Unraveling Priming
When Does the Same Prime Activate a Goal versus a Trait
Datos Bibliográficos
| ID | 2221048 |
|---|---|
| Autores | Aner Sela (0000-0002-2272-2077, University of Florida), Baba Shiv |
| Año | 2009 |
| Volumen | 36 |
| Número | 3 |
| Páginas | 418-433 |
| Fecha de publicación | 2009-10-01 |
| Peer Reviewed | Sí |
| Open Access | No |
| Tipo | ARTICLE |
| Revista | Journal of Consumer Research (JOURNAL) |
| Identificadores de la revista | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Editorial | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/598612 |
| OpenAlex | W2146364531 |
| Idioma | EN |
| Citas recibidas | 25 |
| Referencias citadas | 53 |
Consumers are constantly exposed to subtle situational cues that can influence behavior by priming either goals or “mere” semantic representations such as personality traits. However, little is known about when exactly such priming leads to goal activation, which can have enduring behavioral effects, and when the same prime leads to semantic activation, characterized by short-lived effects. This research proposes an activation-striving model, which proposes that behavioral effects of primes are moderated by discrepancies between the prime and the self-concept. Three studies suggest that self-consistent primes are more likely to influence choice via semantic activation, whereas self-discrepant primes are more likely to influence choice via goal activation
Big Five personality traits · Cognitive psychology · Personality · Prime (order theory) · Priming (agriculture) · Situational ethics · Trait · Behavioral Health and Interventions · Computer Science · Consumer Behavior in Brand Consumption and Identification · Mathematics · Psychology · Social and Intergroup Psychology · Social Psychology
Effect of Signature on Honesty and Morality
Missing the forest for the trees
The Compensatory Consumer Behavior Model
Diverging Influences of Money Priming on Choice
The influence of body image self-discrepancy on impulsive buying behavior
A Goal‐Priming Approach to Cognitive Consistency
An (un)healthy poster
The audience eats more if a movie character keeps eating
A Motivational Account of the Question-Behavior Effect
When Learning Negative Brand Associations Leads to Positive Evaluations of Effectiveness
Nonconscious Nudges
Retracted
The generalization of deliberative and automatic behavior
Examining the effectiveness of a tourism–agriculture co-marketing alliance
The Many-Faced Consumer
I Want to Know the Answer! Give Me Fish 'n' Chips
How Self-Control Shapes the Meaning of Choice
Costly Curves
Conceptualizing Consciousness in Consumer Research
So Cute I Could Eat It Up
Power and Action Orientation
From Bye to Buy
Goal Reversion in Consumer Choice
The Signature Effect
The Curious Case of Behavioral Backlash
A theory of goal systems
Material priming
The Goal-Gradient Hypothesis Resurrected
Representation of intentions
Nature of priming effects on categorization.
Understanding the Role of the Self in Prime-to-Behavior Effects
How Regulatory Fit Affects Value in Consumer Choices and Opinions
Origins and functions of positive and negative affect
The Unconscious Consumer
Self-discrepancy
The perception-behavior expressway
Seven Principles of Goal Activation
Continuities and Discontinuities in Self‐Regulatory and Self‐Evaluative Processes
Beyond priming effects
The effects of stereotype activation on behavior
Automaticity of social behavior
Unpriming
Seeing one thing and doing another
Accessibility from active and fulfilled goals
On the Relation between Associative Strength and Automatic Behavior
Beyond pleasure and pain
Improving memory in old age through implicit self-stereotyping
Stability and malleability of the self-concept
Self-regulation of goal-setting
Do not prime hawks with doves
Goal Contagion
Habits as knowledge structures
Self-schemata and processing information about the self
Positive Affect as Implicit Motivator
The automated will
Thinking of you
Stereotype performance boosts
Self-discrepancies and emotional vulnerability
The additive nature of chronic and temporary sources of construct accessibility
Be better or be merry
Automatic activation of impression formation and memorization goals
What have we been priming all these years? On the development, mechanisms, and ecology of nonconscious social behavior
The unbearable automaticity of being
Stereotypes and prejudice
Beyond behaviorism
Nonconscious Goals and Consumer Choice
Automatic Effects of Brand Exposure on Motivated Behavior
When the Same Prime Leads to Different Effects
Self-Schema Matching and Attitude Change
Losing Consciousness
I" Seek Pleasures and "We" Avoid Pains
| Obras citantes distintas | 25 |
|---|---|
| Citas por año | 1,67 |
| Intervalo de citas | 2011 - 2026 (16) |
| Velocidad de citación | current |
| Altamente citado | No |
| Tipos de cita | Neutras: 24 |