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Effective social interactions require the ability to evaluate other people's actions and intentions, sometimes only on the basis of such subtle factors as body language, and these evaluative judgments may lead to powerful impressions. However, little is known about the impact of affective body language on evaluative responses in social settings and the… (More)
We show that minimal physical contact can increase people's sense of security and consequently lead them to increased risk-taking behavior. In three experiments, with both hypothetical and real payoffs, a female experimenter's light, comforting pat on the shoulder led participants to greater financial risk taking. Further, this effect was both mediated and… (More)
Two field studies investigate the importance of social presence (real and imagined) and famiiiarity whti the purchase act in producing embarrassment in the context ot an embarrassing product purchase. The results indicate tbat awareness of a social presence during purchase selection and commitment, whether real or imagined , is a motivating factor in… (More)
The ability to gauge social interactions is crucial in the assessment of others' intentions. Factors such as facial expressions and body language affect our decisions in personal and professional life alike (1). These "friend or foe" judgements are often based on first impressions, which in turn may affect our decisions to "approach or avoid". Previous… (More)
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for their feedback and/or assistance with this project. 2 This paper documents the multifaceted nature of pride in consumer behavior. Drawing on recent psychological research on pride, we provide evidence for two separate facets of pride in consumption. In a series of studies, we propose a model wherein luxury brand consumption and pride are systematically… (More)
four studies investigate the interactive influence of the presence of an accompanying friend and a consumer's agency–communion orientation on the consumer's spending behaviors. in general, the authors find that shopping with a friend can be expensive for agency-oriented consumers (e.g., males) but not for communion-oriented consumers (e.g., females). that… (More)