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"Cohen, Joel B."
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On the Consumption of Negative Feelings
How can the hedonistic assumption (i.e., people’s willingness to pursue pleasure and avoid pain) be reconciled with people choosing to expose themselves to experiences known to elicit negative feelings? We assess how (1) the intensity of the negative feelings, (2) positive feelings in the aftermath, and (3) the coactivation of positive and negative feelings contribute to our understanding of such behavior. In a series of four studies, consumers with either approach or avoidance tendencies (toward horror movies) were asked to report their positive and/or negative feelings either after (experiment 1) or while (experiments 2, 3A, and 3B) they were exposed to a horror movie. We demonstrate how a model incorporating coactivation principles and enriched with a protective frame moderator (via detachment) can provide a more parsimonious and viable description of the affective reactions that result from counterhedonic behavior.
Journal Article
A Multiple Pathway Anchoring and Adjustment (MPAA) Model of Attitude Generation and Recruitment
The Multiple Pathway Anchoring and Adjustment (MPAA) model integrates prior research on attitude formation, accessibility, strength, and attitude‐behavior relationships and responds to key challenges to the traditional view of attitudes as enduring predispositions that guide behavior. The MPAA model emphasizes multiple pathways to attitude formation, including outside‐in (object‐centered) and inside‐out (person‐centered) pathways. The model also provides a nonoverlapping cognitions rationale for the coexistence of competing attitudes. The MPAA model introduces two subjective assessment criteria (representational and functional sufficiency) to explain how an anchoring and adjustment process functions to permit attitudes to guide behavior.
Journal Article
Affect Monitoring and the Primacy of Feelings in Judgment
Multidisciplinary evidence suggests that people often make evaluative judgments by monitoring their feelings toward the target. This article examines, in the context of moderately complex and consciously accessible stimuli, the judgmental properties of consciously monitored feelings. Results from four studies show that, compared to cold, reason‐based assessments of the target, the conscious monitoring of feelings provides judgmental responses that are (a) potentially faster, (b) more stable and consistent across individuals, and importantly (c) more predictive of the number and valence of people’s thoughts. These findings help explain why the monitoring of feelings is an often diagnostic pathway to evaluation in judgment and decision making.
Journal Article
Does Marketing Products as Remedies Create “Get Out of Jail Free Cards”?
Our research investigates the marketing of preventive and curative \"remedies\" (products and services that offer ways of mitigating risk by decreasing either its likelihood or severity). Examples include debt consolidation loans and smoking cessation aids. Like risk-avoidance messages, advertisements for remedies aim to reduce risk-by advocating the use of the branded product or service promoted by the marketer. In a series of experiments, we demonstrate that remedy messages undermine risk perceptions and increase risky behavioral intentions as consumer problem status rises. Ironically, remedies undermine risk avoidance among those most at risk-a boomerang effect with negative consequences for consumer welfare. [PUBLICATION ABSTRACT]
Journal Article
Affective Intuition and Task‐Contingent Affect Regulation
Mood influences cognitive activity and behavior in systematic ways. Since such affective contingencies are repeatedly and broadly experienced, they should be available for learning and possibly conscious introspection. We examine the role of such intuitive theories in guiding affect regulation in a series of four studies and show that even suboptimal hedonic adjustments (i.e., preferences for the negative pole of the affective spectrum such as negative mood maintenance) were deliberately chosen in an attempt to match cognitive requirements of forthcoming tasks. We contrast affect discrepancy and strength of signal hypotheses to explain how affect regulation goals are activated.
Journal Article
Simulating Tornado Probability and Tornado Wind Speed Based on Statistical Models
This study presents the development and testing of two statistical models that simulate tornado potential and wind speed. This study reports on the first-ever development of two multiple regression–based models to assist warning forecasters in statistically simulating tornado probability and tornado wind speed in a diagnostic manner based on radar-observed tornado signature attributes and one environmental parameter. Based on a robust database, the radar-based storm-scale circulation attributes (strength, height above ground, clarity) combine with the effective-layer significant tornado parameter to establish a tornado probability. The second model adds the categorical presence (absence) of a tornadic debris signature to derive the tornado wind speed. While the fits of these models are considered somewhat modest, their regression coefficients generally offer physical consistency, based on findings from previous research. Furthermore, simulating these models on an independent dataset and other past cases featured in previous research reveals encouraging signals for accurately identifying higher potential for tornadoes. This statistical application using large-sample-size datasets can serve as a first step to streamlining the process of reproducibly quantifying tornado threats by service-providing organizations in a diagnostic manner, encouraging consistency in messaging scientifically sound information for the protection of life and property.
Journal Article
Using Loan Plus Lender Literacy Information to Combat One-Sided Marketing of Debt Consolidation Loans
The marketing of debt consolidation loans is intended to offer a financial remedy to consumers faced with mounting debt and credit problems and unable to meet their monthly payments. The authors argue that debt consolidation loan marketing overemphasizes the short-term benefits (e.g., lower monthly payments) and downplays the considerable downside of these loans (e.g., longer repayment and more total interest paid). Two experiments demonstrate that a financial literacy intervention combining information about loans and lenders can help consumers understand and respond to debt consolidation loan marketing (whereas a basic financial numeracy intervention does not). Implications for consumers, marketers, public policy makers, and researchers who work in the area of financial literacy are discussed.
Journal Article
Perspectives on Parsimony: How Long Is the Coast of England? A Reply to Park and MacInnis; Schwarz; Petty; and Lynch
Park and MacInnis provide the always sound advice to examine the boundaries of the focal construct, in this case attitudes. They wonder whether attitudes are capable of predicting differences in levels of personal investment and commitment to resulting behavior, and they question whether attitude dimensions such as strength and extremity, or additional dimensions and moderators, are rich enough to account for either the range of affect intensity reflected in the degree of emotional attachment or in behavioral commitment. Attitudes arise out of a range of human experience extending from direct experience and exposure to internalized information through social interaction and to \"hot\" emotion-laden responses. Petty's commentary is rich in detail, as befits one who has engaged in a lifetime of research to better understand attitudes. He makes the very useful point that attitude validity checking can occur not only on line but can also result from direct retrieval of validity tags.
Journal Article