Consumer credit card use: The roles of creditor disclosure and anticipated emotion.

Wiener, Richard L.; Holtje, Michael; Winter, Ryan J.; Cantone, Jason A.; Gross, Karen; Block-Lieb, Susan

doi:10.1037/1076-898x.13.1.32

Cited by 22 publications

(20 citation statements)

References 42 publications

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“…Likewise, future research should also consider how consumer emotion might also moderate the effect of CTA readership on CTA comprehension and CTA shopping. In the context of federally mandated consumer credit disclosures, Wiener, et al (2007) found that for some consumers, the enhanced disclosures resulted in negative affect and corresponding mood repair leading consumers to engage in more (rather than less) shopping to alleviate the negative emotional response precipitated by the disclosures. To the extent CTA readership results in similar awareness of contract risks, emotion may play a comparable role in shaping consumer behavior.…”

Section: Limitations and Future Researchmentioning

confidence: 99%

“…Understanding why consumers read or don't read CTAs is fundamentally a question about psychological processes, making examination of these processes a natural starting point for reform proposals aimed at correcting the problems associated with non-readership. Yet while psychologists have begun to study consumer reading behavior in some domains such as credit card disclosures (Wiener, Winter, Cantone, Gross & Block-Lieb, 2007), psychologists have yet to focus on consumer behavior when presented with CTAs. Accordingly, reform proposals aimed at CTA nonreadership have therefore had to rely on general models of human behavior that may fail to reflect actual psychological functioning in the CTA context.…”

Section: A Social Psychological Investigation Of Non-readership Of CLmentioning

confidence: 99%

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Blind consent? A social psychological investigation of non-readership of click-through agreements.

Plaut¹,

Bartlett²

2012

Law and Human Behavior

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Across two studies we aimed to measure empirically the extent of non-readership of clickthrough agreements (CTAs), identify the dominant social representations that exist about CTAs, and experimentally manipulate these representations in order to decrease automatic non-reading behavior and enhance contract efficiency. In our initial questionnaire study (Study 1), as predicted, the vast majority of participants reported not reading CTAs and the most prevalent social representations of CTAs contributing to non-readership included: they are too long and time-consuming, they are all the same, they give one no choice but to agree, they are not important, the companies are reputable, and they are irrelevant. Manipulating these representations on a simulated music web site (Study 2) revealed an increase in readership.Additionally, CTA comprehension and CTA rejection rates were both increased significantly by manipulating the length representation. These results demonstrate support for the influence of social representations on CTA readership, provide evidence against the common "limited cognition" perspective on non-readership, and suggest that presenting CTAs in a short, readable format can increase CTA readership and comprehension as well as shopping of CTA terms. Word count: 179Blind Consent? A Social Psychological Investigation of Non-Readership of Click-Through AgreementsEvery day, individuals using the Internet are confronted with a choice: to accept or not accept the terms of click-through agreements ("CTAs"). Used by on-line vendors to set forth the legal relationship between a vendor and its consumers (Kunz, Del Duca, Thayer, & Debrow, 2001), CTAs are ubiquitous in the on-line world. Requiring but a simple click of "I agree" to be formed, CTAs are commonly used to establish the terms of use of a website, the terms upon which a consumer may download and use a software program, or the terms upon which a consumer may shop on-line. Additionally, CTAs often include other "boilerplate terms" such as the right of a vendor to collect and disseminate a consumer's personal information and restrictions on the manner in which a consumer may bring future legal grievances against a vendor (Marotta-Wurgler, 2007). According to anecdotal evidence and limited survey research (Hillman, 2006a;Becher and Unger-Aviram, 2008), individuals overwhelmingly make the choice to accept-but not read-CTAs, thereby blindly consenting to their terms.Since the advent of the CTA, consumers have made a number of legal challenges against the enforceability of these contracts on the basis that they never read-let alone agreed-to their terms. The vast majority of these challenges have been unsuccessful (Lemley, 2006). While courts acknowledge that consumers do not read CTAs, they find the agreements validly formed contracts given that legal doctrine requires merely that consumers "assent" to the formation of a contract. Consequently, whether or not a consumer actually reads the contract is largely irrelevant. So long as a consumer manifests...

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Section: Limitations and Future Researchmentioning

confidence: 99%

Section: A Social Psychological Investigation Of Non-readership Of CLmentioning

confidence: 99%

Blind consent? A social psychological investigation of non-readership of click-through agreements.

