design. We find that aesthetic packages significantly increase the reaction time of consumers' choice responses; that they are chosen over products with well‐known brands in standardized packages, despite higher prices; and that they result in increased activation in the nucleus accumbens and the ventromedial prefrontal cortex, according to functional magnetic resonance imaging (fMRI). The results suggest that reward value plays an important role in aesthetic product experiences. Further, a closer look at psychometric and neuroimaging data finds that a paper‐and‐pencil measure of affective product involvement correlates with aesthetic product experiences in the brain. Implications for future aesthetics research, package designers, and product managers are discussed.