Rik Pieters
Dados Biográficos
| ID | 84206 |
|---|---|
| NOME | Rik Pieters |
| PRENOMES | Rik |
| SOBRENOME | Pieters |
| ASSINATURA | PIETERS R |
| AFILIAÇÕES | Tilburg University |
| VERIFICADO | Não |
| TOTAL DE OBRAS | 40 |
| TOTAL DE CITAÇÕES | 241 |
| TOTAL COMO AUTOR | 40 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1984 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2021 |
| ÍNDICE H | 10 |
The biasing effect of common method variance
Online Advertising Suppresses Visual Competition during Planned Purchases
Online advertising can help consumers to implement their purchase intentions on shopping websites. This research tests the hypothesis that online advertising can speed-up product search by visually suppressing competing products rather than by enhancing the target product on websites that lack a systematic visual organization. First, a survey shows that searching for products on a shopping website after having clicked on an online ad is a common …
Climbing out of an economic crisis
Meaningful Mediation Analysis
Statistical mediation analysis has become the technique of choice in consumer research to make causal inferences about the influence of a treatment on an outcome via one or more mediators. This tutorial aims to strengthen two weak links that impede statistical mediation analysis from reaching its full potential. The first weak link is the path from mediator to outcome, which is a correlation. Six conditions are described that this correlation nee…
Out-of-Category Brand Imitation
Copycat brands imitate the trade dress of other brands, such as their brand name, logo, and packaging design. Copycats typically operate in the core product category of the imitated brand under the assumption that such "in-category imitation" is most effective. In contrast, four experiments demonstrate the benefits of "out-of-category imitation" for copycats, and the harmful effect on the imitated brand. Copycats are evaluated more positively in …
Materialism across the life span
This research examined the development of materialism across the life span. Two initial studies revealed that (a) lay beliefs were that materialism declines with age and (b) previous research findings also implied a modest, negative relationship between age and materialism. Yet, previous research has considered age only as a linear control variable, thereby precluding the possibility of more intricate relationships between age and materialism. Mo…
Preference reversal for copycat brands
Bidirectional Dynamics of Materialism and Loneliness
This research is the first to test the hypothesis that consumers face a “material trap ” in which materialism fosters social isolation which in turn reinforces ma-terialism. It provides evidence that materialism and loneliness are engaged in bidirectional relationships over time. Importantly, it finds that loneliness contributes more to materialism than the other way around. Moreover, it finds that materialism’s contribution to loneliness is not …
Appraisal patterns of envy and related emotions
Envy is a frustrating emotion that arises from upward social comparison. Two studies investigated the appraisals that distinguish benign envy (aimed at improving one's own situation) from malicious envy (aimed at pulling down the superior other). Study 1 found that appraisals of deservingness and control potential differentiated both types of envy. We manipulated these appraisals in Study 2 and found that while both did not influence the intensit…
Analysis of sensitive questions across cultures
Answers to sensitive questions are prone to social desirability bias. If not properly addressed, the validity of the research can be suspect. This article presents multigroup item randomized response theory (MIRRT) to measure self-reported sensitive topics across cultures. The method was specifically developed to reduce social desirability bias by making an a priori change in the design of the survey. The change involves the use of a randomizatio…
Why Envy Outperforms Admiration
Four studies tested the hypothesis that the emotion of benign envy, but not the emotions of admiration or malicious envy, motivates people to improve themselves. Studies 1 to 3 found that only benign envy was related to the motivation to study more (Study 1) and to actual performance on the Remote Associates Task (which measures intelligence and creativity; Studies 2 and 3). Study 4 found that an upward social comparison triggered benign envy and…
The Envy Premium in Product Evaluation
Consumers are willing to pay a premium for products that elicit their envy. The more people compared themselves to a superior other, the higher the envy premium was. Yet, the emotion envy and not the upward comparison drove the final effects. The envy premium only emerged for a desirable product that the superior other owned (iPhone) when people experienced benign envy. Benign envy is elicited when the other's superior position is deserved, and m…
The Stopping Power of Advertising
Advertising needs to capture consumers’ attention in likable ways, and the visual complexity of advertising plays a central role in this regard. Yet ideas about visual complexity effects conflict, and objective measures of complexity are rare. The authors distinguish two types of visual complexity, differentiate them from the difficulty of comprehending advertising, and propose objective measures for each. Advertisements are visually complex when…
The Get Ready Mind-Set
