Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

ABSTRACT Choice deferral due to information overload is an undesirable result of competitive environments. The neoclassical maximization models predict that choice avoidance will not increase as more information is offered to consumers. The theories developed in the consumer behavior field predict that some properties of the environment may lead to behavioral effects and an increase in choice avoidance due to information overload. Based on stimuli generated experimentally and tested among 1,000 consumers, this empirical research provides evidence for the presence of behavioral effects due to information overload and reveals the different effects of increasing the number of options or the number of attributes. This study also finds that the need for cognition moderates these behavioral effects, and it proposes psychological processes that may trigger the effects observed.

The effect of Need for Cognition on the stability of prejudiced attitudes toward South American immigrants

Resumen tomado de la publicación

How need for cognition affects the processing of achievement-related information

The present article analyzed, how need for cognition (NFC) influences the formation of performance expectancies. When processing information, individuals with lower NFC often rely on salient information and shortcuts compared to individuals higher in NFC. We assume that these preferences of processing will also make individuals low in NFC more responsive to salient achievement-related cues because the processing of salient cues is cognitively less demanding than the processing of non-salient cues. Therefore, individuals lower in NFC should tend to draw wider ranging inferences from salient achievement-related information. In a sample of N = 197 secondary school students, achievement-related feedback (grade on an English examination) affected changes in expectancies in non-corresponding academic subjects (e.g., expectation of final grade in mathematics or history) when NFC was lower, whereas for students with higher NFC, changes in expectancies in non-corresponding academic subjects were not affected.

High-school students' need for cognition, self-control capacity, and school achievement: testing a mediation hypothesis

In the present article, we examine the hypothesis that high-school students' motivation to engage in cognitive endeavors (i.e., their need for cognition; NFC) is positively related to their dispositional self-control capacity. Furthermore, we test the prediction that the relation between NFC and school achievement is mediated by self-control capacity. A questionnaire study with grade ten high-school students (N = 604) revealed the expected relations between NFC, self-control capacity, and school achievement. Sobel tests showed that self-control capacity mediated the relation between NFC and school grades as well as grade retention.

University and school students' motivation for effortful thinking: Factor structure, reliability, and validity of the German Need for Cognition Scale

Need for cognition (NFC) reflects a relatively stable trait regarding the degree to which one enjoys and engages in cognitive endeavors. We examined whether the previously demonstrated one-dimensional structure of the German NFC Scale could be replicated in three samples of undergraduates and secondary school students. Moreover, we investigated the test-retest reliability of the German NFC Scale, which has not yet been tested. Further, we investigated whether the scale would be valid in a sample of secondary school students. Multigroup confirmatory factor analyses established the one-dimensional factor structure of the long form as well as the short form of the German NFC Scale for undergraduates (N = 559), students of academic track secondary schools (German Gymnasium; N = 555), and students of vocational track secondary schools (German Realschule; N = 486). The scale proved to have a high test-retest reliability in a university student sample (N = 43). For secondary school students, we again found a high test-retest reliability (N = 157), and also found the scale to be valid (N = 181).

Passionate thinkers feel better: Self-control capacity as mediator of the relationship between need for cognition and affective adjustment

The present study tested a possible explanation for the positive relationship between the motivation to engage in cognitive endeavors (need for cognition, NFC) and indicators of affective adjustment (e.g., higher self-esteem, lower depression) that has been demonstrated in previous studies. We suggest that dispositional self-control capacity mediates this relationship, since NFC has been found to be related to self-control capacity, and self-control capacity is crucial for adjustment. NFC, dispositional self-control capacity, self-esteem, habitual depressive mood, and tendency to respond in a socially desirable manner were measured among 150 university students via self-report. Regression analyses and Sobel tests revealed that self-control capacity was a potential mediator of the positive relationship between NFC and affective adjustment. The findings were robust in terms of social desirability.

On the relationship between need for cognition and self-control capacity

In the present study, we examined the hypothesis that individuals’ motivational tendency to engage in effortful information processing (i.e., their need for cognition; NFC) is positively related to their self-control capacity. This hypothesis was based on previous findings that effortful information processing and self-control both depend on a joint strength resource, and that this resource is boosted by frequent use. NFC was assessed via questionnaire. One week later, the participants (N = 46) completed a test of self-control capacity (Stroop Task). As expected, NFC was positively related to self-control capacity but unrelated to general processing speed.

Juror need for cognition and sensitivity to methodological flaws in expert evidence

Two studies investigated the influence of juror need for cognition on the systematic and heuristic processing of expert evidence. U.S. citizens reporting for jury duty in South Florida read a 15-page summary of a hostile work environment case containing expert testimony. The expert described a study she had conducted on the effects of viewing sexualized materials on men's behavior toward women. Certain methodological features of the expert's research varied across experimental conditions. In Study 1 (N = 252), the expert's study was valid, contained a confound, or included the potential for experimenter bias (internal validity) and relied on a small or large sample (sample size) of college undergraduates or trucking employees (ecological validity). When the expert's study included trucking employees, high need for cognition jurors in Study 1 rated the expert more credible and trustworthy than did low need for cognition jurors. Jurors were insensitive to variations in the study's internal validity or sample size. Juror ratings of plaintiff credibility, plaintiff trustworthiness, and study quality were positively correlated with verdict. In Study 2 (N = 162), the expert's published or unpublished study (general acceptance) was either valid or lacked an appropriate control group (internal validity) and included a sample of college undergraduates or trucking employees (ecological validity). High need for cognition jurors in Study 2 found the defendant liable more often and evaluated the expert evidence more favorably when the expert's study was internally valid than when an appropriate control group was missing. Low need for cognition jurors did not differentiate between the internally valid and invalid study. Variations in the study's general acceptance and ecological validity did not affect juror judgments. Juror ratings of expert and plaintiff credibility, plaintiff trustworthiness, and study quality were positively correlated with verdict. The present research demonstrated that the need for cognition moderates juror sensitivity to expert evidence quality and that certain message-related heuristics influence juror judgments when ability or motivation to process systematically is low. ^

