In three sets of experiments, we propose and find a cognitive shift caused by heightened physiological states such as sexual desire and hunger. In particular, it was found that exposure to images of sexy women decreases male consumers’ perception of being connected to others. A similar effect...

This article investigates how two dimensions of psychological distance (i.e., temporal distance and social distance) jointly affect consumers' evaluations of products. Drawing on the properties of psychological distance and diminishing sensitivity to the increase in distance, we show an...

Past research has shown that a physical experience can influence metaphorically linked psychological judgment. However, the underlying mechanisms have not been formally tested. This article examines the role of semantic activations underlying such influences, focusing on the effects of a...

Social concern is increasing about the perceived negative effects from consuming a number of legal products including gambling, alcohol, and food. This study uses data from a clinic treating gambling and other behavioral disorders to test the theory that different motivations may exist in the...

Research in intertemporal choice has been done in a variety of contexts, yet there is a remarkable consensus that future outcomes are discounted (or undervalued) relative to immediate outcomes. In this paper, we (a) review some of the key findings in the literature, (b) critically examine and...

Earlier work in consumer research has documented the effect of appetitive stimuli (e.g., chocolate cookies) on a related consumption domain (e.g., eating). We argue that appetitive stimuli can lead to a change in temporal orientation and affect subsequent consumption impatience across domains....

This article demonstrates that the spatial proximity between visual representations of cause and effect in an advertisement can influence consumers’ judgments of the product effectiveness. Five studies show that the more proximal is the distance between the image of a potential cause (e.g., a...