TY - JOUR A1 - Pfister, Roland A1 - Schwarz, Katharina A. A1 - Holzmann, Patricia A1 - Reis, Moritz A1 - Yogeeswaran, Kumar A1 - Kunde, Wilfried T1 - Headlines win elections: mere exposure to fictitious news media alters voting behavior JF - PloS One N2 - Repeatedly encountering a stimulus biases the observer’s affective response and evaluation of the stimuli. Here we provide evidence for a causal link between mere exposure to fictitious news reports and subsequent voting behavior. In four pre-registered online experiments, participants browsed through newspaper webpages and were tacitly exposed to names of fictitious politicians. Exposure predicted voting behavior in a subsequent mock election, with a consistent preference for frequent over infrequent names, except when news items were decidedly negative. Follow-up analyses indicated that mere media presence fuels implicit personality theories regarding a candidate’s vigor in political contexts. News outlets should therefore be mindful to cover political candidates as evenly as possible. KW - elections KW - Twitter KW - behavior KW - United States KW - India KW - metaanalysis KW - personality KW - political theory Y1 - 2023 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-349845 VL - 18 IS - 8 ER - TY - JOUR A1 - Krishna, Anand A1 - Ried, Sophia A1 - Meixner, Marie T1 - State-trait interactions in regulatory focus determine impulse buying behavior JF - PLoS One N2 - Little research has focused on motivational state-trait interactions to explain impulse buying. Although the trait chronic regulatory focus has been linked to impulse buying, no evidence yet exists for an effect of situational regulatory focus and no research has examined whether the fit of chronic and situational regulatory focus can influence impulse buying with actual consumptive consequences rather than purchase intentions. Two laboratory experiments (total N = 250) manipulated situational regulatory focus before providing opportunities for impulse buying. In addition, cognitive constraint was manipulated as a potential boundary condition for regulatory focus effects. Situational promotion focus increased impulse buying relative to situational prevention focus in participants with strong chronic promotion, consistent with regulatory fit theory and independently of cognitive constraint. Surprisingly, situational promotion focus also increased impulse buying in participants with strong chronic prevention, but only under low cognitive constraint. These results may be explained by diverging mediating cognitive processes for promotion vs. prevention focus' effect on impulse buying. Future research must focus more on combining relevant states and traits in predicting consumer behavior. Marketing implications are discussed. KW - behavior KW - cognition KW - cognitive psychology KW - motivation KW - open science KW - emotions KW - marketing KW - owls Y1 - 2021 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-261206 VL - 16 IS - 7 ER - TY - JOUR A1 - Lange, Bastian A1 - Pauli, Paul T1 - Social anxiety changes the way we move—A social approach-avoidance task in a virtual reality CAVE system JF - PLoS ONE N2 - Investigating approach-avoidance behavior regarding affective stimuli is important in broadening the understanding of one of the most common psychiatric disorders, social anxiety disorder. Many studies in this field rely on approach-avoidance tasks, which mainly assess hand movements, or interpersonal distance measures, which return inconsistent results and lack ecological validity. Therefore, the present study introduces a virtual reality task, looking at avoidance parameters (movement time and speed, distance to social stimulus, gaze behavior) during whole-body movements. These complex movements represent the most ecologically valid form of approach and avoidance behavior. These are at the core of complex and natural social behavior. With this newly developed task, the present study examined whether high socially anxious individuals differ in avoidance behavior when bypassing another person, here virtual humans with neutral and angry facial expressions. Results showed that virtual bystanders displaying angry facial expressions were generally avoided by all participants. In addition, high socially anxious participants generally displayed enhanced avoidance behavior towards virtual people, but no specifically exaggerated avoidance behavior towards virtual people with a negative facial expression. The newly developed virtual reality task proved to be an ecological valid tool for research on complex approach-avoidance behavior in social situations. The first results revealed that whole body approach-avoidance behavior relative to passive bystanders is modulated by their emotional facial expressions and that social anxiety generally amplifies such avoidance. KW - emotions KW - face KW - behavior KW - social anxiety disorder KW - anxiolytics KW - analysis of variance KW - virtual reality KW - questionnaires Y1 - 2019 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-200528 VL - 14 IS - 12 ER - TY - JOUR A1 - Strack, Fritz A1 - Pauli, Paul A1 - Weyers, Peter T1 - Editorial: Emotion and Behavior JF - Frontiers in Psychology N2 - No abstract available. KW - emotions KW - behavior KW - approach KW - avoidance KW - impulsive behavior Y1 - 2016 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-190177 SN - 1664-1078 VL - 7 IS - 313 ER - TY - JOUR A1 - Topolinski, Sascha A1 - Zürn, Michael A1 - Schneider, Iris K. T1 - What's in and what's out in branding? A novel articulation effect for brand names JF - Frontiers in Psychology N2 - The present approach exploits the biomechanical