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Free will in consumer behavior: self-control, ego depletion, and choice


Title: Free will in consumer behavior: self-control, ego depletion, and choice Authors: Roy F. Baumeister, Erin A. Sparks, Tyler F. Stillman, Florida State University, Tallahassee; Kathleen D. Vohs, University of Minnesota Publication: Journal of Consumer Psychology Year: 2008 Focus Area: Decision Making, Consumer Behavior, Self-control Relevance: People with compromised capacity to make rational rather than […]

February 4, 2011


Rage and reason: the psychology of the intuitive prosecutor


Authors: Julie H. Goldberg, UC Berkeley; Jennifer S. Lerner, Carnegie Mellon University; Philip E. Tetlock, The Ohio State University Publication: European Journal of Social Psychology Year: 1999 Focus Area: Decision Making, Emotion Relevance: The effect of emotions on decision making can be moderated by social situations, suggesting that there may be specific methods to adjust […]


Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying


Authors: Kathleen D. Vohs, University of Minnesota; Ronald J. Faber, University of Minnesota Publication: Journal of Consumer Research Year: 2007 Focus Area: Persuasion, Prevention, Decision Making Relevance: If victimization by fraud is seen as a type of impulse purchase, people who tend to make impulse purchases may be uniquely vulnerable to scams. The concept of […]


Affective Forecasting: Knowing What to Want


Authors: Timothy D. Wilson, University of Virginia; Daniel T. Gilbert, Harvard University Publication: Current Directions in Psychological Science Year: 2005 Focus Area: Decision Making, Emotion, Prevention Relevance: Poor financial decisions, such as falling for a scam, may in part result from a person’s inability to accurately forecast what will make them happy.  If we first […]

March 10, 2011


Aging and Emotional Memory: The Forgettable Nature of Negative Images for Older Adults


Authors: Susan Turk Charles, University of California, Irvine; Mara Mather, University of California, Santa Cruz; Laura Carstensen, Stanford University Publication: Journal of Experimental Psychology Year: 2003 Focus Area: Emotion, Memory, Aging Relevance: Understanding what information is most likely to be retained by different population segments helps explain why older adults may be more likely to […]


Consumer decision making and aging: Current knowledge and future directions


Authors: Carolyn Yoon, University of Michigan; Catherine A. Cole, University of Iowa; Michelle P. Lee, Singapore Management University Publication: Journal of Consumer Psychology Year: 2009 Focus Area: Decision making, Aging Relevance: Understanding of the effects of age on consumer decision making is necessary to understand what leads older consumers to accept fraud and what methods […]


Consumer Fraud and the Aging Mind


Authors: Denise C. Park, University of Illinois at Urbana Champaign Publication: Scientific Testimony Presented to The Senate Special Committee on Aging Year: 2005 Focus Area: Prevention, Decision Making Relevance: The author outlines the vulnerabilities associated with a gradually degenerating mind and some of the communication strategies that can help marketers, public policy makers, and advocacy […]


Dispelling the Illusion of Invulnerability: The Motivations and Mechanisms of Resistance to Persuasion


Authors: Brad J. Sagarin, Northern Illinois University; Robert B. Cialdini and William E. Rice, Arizona State University; Sherman B. Serna, Northern Illinois University Publication: Journal of Personality and Social Psychology Year: 2002 Focus Area: Prevention, Education, Profile Relevance: Reducing the incidence of fraud depends in part upon reducing the public’s susceptibility to the tactics of […]


Instilling Resistance to Scarcity Advertisement


Authors: Savia A. Coutinho and Brad Sagarin, Norther Illinois University Publication: Studies in Learning, Evaluation Innovation and Development Year: 2007 Focus Area: Decision Making, Emotions, Prevention, Persuasion Relevance: Reducing the incidence of fraud depends in part upon reducing the public’s susceptibility to the tactics of fraudsters.  People are more vulnerable when they deny their own […]


Positive Illusions and Well-Being Revisited: Separating Fact From Fiction


Authors: Shelley E. Taylor, University of California, Los Angeles; Jonathon D. Brown, University of Washington Publication: Psychological Bulletin Year: 1994 Focus Area: Self illusion, Mental health, Decision making Relevance: People have an occasionally problematic tendency to see themselves in an excessively positive light, which may prompt them to take greater risks, fail to appreciation their […]


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