Hendrik Slabbinck

A pictorial attitude IAT as a measure of implicit motives

We tested the hypothesis that a pictorial attitude variant of the Implicit Association Test (PA–IAT) is a valid measure of implicit motives. The PA–IAT aims to capture attitudes towards pictures that are related to implicit motives. In the first two studies, we showed that the pictorial attitude Implicit Association Test (IAT) correlated more highly with non–IAT measures of implicit motives than other IAT variants. In the third study, we established the validity of the PA–IAT experimentally and showed that the pictorial attitude IAT correlated with non–declarative behavioural measures only if implicit motives were aroused. Copyright

Impact of flow on recognition of and attitudes towards in-game brand placements: Brand congruence and placement prominence as moderators

This study investigates the moderating influences of brand congruence and placement prominence on the impact of game-evoked flow on cognitive and affective outcomes for in-game brand placements. In two studies, the authors demonstrate that experiencing flow while gaming tends to contribute positively to affective outcomes, leading to more positive brand attitudes, but it has no impact on cognitive processing or brand recognition. In particular, brand congruence moderates the impact of flow, leading to more positive brand attitudes and brand recognition. Brand prominence moderates the impact of flow only on brand recognition, not on brand attitudes. These findings offer several implications, limitations and directions for further research.

Convergent, Discriminant, and Incremental Validity of the Pictorial Attitude Implicit Association Test and the Picture Story Exercise as Measures of the Implicit Power Motive

The Pictorial Attitude Implicit Association Test (PA–IAT) has recently been proposed as new measure of implicit motives. We report a study that provides the first evidence for the convergent validity of the PA–IAT by showing that the PA–IAT correlates significantly with a standard measure of implicit motives [i.e. the Picture Story Exercise (PSE)]. Discriminant validity of the PA–IAT was verified in the sense that the PA–IAT shared virtually no common variance with explicit motive measures. Our analyses revealed that the PA–IAT and PSE can best be conceived as related but distinct measures. We further showed that the PA–IAT had incremental validity in predicting performance on a memory recall task over and above the PSE. In general, our results confirm that the PA–IAT is a valid measure of implicit motives and can serve as valid alternative to the PSE. Copyright

The added value of implicit motives for management research Development and first validation of a Brief Implicit Association Test (BIAT) for the measurement of implicit motives

Many Management (sub-)disciplines, from Organizational Behavior and Marketing to Accounting and Strategy, are interested in antecedents and consequences of individual attitudes and traits. A key aspect of personality profiles are explicit and implicit motives. Yet, Management scholars mainly focus on explicit motives, with limited attention to implicit motives. We argue that this state of affairs probably came into being because current Management researchers mainly rely on implicit motive measures that are either difficult to apply or to develop, hampering researchers from applying implicit motive measures. To overcome the downsides of available instruments, we develop a Brief Implicit Association Test (BIAT) as an efficient, reliable and valid measure of implicit motives, particularly the needs for achievement, affiliation and power. To explore our BIAT’s predictive validity, we apply this measure to a specific research domain within Management: Entrepreneurship. We examine implicit motives’ association with entrepreneurial self-efficacy, business founding, and financial profitability. Our results show that the introduction of implicit motives can unlock stranded discussions in this research domain. Overall, we argue that implicit motives can help to push the boundaries of the study of deep-level attributes in a wide range of organizational and managerial settings.

Initial trust and intentions to buy: The effect of vendor-specific guarantees, customer reviews and the role of online shopping experience☆

This study experimentally investigates the effects of vendor-specific guarantees and customer reviews (1) on the formation of initial consumers’ trust—separating institutional and competence trust—and (2) on first-time consumers’ intentions to buy. In addition, we examine how differing levels of online shopping experience moderate the relationship between trust and consumers’ intentions to buy. The empirical results of the study reveal the relative effectiveness of the two vendor mechanisms, with vendor-specific guarantees having a more positive effect on institutional trust and customer reviews on competence trust. While our results also show that initial trust is a central concept in explaining consumers’ intentions to buy, we find that this relationship is more pronounced for competence trust in case when consumers are more experienced with online shopping. Meanwhile, institutional trust seems a necessary prerequisite for both experienced and inexperienced online shoppers to actually buy from an unfamiliar vendor. Our study provides important managerial implications that are of interest to online vendors, especially for newly established or unknown web-based businesses.