Luk Warlop
Biographic Data
| ID | 133202 |
|---|---|
| NAME | Luk Warlop |
| GIVEN NAMES | Luk |
| FAMILY NAME | Warlop |
| SIGNATURE | WARLOP L |
| AFFILIATIONS | KU Leuven |
| ORCID | 0000-0002-7162-6372 |
| VERIFIED | Yes |
| TOTAL WORKS | 16 |
| TOTAL CITATIONS | 164 |
| AUTHOR COUNT | 16 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1993 |
| LATEST PUBLICATION YEAR | 2022 |
| H-INDEX | 6 |
‘What lies behind the filter?’ Uncovering the motivations for using augmented reality (AR) face filters on social media and their effect on well-being
The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes
Because negotiation is an integral part of social life, negotiators with different social motives are likely to meet. When this happens, will they be able to handle their differences constructively? We examined the relations between dyads’ social motive composition (cooperative, individualistic, or mixed), negotiation behavior, and economic and relational outcomes. In a laboratory experiment, 108 simulated negotiations were audiotaped, transcribe…
You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees
On the Persuasiveness of Similar Others: The Role of Mentalizing and the Feeling of Certainty
Prior literature has proposed two process explanations for the positive effect of source similarity (i.e., similarity between adviser and advice taker) on persuasion. One explanation is that similar others are perceived to have preferences that are correlated with one's own, and this makes their advice more diagnostic. The other is that similar others are liked more so people follow their advice to maintain connectedness with them. We propose a m…
Trusting others: The polarization effect of need for closure
Because trust-related issues inherently involve uncertainty, we expected individuals' social-cognitive motivation to manage uncertainty--which is captured by their need for closure--to influence their level of trust in others. Through the results of 6 studies, we showed that higher need for closure was related to more polarized trust judgments (i.e., low trust in distant others and high trust in close others) in the case of both chronic and situa…
Identity-based consumer behavior
Positive cueing: Promoting sustainable consumer behavior by cueing common environmental behaviors as environmental
When do primes prime? The moderating role of the self-concept in individuals’ susceptibility to priming effects on social behavior
Using cooperative behavior in economic decision-making settings, we predicted and found that people’s susceptibility to priming influences is moderated by two factors: people’s chronic accessibility to a behavioral repertoire and people’s self-concept activation. In Experiment 1, we show that individuals highly consistent in their social value orientation (SVO) assimilate their behavior to their dispositions rather than to the primes, whereas the…
Tempt Me Just a Little Bit More: The Effect of Prior Food Temptation Actionability on Goal Activation and Consumption
People are often exposed to actionable food temptations (i.e., an immediate opportunity to consume, like when friends offer cookies) and nonactionable food temptations (i.e., no immediate consumption opportunity, like ads for chocolate). The results of three experiments suggest that prior exposure to nonactionable food temptations does not prevent the activation of an eating goal, given a subsequent consumption opportunity, while prior exposure t…
Bikinis Instigate Generalized Impatience in Intertemporal Choice
Neuroscientific studies demonstrate that erotic stimuli activate the reward circuitry processing monetary and drug rewards. Theoretically, a general reward system may give rise to nonspecific effects: exposure to “hot stimuli” from one domain may thus affect decisions in a different domain. We show that exposure to sexy cues leads to more impatience in intertemporal choice between monetary rewards. Highlighting the role of a general reward circui…
Adding exchange to charity: A reference price explanation
Wanting a Bit(e) of Everything: Extending the Valuation Effect to Variety Seeking
Markman and Brendl have demonstrated that individuals tend to regard as more valuable those objects that are able to satisfy an active desire. Building on their framework, we predicted that desire would enlarge the consideration set and, hence, affect variety-seeking tendencies in a product category. Our first study shows that hunger and visual food cues enhance variety seeking in food items. Further, by means of mediation analyses and a suppress…
Why It Is So Hard to Predict Our Partner's Product Preferences: The Effect of Target Familiarity on Prediction Accuracy
Many buying decisions require predictions of another person's product attitudes. Yet, consumers are often inaccurate predictors, even for familiar others. We provide strong evidence that target familiarity can even hurt accuracy in the presence of attitude feedback. Although overprojection and lack of product-specific attitude information have been identified as possible reasons for prediction inaccuracy, our results suggest a retrieval explanati…
Do not prime hawks with doves: The interplay of construct activation and consistency of social value orientation on cooperative behavior
Low and high consistent pro-socials and pro-selfs were primed with neutral, morality, or might concepts in mixed-motive situations. The authors expected participants' social value orientation to influence cooperative behavior among (a) high consistent individuals in all prime conditions and (b) low consistent individuals in the neutral prime condition only. The authors also expected the primes to influence cooperative behavior more among low than…
Consumer Perceptions of Price (Un)Fairness
A series of studies demonstrates that consumers are inclined to believe that the selling price of a good or service is substantially higher than its fair price. Consumers appear sensitive to several reference points—including past prices, competitor prices, and cost of goods sold—but underestimate the effects of inflation, overattribute price differences to profit, and fail to take into account the full range of vendor costs. Potential corrective…
The Influence of Classical Conditioning Procedures on Subsequent Attention to the Conditioned Brand
