The depletion effect occurs when individuals who exert self‐control in a previous task (i.e., depleted individuals) exhibit less self‐control on a subsequent task relative to individuals who did not previously exert self‐control. This article presents two experiments that implicate construal...

Six experiments examine how exerting self-control systematically influences subsequent decision making. Exerting self-control led individuals to rely on feasibility over desirability attributes, favor secondary over primary attributes, and choose products framed in a proximal rather than distal...

This research examines the effects of social exclusion on a critical aspect of consumer behavior, financial decision-making. Specifically, four lab experiments and one field survey uncover how feeling isolated or ostracized causes consumers to pursue riskier but potentially more profitable...

This research proposes that after an experience of being excluded, consumers may strategically choose products to differentiate themselves from the majority of others as a result of their appraisal of the exclusion situation. Experiments 1 and 2 show that when excluded individuals perceive that...

A large literature demonstrates that people process information more carefully in states of low compared to high confidence. This article presents an alternative hypothesis that either high or low confidence can increase or decrease information processing on the basis of how information is...

Four studies investigate how consumers' regulatory orientation and the decision strategies used to process message information affect their judgments. Evaluations of the chosen brand were more favorable when individuals with a prevention focus used decision strategies that enhanced the accuracy...