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Articles 1 - 15 of 15
Full-Text Articles in Business
How Do Gamblers Maintain And Illusion Of Control?, Elizabeth Cowley, Donnel A. Briley, Colin Farrell
How Do Gamblers Maintain And Illusion Of Control?, Elizabeth Cowley, Donnel A. Briley, Colin Farrell
Donnel A Briley
Gamblers' enduring illusions of control (IOC) may be one reason why they continue to gamble in the face of sustained losses. If gamblers persist in the belief that they have special skills, knowledge and other advantages when gambling, they may be able to convince themselves it is worth doing again. Maintaining an IOC requires selective attention of the illusion supporting moments during the construction of an evaluation of a gambling session.Objective: Test the hypothesis that selected moments, specifically the moment of the highest win and the last moment of the gaming session, explain the retrospective evaluation of the session for …
A Dynamic View Of Cultural Influence: A Review, Donnel A. Briley, Robert S. Wyer Jr., En Li
A Dynamic View Of Cultural Influence: A Review, Donnel A. Briley, Robert S. Wyer Jr., En Li
Donnel A Briley
Static models of culture’s influence have given way to a dynamic view, which identifies not only differences across cultures in people’s judgments and decisions, but also the situations and conditions in which these differences do or do not appear. Theory and evidence developed from a cognitive psychological perspective underlie this dynamic approach, including research emerging from the “dynamic constructivist” and “situated cognition” models. In the present review, we focus on findings that confirm the utility of this cognitively oriented approach, and briefly discuss the advantages and complementary nature of the “social collective” and neuroscience approaches to understanding culture.
Factors Affecting Judgments Of Prevalence And Representation: Implications For Public Policy And Marketing, Donnel A. Briley, L. J. Shrum, Robert S. Wyer Jr.
Factors Affecting Judgments Of Prevalence And Representation: Implications For Public Policy And Marketing, Donnel A. Briley, L. J. Shrum, Robert S. Wyer Jr.
Donnel A Briley
Public policies are typically established to eliminate important social problems (e.g., minority discrimination, crime, poverty). And the importance of these problems, and urgency people feel about addressing them, is influenced by perceptions of their prevalence. These perceptions, however, can be unwittingly biased by extraneous sources of information that lead some either to overestimate or underestimate the seriousness of the problem at hand. We review empirical work on the construction of perceptions of frequency and representativeness and the processes that underlie them, and show that these perceptions are often biased in ways that differ over segments of the population. The implications …
Cultural Influence On Consumer Motivations: A Dynamic View, Donnel A. Briley
Cultural Influence On Consumer Motivations: A Dynamic View, Donnel A. Briley
Donnel A Briley
No abstract provided.
Looking Forward, Looking Back: Cultural Differences And Similarities In Time Orientation, Donnel A. Briley
Looking Forward, Looking Back: Cultural Differences And Similarities In Time Orientation, Donnel A. Briley
Donnel A Briley
No abstract provided.
Cultural Change And Marketing, Steve Jenner, Brent Macnab, Donnel A. Briley, Richard Brislin, Reg Worthley
Cultural Change And Marketing, Steve Jenner, Brent Macnab, Donnel A. Briley, Richard Brislin, Reg Worthley
Donnel A Briley
The results of this study suggest that marketing strategies need to be adjusted to changing cultures. Culture affects marketing decisions regarding product, price, promotion and place (the 4 Ps). Many marketing studies have been reported based on Hofstede's seminal work on national culture (1980). Marketing managers need to be cautious about assuming the validity of the Anglo cluster equating the cultures of the United States (U.S.) and Canada. We should recognize that national cultures are changing in the U.S., Canada and Mexico, as well as most other countries in the world. Our findings for a very recent sample of people …
The Effects Of Culture On Decision Making And Judgment, Donnel A. Briley
The Effects Of Culture On Decision Making And Judgment, Donnel A. Briley
Donnel A Briley
No abstract provided.
Subjective Impressions Of Minority Group Representation In The Media: A Comparison Of Majority And Minority Viewers’ Judgments And Underlying Processes, Donnel A. Briley, Lj Shrum, Robert S. Wyer
Subjective Impressions Of Minority Group Representation In The Media: A Comparison Of Majority And Minority Viewers’ Judgments And Underlying Processes, Donnel A. Briley, Lj Shrum, Robert S. Wyer
Donnel A Briley
Consumers’ judgments of the frequency with which members of an ethnic minority are represented in advertisements can depend on the processing strategies they employ both at the time the ads are first encountered and at the time the judgments are reported. These strategies, in turn, can depend on whether the consumers personally belong to the minority group in question. European American and African American participants received a series of advertisements that varied in terms of the relative numbers of Black and White models that were portrayed. European Americans overestimated the number of Black models that appeared in the ads when …
When Does Culture Matter In Marketing, Donnel A. Briley, Jennifer L. Aaker
When Does Culture Matter In Marketing, Donnel A. Briley, Jennifer L. Aaker
Donnel A Briley
No abstract provided.