The association between need for touch and desire for unique products and consumer (inter)dependent problem-solving

Some people cannot buy products without first touching them, believing that doing so will create more assurance and information and reduce uncertainty. The international consumer marketing literature suggests an instrument to measure consumers' necessity for pohysical contact, called Need for Touch (NFT). This paper analyzes whether the Need for Touch structure is empirically consistent. Based on a literature review, we suggest six hypotheses in order to assess the nomological, convergent, and discriminant validity of the phenomenon. Departing from these, data supported four assumptions in the predicted direction. Need for Touch was associated with Need for Input and with Need for Cognition. Need for Touch was not associated with traditional marketing channels. The results also showed the dual characterization of Need for Touch as a bi-dimensional construct. The moderator effect indicated that when the consumer has a higher (vs. lower) Need for Touch autotelic score, the experiential motivation for shopping played a more (vs. less) important role in impulsive motivation. Our Study 3 supports the NFT structure and shows new associations with the need for unique products and dependent decisions.

Validation d'une version française de l'inventaire rationnel-experientiel (REI) et application au tabagisme

The Rational-Experiential Inventory REI (Pacini and Epstein, 1999) is a self-administered test comprising two scales measuring the attitude of respondents towards two thinking styles respectively referred to as the rational and the experiential thinking styles. Two validation studies were conducted using a new French-language version of the REI. The first study confirms the validity of the French translation. The second study, which is concerned with the REI's construct validity, assesses the questionnaire's capacity to discriminate between a group of smokers and a group of non-smokers. Both studies give generally satisfactory results. In particular, the advantages of using the two-dimensional REI rather than the better known Need For Cognition scale (Cacioppo & Petty, 1982) are made quite clear.

Tradução e validação para a língua portuguesa de questionário utilizado em estudos de consumidor

O presente trabalho objetivou disponibilizar para a língua portuguesa o questionário originalmente desenvolvido em inglês e denominado Need for Cognition (NFC). Tal questionário tem considerável importância no desenvolvimento de estudos do consumidor, uma vez que possibilita segmentar a população de acordo com determinada característica, ou seja, o quanto gostam de se engajar no pensar. O questionário foi traduzido utilizando a metodologia denominada back translation e validado objetivando disponibilizar para a língua portuguesa tal ferramenta, a qual auxilia na interpretação e no entendimento da atitude e comportamento do consumidor frente a um determinado produto ou questão. A maioria das escalas e questionários disponíveis foram desenvolvidos em outros países e, como é reconhecido, um processo de adaptação cultural e posterior validação da nova versão são requeridos para serem usados em culturas diferentes daquela para qual foi originalmente desenvolvida. Assim, faz-se necessário desenvolver o instrumento no próprio idioma, ou traduzi-lo e validá-lo. A técnica back translation garante tradução precisa e confiável do instrumento. A versão original em inglês foi traduzida para o português independentemente por três indivíduos bilíngües. O instrumento traduzido foi revisado aplicando as duas versões a um grupo de 15 indivíduos bilíngües, a fim de checar a equivalência da tradução.

Necessidade de cognição, memória de trabalho e recuperação de contra-exemplos para condicionais causais

A procura de contra-exemplos é provavelmente a fase mais importante do raciocí - nio dedutivo, uma vez que visa garantir a validade da conclusão. A explicação mais difundida para a diminuta procura de contra-exemplos é a capacidade limitada da memória de trabalho (Markovits & Barrouillet 2002; De Neys, Schaeken & d’Ydewalle, 2002; 2003; 2005a; 2005b) o que não parece ser suficiente para explicar a pouca iniciativa dos sujeitos em utilizarem a procura de contra-exemplos como estratégia de verificação (Oakhill, & Johnson-Laird, 1985). No presente trabalho testou-se a hipótese de que a necessidade de cognição dos sujeitos (Cacioppo & Petty, 1982) tem influência no processo de recuperação de contra-exemplos, para condicionais causais, de modo aprofundar o conhecimento das razões que levam a que os sujeitos procurem tão poucos contra-exemplos durante o raciocínio dedutivo (Oakhill, & Johnson-Laird, 1985; Johnson-laird, 2006). Para o efeito, um total de 60 participantes (15 alunos do mestrado integrado em psicologia, 15 alunos de doutoramento, 15 operários fabris e 15 empregados de mesa) realizou 3 tarefas: escala Necessidade de Cognição (Silva & Garcia-Marques, 2006), uma tarefa de raciocínio e uma tarefa para avaliar a capacidade da memória de trabalho (Guerreiro, Quelhas & Garcia-Madruga, 2006). Os resultados indicam que o processo de recuperação de contra-exemplos é influenciado pela necessidade de cognição e que esta influência além de significativa é superior à influência da capacidade da memória de trabalho.

How do servant leaders ignite absorptive capacity?: the role of epistemic motivation and organizational support

This study examines the role of servant leadership in absorptive capacity. Data from manufacturing and service sector organizations found that: a) there was moderation of servant leadership influence on knowledge identification through POS by high need for cognition, b) there was moderation of servant leadership influence on knowledge application through POS by low time pressure, and c) POS mediated relationship between servant leadership and knowledge dissemination. The findings illustrate and support the importance of a comprehensive model integrating servant leadership, POS, and epistemic motivation in determining absorptive capacity.

A ética e a utilidade da contabilidade

Dissertação de Mestrado, Contabilidade, Faculdade de Economia, Universidade do Algarve, 2016