19 results found
Zhao D, Corsetti M, MoeiniJazani M, et al., Defecatory urge increases cognitive control and intertemporal patience in healthy volunteers, Neurogastroenterology & Motility, Pages: e13600-e13600, ISSN: 1350-1925
Tuk M, Verlegh P, Smidts A, et al., 2019, You and I have nothing in common: the role of dissimilarity in interpersonal influence, Organizational Behavior and Human Decision Processes, Vol: 151, Pages: 49-60, ISSN: 0749-5978
Source characteristics are a key determinant of preferences and choice in the interpersonal influence process. Extant literature documents the positive impact of similarity between oneself and an opinion provider on advice taking, but much less is known about how dissimilarity affects choice. While earlier research assumed that people ignore or discount the opinions of dissimilar others, we argue that dissimilarity can lead to preference and choice contrast. We posit that perceptions of dissimilarity trigger a more general hypothesis of dissimilarity. As a result, a preference contrast is observed, driven by people’s tendency to interpret the provided opinion in a way that confirms their dissimilarity hypothesis. Five studies confirm the emergence of preference and choice contrast due to dissimilarity, and support the proposed mechanism. We discuss the relevance of proper baseline conditions for (dis)similarity research, as well as implications for research within the domain of interpersonal influence.
Sweldens S, Tuk MA, Huetter M, 2017, How to Study Consciousness in Consumer Research, A Commentary on Williams and Poehlman, JOURNAL OF CONSUMER RESEARCH, Vol: 44, Pages: 266-275, ISSN: 0093-5301
Consumer research can benefit greatly from more insight into unconscious processes underlying behavior. Williams and Poehlman’s effort at more clearly conceptualizing consciousness and call for more research provides a welcome stimulus in this regard. At the same time, providing evidence for unconscious causation is fraught with methodological difficulties. We outline why it is vital to uphold standards of evidence for claims regarding unconscious processes, as it is precisely a lack of rigor on this front that has generated a countermovement by researchers skeptical of dual-process models in general and unconscious processes in particular. We contend that the skeptics have offered valid causes for concern, which we leverage to formulate six concrete recommendations for future research on consciousness. Researchers should (1) specify the process level at which they claim evidence for unconscious processes, (2) not confuse unconscious influences with unconscious processes, (3) carefully choose between different operational definitions of awareness, (4) maximally satisfy four criteria for awareness measures, and (5) complement measurement with experimental manipulations of awareness. Finally, we recommend to (6) refrain from hard claims about unconscious causation that transcend the limitations of the evidence, recognizing that consciousness is a continuous construct.
Tuk MA, Verlegh PWJ, Smidts A, et al., 2015, The Informational Value of Dissimilarity in Interpersonal Influence, 2015 Association for Consumer Research, Publisher: Association for Consumer Research, Pages: 723-724
We show that advisees don't discount advice received from dissimilar advisors, but use this as information based on which they infermore general dissimilarity, including in the advice domain. Consequently, consumers contrast their opinions and choices away fromthose of dissimilar advisors. We show the cognitive nature of this process.
Tuk MA, Zhang K, Sweldens S, 2015, The Propagation of Self-Control: Self-Control in One Domain Simultaneously Improves Self-Control in Other Domains, JOURNAL OF EXPERIMENTAL PSYCHOLOGY-GENERAL, Vol: 144, Pages: 639-654, ISSN: 0096-3445
Verlegh PWJ, Ryu G, Tuk MA, et al., 2013, Receiver responses to rewarded referrals: the motive inferences framework, Journal of the Academy of Marketing Science, Vol: n/a, ISSN: 0092-0703
Verhoef PC, Pauwels K, Tuk MA, 2012, Assessing Customer Evaluation and Revenue Consequences of Component Sharing Across Brands in the Vertical Product Line., Journal of Product Innovation Management, Vol: 4, Pages: 559-572, ISSN: 0737-6782
Verhoef PC, Pauwels KH, Tuk MA, 2012, Assessing Consequences of Component Sharing across Brands in the Vertical Product Line in the Automotive Market, JOURNAL OF PRODUCT INNOVATION MANAGEMENT, Vol: 29, Pages: 559-572, ISSN: 0737-6782
Tuk MA, Zhang K, Sweldens S, 2012, Self-Control Spillover: Suppressing One Impulse Facilitates Simultaneous Control in Unrelated Domains., International Society for Consumer Psychology
Tuk MA, Zhang K, Sweldens S, 2012, Self-Control Spillover: Suppressing One Impulse Facilitates Simultaneous Control in Unrelated Domains, Association for Consumer Research
Tuk MA, Trampe D, Warlop L, 2011, Inhibition Spillover: Sensations of Peeing Urgency Lead to Increased Impulse Control in Unrelated Domains., Association for Consumer Research
Tuk MA, Trampe D, Warlop L, 2011, Inhibitory Spill-Over: Increased Urinating Urgency Facilitates Impulse Control in Unrelated Domains., Psychological Science, Vol: 22, Pages: 627-633
Tuk MA, Verlegh PWJ, Smidts A, et al., 2009, The Impact of Social Categorization on Persuasion Attempts, 36th Annual Conference of the Association-for-Consumer-Research, Publisher: ASSOC CONSUMER RESEARCH, Pages: 596-597, ISSN: 0098-9258
Tuk MA, Verlegh PWJ, Smidts A, et al., 2009, Interpersonal Relationships Moderate the Effect of Faces on Person Judgments., European Journal of Social Psychology, Vol: 39, Pages: 757-767
Tuk MA, Verlegh PWJ, Smidts A, et al., 2009, Sales and Sincerity: The Role of Relational Framing in Word-of-Mouth Referral., Journal of Consumer Psychology, Vol: 19, Pages: 38-47
Tuk MA, 2008, Is Friendship Silent When Money Talks? How People Respond to Word-of-Mouth Marketing.
De Langhe B, Sweldens S, Van Osselaer S, et al., 2008, The Emotional Information Processsing System is Risk Averse: Ego-depletion and Investment Behavior., Association for Consumer Research, Pages: 604-605
Tuk MA, Verlegh PWJ, Smidts A, et al., 2005, "Activation of Salesperson Stereotypes Affects Perceptions of Word-of-Mouth Referral", 32nd Annual Meeting of the Association-for-Consumer-Research, Publisher: ASSOC CONSUMER RESEARCH, Pages: 256-257, ISSN: 0098-9258
Verlegh PWJ, Verkerk C, Tuk MA, et al., 2004, Customers or sellers? The role of persuasion knowledge in customer referral, Conference of the Association-for-Consumer-Research (ACR 2003), Publisher: ASSOC CONSUMER RESEARCH, Pages: 304-305, ISSN: 0098-9258
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