People need to allocate their limited cognitive resources to current and future tasks. We provide evidence that anticipating the resource demands of a future task creates a “get ready mind-set” that mobilizes these resources. However, the mobilized resources for the future task can carry over to unrelated current tasks. This implies the counterintuitive notion that anticipating difficult tasks in the future leads to greater effort expenditure on …
Leveling up and down
Envy is the painful emotion caused by the good fortune of others. This research empirically supports the distinction between two qualitatively different types of envy, namely benign and malicious envy. It reveals that the experience of benign envy leads to a moving-up motivation aimed at improving one's own position, whereas the experience of malicious envy leads to a pulling-down motivation aimed at damaging the position of the superior other. S…
On emotion specificity in decision making
We present a motivational account of the impact of emotion on decision making, termed the feeling-is-for-doing approach. We first describe the psychology of emotion and argue for a need to be specific when studying emotion's impact on decision making. Next we describe what our approach entails and how it relates emotion, via motivation to behavior. Then we offer two illustrations of our own research that provide support for two important elements…
Future‐oriented emotions
We distinguish between two kinds of future‐oriented emotions (anticipatory and anticipated) and investigate their behavioral effects. Anticipatory emotions are currently experienced due to the prospect of a future event (e.g., hope or fear). Anticipated emotions, on the other hand, are expected to be experienced in the future if certain events do or do not occur (e.g., anticipated joy or regret). We discuss the theoretical differences between the…
Flying under the Radar
Consumers believe that small package formats of hedonic, but not of utilitarian, products help to regulate consumption—especially when their self-regulatory concerns are activated. These beliefs may backfire and increase consumption of hedonic products. Specifically, activating self-regulatory concerns had no consumption effects when tempting products came in small package formats. Yet, when tempting products came in large package formats, consum…
A Theory of Regret Regulation 1.0
We propose a theory of regret regulation that distinguishes regret from related emotions, specifies the conditions under which regret is felt, the aspects of the decision that are regretted, and the behavioral implications. The theory incorporates hitherto scattered findings and ideas from psychology, economics, marketing, and related disciplines. By identifying strategies that consumers may employ to regulate anticipated and experienced regret, …
Consequences of socially sharing emotions
We test the emotion‐response congruency hypothesis, which predicts that the consequences of socially sharing one's negative emotions depend on the congruency between the shared emotion and the response that is obtained from the interaction partner. Experiment 1a shows that the response that people prefer is dependent on the specific emotion shared. Experiment 1b, however, reveals that the responses that interaction partners provide do not differ …
Dynamics of multiple-goal pursuit
The authors propose and test a model of multiple-goal pursuit that specifies how individuals allocate effort among multiple goals over time. The model predicts that whether individuals decide to step up effort, coast, abandon the current goal, or switch to pursue another goal is determined jointly by the emotions that flow from prior goal progress and the proximity to future goal attainment, and proximally determined by changes in expectancies ab…
Goal Control of Attention to Advertising
An eye-tracking experiment with four processing goals and a free-viewing condition reveals goal control of attention even during a few seconds of self-paced ad exposure. An ad-memorization goal enhanced attention to the body text, pictorial, and brand design objects. A brand-learning goal enhanced attention to the body text but simultaneously inhibited attention to the pictorial design. This supports the thesis that ad informativeness is goal con…
Negative Returns on Positive Emotions
Contrary to the common assumption that positive emotions generally lead to favorable behavioral intentions, feelings of pride can decrease consumers' repurchase intentions. Results from three experimental studies demonstrate that the impact of pride on repurchase intentions is contingent on consumers' self-regulatory goals but that this is so only among consumers with high levels of pride. Specifically, consumers with high prevention pride are le…
Attention Capture and Transfer in Advertising
The three key ad elements (brand, pictorial, and text) each have unique superiority effects on attention to advertisements, which are on par with many commonly held ideas in marketing practice. This is the main conclusion of an analysis of 1363 print advertisements tested with infrared eye-tracking methodology on more than 3600 consumers. The pictorial is superior in capturing attention, independent of its size. The text element best captures att…
Beyond valence in customer dissatisfaction
Dynamics of multiple-goal pursuit
The authors propose and test a model of multiple-goal pursuit that specifies how individuals allocate effort among multiple goals over time. The model predicts that whether individuals decide to step up effort, coast, abandon the current goal, or switch to pursue another goal is determined jointly by the emotions that flow from prior goal progress and the proximity to future goal attainment, and proximally determined by changes in expectancies ab…
