The influence of age and time horizon perspective on consumer behavior.

Past research has highlighted the role of time horizon view (i.e. the perception of remaining time as either limited or expansive) in goal salience and goal pursuit. Past studies have consistently found that age is associated with an increased focus on emotion. The present article focuses on the perception that time is limited as a key reason for older (versus young) adults' increased focus on emotions. This article investigates some important effects of aging and time horizon view on consumers' goals and preferences using Socioemotional Selectivity Theory.

Age and Social Support Seeking: Understanding the Role of Perceived Social Costs to Others.

We examined age differences in the use of different types of social support and the reasons for these differences. We found that older adults (age 60+) seek explicit social support less compared with young adults (age 18-25), but there is no difference in implicit social support seeking. Concerns about the potential social costs of seeking explicit support mediate the age differences in explicit social support seeking. Whereas young adults view this strategy as conferring more benefits than costs, older adults have a more balanced view of the costs and benefits of explicit social support seeking. Older and young adults do not differ in perceptions of the relative costs versus benefits of implicit social support seeking. Finally, we found older adults benefit more from implicit (vs. explicit) social support emotionally than young adults, which further explains why age groups differ in their use of explicit versus implicit social support.

The short-lived benefits of variety seeking among the chronically indecisive.

This research investigated the influence of trait indecisiveness on variety-seeking behavior. Study 1 revealed that chronic indecisiveness was associated with increased variety-seeking behavior. Study 2A showed that the incidence of not choosing to make a choice was much lower among chronically indecisive people when a variety-pack option was available, and Study 2B showed that chronically indecisive people chose the variety pack even if it included their least preferred option. Study 3 demonstrated that chronically indecisive people contended with the negative emotion they experienced during choice making by choosing a mix of options. Study 4 revealed that the emotional benefits of variety seeking among the chronically indecisive were short-lived. Chronically indecisive people felt more satisfied and less anxious after choosing a mix of options. However, having chosen a mix, chronically indecisive people then faced more choices, specifically the choices of which specific option to consume on each specific occasion. In this way, variety seeking is a maladaptive long-term emotional coping strategy for the chronically indecisive. The results of this research have important theoretical implications for understanding the causes of variety-seeking behavior as well as practical implications for increasing (a) the incidence of choice making among chronically indecisive people and (b) satisfaction with the choices they do make. (PsycINFO Database Record

I owe you: age-related similarities and differences in associative memory for gains and losses.

Older adults often experience associative memory impairments but can sometimes remember important information. The current experiments investigate potential age-related similarities and differences associate memory for gains and losses. Younger and older participants were presented with faces and associated dollar amounts, which indicated how much money the person "owed" the participant, and were later given a cued recall test for the dollar amount. Experiment 1 examined face-dollar amount pairs while Experiment 2 included negative dollar amounts to examine both gains and losses. While younger adults recalled more information relative to older adults, both groups were more accurate in recalling the correct value associated with high-value faces compared to lower-value faces and remembered gist-information about the values. However, negative values (losses) did not have a strong impact on recall among older adults versus younger adults, illustrating important associative memory differences between younger and older adults.

How do people adhere to goals when willpower is low? The profits (and pitfalls) of strong habits.

Across 5 studies, we tested whether habits can improve (as well as derail) goal pursuit when people have limited willpower. Habits are repeated responses automatically triggered by cues in the performance context. Because the impetus for responding is outsourced to contextual cues, habit performance does not depend on the finite self-control resources required for more deliberative actions. When these resources are limited, people are unable to deliberatively choose or inhibit responses, and they become locked into repeating their habits. Thus, depletion increases habit performance. Furthermore, because the habit-cuing mechanism is blind to people's current goals, depletion should boost the performance of both desirable and undesirable habits. This habit boost effect emerged consistently across experiments in the field (Studies 1-2) and in the laboratory (Studies 3-4), as well as in a correlational study using a trait measure of self-control (Study 5). Given that many of people's habits in daily life are congruent with their goals, habit processes can improve goal adherence when self-control is low.

Express your social self: cultural differences in choice of brand-name versus generic products.

