To do or not to do? A cognitive consistency model for drawing conclusions from conditional instructions and advice

Schmeltzer, Christophe; Hilton, Denis

doi:10.1080/13546783.2013.798594

Cited by 7 publications

(5 citation statements)

References 25 publications

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“…For example, recent research (Schmeltzer & Hilton, 2014) has shown that positive polarity framing (e.g., If there is the least chance that the operation will succeed then …) may encourage people to take certain actions (i.e., take the operation) more than when the same numerical probability is framed negatively (e.g., If it is not certain that the operation will succeed). While social influence researchers have made extensive use of the double-positive quantification strategy (e.g., Goldstein et al, 2008), other strategies may also be effective.…”

Section: General Discussion and Conclusionmentioning

confidence: 97%

Nudging sustainable consumption: The use of descriptive norms to promote a minority behavior in a realistic online shopping environment

Demarque

Charalambides

Hilton

et al. 2015

Journal of Environmental Psychology

194

128

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Section: General Discussion and Conclusionmentioning

confidence: 97%

Nudging sustainable consumption: The use of descriptive norms to promote a minority behavior in a realistic online shopping environment

Demarque

Charalambides

Hilton

et al. 2015

Journal of Environmental Psychology

194

128

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“…Demarque et al (2015) provide some guidance on alternative forms of persuasion, specifically in terms of the role of linguistic factors in the presentation of quantitative information. They suggest that positive polarity framing may be another way by which consumers may be nudged to take certain actions (Schmeltzer and Hilton, 2014). Other strategies could benefit new and emerging platforms which as yet have comparatively low usage, but which may be growing rapidly.…”

Section: Discussionmentioning

confidence: 99%

Who Shares? Profiling Consumers in the Sharing Economy

Sands

Ferraro

Campbell

et al. 2020

Australasian Marketing Journal

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Sharing platforms are becoming increasingly common, transforming how organisations and customers interact across diverse categories. While there is clear demand for the sharing economy, less is known about heterogeneity of consumer preferences and the varying demand that exists for sharing experiences across different categories of consumption. In order to help brands better understand who shares, this research takes a step forward in the profiling of users of the sharing economy. Drawing on social psychology, this research investigates how social norms can be employed as a form of social influence and nudge consumers to engage in higher levels of shared consumption. We find three clear segments of sharing consumers, representing 86% of all consumers: the mobility-focused sharer, the diverse-platform sharer, and the power-platform sharer. The last segment (accounting for 14%) comprises consumers who do not engage with sharing platforms. Moreover, social norms influenced the future behaviours of only one segment of consumers: the diverse-platform sharer. We discuss how sharing platform providers can better understand, target, and convert consumers to engage in sharing.

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“…We are not the first ones to highlight the importance of linguistic factors in the psychology of reasoning. For example, Schmeltzer and Hilton (2014) showed that the pragmatic implications of the antecedent influence the conclusions that participants draw. Similarlyand also in accordance with our results- Bonnefon and Villejoubert (2007) showed that the negated consequent in MT inferences suggests the existence of exceptions.…”

Section: Discussionmentioning

confidence: 99%

When will is not the same as should: The role of modals in reasoning with legal conditionals

Castañeda

Knauff

2016

Quarterly Journal of Experimental Psychology

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Naïve reasoners reject logically valid conclusions from conditional rules if they can think of exceptions in which the antecedent is true, but the consequent is not. However, when reasoning with legal conditionals (e.g., "If a person kills another human, then this person should be punished for manslaughter") people hardly consider exceptions but evaluate conclusions depending on their own sense of justice. We show that participants' reluctance to consider exceptions in legal reasoning depends on the modal auxiliary used. In two experiments we phrased legal conditionals either with the modal "should" (i.e., " . . . then this person should be punished"), or with "will" (i.e., " . . . then this person will be punished") and presented them as modus ponens or modus tollens inferences. Participants had to decide whether the offender should or will be punished (modus ponens) or whether the offender indeed committed the offence (modus tollens). For modus ponens inferences phrased with "should" we replicate previous findings showing that participants select conclusions on the basis of their own sense of justice (Experiments 1 and 2). Yet, when the legal conditional is phrased with the modal "will" this effect is attenuated (Experiments 1 and 2), and exceptions are considered (Experiment 1). The modal auxiliary did not affect modus tollens inferences.

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To do or not to do? A cognitive consistency model for drawing conclusions from conditional instructions and advice

Cited by 7 publications

References 25 publications

Nudging sustainable consumption: The use of descriptive norms to promote a minority behavior in a realistic online shopping environment

Nudging sustainable consumption: The use of descriptive norms to promote a minority behavior in a realistic online shopping environment

Who Shares? Profiling Consumers in the Sharing Economy

When will is not the same as should: The role of modals in reasoning with legal conditionals

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