TY  - JOUR
A1  - Winter, Michael
A1  - Pryss, Rüdiger
A1  - Probst, Thomas
A1  - Reichert, Manfred
T1  - Applying Eye Movement Modeling Examples to guide novices' attention in the comprehension of process models
JF  - Brain Sciences
N2  - Process models are crucial artifacts in many domains, and hence, their proper comprehension is of importance. Process models mediate a plethora of aspects that are needed to be comprehended correctly. Novices especially face difficulties in the comprehension of process models, since the correct comprehension of such models requires process modeling expertise and visual observation capabilities to interpret these models correctly. Research from other domains demonstrated that the visual observation capabilities of experts can be conveyed to novices. In order to evaluate the latter in the context of process model comprehension, this paper presents the results from ongoing research, in which gaze data from experts are used as Eye Movement Modeling Examples (EMMEs) to convey visual observation capabilities to novices. Compared to prior results, the application of EMMEs improves process model comprehension significantly for novices. Novices achieved in some cases similar performances in process model comprehension to experts. The study's insights highlight the positive effect of EMMEs on fostering the comprehension of process models.
KW  - Business Process Models
KW  - Process Model Comprehension
KW  - Eye Movement Modeling Examples
KW  - eye tracking
KW  - human-centered design
KW  - cognition
Y1  - 2021
U6  - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:bvb:20-opus-222966
SN  - 2076-3425
VL  - 11
IS  - 1
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  -