Juliano Laran
Dados Biográficos
| ID | 86572 |
|---|---|
| NOME | Juliano Laran |
| PRENOMES | Juliano |
| SOBRENOME | Laran |
| ASSINATURA | LARAN J |
| AFILIAÇÕES | University of Miami |
| ORCID | 0000-0002-4913-8196 |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 17 |
| TOTAL DE CITAÇÕES | 176 |
| TOTAL COMO AUTOR | 17 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 2008 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2019 |
| ÍNDICE H | 9 |
Nonconscious Nudges
A person can use a variety of strategies to sustain the pursuit of a conscious goal (e.g., deliberate on the goal, monitor goal progress, increase goal commitment). However, less is known about how to sustain the pursuit of a nonconscious goal, a reality that is reflected in the common finding that nonconscious goal pursuit typically persists for only one choice episode. This research investigates two factors that help sustain the pursuit of a no…
The Bad Can Be Good
Benign and malicious envy are a consequence of an unfavorable upward comparison to another individual (i.e., a negative self-other discrepancy). Benign (malicious) envy occurs when people believe the envied individual deserves (does not deserve) his/her advantage. Prior research has shown that benign envy motivates a person to address the self-other discrepancy via self-improvement, whereas malicious envy does not. This research shows that both t…
When Public Recognition for Charitable Giving Backfires
This research examines the effectiveness of public recognition in encouraging charitable giving, demonstrating that public recognition can sometimes decrease donations. While previous work has largely shown that making donations visible to others can motivate donors, the present research shows that the effectiveness of public recognition depends on whether potential donors are under an independent (i.e., separate from others) or interdependent (i…
How being busy can increase motivation and reduce task completion time
This research tests the hypothesis that being busy increases motivation and reduces the time it takes to complete tasks for which people miss a deadline. This effect occurs because busy people tend to perceive that they are using their time effectively, which mitigates the sense of failure people have when they miss a task deadline. Studies 1 and 2 show that when people are busy, they are more motivated to complete a task after missing a deadline…
Loss of Control and Self-Regulation
This article demonstrates that a loss of personal control leads to an increase in self-regulatory behavior. This occurs because a loss of control puts consumers at a deficit relative to one of the major lessons they learn during their childhood, which is to have control over the outcomes of their actions. This deficit triggers a compensatory process focused on following other lessons that consumers believe they learned during their childhood. Bec…
Pride and Regulatory Behavior
Prior research has demonstrated that while people experience pride after an accomplishment, its experience can both encourage and discourage subsequent regulatory behavior. The current research shows that this seemingly contradictory influence can be accounted for by considering the information about the event that generated the pride (i.e., appraisal information) and whether or not a self-regulatory goal is active. In the absence of a self-regul…
Hedonic Eating Goals and Emotion
This article uses the functionalist perspective of emotion to demonstrate that the influence of sadness on indulgent consumption depends on the presence of a hedonic eating goal. Sadness heightens a person's sensitivity to the potentially harmful consequences of indulgent consumption, which decreases indulgence when a hedonic eating goal is salient. As sadness is often associated with a loss, this protective function is geared toward preventing f…
Choice, Rejection, and Elaboration on Preference-Inconsistent Alternatives
Previous research has demonstrated that rejecting product alternatives (i.e., choosing which alternatives to give up) may cause preference reversals compared to choosing alternatives. We provide an investigation into the psychological processes underlying this phenomenon. These preference reversals can be caused by increased elaboration on the features of preference-inconsistent alternatives when people reject alternatives. When these features ar…
The Curious Case of Behavioral Backlash
Five experiments demonstrate that brands cause priming effects (i.e., behavioral effects consistent with those implied by the brand), whereas slogans cause reverse priming effects (i.e., behavioral effects opposite to those implied by the slogan). For instance, exposure to the retailer brand name “Walmart,” typically associated with saving money, reduces subsequent spending, whereas exposure to the Walmart slogan, “Save money. Live better,” incre…
Work or Fun? How Task Construal and Completion Influence Regulatory Behavior