Three experiments are used to investigate the influence of conditioning procedures on attention to a conditioned stimulus. In experiment 1, scenes presented in a sequence that is consistent with prescribed conditioning procedures are shown to encourage attention to the advertised brands in subsequent product displays. Experiment 2 suggests that differential attention to conditioned brands can be attributed to the signaling properties the brand ac…
Consumer Perceptions of Price (Un)Fairness
A series of studies demonstrates that consumers are inclined to believe that the selling price of a good or service is substantially higher than its fair price. Consumers appear sensitive to several reference points—including past prices, competitor prices, and cost of goods sold—but underestimate the effects of inflation, overattribute price differences to profit, and fail to take into account the full range of vendor costs. Potential corrective…
Bikinis Instigate Generalized Impatience in Intertemporal Choice
Neuroscientific studies demonstrate that erotic stimuli activate the reward circuitry processing monetary and drug rewards. Theoretically, a general reward system may give rise to nonspecific effects: exposure to “hot stimuli” from one domain may thus affect decisions in a different domain. We show that exposure to sexy cues leads to more impatience in intertemporal choice between monetary rewards. Highlighting the role of a general reward circui…
Do not prime hawks with doves: The interplay of construct activation and consistency of social value orientation on cooperative behavior
Low and high consistent pro-socials and pro-selfs were primed with neutral, morality, or might concepts in mixed-motive situations. The authors expected participants' social value orientation to influence cooperative behavior among (a) high consistent individuals in all prime conditions and (b) low consistent individuals in the neutral prime condition only. The authors also expected the primes to influence cooperative behavior more among low than…
Tempt Me Just a Little Bit More: The Effect of Prior Food Temptation Actionability on Goal Activation and Consumption
People are often exposed to actionable food temptations (i.e., an immediate opportunity to consume, like when friends offer cookies) and nonactionable food temptations (i.e., no immediate consumption opportunity, like ads for chocolate). The results of three experiments suggest that prior exposure to nonactionable food temptations does not prevent the activation of an eating goal, given a subsequent consumption opportunity, while prior exposure t…
On the Persuasiveness of Similar Others: The Role of Mentalizing and the Feeling of Certainty
Prior literature has proposed two process explanations for the positive effect of source similarity (i.e., similarity between adviser and advice taker) on persuasion. One explanation is that similar others are perceived to have preferences that are correlated with one's own, and this makes their advice more diagnostic. The other is that similar others are liked more so people follow their advice to maintain connectedness with them. We propose a m…
Why It Is So Hard to Predict Our Partner's Product Preferences: The Effect of Target Familiarity on Prediction Accuracy
Many buying decisions require predictions of another person's product attitudes. Yet, consumers are often inaccurate predictors, even for familiar others. We provide strong evidence that target familiarity can even hurt accuracy in the presence of attitude feedback. Although overprojection and lack of product-specific attitude information have been identified as possible reasons for prediction inaccuracy, our results suggest a retrieval explanati…
When do primes prime? The moderating role of the self-concept in individuals’ susceptibility to priming effects on social behavior
Using cooperative behavior in economic decision-making settings, we predicted and found that people’s susceptibility to priming influences is moderated by two factors: people’s chronic accessibility to a behavioral repertoire and people’s self-concept activation. In Experiment 1, we show that individuals highly consistent in their social value orientation (SVO) assimilate their behavior to their dispositions rather than to the primes, whereas the…
Adding exchange to charity: A reference price explanation
Trusting others: The polarization effect of need for closure
Because trust-related issues inherently involve uncertainty, we expected individuals' social-cognitive motivation to manage uncertainty--which is captured by their need for closure--to influence their level of trust in others. Through the results of 6 studies, we showed that higher need for closure was related to more polarized trust judgments (i.e., low trust in distant others and high trust in close others) in the case of both chronic and situa…
Wanting a Bit(e) of Everything: Extending the Valuation Effect to Variety Seeking
Markman and Brendl have demonstrated that individuals tend to regard as more valuable those objects that are able to satisfy an active desire. Building on their framework, we predicted that desire would enlarge the consideration set and, hence, affect variety-seeking tendencies in a product category. Our first study shows that hunger and visual food cues enhance variety seeking in food items. Further, by means of mediation analyses and a suppress…
The Influence of Classical Conditioning Procedures on Subsequent Attention to the Conditioned Brand
Three experiments are used to investigate the influence of conditioning procedures on attention to a conditioned stimulus. In experiment 1, scenes presented in a sequence that is consistent with prescribed conditioning procedures are shown to encourage attention to the advertised brands in subsequent product displays. Experiment 2 suggests that differential attention to conditioned brands can be attributed to the signaling properties the brand ac…
You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees
The Influence of Classical Conditioning Procedures on Subsequent Attention to the Conditioned Brand
Three experiments are used to investigate the influence of conditioning procedures on attention to a conditioned stimulus. In experiment 1, scenes presented in a sequence that is consistent with prescribed conditioning procedures are shown to encourage attention to the advertised brands in subsequent product displays. Experiment 2 suggests that differential attention to conditioned brands can be attributed to the signaling properties the brand ac…
