Miranda R. Goode

The psychological consequences of money.

Money has been said to change peoples motivation (mainly for the better) and their behavior toward others (mainly for the worse). The results of nine experiments suggest that money brings about a self-sufficient orientation in which people prefer to be free of dependency and dependents. Reminders of money, relative to nonmoney reminders, led to reduced requests for help and reduced helpfulness toward others. Relative to participants primed with neutral concepts, participants primed with money preferred to play alone, work alone, and put more physical distance between themselves and a new acquaintance.

The Effect of Experiential Analogies on Consumer Perceptions and Attitudes

Consumers desire products that provide meaningful experiences. Therefore, a marketers success often depends on familiarizing consumers with the unique experience a product offers. Marketers recognize the value in communicating about a product experience through analogy, but little research has investigated if and why these analogies are persuasive. By comparing a product to a familiar but disparate experience, an analogy has the power to focus consumers on the evaluative, emotional, and multisensory information associated with the product experience. This focus on subjective product experience enables the identification of base preference (i.e., a consumers liking for the comparison experience) as an important moderator of analogical persuasiveness. In addition, the emotional knowledge transfer perspective applied in this research contributes to a better understanding of the role of emotional knowledge and experienced emotion in analogical thinking.