Spontaneous versus Controlled Influences of Stimulus-Based Affect on Choice Behavior

By B. Shiv, Alexander Fedorikhin. 2002

185 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/f0dc9976693405865075baaf87a78352efc92853

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Citations in the corpus

Gender-related reactions to gratuitous sex appeals in advertising (2008, methodology): “Following earlier research (cf. Shiv & Fedorikhin, 2002), this was done in two ways: by increasing the amount of cognitive load and by simultaneously reducing the period of stimulus exposure.”
Who’s messing with my mind? (2008, background): “…of persuasive advertising messages on explicit attitude change (see Johar et al. 2006), while other researchers have begun to explore the consumer implications of dual process models of recognition memory (e.g. Shapiro & Krishnan 2001; Goode 2007) and decision making (e.g. Shiv & Fedorikhin 2002).”
Understanding Impulsive Eaters' Choice Behaviors: The Motivational Influences of Regulatory Focus (2007, background): “As we mentioned previously, this generality of effects constitutes a major difference between our work and other research that has examined the role of goal activation in impulsive behavior (Fishbach, Friedman, and Kruglanski 2003; Shiv and Fedorikhin 2002).”
Time-Varying Effects of Chronic Hedonic Goals on Impulsive Behavior (2006, unknown): “Shiv and Fedorikhin (2002) find evidence for the activation of appetitive or approach goals when lower-order affective reactions arose after exposure to a temptation.”
Tempt me just a little bit more: the effect of prior food temptation actionability on goal activation and consumption (2008, background): “Indeed, prior literature shows that cues that render food more salient typically increase its consumption (Fedoroff et al. 2003; Lambert and Neal 1992; Painter et al. 2002; Wansink 1994, 2004), probably because they activate an eating goal (Shiv and Fedorikhin 2002).”
Moral disengagement of hotel guest negative WOM: moral identity centrality, moral awareness, and anger. (2014, background): “However, emotions tend to directly shape (acting as information) judgment and decision making when cognitive resource is low; and the direct effect of emotions may disappear when cognitive resource is high (Forgas, 1995; Forgas & George, 2001; Shiv & Fedorikhin, 1999; 2002).”
This Number Just Feels Right: The Impact of Roundedness of Price Numbers on Product Evaluations (2015, background): “Past research suggests that it is likely that if there is a prolonged exposure to a product option, consumers might rely on “higher-order” affect even when processing resources are available (Shiv and Fedorikhin 2002).”
Executive functions in decision making: An individual differences approach (2010, result): “For example, some experimental studies have provided support for the idea that decision procedures sensitive to long-term consequences of options entail working memory resources and control processes (Hinson et al, 2002 , 2003 ; Shiv & Fedorikhin, 1999 , 2002 ).”
The desire to win: The effects of competitive arousal on motivation and behavior (2010, background): “Wofford (2001) has shown that time pressure increases physiological arousal, and Shiv and Fedorikhin (2002) have found that time pressure increases the role of affect in decision making while decreasing deliberation of decision consequences.”