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Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham
Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham
Research Collection Lee Kong Chian School Of Business
People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with this proposition, results from seven experiments (and two replications) show that scope insensitivity is more prevalent in decisions that are temporally proximate, both prospectively (near future vs. distant future) and retrospectively (recent past vs. distant past), and …
Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung
Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung
Research Collection Lee Kong Chian School Of Business
The authors propose that increased attention that consumers pay to themselves promotes relative reliance on affective feelings in making decisions. This hypothesis was tested in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (a) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (b) moderated by self-construal. Further, greater attention to the self (c) increases evaluations of products that are affectively …
Affect As A Decision-Making System Of The Present, Hannah H. Chang, Michel Tuan Pham
Affect As A Decision-Making System Of The Present, Hannah H. Chang, Michel Tuan Pham
Research Collection Lee Kong Chian School Of Business
We review a variety of empirical findings consistent with the general thesis that the affective system of judgment and decision making is inherently anchored in the present. Building on this thesis, we advance the specific hypothesis that affective feelings are relied upon more (weighted more heavily) in judgments whose outcomes and targets are closer to the present than in those whose outcomes and targets are temporally more distant. Consistent with this hypothesis, results from five experiments show that temporal proximity (a) amplifies the relative preference for options that are affectively superior, and (b) increases the effects of incidental affect on …