Advertisement

Imperative 3: Understand that Customers’ Minds Can Be in Conflict with Themselves

  • Colin Shaw
  • Ryan Hamilton
Chapter
  • 1.6k Downloads

Abstract

Which do you prefer?

Keywords

Rational System Cognitive Resource Customer Experience Conscious Mind French Wine 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

References

  1. 1.
    Stanovich, K.E. and R. F. West. “Individual differences in reasoning: Implications for the rationality debate.” Behavioral Brain Science 23 (2000): 645–726.CrossRefGoogle Scholar
  2. 2.
    North, Adrian C., David J. Hargreaves, and Jennifer McKendrick. “The influence of in-store music on wine selections.” Journal of Applied Psychology, Vol 84(2), (1999), 271–276. http://dx.doi.org/10.1037/0021–9010.84.2.271Google Scholar
  3. 3.
    LoBue, Vanessa, David H. Rakison, and Judy S. DeLoache. “Threat Perception Across the Life Span: Evidence for Multiple Converging Pathways.” Current Directions in Psychological Science 6 (2010): 375–379.Google Scholar
  4. 4.
    Russell, James (1994). “Is There Universal Recognition of Emotion From Facial Expression? A Review of the Cross-Cultural Studies.” Psychological Bulletin 115: 102–141.CrossRefGoogle Scholar
  5. 5.
    Vick, Sarah-Jane, Bridget M. Waller, Lisa A. Parr, Marcia C. Smith Pasqualini, and Kim A. Bard.” Journal of Nonverbal Behavior 1 (2006): 18.Google Scholar
  6. 6.
    Alba, Joeseph W. Carl F. Mela, Terence A Shimp and Joel E. Urbany. “The Effect of Discount Frequency and Depth on Consumer Price Judgements.” The Journal of Consumer Research 26 (1999): 99–114.Google Scholar
  7. 7.
    Shiv, Baba, and Alexander Fedorikhin. “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making.” Journal of Consumer Research 26(3), (1999): 278–292.CrossRefGoogle Scholar
  8. 8.
    Hamilton, Ryan, Kathleen D. Vohs., Anne-Laure Sellier, and Tom Meyvis. ”Being of two minds: Switching mindsets exhausts self-regulatory resources.” Organization Behavior and Human Decision Processes 115 (2011), pp. 13–24. <http://goizueta.emory.edu/profiles/documents/publications_working_papers/hamilton/switchingmindsets_obhdp_2011.pdf>Google Scholar

Copyright information

© The Author(s) 2016

Authors and Affiliations

  • Colin Shaw
    • 1
  • Ryan Hamilton
    • 2
  1. 1.Beyond PhilosophyOrlandoUSA
  2. 2.Emory University’s Goizueta Business SchoolAtlantaUSA

Personalised recommendations