Elizabeth Cowley
Biographic Data
| ID | 78508 |
|---|---|
| NAME | Elizabeth Cowley |
| GIVEN NAMES | Elizabeth |
| FAMILY NAME | Cowley |
| SIGNATURE | COWLEY E |
| AFFILIATIONS | The University of Sydney |
| ORCID | 0000-0003-0815-5552 |
| VERIFIED | Yes |
| TOTAL WORKS | 8 |
| TOTAL CITATIONS | 29 |
| AUTHOR COUNT | 8 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2003 |
| LATEST PUBLICATION YEAR | 2024 |
| H-INDEX | 4 |
How Does Time Pressure Influence Risk Preferences? Answers from a Meta-Analysis
Four decades of research into the influences of time pressure on risky decisions have produced widely contrasting findings: 38.5% of the effects indicate that time pressure increases risk preferences, whereas 61.5% show the opposite. A theoretical framework with four conceptual categories of moderators is proposed to explain these heterogeneous findings: nature of the time constraint, negative outcome salience, negative outcome severity, and vuln…
Deception Memory: When Will Consumers Remember Their Lies
Consumers tell many lies. While engaging in deception can provide a variety of benefits, a potential danger when lying is that the consumer may subsequently forget aspects of the lie told. To ensure the deception is not inadvertently revealed later, the consumer must remember the content of the lie. In this research, we introduce the notion of deception memory—which we define as memory for the content of a previously communicated lie—and examine …
The Moderating Role of Self‐Monitoring on the Interpersonal Aspects of Attitude Ambivalence
Extant research has found a relation between holding conflicting attitudes with a familiar person (interpersonal discrepancy) and subjective attitude ambivalence. In 2 studies, we investigated the role of interpersonal discrepancy in the experience of attitude ambivalence as a function of self‐monitoring and level of liking of the other person. Building on balance theory, we proposed and found that high (vs. low) self‐monitors feel most comfortab…
The Labor of Lies: How Lying for Material Rewards Polarizes Consumers' Outcome Satisfaction
Consumers often find themselves in situations in which they are tempted to lie in order to obtain otherwise unattainable material rewards or financial benefits (e.g., when refunding or exchanging a product, qualifying for discounts and promotions, negotiating with a salesperson, etc.). This research examines how lying during an interaction with a service provider influences the consumer's outcome satisfaction. Six studies demonstrate that because…
The Perils of Hedonic Editing
Retrospective hedonic editing occurs when people combine events to frame a previous experience in its most positive light. Although reflecting positively on the past has psychological and physiological benefits, it may also be used to justify potentially irresponsible behavior. In a gambling context the consequences may be perilous. The results of study 1 show that when they have the opportunity, potentially irresponsible gamblers use hedonic edi…
How Enjoyable Was It? Remembering an Affective Reaction to a Previous Consumption Experience
Consumers use affective reactions from previous exposure to experiences in decision making. However, other affective reactions derived from postexperience information (i.e., advertising) may interfere with the retrieval of experience-based reactions. The results of three experiments show that when postexperience affective reactions interfere with the retrieval of an experience-based reaction, consumers use postexperience behavior as a proxy for t…
Not Necessarily Better, but Certainly Different: A Limit to the Advertising Misinformation Effect on Memory
It has recently been demonstrated that exposure to advertising after consumption can change consumers' memory such that they remember tasting a better product. This research investigates whether advertising can change consumers' memory such that they remember tasting a different product. Less familiar consumers who tasted grapefruit juice and then saw advertisements claiming the brand was orange juice were somewhat more likely to remember that th…
The Moderating Effect of Product Knowledge on the Learning and Organization of Product Information
This research examines how differences in the organization of brand information in memory between higher and lower knowledge consumers affects which brands are retrieved when consumers are provided with a usage situation. A spreading activation network model of memory is used to predict the results of an experiment where the usage situations were varied at encoding and repeated recall sessions. The results of the study indicate that lower knowled…
Not Necessarily Better, but Certainly Different: A Limit to the Advertising Misinformation Effect on Memory
It has recently been demonstrated that exposure to advertising after consumption can change consumers' memory such that they remember tasting a better product. This research investigates whether advertising can change consumers' memory such that they remember tasting a different product. Less familiar consumers who tasted grapefruit juice and then saw advertisements claiming the brand was orange juice were somewhat more likely to remember that th…
The Moderating Effect of Product Knowledge on the Learning and Organization of Product Information
This research examines how differences in the organization of brand information in memory between higher and lower knowledge consumers affects which brands are retrieved when consumers are provided with a usage situation. A spreading activation network model of memory is used to predict the results of an experiment where the usage situations were varied at encoding and repeated recall sessions. The results of the study indicate that lower knowled…
The Perils of Hedonic Editing
Retrospective hedonic editing occurs when people combine events to frame a previous experience in its most positive light. Although reflecting positively on the past has psychological and physiological benefits, it may also be used to justify potentially irresponsible behavior. In a gambling context the consequences may be perilous. The results of study 1 show that when they have the opportunity, potentially irresponsible gamblers use hedonic edi…
