Need for closure and heuristic information processing: The moderating role of the ability to achieve the need for closure

2012 ◽  
pp. n/a-n/a ◽  
Author(s):  
Małgorzata Kossowska ◽  
Yoram Bar-Tal
Keyword(s):  
Information Processing ◽  
Need For Closure ◽  
Heuristic Information ◽  
Heuristic Information Processing ◽  
Moderating Role

Rising up to the 'challenge'? The interactive role of need for closure and situational appraisals on information processing

2014 ◽  
Author(s):  
Sindhuja Sankaran ◽  
Joanna Grzymala-Moszczynska ◽  
Agnieszka Strojny ◽  
Pawel Strojny ◽  
Malgorzata Kossowska
Keyword(s):  
Information Processing ◽  
Need For Closure

scholarly journals Residential Mobility and Trust: The Moderating Role of Cognitive Need for Closure

2021 ◽  
Vol 15 ◽  
pp. 183449092097475
Author(s):  
Na Zhao ◽  
Kaiqiang Xu ◽  
Ling Sun
Keyword(s):  
Residential Mobility ◽  
Interpersonal Trust ◽  
Negative Association ◽  
Trust Game ◽  
Trust Building ◽  
Control Group ◽  
Need For Closure ◽  
Stable Group ◽  
Moderating Role

This study examined the link between residential mobility and interpersonal trust building. Study 1 revealed a negative association between residential mobility and trust by measuring personal residential-mobility history. Study 2 demonstrated that participants who were momentarily primed with mobility showed a lower investment than participants in the control group in a trust game. The results of Study 3 showed that need for closure moderated the link between residential mobility and trust-building intention. Specifically, lower need-for-closure people had a significantly lower trust tendency in the mobility group than in the stable group. These findings illuminate the underlying influence of need for closure in the link between residential mobility and trust.

scholarly journals Effort investment in uncontrollable situations: The moderating role of motivation toward closure

2021 ◽  
Vol 45 (2) ◽  
pp. 186-196
Author(s):  
Paulina Szwed ◽  
Małgorzata Kossowska ◽  
Marcin Bukowski
Keyword(s):  
Blood Pressure ◽  
Experimental Studies ◽  
The Other ◽  
Need For Closure ◽  
Extra Effort ◽  
Moderating Role ◽  
Energy Conservation Principle ◽  
Principle Of Energy Conservation ◽  
Investment Behaviour

AbstractAccording to the principle of energy-conservation principle, effort investment is usually reduced in situations that are perceived as uncontrollable. This is because when success is recognized as impossible, any effortful actions are no longer justified. However, we predicted that individual differences in uncertainty tolerance, i.e., the need for closure (NFC), may moderate effort investment in uncontrollable situations. We tested this prediction in two experimental studies in which we exposed participants with differing levels of NFC to uncontrollable events, and indexed effort through the assessment of systolic blood pressure (SBP) responses. As predicted, in the uncontrollability (vs. controllability) condition, effort investment decreased significantly among low- but not high-NFC participants. Since gaining certainty and achieving closure is not a critical epistemic goal for low-NFC individuals, exerting extra effort to gain certainty is therefore no longer justified. On the other hand, high-NFC participants do not withhold their efforts, as they are highly motivated to obtain certainty. These results may help to account for contradictory findings in effort-investment behaviour and add substantively to the literature concerning motivation toward closure.

Heuristic Thinking and Limited Attention in the Car Market

2012 ◽  
Vol 102 (5) ◽  
pp. 2206-2236 ◽  
Author(s):  
Nicola Lacetera ◽  
Devin G Pope ◽  
Justin R Sydnor
Keyword(s):  
Information Processing ◽  
Limited Attention ◽  
Product Markets ◽  
Car Market ◽  
Heuristic Information ◽  
Observed Information ◽  
Used Car ◽  
Heuristic Information Processing

Can heuristic information processing affect important product markets? Analyzing over 22 million wholesale used-car transactions, we find evidence of left-digit bias in the processing of odometer values, whereby individuals focus on the number's leftmost digits. The bias leads to discontinuous drops in sale prices at 10,000-mile odometer thresholds, along with smaller drops at 1,000-mile thresholds. These findings reveal that information-processing heuristics matter even in markets with large stakes and easily observed information. We model left-digit bias in an inattention framework and structurally estimate the inattention parameter. Empirical patterns suggest the results are driven by final customers rather than professional agents. (JEL D12, D44, D83, L81)

Direct or indirect comparative ads: The moderating role of information processing modes

2013 ◽  
Vol 12 (2) ◽  
pp. 133-147 ◽  
Author(s):  
Arti D. Kalro ◽  
Bharadhwaj Sivakumaran ◽  
Rahul R. Marathe
Keyword(s):  
Information Processing ◽  
Processing Modes ◽  
Comparative Ads ◽  
Moderating Role ◽  
Role Of Information

Attitude accessibility and biased information processing: The moderating role of self-monitoring

1995 ◽  
Vol 19 (4) ◽  
pp. 269-277 ◽  
Author(s):  
Kenneth G. DeBono ◽  
Saundra Green ◽  
Jessica Shair ◽  
Margo Benson
Keyword(s):  
Information Processing ◽  
Self Monitoring ◽  
Attitude Accessibility ◽  
Moderating Role ◽  
Biased Information

scholarly journals Brand-Evoked Mental Imagery: The Role of Brands in Eliciting Mental Imagery

SAGE Open ◽  
2020 ◽  
Vol 10 (4) ◽  
pp. 215824402097748
Author(s):  
Diana Gavilan ◽  
Maria Avello
Keyword(s):  
Information Processing ◽  
Mental Imagery ◽  
Mental Images ◽  
Brand Familiarity ◽  
Visual Mental Imagery ◽  
The Relationship ◽  
Moderating Role ◽  
Practical Implications ◽  
Stimulation Of

This research provides evidence of the role played by a brand in the stimulation of mental imagery. We anticipate that a familiar (vs. unfamiliar) brand will evoke higher levels of visual mental imagery in the consumer. In addition, if the consumer exhibits favorability toward the brand, the visual mental imagery evoked will be enhanced. Therefore, we provide evidence of the moderating role of brand favorability in the relationship between brand familiarity and visual mental imagery. Our findings suggest that brands are evocative and are able to enhance (or reduce) information processing and, thus, the generation of visual mental images that we name “brand-evoked mental imagery.” The results contribute to the literature on branding and mental imagery and have several practical implications for marketers.

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