connection between articulation and ingestion-related mouth movements to introduce a novel psychological principle of brand name design. We constructed brand names for diverse products with consonantal stricture spots either from the front to the rear of the mouth, thus inwards (e.g., BODIKA), or from the rear to the front, thus outwards (e.g., KODIBA). These muscle dynamics resemble the oral kinematics during either ingestion (inwards), which feels positive, or expectoration (outwards), which feels negative. In 7 experiments (total N = 1261), participants liked products with inward names more than products with outward names (Experiment 1), reported higher purchase intentions (Experiment 2), and higher willingness-to-pay (Experiments 3a-3c, 4, 5), with the price gain amounting to 4-13% of the average estimated product value. These effects occurred across English and German language, under silent reading, for both edible and non-edible products, and even in the presence of a much stronger price determinant, namely fair-trade production (Experiment 5). KW - phonetic symbolism KW - moderating role KW - judgements KW - behavior KW - phonation KW - branding KW - articulation KW - sound symbolism KW - embodiment KW - phasic affective modulation KW - processing fluency KW - semantic coherence KW - affective consequences KW - consumers KW - intuition Y1 - 2015 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-143036 VL - 6 IS - 585 ER - TY - JOUR A1 - Seibt, Beate A1 - Mühlberger, Andreas A1 - Likowski, Katja U. A1 - Weyers, Peter T1 - Facial mimicry in its social setting JF - Frontiers in Psychology N2 - In interpersonal encounters, individuals often exhibit changes in their own facial expressions in response to emotional expressions of another person. Such changes are often called facial mimicry. While this tendency first appeared to be an automatic tendency of the perceiver to show the same emotional expression as the sender, evidence is now accumulating that situation, person, and relationship jointly determine whether and for which emotions such congruent facial behavior is shown. We review the evidence regarding the moderating influence of such factors on facial mimicry with a focus on understanding the meaning of facial responses to emotional expressions in a particular constellation. From this, we derive recommendations for a research agenda with a stronger focus on the most common forms of encounters, actual interactions with known others, and on assessing potential mediators of facial mimicry. We conclude that facial mimicry is modulated by many factors: attention deployment and sensitivity, detection of valence, emotional feelings, and social motivations. We posit that these are the more proximal causes of changes in facial mimicry due to changes in its social setting. KW - cultural differences KW - political leaders KW - mimicry KW - cooperation KW - self-focused attention KW - emotional empathy KW - nonconscious mimicry KW - expressive displays KW - gender differences KW - speech anxiety KW - behavior KW - responses KW - facial expression KW - EMG KW - competition KW - mood Y1 - 2015 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-151415 VL - 6 IS - 1122 ER - TY - JOUR A1 - Riepl, Korbinian A1 - Mussel, Patrick A1 - Osinsky, Roman A1 - Hewig, Johannes T1 - Influences of State and Trait Affect on Behavior, Feedback-Related Negativity, and P3b in the Ultimatum Game JF - PLoS One N2 - The present study investigates how different emotions can alter social bargaining behavior. An important paradigm to study social bargaining is the Ultimatum Game. There, a proposer gets a pot of money and has to offer part of it to a responder. If the responder accepts, both players get the money as proposed by the proposer. If he rejects, none of the players gets anything. Rational choice models would predict that responders accept all offers above 0. However, evidence shows that responders typically reject a large proportion of all unfair offers. We analyzed participants’ behavior when they played the Ultimatum Game as responders and simultaneously collected electroencephalogram data in order to quantify the feedback-related negativity and P3b components. We induced state affect (momentarily emotions unrelated to the task) via short movie clips and measured trait affect (longer-lasting emotional dispositions) via questionnaires. State happiness led to increased acceptance rates of very unfair offers. Regarding neurophysiology, we found that unfair offers elicited larger feedback-related negativity amplitudes than fair offers. Additionally, an interaction of state and trait affect occurred: high trait negative affect (subsuming a variety of aversive mood states) led to increased feedback-related negativity amplitudes when participants were in an angry mood, but not if they currently experienced fear or happiness. We discuss that increased rumination might be responsible for this result, which might not occur, however, when people experience happiness or fear. Apart from that, we found that fair offers elicited larger P3b components than unfair offers, which might reflect increased pleasure in response to fair offers. Moreover, high trait negative affect was associated with decreased P3b amplitudes, potentially reflecting decreased motivation to engage in activities. We discuss implications of our results in the light of theories and research on depression and anxiety. KW - emotions KW - ultimatum game KW - fear KW - happiness KW - behavior KW - decision making KW - electroencephalography KW - event-related potentials Y1 - 2016 U6 - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-147386 VL - 7 IS - 11 ER -