The inaction effect in the psychology of regret
Previous research showed that decisions to act (i.e., actions) produce more regret than decisions not to act (i.e., inactions).This previous research focused on decisions made in isolation and ignored that decisions are often made in response to earlier outcomes.The authors show in 4 experiments that these prior outcomes may promote action and hence make inaction more abnormal.They manipulated information about a prior outcome.As hypothesized, wh…
Meaningful Mediation Analysis
Statistical mediation analysis has become the technique of choice in consumer research to make causal inferences about the influence of a treatment on an outcome via one or more mediators. This tutorial aims to strengthen two weak links that impede statistical mediation analysis from reaching its full potential. The first weak link is the path from mediator to outcome, which is a correlation. Six conditions are described that this correlation nee…
Future‐oriented emotions
We distinguish between two kinds of future‐oriented emotions (anticipatory and anticipated) and investigate their behavioral effects. Anticipatory emotions are currently experienced due to the prospect of a future event (e.g., hope or fear). Anticipated emotions, on the other hand, are expected to be experienced in the future if certain events do or do not occur (e.g., anticipated joy or regret). We discuss the theoretical differences between the…
Flying under the Radar
Consumers believe that small package formats of hedonic, but not of utilitarian, products help to regulate consumption—especially when their self-regulatory concerns are activated. These beliefs may backfire and increase consumption of hedonic products. Specifically, activating self-regulatory concerns had no consumption effects when tempting products came in small package formats. Yet, when tempting products came in large package formats, consum…
Bidirectional Dynamics of Materialism and Loneliness
This research is the first to test the hypothesis that consumers face a “material trap ” in which materialism fosters social isolation which in turn reinforces ma-terialism. It provides evidence that materialism and loneliness are engaged in bidirectional relationships over time. Importantly, it finds that loneliness contributes more to materialism than the other way around. Moreover, it finds that materialism’s contribution to loneliness is not …
The Envy Premium in Product Evaluation
Consumers are willing to pay a premium for products that elicit their envy. The more people compared themselves to a superior other, the higher the envy premium was. Yet, the emotion envy and not the upward comparison drove the final effects. The envy premium only emerged for a desirable product that the superior other owned (iPhone) when people experienced benign envy. Benign envy is elicited when the other's superior position is deserved, and m…
Attitude theory and behavioral costs
Goal Control of Attention to Advertising
An eye-tracking experiment with four processing goals and a free-viewing condition reveals goal control of attention even during a few seconds of self-paced ad exposure. An ad-memorization goal enhanced attention to the body text, pictorial, and brand design objects. A brand-learning goal enhanced attention to the body text but simultaneously inhibited attention to the pictorial design. This supports the thesis that ad informativeness is goal con…
Visual Attention to Advertising
We propose a methodology to study the effects of physical ad properties on consumers' visual attention to advertising that accounts for heterogeneity in these effects across consumers. In an illustrative experiment, we monitor consumers' eye movements during naturalistic exposure to a consumer magazine, in which experimentally designed ads are inserted. A latent class regression model accounting for heterogeneity across consumers through unobserv…
Intention‐behaviour consistency
This study focuses on the strength of the relationship between behavioural intentions and actual behaviour in a multi‐alternative choice context. Two separate moderating processes of intention‐behaviour consistency were hypothesized, i.e. the amount of reasoning during intention formation, and the degree of confidence in the intention. Involvement (as an issue‐specific factor), and need for cognition (as an individual difference factor) were inve…
Negative Returns on Positive Emotions
Contrary to the common assumption that positive emotions generally lead to favorable behavioral intentions, feelings of pride can decrease consumers' repurchase intentions. Results from three experimental studies demonstrate that the impact of pride on repurchase intentions is contingent on consumers' self-regulatory goals but that this is so only among consumers with high levels of pride. Specifically, consumers with high prevention pride are le…
Consumer Memory for Television Advertising
We simultaneously analyze the impact on consumer memory of the duration and serial position of a commercial and of the number of competing commercials in a block using a marketplace database of 2,677 television commercials. Our results indicate that duration, competition, and the time lag until the onset of a commercial in a block have large effect sizes, while primacy and recency have only modest effect sizes. By decomposing serial position into…
Materialism across the life span
This research examined the development of materialism across the life span. Two initial studies revealed that (a) lay beliefs were that materialism declines with age and (b) previous research findings also implied a modest, negative relationship between age and materialism. Yet, previous research has considered age only as a linear control variable, thereby precluding the possibility of more intricate relationships between age and materialism. Mo…