Plaut¹,

Bartlett²

2012

Law and Human Behavior

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“…The use of these 16 clips to induce emotions was further supported by Rottenberg, Ray, and Gross (2007), which provides a primer on the use of film clips to elicit emotions in experimental settings. Despite being a relatively new research paradigm, emotion has been successfully induced in online experimental designs in a variety of ways, including the Velten procedure, autobiographical recall, moodsuggestive photographs, picture-illustrated emotive texts, and video clips (Göritz, 2007;Göritz & Moser, 2006;Verheyen & Göritz, 2009;Verleuer, Verhagen, & Heuvelman, 2007;Wiener et al, 2007), so I expected that video clips shown online would be a successful means of emotion induction (such clips are agreed to be among the most robust means of emotion induction; see Gross & Levenson, 1995;Lench, et al, 2011;Martin, 1990;Philippot, 1993;Rottenberg, Ray, & Gross, 2007;Schaefer, et al, 2010;Westermann et al, 1996 …”

Section: Discussionmentioning

confidence: 99%

“…Objections having to do with research settings can be assuaged (though certainly not dismissed outright) as online research paradigms have been found to be largely comparable to traditional "in person" methods (Gosling, Vazire, Srivastava, & John, 2004) and more specific to the current study, emotion has been successfully induced in past online research (Wiener et al, 2007).…”

Section: Study Limitations and Future Directionsmentioning

confidence: 99%

“…Methods, below) in order to better establish the role of emotion, emotional appraisals of certainty (which have been effectively induced, manipulated and measured via online research in the past; see Wiener, et al, 2007), processing style, and decision-making among mock jurors. I expected to find that emotional appraisals of certainty would dictate the style of processing used by mock jurors, which would determine their degree and accuracy of detecting testimonial inconsistencies, which in turn will have influenced a number of other dimensions such as verdict, certainty, and confidence.…”

Section: Certainty and Uncertainty Appraisals Within The Legal Contextmentioning

confidence: 99%

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Twelve Certain Men: The Impact of Emotional Appraisals on Juror Decision-Making

Joy¹

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Our jury system is predicated upon the expectation that jurors engage in systematic processing when considering evidence and making decisions. They are instructed to interpret facts and apply the appropriate law in a fair, dispassionate manner, free of all bias, including that of emotion. However, emotions containing an element of certainty (e.g., anger and happiness, which require little cognitive effort in determining their source) can often lead people to engage in superficial, heuristic-based processing. Compare this to uncertain emotions (e.g., hope and fear, which require people to seek out explanations for their emotional arousal), which instead has the potential to lead them to engage in deeper, more systematic processing.The purpose of the current research is in part to confirm past research (Tiedens & Linton, 2001;Semmler & Brewer, 2002) that uncertain emotions (like fear) can influence decisionmaking towards a more systematic style of processing, whereas more certain emotional states (like anger) will lead to a more heuristic style of processing. Studies One, Two, and Three build upon this prior research with the goal of improving methodological rigor through the use of film clips to reliably induce emotions, with awareness of testimonial details serving as measures of processing style.vi The ultimate objective of the current research was to explore this effect in Study Four by inducing either fear, anger, or neutral emotion in mock jurors, half of whom then followed along with a trial transcript featuring eight testimonial inconsistencies, while the other participants followed along with an error-free version of the same transcript. Overall rates of detection for these inconsistencies was expected to be higher for the uncertain/fearful participants due to their more effortful processing compared to certain/angry participants. These expectations were not fulfilled, with significant main effects only for the transcript version (with or without inconsistencies) on overall inconsistency detection rates. There are a number of plausible explanations for these results, so further investigation is needed.

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Determinants and Outcomes of Online Brand Tribalism: Exploring Communities of Massively Multiplayer Online Role Playing Games (MMORPGs)

Badrinarayanan¹,

Sierra²,

Taute

2014

Psychol. Mark.

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Online consumption communities, involving millions of online consumers, have been created around massively multiplayer online role playing games (MMORPGs). Within these communities, players who share interest in MMORPGs convene, interact, and collaborate with fellow players and achieve game‐related outcomes. As these online social networks have been noted to augment, and perhaps supplant person‐to‐person interaction, this study focuses on the drivers of inherent interpersonal relationships, the nature of the constructed society, and resulting consumer initiatives to sustain and nurture the organization. Specifically, this research suggests that MMORPG communities transcend more facile forms of online or brand communities and demonstrate characteristics that can most aptly be construed as brand tribalism in the anthropological sense. Here, the challenge and telepresence innate in playing MMORPGs, cognitive and affective involvement associated with MMORPGs, and commitment to MMORPGs are modeled as antecedents of brand tribalism or a sense of the relationship with the brand and MMORPG community. Consequently, intent to purchase MMORPG‐related virtual products, recruitment of other MMORPG players, and word of mouth are identified as consequences of this unique consumer–brand relationship. Further analysis reveals the negatively charged emotional measure (i.e., defense of the tribe) within the tribalism instrument explains more variance in the outcome variables than the positively charged emotional measures (i.e., lineage, social, sense of community). Implications and future research directions are offered.

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Consumer credit card use: The roles of creditor disclosure and anticipated emotion.

Cited by 22 publications

References 42 publications

Blind consent? A social psychological investigation of non-readership of click-through agreements.

Blind consent? A social psychological investigation of non-readership of click-through agreements.

Twelve Certain Men: The Impact of Emotional Appraisals on Juror Decision-Making

Determinants and Outcomes of Online Brand Tribalism: Exploring Communities of Massively Multiplayer Online Role Playing Games (MMORPGs)

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