This research examined cultural differences in the patterns of choices that reflect more social characteristics of a chooser (e.g., social status). Four studies examined the cultural difference in individuals' tendency to choose brand-name products (i.e., high-status options) over generic products (i.e., low-status options) and the underlying reasons for these differences. Compared to European Americans, Asian Americans consistently chose brand-name products. This difference was driven by Asian Americans' greater social status concerns. Self-consciousness was more strongly associated with the brand-name choices of Asian Americans (vs. European Americans), and experimentally induced social status led Asian Americans (vs. European Americans) to make more choices concordant with self-perception. These findings highlight the importance of considering external and social motivations underlying the choice-making process.

Advancing maternal age and infant birth weight among urban African Americans: the effect of neighborhood poverty.

OBJECTIVE: This study sought to determine whether neighborhood poverty modifies the relationship between maternal age and infant birth weight among urban African Americans. DESIGN: Stratified analyses were performed on the vital records of African Americans born in Chicago by means of 1992-1995 computerized birth file with appended 1990 US Census income and 1995 Chicago Department of Public Health data. Four neighborhood-level variables (low median family income, high rates of unemployment, homicide, and lead poisoning) were analyzed. SETTING: This is a population-based study. RESULTS: Twenty-one percent (n=21,811) of women resided in nonimpoverished neighborhoods (zero ecologic risk factors); 23% (n=24,914) of women lived in extremely impoverished neighborhoods (four ecologic risk factors). In nonimpoverished neighborhoods, 30-34 year old women had a moderately low birth weight (1500-2499 g) rate of 13.9% compared to 10.3% for women aged 20-24 years; risk difference (95% confidence interval [CI])=3.5 (2.2-4.6). In contrast, extremely impoverished women aged 30-34 years had a moderately low birth weight rate of 19.8% compared to 11.8% for women aged 20-24 years; risk difference (95% CI)=7.7 (6.1-9.3). This trend persisted among women who received early prenatal care and were primagravids or of low parity. Neighborhood poverty did not modify the association of advancing maternal age and the risk of very low birth weight (<1500 g). CONCLUSIONS: Neighborhood poverty accelerates the rise in moderately low birth weight but not very low birth weight; rates were associated with advancing maternal age among urban African Americans.

Choice and self-expression: a cultural analysis of variety-seeking.

Three studies examined whether the tendency to seek variety in choices depends in part on cultural assumptions of choice and uniqueness. Study 1 showed that people from different cultures where different assumptions of choice and uniqueness dominate show different levels of variety in their choice rule use. Study 2 primed participants with magazine ads highlighting different representations of uniqueness dominant in individualist versus collectivist cultures to show the influence of cultural meanings of uniqueness on the variety-seeking tendency. Study 3 manipulated the motivation to display variety to demonstrate that variety-seeking in the United States partly hinges on cultural meanings of choice as self-expression. Variety-seeking in choice rule use was eliminated when participants had the chance to self-express through choice listing. The research illustrates the role of cultural assumptions in the variety-seeking tendency.

Differing postneonatal mortality rates of African-American and white infants in Chicago: an ecologic study.

OBJECTIVES: This study sought to determine whether neighborhood impoverishment explains the racial disparity in urban postneonatal mortality rates. METHODS: Stratified and multivariate logistic regression analyses were performed on the vital records of all African-Americans and whites born in Chicago by means of a linked 1992-1995 computerized birth-death file with appended 1990 U.S. census income and 1995 Chicago Department of Public Health data. Four community-level variables (low median family income, high rates of unemployment, homicide, and lead poisoning) were analyzed. Communities with one or more ecologic risk factors were classified as impoverished. RESULTS: The postneonatal mortality rate of African-Americans (N = 104,656) was 7.5/1000 compared to 2.7/1000 for whites (N = 52,954); relative risk (95% confidence interval) equaled 2.8 (2.3-3.3). Seventy-nine percent of African-American infants compared to 9% of white infants resided in impoverished neighborhoods; p < 0.01. In impoverished neighborhoods, the adjusted odds ratio (controlling for infant and maternal individual-level risk factors) of postneonatal mortality for African-American infants equaled 1.5 (0.5-4.2). In nonimpoverished neighborhoods, the adjusted odds ratio of postneonatal mortality for African-American infants equaled 1.8 (1.1-2.9). CONCLUSIONS: We conclude that urban African-American infants who reside in nonimpoverished neighborhoods are at high risk for postneonatal mortality.