Individual differences in reverse Hindsight bias
Hindsight bias was studied in the context of the accident in the Chernobyl nuclear power plant, which took place on April 26th 1986. An individual difference factor which relates to the motivation to process information, need for cognition, was expected to moderate the occurrence of hindsight bias. Probability estimates of many casualties due to the use of nuclear power in The Netherlands were obtained from 212 individuals two months before the a…
Functions and management of affect
Out-of-Category Brand Imitation
Copycat brands imitate the trade dress of other brands, such as their brand name, logo, and packaging design. Copycats typically operate in the core product category of the imitated brand under the assumption that such "in-category imitation" is most effective. In contrast, four experiments demonstrate the benefits of "out-of-category imitation" for copycats, and the harmful effect on the imitated brand. Copycats are evaluated more positively in …
Analysis of sensitive questions across cultures
Answers to sensitive questions are prone to social desirability bias. If not properly addressed, the validity of the research can be suspect. This article presents multigroup item randomized response theory (MIRRT) to measure self-reported sensitive topics across cultures. The method was specifically developed to reduce social desirability bias by making an a priori change in the design of the survey. The change involves the use of a randomizatio…
Preference reversal for copycat brands
Satisfaction with amusement parks
A note on cost in economic psychology
Online Advertising Suppresses Visual Competition during Planned Purchases
Online advertising can help consumers to implement their purchase intentions on shopping websites. This research tests the hypothesis that online advertising can speed-up product search by visually suppressing competing products rather than by enhancing the target product on websites that lack a systematic visual organization. First, a survey shows that searching for products on a shopping website after having clicked on an online ad is a common …
Climbing out of an economic crisis
The Get Ready Mind-Set
People need to allocate their limited cognitive resources to current and future tasks. We provide evidence that anticipating the resource demands of a future task creates a “get ready mind-set” that mobilizes these resources. However, the mobilized resources for the future task can carry over to unrelated current tasks. This implies the counterintuitive notion that anticipating difficult tasks in the future leads to greater effort expenditure on …
Consequences of socially sharing emotions
We test the emotion‐response congruency hypothesis, which predicts that the consequences of socially sharing one's negative emotions depend on the congruency between the shared emotion and the response that is obtained from the interaction partner. Experiment 1a shows that the response that people prefer is dependent on the specific emotion shared. Experiment 1b, however, reveals that the responses that interaction partners provide do not differ …
Attitude theory and behavioral costs
Individual differences in reverse Hindsight bias
Hindsight bias was studied in the context of the accident in the Chernobyl nuclear power plant, which took place on April 26th 1986. An individual difference factor which relates to the motivation to process information, need for cognition, was expected to moderate the occurrence of hindsight bias. Probability estimates of many casualties due to the use of nuclear power in The Netherlands were obtained from 212 individuals two months before the a…
Economic psychology
Functions and management of affect
Cross-sections of economic psychology
A note on cost in economic psychology
Learning about risk
Product quality
Intention‐behaviour consistency
This study focuses on the strength of the relationship between behavioural intentions and actual behaviour in a multi‐alternative choice context. Two separate moderating processes of intention‐behaviour consistency were hypothesized, i.e. the amount of reasoning during intention formation, and the degree of confidence in the intention. Involvement (as an issue‐specific factor), and need for cognition (as an individual difference factor) were inve…
Satisfaction with amusement parks
Consumer Memory for Television Advertising
We simultaneously analyze the impact on consumer memory of the duration and serial position of a commercial and of the number of competing commercials in a block using a marketplace database of 2,677 television commercials. Our results indicate that duration, competition, and the time lag until the onset of a commercial in a block have large effect sizes, while primacy and recency have only modest effect sizes. By decomposing serial position into…
Visual Attention to Advertising
We propose a methodology to study the effects of physical ad properties on consumers' visual attention to advertising that accounts for heterogeneity in these effects across consumers. In an illustrative experiment, we monitor consumers' eye movements during naturalistic exposure to a consumer magazine, in which experimentally designed ads are inserted. A latent class regression model accounting for heterogeneity across consumers through unobserv…
Goal-directed Emotions
