The article reviews the book "Alone Together: Why We Expect More From Technology and Less From Each Other," by Sherry Turkle.

Alone Together: Why We Expect More from Technology and Less from Each Other.

/pdf/social-psychology-handbook-of-basic-principles-5cncpuwpen.pdf

Social Psychology: Handbook of Basic Principles

Purpose – The purpose of this paper is to review what we know – and don't know – about Generation Y's use of social media and to assess the implications for individuals, firms and society.Design/methodology/approach – The paper distinguishes Generation Y from other cohorts in terms of systematic differences in values, preferences and behavior that are stable over time (as opposed to maturational or other differences). It describes their social media use and highlights evidence of intra‐generational variance arising from environmental factors (including economic, cultural, technological and political/legal factors) and individual factors. Individual factors include stable factors (including socio‐economic status, age and lifecycle stage) and dynamic, endogenous factors (including goals, emotions, and social norms).The paper discusses how Generation Y's use of social media influences individuals, firms and society. It develops managerial implications and a research agenda.Findings – Prior research on the so...

/pdf/understanding-generation-y-and-their-use-of-social-media-a-1ea8k5ufz3.pdf

Understanding Generation Y and their use of social media: a review and research agenda

Word of mouth and interpersonal communication: A review and directions for future research

An integrative review of sensory marketing: Engaging the senses to affect perception, judgment and behavior

This article proposes that compared with a promotion regulatory focus, a prevention focus increases sensitivity to the advertiser's manipulative intent Specifically, when message cues make manipulative intent moderately salient, prevention-focused people are more likely to activate persuasion knowledge and give less favorable brand evaluations than promotion-focused people When message cues make manipulative intent highly salient or when manipulative intent is not salient, brand evaluations do not differ across regulatory foci In addition, externally priming suspicion of manipulative intent makes promotion-focused people react similarly to prevention-focused people, suggesting that regulatory focus affects vigilance against persuasion

Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge:

This article examines the effect of spatial confinement on consumer choices. Building on reactance theory and the environmental psychology literature, we propose that spatially confined consumers react against an incursion to their personal space by making more varied and unique choices. We present four laboratory experiments and one field study to support our theorizing. Study 1 demonstrates that people in narrower aisles seek more variety than people in wider aisles. Study 2 indicates that this effect of confinement in narrow aisles also extends to more unique choices. Study 3 shows that perceptions of confinement exert their strongest influence on people who are chronically high in reactance. Study 4 suggests that influencing perceptions of confinement is sufficient to evoke variety seeking. Finally, the field study uses crowding as a proxy for confinement and finds a positive relationship between crowding and variety seeking in real grocery purchases.

https://www.jstor.org/stable/10.1086/599556

Seeking Freedom through Variety

This article demonstrates that variations in ceiling height can prime concepts that, in turn, affect how consumers process information. We theorized that when reasonably salient, a high versus low ceiling can prime the concepts of freedom versus confinement, respectively. These concepts, in turn, can prompt consumers’ use of predominately relational versus item‐specific processing. Three studies found support for this theorizing. On a variety of measures, ceiling height–induced relational or item‐specific processing was indicated by people’s reliance on integrated and abstract versus discrete and concrete ideation. Hence, this research sheds light on when and how ceiling height can affect consumers’ responses.

The Influence of Ceiling Height: The Effect of Priming on the Type of Processing That People Use

This paper examines how ambient noise, an important environmental variable, can affect creativity. Results from five experiments demonstrate that a moderate (70 dB) versus low (50 dB) level of ambient noise enhances performance on creative tasks and increases the buying likelihood of innovative products. A high level of noise (85 dB), on the other hand, hurts creativity. Process measures reveal that a moderate (vs. low) level of noise increases processing difficulty, inducing a higher construal level and thus promoting abstract processing, which subsequently leads to higher creativity. A high level of noise, however, reduces the extent of information processing and thus impairs creativity.

https://diyhpl.us/~nmz787/pdf/Is_Noise_Always_Bad_Exploring_the_Effects_of_Ambient_Noise_on_Creative_Cognition.pdf

Is Noise Always Bad? Exploring the Effects of Ambient Noise on Creative Cognition

Much research has explained regulatory focus effects via the alternative psychological states (eagerness vs. vigilance) people experience when they adopt different regulatory foci. This article identifies for the first time the cognitive mechanism that underlies regulatory focus effects. We propose that promotion-focus individuals engage in relational elaboration, which entails identifying commonalities or abstract relationships among disparate items. In contrast, prevention-focus individuals engage in item-specific elaboration, which involves focusing on specific attributes of each item independent of others. Results support our theorizing by demonstrating that promotion-focus (prevention-focus) individuals exhibit enhanced performance on tasks that require relational (item-specific) elaboration.

https://www.jstor.org/stable/10.1086/513049

Rui Zhu

Papers

Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge:

Seeking Freedom through Variety

The Influence of Ceiling Height: The Effect of Priming on the Type of Processing That People Use

Is Noise Always Bad? Exploring the Effects of Ambient Noise on Creative Cognition

Exploring the Cognitive Mechanism that Underlies Regulatory Focus Effects