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Silver Spoons and Platinum Plans: How Childhood Environment Affects Adult Health Care Decisions
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 43, Heft 4, S. 636-656
ISSN: 1537-5277
Can socioeconomic status in childhood influence desire for health coverage in adulthood? We develop and test a model that yielded two sets of findings across five experiments. First, people who grew up poor were generally less interested in health coverage compared to those who grew up wealthy. This effect was independent of people's current level of socioeconomic status, emerged most strongly when adults were experiencing financial threat, and was mediated by differences in willingness to take risks between people from poor versus wealthy childhoods. Second, we show that this effect reverses when people are provided with base-rate information about disease. When information about the average likelihood of getting sick is made available, people who grew up poor were consistently more likely to seek health coverage than people who grew up wealthy. This effect was again strongest when people felt a sense of financial threat, and it was driven by people from poor versus wealthy childhoods differing in their perceptions of the likelihood of becoming sick. Overall, we show how, why, and when childhood socioeconomic status influences desire for health coverage.
Conspicuous Consumption, Relationships, and Rivals: Women's Luxury Products as Signals to Other Women
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 40, Heft 5, S. 834-854
ISSN: 1537-5277
Evolutionary Psychology: A Fresh Perspective for Understanding and Changing Problematic Behavior
In: Public administration review: PAR, Band 73, Heft 1, S. 12-22
ISSN: 1540-6210
From rising obesity and soaring health care costs to escalating violence and environmental degradation, contemporary society faces many challenges. Are there policies that are naturally effective in changing the behaviors that produce these problems? In this article, the authors examine some of the roots of socially problematic behavior by taking an evolutionary perspective that considers human nature. They review four insights that an evolutionary approach provides into human behavior. Then they discuss how a deeper understanding of the ancestral roots of modern behavior can provide a fresh perspective for policy makers and public administrators while also providing fertile ground for novel research and applications for altering behavior. The central takeaway is that optimal strategies for changing problematic behaviors require harnessing our deep‐seated ancestral nature rather than ignoring it or working against it.
Evolutionary Psychology: A Fresh Perspective for Understanding and Changing Problematic Behavior
In: Public administration review: PAR, Band 73, Heft 1, S. 12-22
ISSN: 0033-3352
Evolutionary Psychology: A Fresh Perspective for Understanding and Changing Problematic Behavior
In: Public administration review: PAR, S. n/a-n/a
ISSN: 1540-6210
Analytical model of laminar composites having fibre reinforced polyester faces and a polypropylene honeycomb core; experimental testing of the model
In: Proceedings of the Estonian Academy of Sciences, Band 61, Heft 3, S. 245
ISSN: 1736-7530
Naturally Green: Harnessing Stone Age Psychological Biases to Foster Environmental Behavior
In: Social issues and policy review: SIPR, Band 8, Heft 1, S. 1-32
ISSN: 1751-2409
It is widely agreed that humans must reduce their environmental impact. We propose that an improved understanding of our evolved human nature can help to improve programs and policies to address environmental problems. Combining evolutionary and social psychological approaches, we argue that environmental problems are often caused or exacerbated by five evolutionarily adaptive psychological biases: Humans (1) value personal over collective outcomes (self‐interest), (2) prefer immediate over delayed rewards (shortsightedness), (3) value relative over absolute status (status), (4) copy the behaviors of others (social imitation), and (5) ignore problems that we cannot see or feel (sensing). By considering how and why these five "Stone Age" biases continue to influence modern environmental practices, although acknowledging the role of individual and cultural differences, we present novel ways that human nature can be harnessed to develop intervention strategies to lessen resource depletion, restrain wasteful consumption, curb overpopulation, and foster green choices.
Reciprocity by Proxy: A Novel Influence Strategy for Stimulating Cooperation
In: Administrative science quarterly: ASQ, Band 56, Heft 3, S. 441-473
ISSN: 1930-3815
We explored a novel reciprocity-based influence strategy to stimulate cooperation called the reciprocity-by-proxy strategy. Unlike in traditional reciprocity, in which benefactors provide direct benefits to target individuals to elicit reciprocity, the reciprocity-by-proxy strategy elicits in the target a sense of indebtedness to benefactors by providing benefits to a valued third party on behalf of the target (e.g., first making a donation to a charity on behalf of one's employees and then later asking employees to comply with a request). We hypothesize that this strategy should be more effective than the widely used incentive-by-proxy strategy, in which one makes a request of a target, promising to provide aid to a valued third party if the target first complies with the request (e.g., offering to make a donation to charity for every employee who complies with a request). We found that hotel guests were more likely to reuse their towels when the hotel's environmental conservation program used a reciprocity-by-proxy strategy than when it used an incentive-by-proxy or standard environmental strategy. Four additional experiments replicate this finding, rule out alternative explanations, and reveal that the reciprocity-by-proxy approach can backfire when the target audience does not support the beneficiary of the aid.
Reciprocity by Proxy: A Novel Influence Strategy for Stimulating Cooperation
In: Administrative science quarterly: ASQ ; dedicated to advancing the understanding of administration through empirical investigation and theoretical analysis, Band 56, Heft 3, S. 441-474
ISSN: 0001-8392
The Many Shades of Rose-Colored Glasses: An Evolutionary Approach to the Influence of Different Positive Emotions
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 37, Heft 2, S. 238-250
ISSN: 1537-5277
A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 35, Heft 3, S. 472-482
ISSN: 1537-5277
Abstract
Two field experiments examined the effectiveness of signs requesting hotel guests' participation in an environmental conservation program. Appeals employing descriptive norms (e.g., "the majority of guests reuse their towels") proved superior to a traditional appeal widely used by hotels that focused solely on environmental protection. Moreover, normative appeals were most effective when describing group behavior that occurred in the setting that most closely matched individuals' immediate situational circumstances (e.g., "the majority of guests in this room reuse their towels"), which we refer to as provincial norms. Theoretical and practical implications for managing proenvironmental efforts are discussed.
Beauty is in the in-group of the beholded: Intergroup differences in the perceived attractiveness of leaders
In: The leadership quarterly: an international journal of political, social and behavioral science, Band 25, Heft 6, S. 1143-1153
From Cradle to Grave: How Childhood and Current Environments Impact Consumers' Subjective Life Expectancy and Decision-Making
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 47, Heft 3, S. 350-372
ISSN: 1537-5277
Abstract
The age to which people expect to live likely drives many important consumer decisions. Yet we know surprisingly little about the antecedents and consequences of consumers' subjective life expectancies. In the present work, we propose that subjective life expectancy is influenced by the combination of people's childhood environment and their current environment. We find that people who grew up in poorer environments expected to have a shorter lifespan compared to people who grew up in richer environments when faced with a current stressor. We document that experiencing a stressor leads people from resource-poor childhoods to believe they will die sooner because they respond to stressors in a more pessimistic way. We further show that subjective life expectancy is an important psychological mechanism that directly contributes to multiple consumer decisions, including desire for long-term care insurance, decisions about retirement savings, and preference for long-term bonds. Overall, the present work opens future research avenues by showing how, why, and when subjective life expectancy influences consumer behavior.
Spending on Daughters versus Sons in Economic Recessions
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 42, Heft 3, S. 435-457
ISSN: 1537-5277