This research explores the role of emotions in goal-directed behaviour. A model is provided for an emotional goal system whereby appraisals of the consequences of achieving or not achieving a goal are hypothesised to elicit anticipatory emotions; the anticipatory emotions are expected, in turn, to contribute to volitions in the service of goal pursuit (namely, intentions, plans, and the decision to expend energy); goal-directed behaviours next ar…
The inaction effect in the psychology of regret
Previous research showed that decisions to act (i.e., actions) produce more regret than decisions not to act (i.e., inactions).This previous research focused on decisions made in isolation and ignored that decisions are often made in response to earlier outcomes.The authors show in 4 experiments that these prior outcomes may promote action and hence make inaction more abnormal.They manipulated information about a prior outcome.As hypothesized, wh…
Angry Customers don't Come Back, They Get Back
Attention Capture and Transfer in Advertising
The three key ad elements (brand, pictorial, and text) each have unique superiority effects on attention to advertisements, which are on par with many commonly held ideas in marketing practice. This is the main conclusion of an analysis of 1363 print advertisements tested with infrared eye-tracking methodology on more than 3600 consumers. The pictorial is superior in capturing attention, independent of its size. The text element best captures att…
Beyond valence in customer dissatisfaction
Negative Returns on Positive Emotions
Contrary to the common assumption that positive emotions generally lead to favorable behavioral intentions, feelings of pride can decrease consumers' repurchase intentions. Results from three experimental studies demonstrate that the impact of pride on repurchase intentions is contingent on consumers' self-regulatory goals but that this is so only among consumers with high levels of pride. Specifically, consumers with high prevention pride are le…
A Theory of Regret Regulation 1.0
We propose a theory of regret regulation that distinguishes regret from related emotions, specifies the conditions under which regret is felt, the aspects of the decision that are regretted, and the behavioral implications. The theory incorporates hitherto scattered findings and ideas from psychology, economics, marketing, and related disciplines. By identifying strategies that consumers may employ to regulate anticipated and experienced regret, …
Consequences of socially sharing emotions
We test the emotion‐response congruency hypothesis, which predicts that the consequences of socially sharing one's negative emotions depend on the congruency between the shared emotion and the response that is obtained from the interaction partner. Experiment 1a shows that the response that people prefer is dependent on the specific emotion shared. Experiment 1b, however, reveals that the responses that interaction partners provide do not differ …
Dynamics of multiple-goal pursuit
The authors propose and test a model of multiple-goal pursuit that specifies how individuals allocate effort among multiple goals over time. The model predicts that whether individuals decide to step up effort, coast, abandon the current goal, or switch to pursue another goal is determined jointly by the emotions that flow from prior goal progress and the proximity to future goal attainment, and proximally determined by changes in expectancies ab…
Goal Control of Attention to Advertising
An eye-tracking experiment with four processing goals and a free-viewing condition reveals goal control of attention even during a few seconds of self-paced ad exposure. An ad-memorization goal enhanced attention to the body text, pictorial, and brand design objects. A brand-learning goal enhanced attention to the body text but simultaneously inhibited attention to the pictorial design. This supports the thesis that ad informativeness is goal con…
On emotion specificity in decision making
We present a motivational account of the impact of emotion on decision making, termed the feeling-is-for-doing approach. We first describe the psychology of emotion and argue for a need to be specific when studying emotion's impact on decision making. Next we describe what our approach entails and how it relates emotion, via motivation to behavior. Then we offer two illustrations of our own research that provide support for two important elements…
Future‐oriented emotions
We distinguish between two kinds of future‐oriented emotions (anticipatory and anticipated) and investigate their behavioral effects. Anticipatory emotions are currently experienced due to the prospect of a future event (e.g., hope or fear). Anticipated emotions, on the other hand, are expected to be experienced in the future if certain events do or do not occur (e.g., anticipated joy or regret). We discuss the theoretical differences between the…
Flying under the Radar
Consumers believe that small package formats of hedonic, but not of utilitarian, products help to regulate consumption—especially when their self-regulatory concerns are activated. These beliefs may backfire and increase consumption of hedonic products. Specifically, activating self-regulatory concerns had no consumption effects when tempting products came in small package formats. Yet, when tempting products came in large package formats, consum…
Psychology (40 obras) · Social Psychology (30 obras) · Business (17 obras) · Cognitive psychology (16 obras) · Computer Science (15 obras) · Consumer Behavior in Brand Consumption and Identification (14 obras) · Economics (14 obras) · Social Psychology (12 obras) · Advertising (11 obras) · Emotions and Moral Behavior (10 obras)