Volitional behaviors can be construed as “work” (extrinsically motivated) or as “fun” (intrinsically motivated). When volitional behaviors are construed as an obligation to work, completing the behavior depletes a consumer, and subsequent self-control becomes more difficult. When volitional behaviors are construed as an opportunity to have fun, completing the behavior vitalizes a consumer, and subsequent self-control becomes easier. Six studies s…
The influence of information processing goal pursuit on postdecision affect and behavioral intentions
Two important forces in human behavior are action and inaction. Although action and inaction are commonly associated with the presence and the absence of behavioral activity, they can also be represented as information processing goals. Action (inaction) goals influence decision effort and increase satisfaction with environments that are structured to allow for more (less) processing (Studies 1 and 2). This increased satisfaction can transfer to …
Goal Management in Sequential Choices
What are the differences in exerting self-control in sequential choices when consumers choose for others (family or friends) rather than for themselves? Sequential choices represent an opportunity to manage the pursuit of one's multiple personal goals. Consumers typically manage these personal goals by combining indulgent and virtuous choices. When choosing for others, however, this is not the case. Consumers then focus on a pleasure-seeking goal…
Choosing Your Future
This article investigates how temporal distance influences consumers' self-control. We demonstrate that self-control is dependent on the content of currently active information in decisions for the future. When indulgence information is currently active, decisions for the future tend to be oriented toward self-control. When self-control information is currently active, decisions for the future tend to be oriented toward indulgence. In four experi…
Asymmetries in the Sequential Learning of Brand Associations
The highlighting effect occurs when the order in which consumers learn about brands determines the strength of association between these brands and their attributes. In four experiments, we find that consumers more strongly associate common attributes with early learned brands and unique attributes with late-learned brands. These findings imply an advantage for late entrants when unique attributes offer a higher value than attributes that are com…
Behavioral Consistency and Inconsistency in the Resolution of Goal Conflict
During the course of a day, consumers experience choices that involve goal conflict (e.g., eat tasty vs. healthy food, recreate vs. work, relax vs. act). In some cases, an initial behavior is followed by a similar behavior. In other cases, an initial behavior is followed by an opposing behavior. We posit that a passive guidance system can nonconsciously guide behavior when there is goal conflict and, hence, determine whether a sequence of behavio…
Context-Dependent Effects of Goal Primes
We provide evidence that goal priming effects are context dependent. We show that goal primes encourage prime-consistent behavior when the behavioral context is common and prime-inconsistent behavior when the behavioral context is uncommon. While the prime-consistent behavior is compatible with existing theory, the prime-inconsistent behavior poses a theoretical challenge. We argue that uncommon behavioral contexts encourage the release of a prim…
Protection of Prior Learning in Complex Consumer Learning Environments
As a product category evolves, consumers have the opportunity to learn a series of feature-benefit associations. Initially, consumers learn that some features predict a critical benefit, whereas other features do not. Subsequently, consumers have the opportunity to assess if previously predictive features, or novel features, predict new product benefits. Surprisingly, later learning is characterized by attenuated learning about previously predict…
Goal Management in Sequential Choices
What are the differences in exerting self-control in sequential choices when consumers choose for others (family or friends) rather than for themselves? Sequential choices represent an opportunity to manage the pursuit of one's multiple personal goals. Consumers typically manage these personal goals by combining indulgent and virtuous choices. When choosing for others, however, this is not the case. Consumers then focus on a pleasure-seeking goal…
Behavioral Consistency and Inconsistency in the Resolution of Goal Conflict
During the course of a day, consumers experience choices that involve goal conflict (e.g., eat tasty vs. healthy food, recreate vs. work, relax vs. act). In some cases, an initial behavior is followed by a similar behavior. In other cases, an initial behavior is followed by an opposing behavior. We posit that a passive guidance system can nonconsciously guide behavior when there is goal conflict and, hence, determine whether a sequence of behavio…
Work or Fun? How Task Construal and Completion Influence Regulatory Behavior
Volitional behaviors can be construed as “work” (extrinsically motivated) or as “fun” (intrinsically motivated). When volitional behaviors are construed as an obligation to work, completing the behavior depletes a consumer, and subsequent self-control becomes more difficult. When volitional behaviors are construed as an opportunity to have fun, completing the behavior vitalizes a consumer, and subsequent self-control becomes easier. Six studies s…