The Labor of Lies: How Lying for Material Rewards Polarizes Consumers' Outcome Satisfaction
Consumers often find themselves in situations in which they are tempted to lie in order to obtain otherwise unattainable material rewards or financial benefits (e.g., when refunding or exchanging a product, qualifying for discounts and promotions, negotiating with a salesperson, etc.). This research examines how lying during an interaction with a service provider influences the consumer's outcome satisfaction. Six studies demonstrate that because…
How Enjoyable Was It? Remembering an Affective Reaction to a Previous Consumption Experience
Consumers use affective reactions from previous exposure to experiences in decision making. However, other affective reactions derived from postexperience information (i.e., advertising) may interfere with the retrieval of experience-based reactions. The results of three experiments show that when postexperience affective reactions interfere with the retrieval of an experience-based reaction, consumers use postexperience behavior as a proxy for t…
Deception Memory: When Will Consumers Remember Their Lies
Consumers tell many lies. While engaging in deception can provide a variety of benefits, a potential danger when lying is that the consumer may subsequently forget aspects of the lie told. To ensure the deception is not inadvertently revealed later, the consumer must remember the content of the lie. In this research, we introduce the notion of deception memory—which we define as memory for the content of a previously communicated lie—and examine …
The Moderating Effect of Product Knowledge on the Learning and Organization of Product Information
This research examines how differences in the organization of brand information in memory between higher and lower knowledge consumers affects which brands are retrieved when consumers are provided with a usage situation. A spreading activation network model of memory is used to predict the results of an experiment where the usage situations were varied at encoding and repeated recall sessions. The results of the study indicate that lower knowled…
Not Necessarily Better, but Certainly Different: A Limit to the Advertising Misinformation Effect on Memory
It has recently been demonstrated that exposure to advertising after consumption can change consumers' memory such that they remember tasting a better product. This research investigates whether advertising can change consumers' memory such that they remember tasting a different product. Less familiar consumers who tasted grapefruit juice and then saw advertisements claiming the brand was orange juice were somewhat more likely to remember that th…
How Enjoyable Was It? Remembering an Affective Reaction to a Previous Consumption Experience
Consumers use affective reactions from previous exposure to experiences in decision making. However, other affective reactions derived from postexperience information (i.e., advertising) may interfere with the retrieval of experience-based reactions. The results of three experiments show that when postexperience affective reactions interfere with the retrieval of an experience-based reaction, consumers use postexperience behavior as a proxy for t…
The Perils of Hedonic Editing
Retrospective hedonic editing occurs when people combine events to frame a previous experience in its most positive light. Although reflecting positively on the past has psychological and physiological benefits, it may also be used to justify potentially irresponsible behavior. In a gambling context the consequences may be perilous. The results of study 1 show that when they have the opportunity, potentially irresponsible gamblers use hedonic edi…
The Moderating Role of Self‐Monitoring on the Interpersonal Aspects of Attitude Ambivalence
Extant research has found a relation between holding conflicting attitudes with a familiar person (interpersonal discrepancy) and subjective attitude ambivalence. In 2 studies, we investigated the role of interpersonal discrepancy in the experience of attitude ambivalence as a function of self‐monitoring and level of liking of the other person. Building on balance theory, we proposed and found that high (vs. low) self‐monitors feel most comfortab…
The Labor of Lies: How Lying for Material Rewards Polarizes Consumers' Outcome Satisfaction
Consumers often find themselves in situations in which they are tempted to lie in order to obtain otherwise unattainable material rewards or financial benefits (e.g., when refunding or exchanging a product, qualifying for discounts and promotions, negotiating with a salesperson, etc.). This research examines how lying during an interaction with a service provider influences the consumer's outcome satisfaction. Six studies demonstrate that because…
Deception Memory: When Will Consumers Remember Their Lies
Consumers tell many lies. While engaging in deception can provide a variety of benefits, a potential danger when lying is that the consumer may subsequently forget aspects of the lie told. To ensure the deception is not inadvertently revealed later, the consumer must remember the content of the lie. In this research, we introduce the notion of deception memory—which we define as memory for the content of a previously communicated lie—and examine …
How Does Time Pressure Influence Risk Preferences? Answers from a Meta-Analysis
Four decades of research into the influences of time pressure on risky decisions have produced widely contrasting findings: 38.5% of the effects indicate that time pressure increases risk preferences, whereas 61.5% show the opposite. A theoretical framework with four conceptual categories of moderators is proposed to explain these heterogeneous findings: nature of the time constraint, negative outcome salience, negative outcome severity, and vuln…
Psychology (8 works) · Computer Science (5 works) · Social Psychology (5 works) · Mathematics (4 works) · Advertising (3 works) · Business (3 works) · Cognitive psychology (3 works) · Economics (3 works) · Microeconomics (3 works) · Outcome (game theory) (3 works)