When Does Culture Matter?: Effects Of Personal Knowledge On The Correction Of Culture-Based Judgments, Donnel A. Briley, Jennifer L. Aaker
When Does Culture Matter?: Effects Of Personal Knowledge On The Correction Of Culture-Based Judgments, Donnel A. Briley, Jennifer L. Aaker
Donnel A Briley
Four experiments demonstrate that culture-based differences in persuasion arise when a person processes information in a cursory, spontaneous manner, but these differences dissipate when a person’s intuitions are supplemented by more deliberative processing. North Americans are persuaded more by promotion-focused information, and Chinese people are persuaded more by prevention-focused information, but only when initial, automatic reactions to messages are given. Corrections to these default judgments occur when processing is thoughtful. These results underscore the idea that culture does not exert a constant, unwavering effect on consumer judgments. A key factor in determining whether culture-based effects loom large or fade is …
Bridging The Culture Chasm: Ensuring That Consumers Are Healthy, Wealthy And Wise, Donnel A. Briley, Jennifer L. Aaker
Bridging The Culture Chasm: Ensuring That Consumers Are Healthy, Wealthy And Wise, Donnel A. Briley, Jennifer L. Aaker
Donnel A Briley
This article pulls together streams of culture-related research found in information-processing and behavioral decision theory literature, and it complements them with a focus on motivations and goals. The authors propose a framework that suggests that (1) the treatment of culture is useful when it incorporates subcultures, including those defined by nationality, ethnicity, religious affiliation, and neighborhood or local surroundings; (2) goals are determined by both cultural background and situational forces; and (3) through its impact on goals, culture influences the inputs used to make a decision, the types of options preferred, and the timing of decisions. The authors highlight the …
Cultural Chameleons: Biculturals, Conformity Motives, And Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Cultural Chameleons: Biculturals, Conformity Motives, And Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Donnel A Briley
Prior research suggests that bicultural individuals (i.e., individuals with 2 distinct sets of cultural values) shift the values they espouse depending on cues such as language. The authors examined whether the effects of language extend to a potentially less malleable domain, behavioural decisions, exploring the extent to which bilingual individuals shift the underlying strategies used to resolve choice problems. Although past research has explained language-induced shifts in terms of knowledge accessibility principles, the motivation to conform to observers’ norms can also drive these shifts. This article focuses on shifts in the general strategy of avoiding losses rather than pursuing gains, …
The Effects Of Group Membership On The Avoidance Of Negative Outcomes: Implications For Social And Consumer Decisions, Donnel A. Briley, Robert S. Wyer
The Effects Of Group Membership On The Avoidance Of Negative Outcomes: Implications For Social And Consumer Decisions, Donnel A. Briley, Robert S. Wyer
Donnel A Briley
Calling consumers’ attention to their cultural identity can make them aware of their membership in a group and, therefore, can induce a group mind-set. This mindset, in turn, leads them to make decisions that minimize the risk of negative outcomes to both themselves and others. The effects of this mind-set generalize over both group and individual choice situations. These possibilities were confirmed in a series of six experiments. Results showed that making people feel part of an ad hoc group increased not only their use of equality as a basis for allocating resources to themselves and others, but also their …
Transitory Determinants Of Values And Decisions: The Utility (Or Non-Utility) Of Individualism-Collectivism In Understanding Cultural Differences, Donnel A. Briley, Robert S. Wyer
Transitory Determinants Of Values And Decisions: The Utility (Or Non-Utility) Of Individualism-Collectivism In Understanding Cultural Differences, Donnel A. Briley, Robert S. Wyer
Donnel A Briley
The determinants and effects of cultural differences in the values described by individualism-collectivism were examined in a series of four experiments. Confirmatory factor analyses of a traditional measure of this construct yielded five independent factors rather than a bipolar structure. Moreover, differences between Hong Kong Chinese and European Americans in the values defined by these factors did not consistently coincide with traditional assumptions about the collectivistic vs. individualistic orientations. Observed differences in values were often increased when situational primes were used to activate (1) concepts associated with a participant’s own culture and (2) thoughts reflecting a self-orientation (i.e., self- vs. …
Reasons As Carriers Of Culture: Dynamic Vs. Dispositional Models Of Cultural Influence On Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Reasons As Carriers Of Culture: Dynamic Vs. Dispositional Models Of Cultural Influence On Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Donnel A Briley
We argue that a way culture influences decisions is through the reasons that individuals recruit when required to explain their choices. Specifically, we propose that cultures endow individuals with different rules or principles that provide guidance for making decisions, and a need to provide reasons activates such cultural knowledge. This proposition, representing a dynamic rather than dispositional view of cultural influence, is investigated in studies of consumer decisions that involve a trade-off between diverging attributes, such as low price and high quality. Principles enjoining compromise are more salient in East Asian cultures than in North American culture, and accordingly, we …