Choosing Your Future
This article investigates how temporal distance influences consumers' self-control. We demonstrate that self-control is dependent on the content of currently active information in decisions for the future. When indulgence information is currently active, decisions for the future tend to be oriented toward self-control. When self-control information is currently active, decisions for the future tend to be oriented toward indulgence. In four experi…
The influence of information processing goal pursuit on postdecision affect and behavioral intentions
Two important forces in human behavior are action and inaction. Although action and inaction are commonly associated with the presence and the absence of behavioral activity, they can also be represented as information processing goals. Action (inaction) goals influence decision effort and increase satisfaction with environments that are structured to allow for more (less) processing (Studies 1 and 2). This increased satisfaction can transfer to …
Context-Dependent Effects of Goal Primes
We provide evidence that goal priming effects are context dependent. We show that goal primes encourage prime-consistent behavior when the behavioral context is common and prime-inconsistent behavior when the behavioral context is uncommon. While the prime-consistent behavior is compatible with existing theory, the prime-inconsistent behavior poses a theoretical challenge. We argue that uncommon behavioral contexts encourage the release of a prim…
The Curious Case of Behavioral Backlash
Five experiments demonstrate that brands cause priming effects (i.e., behavioral effects consistent with those implied by the brand), whereas slogans cause reverse priming effects (i.e., behavioral effects opposite to those implied by the slogan). For instance, exposure to the retailer brand name “Walmart,” typically associated with saving money, reduces subsequent spending, whereas exposure to the Walmart slogan, “Save money. Live better,” incre…
The Bad Can Be Good
Benign and malicious envy are a consequence of an unfavorable upward comparison to another individual (i.e., a negative self-other discrepancy). Benign (malicious) envy occurs when people believe the envied individual deserves (does not deserve) his/her advantage. Prior research has shown that benign envy motivates a person to address the self-other discrepancy via self-improvement, whereas malicious envy does not. This research shows that both t…
Choice, Rejection, and Elaboration on Preference-Inconsistent Alternatives
Previous research has demonstrated that rejecting product alternatives (i.e., choosing which alternatives to give up) may cause preference reversals compared to choosing alternatives. We provide an investigation into the psychological processes underlying this phenomenon. These preference reversals can be caused by increased elaboration on the features of preference-inconsistent alternatives when people reject alternatives. When these features ar…
Pride and Regulatory Behavior
Prior research has demonstrated that while people experience pride after an accomplishment, its experience can both encourage and discourage subsequent regulatory behavior. The current research shows that this seemingly contradictory influence can be accounted for by considering the information about the event that generated the pride (i.e., appraisal information) and whether or not a self-regulatory goal is active. In the absence of a self-regul…
Hedonic Eating Goals and Emotion
This article uses the functionalist perspective of emotion to demonstrate that the influence of sadness on indulgent consumption depends on the presence of a hedonic eating goal. Sadness heightens a person's sensitivity to the potentially harmful consequences of indulgent consumption, which decreases indulgence when a hedonic eating goal is salient. As sadness is often associated with a loss, this protective function is geared toward preventing f…
Loss of Control and Self-Regulation
This article demonstrates that a loss of personal control leads to an increase in self-regulatory behavior. This occurs because a loss of control puts consumers at a deficit relative to one of the major lessons they learn during their childhood, which is to have control over the outcomes of their actions. This deficit triggers a compensatory process focused on following other lessons that consumers believe they learned during their childhood. Bec…
When Public Recognition for Charitable Giving Backfires
This research examines the effectiveness of public recognition in encouraging charitable giving, demonstrating that public recognition can sometimes decrease donations. While previous work has largely shown that making donations visible to others can motivate donors, the present research shows that the effectiveness of public recognition depends on whether potential donors are under an independent (i.e., separate from others) or interdependent (i…
How being busy can increase motivation and reduce task completion time
