The Experts below are selected from a list of 315 Experts worldwide ranked by ideXlab platform
William M. Petrusic - One of the best experts on this subject based on the ideXlab platform.
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Semantic congruity effects and theories of the Comparison Process.
Journal of experimental psychology. Human perception and performance, 1992Co-Authors: William M. PetrusicAbstract:Two experiments requiring Comparisons of point locations on the line demonstrate that the magnitude of the response-time-based congruity effect parallels the form of the macro and the micro speed-accuracy trade-off function. This is predicted from the evidence accrual class of theories but is contrary to either the propositionally based semantic coding theory or the expectancy view. Very large accuracy-based congruity effects with Comparisons of point locations in the plane are evident. Congruity effects arise because the duration of each evidence accrual is increased and the quality of the information is reduced as the distance of the stimulus representations from the instruction-activated reference point increases. This evidence accrual view is extended to account for the properties of perceptual and symbolic Comparisons.
Robert B. Cialdini - One of the best experts on this subject based on the ideXlab platform.
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Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers
Journal of Business Research, 2015Co-Authors: Paul W. Fombelle, Nancy J. Sirianni, Noah J. Goldstein, Robert B. CialdiniAbstract:Abstract Using quasi-field and lab experiments, this research examines the underlying social Comparison Process involved when consumers evaluate their satisfaction with both VIP group membership and non-VIP group membership during VIP service experiences. Results show that perceptions of face mediate the relationship between group membership and satisfaction. VIPs report higher satisfaction due to feelings of enhanced face, and non-VIPs report lower satisfaction due to feelings of decreased face. For VIPs, service experiences are heightened by situations that allow visible downward social Comparison. Further, VIPs' level of previous experience with VIP group membership moderates this effect. Finally, non-VIPs, which comprise the majority, are more satisfied when upward social Comparison is not possible. This research is the first to offer service managers insight into the strategic design of offerings that maximize both VIP and non-VIP groups' satisfaction during status-oriented consumption experiences.
Thomas Mussweiler - One of the best experts on this subject based on the ideXlab platform.
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Comparison Processes in social judgment: Mechanisms and consequences.
Psychological review, 2003Co-Authors: Thomas MussweilerAbstract:This article proposes an informational perspective on Comparison consequences in social judgment. It is argued that to understand the variable consequences of Comparison, one has to examine what target knowledge is activated during the Comparison Process. These informational underpinnings are conceptualized in a selective accessibility model that distinguishes 2 fundamental Comparison Processes. Similarity testing selectively makes accessible knowledge indicating target-standard similarity, whereas dissimilarity testing selectively makes accessible knowledge indicating target-standard dissimilarity. These respective subsets of target knowledge build the basis for subsequent target evaluations, so that similarity testing typically leads to assimilation whereas dissimilarity testing typically leads to contrast. The model is proposed as a unifying conceptual framework that integrates diverse findings on Comparison consequences in social judgment.
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'Everything is relative': Comparison Processes in social judgment: The 2002 Jaspars Lecture
European Journal of Social Psychology, 2003Co-Authors: Thomas MussweilerAbstract:Any judgment involves a Comparison of the evaluated target to a pertinent norm or standard, so that Comparison Processes lie at the core of human judgment. Despite this prominent role, however, little is known about the psychological mechanisms that underlie Comparisons and produce their variable consequences. To understand these consequences, one has to examine what target knowledge is sought and activated during the Comparison Process. Two alternative Comparison mechanisms are distinguished. Similarity testing involves a selective search for evidence indicating that the target is similar to the standard and leads to assimilation. Dissimilarity testing involves a selective search for evidence indicating that the target is dissimilar from the standard and leads to contrast. Distinguishing between these alternative mechanisms provides an integrative perspective on Comparison consequences in the realm of social Comparison and beyond. Copyright © 2003 John Wiley & Sons, Ltd.
Paul W. Fombelle - One of the best experts on this subject based on the ideXlab platform.
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Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers
Journal of Business Research, 2015Co-Authors: Paul W. Fombelle, Nancy J. Sirianni, Noah J. Goldstein, Robert B. CialdiniAbstract:Abstract Using quasi-field and lab experiments, this research examines the underlying social Comparison Process involved when consumers evaluate their satisfaction with both VIP group membership and non-VIP group membership during VIP service experiences. Results show that perceptions of face mediate the relationship between group membership and satisfaction. VIPs report higher satisfaction due to feelings of enhanced face, and non-VIPs report lower satisfaction due to feelings of decreased face. For VIPs, service experiences are heightened by situations that allow visible downward social Comparison. Further, VIPs' level of previous experience with VIP group membership moderates this effect. Finally, non-VIPs, which comprise the majority, are more satisfied when upward social Comparison is not possible. This research is the first to offer service managers insight into the strategic design of offerings that maximize both VIP and non-VIP groups' satisfaction during status-oriented consumption experiences.
Andrew L. Cohen - One of the best experts on this subject based on the ideXlab platform.
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The Comparison Process as an account of variation in the attraction, compromise, and similarity effects
Psychonomic bulletin & review, 2018Co-Authors: Andrea M. Cataldo, Andrew L. CohenAbstract:Context effects are changes in preference that occur when alternatives are added to a choice set. Models that account for context effects typically assume a within-dimension Comparison Process; however, the presentation format of a choice set can influence Comparison strategies. The present study jointly tests the influence of presentation format on the attraction, compromise, and similarity effects in a within-subjects design. Participants completed a series of choices designed to elicit each of the three context effects, with either a by-alternative or by-dimension format. Whereas the by-alternative format elicited a standard similarity effect, but null attraction and reverse compromise effects, the by-dimension format elicited standard attraction and compromise effects, but a reverse similarity effect. These novel results are supported by a re-analysis of the eye-tracking data collected by Noguchi and Stewart (Cognition, 132(1), 44-56, 2014) and demonstrate that flexibility in the Comparison Process should be incorporated into theories of preferential choice.
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Reversing the similarity effect: The effect of presentation format.
Cognition, 2018Co-Authors: Andrea M. Cataldo, Andrew L. CohenAbstract:A context effect is a change in preference that occurs when alternatives are added to a choice set. Models of preferential choice that account for context effects largely assume a within-dimension Comparison Process. It has been shown, however, that the format in which a choice set is presented can influence Comparison strategies. That is, a by-alternative or by-dimension grouping of the dimension values encourage within-alternative or within-dimension Comparisons, respectively. For example, one classic context effect, the compromise effect, is strengthened by a by-dimension presentation format. Extrapolation from this result suggests that a second context effect, the similarity effect, will actually reverse when stimuli are presented in a by-dimension format. In the current study, we presented participants with a series of apartment choice sets designed to elicit the similarity effect, with either a by-alternative or by-dimension presentation format. Participants in the by-alternative condition demonstrated a standard similarity effect; however, participants in the by-dimension condition demonstrated a strong reverse similarity effect. The present data can be accounted for by Multialternative Decision Field Theory (MDFT) and the Multiattribute Linear Ballistic Accumulator (MLBA), but not Elimination by Aspects (EBA). Indeed, when some weak assumptions of within-dimension Processes are met, MDFT and the MLBA predict the reverse similarity effect. These modeling results suggest that the similarity effect is governed by either forgetting and inhibition (MDFT), or attention to positive or negative differences (MLBA). These results demonstrate that flexibility in the Comparison Process needs to be incorporated into theories of preferential choice.