Do not prime hawks with doves: The interplay of construct activation and consistency of social value orientation on cooperative behavior
Low and high consistent pro-socials and pro-selfs were primed with neutral, morality, or might concepts in mixed-motive situations. The authors expected participants' social value orientation to influence cooperative behavior among (a) high consistent individuals in all prime conditions and (b) low consistent individuals in the neutral prime condition only. The authors also expected the primes to influence cooperative behavior more among low than…
Consumer Perceptions of Price (Un)Fairness
A series of studies demonstrates that consumers are inclined to believe that the selling price of a good or service is substantially higher than its fair price. Consumers appear sensitive to several reference points—including past prices, competitor prices, and cost of goods sold—but underestimate the effects of inflation, overattribute price differences to profit, and fail to take into account the full range of vendor costs. Potential corrective…
Why It Is So Hard to Predict Our Partner's Product Preferences: The Effect of Target Familiarity on Prediction Accuracy
Many buying decisions require predictions of another person's product attitudes. Yet, consumers are often inaccurate predictors, even for familiar others. We provide strong evidence that target familiarity can even hurt accuracy in the presence of attitude feedback. Although overprojection and lack of product-specific attitude information have been identified as possible reasons for prediction inaccuracy, our results suggest a retrieval explanati…
Adding exchange to charity: A reference price explanation
Wanting a Bit(e) of Everything: Extending the Valuation Effect to Variety Seeking
Markman and Brendl have demonstrated that individuals tend to regard as more valuable those objects that are able to satisfy an active desire. Building on their framework, we predicted that desire would enlarge the consideration set and, hence, affect variety-seeking tendencies in a product category. Our first study shows that hunger and visual food cues enhance variety seeking in food items. Further, by means of mediation analyses and a suppress…
Positive cueing: Promoting sustainable consumer behavior by cueing common environmental behaviors as environmental
When do primes prime? The moderating role of the self-concept in individuals’ susceptibility to priming effects on social behavior
Using cooperative behavior in economic decision-making settings, we predicted and found that people’s susceptibility to priming influences is moderated by two factors: people’s chronic accessibility to a behavioral repertoire and people’s self-concept activation. In Experiment 1, we show that individuals highly consistent in their social value orientation (SVO) assimilate their behavior to their dispositions rather than to the primes, whereas the…
Tempt Me Just a Little Bit More: The Effect of Prior Food Temptation Actionability on Goal Activation and Consumption
People are often exposed to actionable food temptations (i.e., an immediate opportunity to consume, like when friends offer cookies) and nonactionable food temptations (i.e., no immediate consumption opportunity, like ads for chocolate). The results of three experiments suggest that prior exposure to nonactionable food temptations does not prevent the activation of an eating goal, given a subsequent consumption opportunity, while prior exposure t…
Bikinis Instigate Generalized Impatience in Intertemporal Choice
Neuroscientific studies demonstrate that erotic stimuli activate the reward circuitry processing monetary and drug rewards. Theoretically, a general reward system may give rise to nonspecific effects: exposure to “hot stimuli” from one domain may thus affect decisions in a different domain. We show that exposure to sexy cues leads to more impatience in intertemporal choice between monetary rewards. Highlighting the role of a general reward circui…
Identity-based consumer behavior
Trusting others: The polarization effect of need for closure
Because trust-related issues inherently involve uncertainty, we expected individuals' social-cognitive motivation to manage uncertainty--which is captured by their need for closure--to influence their level of trust in others. Through the results of 6 studies, we showed that higher need for closure was related to more polarized trust judgments (i.e., low trust in distant others and high trust in close others) in the case of both chronic and situa…
On the Persuasiveness of Similar Others: The Role of Mentalizing and the Feeling of Certainty
Prior literature has proposed two process explanations for the positive effect of source similarity (i.e., similarity between adviser and advice taker) on persuasion. One explanation is that similar others are perceived to have preferences that are correlated with one's own, and this makes their advice more diagnostic. The other is that similar others are liked more so people follow their advice to maintain connectedness with them. We propose a m…
The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes
Because negotiation is an integral part of social life, negotiators with different social motives are likely to meet. When this happens, will they be able to handle their differences constructively? We examined the relations between dyads’ social motive composition (cooperative, individualistic, or mixed), negotiation behavior, and economic and relational outcomes. In a laboratory experiment, 108 simulated negotiations were audiotaped, transcribe…
You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees
‘What lies behind the filter?’ Uncovering the motivations for using augmented reality (AR) face filters on social media and their effect on well-being
Psychology (15 works) · Social Psychology (12 works) · Computer Science (7 works) · Cognitive psychology (6 works) · Consumer Behavior in Brand Consumption and Identification (6 works) · Behavioral Health and Interventions (5 works) · Business (5 works) · Economics (5 works) · Experimental Behavioral Economics Studies (5 works) · Microeconomics (4 works)