This research tests the hypothesis that being busy increases motivation and reduces the time it takes to complete tasks for which people miss a deadline. This effect occurs because busy people tend to perceive that they are using their time effectively, which mitigates the sense of failure people have when they miss a task deadline. Studies 1 and 2 show that when people are busy, they are more motivated to complete a task after missing a deadline…
Asymmetries in the Sequential Learning of Brand Associations
The highlighting effect occurs when the order in which consumers learn about brands determines the strength of association between these brands and their attributes. In four experiments, we find that consumers more strongly associate common attributes with early learned brands and unique attributes with late-learned brands. These findings imply an advantage for late entrants when unique attributes offer a higher value than attributes that are com…
Protection of Prior Learning in Complex Consumer Learning Environments
As a product category evolves, consumers have the opportunity to learn a series of feature-benefit associations. Initially, consumers learn that some features predict a critical benefit, whereas other features do not. Subsequently, consumers have the opportunity to assess if previously predictive features, or novel features, predict new product benefits. Surprisingly, later learning is characterized by attenuated learning about previously predict…
Context-Dependent Effects of Goal Primes
We provide evidence that goal priming effects are context dependent. We show that goal primes encourage prime-consistent behavior when the behavioral context is common and prime-inconsistent behavior when the behavioral context is uncommon. While the prime-consistent behavior is compatible with existing theory, the prime-inconsistent behavior poses a theoretical challenge. We argue that uncommon behavioral contexts encourage the release of a prim…
Protection of Prior Learning in Complex Consumer Learning Environments
As a product category evolves, consumers have the opportunity to learn a series of feature-benefit associations. Initially, consumers learn that some features predict a critical benefit, whereas other features do not. Subsequently, consumers have the opportunity to assess if previously predictive features, or novel features, predict new product benefits. Surprisingly, later learning is characterized by attenuated learning about previously predict…
Asymmetries in the Sequential Learning of Brand Associations
The highlighting effect occurs when the order in which consumers learn about brands determines the strength of association between these brands and their attributes. In four experiments, we find that consumers more strongly associate common attributes with early learned brands and unique attributes with late-learned brands. These findings imply an advantage for late entrants when unique attributes offer a higher value than attributes that are com…
Behavioral Consistency and Inconsistency in the Resolution of Goal Conflict
During the course of a day, consumers experience choices that involve goal conflict (e.g., eat tasty vs. healthy food, recreate vs. work, relax vs. act). In some cases, an initial behavior is followed by a similar behavior. In other cases, an initial behavior is followed by an opposing behavior. We posit that a passive guidance system can nonconsciously guide behavior when there is goal conflict and, hence, determine whether a sequence of behavio…
The influence of information processing goal pursuit on postdecision affect and behavioral intentions
Two important forces in human behavior are action and inaction. Although action and inaction are commonly associated with the presence and the absence of behavioral activity, they can also be represented as information processing goals. Action (inaction) goals influence decision effort and increase satisfaction with environments that are structured to allow for more (less) processing (Studies 1 and 2). This increased satisfaction can transfer to …
Goal Management in Sequential Choices
What are the differences in exerting self-control in sequential choices when consumers choose for others (family or friends) rather than for themselves? Sequential choices represent an opportunity to manage the pursuit of one's multiple personal goals. Consumers typically manage these personal goals by combining indulgent and virtuous choices. When choosing for others, however, this is not the case. Consumers then focus on a pleasure-seeking goal…
Choosing Your Future
This article investigates how temporal distance influences consumers' self-control. We demonstrate that self-control is dependent on the content of currently active information in decisions for the future. When indulgence information is currently active, decisions for the future tend to be oriented toward self-control. When self-control information is currently active, decisions for the future tend to be oriented toward indulgence. In four experi…
Choice, Rejection, and Elaboration on Preference-Inconsistent Alternatives
Previous research has demonstrated that rejecting product alternatives (i.e., choosing which alternatives to give up) may cause preference reversals compared to choosing alternatives. We provide an investigation into the psychological processes underlying this phenomenon. These preference reversals can be caused by increased elaboration on the features of preference-inconsistent alternatives when people reject alternatives. When these features ar…
The Curious Case of Behavioral Backlash
Five experiments demonstrate that brands cause priming effects (i.e., behavioral effects consistent with those implied by the brand), whereas slogans cause reverse priming effects (i.e., behavioral effects opposite to those implied by the slogan). For instance, exposure to the retailer brand name “Walmart,” typically associated with saving money, reduces subsequent spending, whereas exposure to the Walmart slogan, “Save money. Live better,” incre…
Work or Fun? How Task Construal and Completion Influence Regulatory Behavior
Volitional behaviors can be construed as “work” (extrinsically motivated) or as “fun” (intrinsically motivated). When volitional behaviors are construed as an obligation to work, completing the behavior depletes a consumer, and subsequent self-control becomes more difficult. When volitional behaviors are construed as an opportunity to have fun, completing the behavior vitalizes a consumer, and subsequent self-control becomes easier. Six studies s…
Hedonic Eating Goals and Emotion
This article uses the functionalist perspective of emotion to demonstrate that the influence of sadness on indulgent consumption depends on the presence of a hedonic eating goal. Sadness heightens a person's sensitivity to the potentially harmful consequences of indulgent consumption, which decreases indulgence when a hedonic eating goal is salient. As sadness is often associated with a loss, this protective function is geared toward preventing f…
Pride and Regulatory Behavior
Prior research has demonstrated that while people experience pride after an accomplishment, its experience can both encourage and discourage subsequent regulatory behavior. The current research shows that this seemingly contradictory influence can be accounted for by considering the information about the event that generated the pride (i.e., appraisal information) and whether or not a self-regulatory goal is active. In the absence of a self-regul…
How being busy can increase motivation and reduce task completion time
This research tests the hypothesis that being busy increases motivation and reduces the time it takes to complete tasks for which people miss a deadline. This effect occurs because busy people tend to perceive that they are using their time effectively, which mitigates the sense of failure people have when they miss a task deadline. Studies 1 and 2 show that when people are busy, they are more motivated to complete a task after missing a deadline…
Loss of Control and Self-Regulation
This article demonstrates that a loss of personal control leads to an increase in self-regulatory behavior. This occurs because a loss of control puts consumers at a deficit relative to one of the major lessons they learn during their childhood, which is to have control over the outcomes of their actions. This deficit triggers a compensatory process focused on following other lessons that consumers believe they learned during their childhood. Bec…
When Public Recognition for Charitable Giving Backfires
This research examines the effectiveness of public recognition in encouraging charitable giving, demonstrating that public recognition can sometimes decrease donations. While previous work has largely shown that making donations visible to others can motivate donors, the present research shows that the effectiveness of public recognition depends on whether potential donors are under an independent (i.e., separate from others) or interdependent (i…
Nonconscious Nudges
A person can use a variety of strategies to sustain the pursuit of a conscious goal (e.g., deliberate on the goal, monitor goal progress, increase goal commitment). However, less is known about how to sustain the pursuit of a nonconscious goal, a reality that is reflected in the common finding that nonconscious goal pursuit typically persists for only one choice episode. This research investigates two factors that help sustain the pursuit of a no…
The Bad Can Be Good
Benign and malicious envy are a consequence of an unfavorable upward comparison to another individual (i.e., a negative self-other discrepancy). Benign (malicious) envy occurs when people believe the envied individual deserves (does not deserve) his/her advantage. Prior research has shown that benign envy motivates a person to address the self-other discrepancy via self-improvement, whereas malicious envy does not. This research shows that both t…
Psychology (16 obras) · Social Psychology (14 obras) · Behavioral Health and Interventions (11 obras) · Cognitive psychology (9 obras) · Computer Science (7 obras) · Consumer Behavior in Brand Consumption and Identification (6 obras) · Decision-Making and Behavioral Economics (6 obras) · Economics (5 obras) · Political science (5 obras) · Social and Intergroup Psychology (5 obras)