Masculine (Low) Digit Ratios Predict Masculine Food Choices in Hungry Consumers

Abstract This study investigated the link between individuals’ 2D:4D digit ratio (a biomarker associated with prenatal testosterone exposure) and their inclination to make masculine food choices. Furthermore, the study investigated whether this potential association would be moderated by consumers’ levels of hunger (vs. satiation). Participants (N = 216; 50% female) made a set of binary food choices between items pretested to be perceived as masculine (vs. feminine) and indicated the lengths of their second (2D) and fourth (4D) digits (i.e., index and ring fingers), which were used to calculate their 2D:4D digit ratios. Additionally, they self-reported their self-perceived gender identity a…

The role of culture and personality traits in board game habits and attitudes: Cross-cultural comparison between Denmark, Germany, and USA

Abstract This study investigated whether variations in personality traits are related to board game usage patterns and attitudes, and whether such associations are expressed differently across countries that reflect different cultural orientations and values. A cross-sectional online survey was distributed among 486 Danes, Germans, and Americans, whose personalities were assessed through the NEO-FFI questionnaire. Participants also indicated their liking levels, attitudes, and playing frequency of board games. Results showed significant associations between personality traits and board game-related attitudes and habits. However, these associations were moderated by culture and primarily pre…

Can Digit Ratio and Gender Identity Predict Preferences for Consumption Options With a Distinct Gender Image?

This study investigated whether individuals’ preferences for masculine (vs. feminine) consumption options could be predicted by a biological sex cue (the 2D:4D digit ratio; a biomarker linked to prenatal testosterone exposure), and a psychological gender cue (self-perceived gender identity). Chinese participants (N= 216) indicated their preferences for a series of binary options that differed in their perceived gender image (e.g., romantic comedy vs. action thriller; pop music vs. hard rock), with one of the options evaluated as relatively more feminine and the other viewed as comparably more masculine. Participants also self-reported their gender identity and the length of their index and …

National identity predicts public health support during a global pandemic

Funder: Research Council of Norway through its Centres of Excellence Scheme, FAIR project No 262675

Seasonal cues to food scarcity and calorie cravings: Winter cues elicit preferences for energy-dense foods

Abstract Winter cues signal a scarcity of food. Birds and mammals respond to such environmental cues by consuming more energy. They convert this surplus into body fat that serves as a buffer against impending food shortages. Similarly, humans exhibit higher obesity rates among food-insecure populations. However, to date, it has been unclear whether winter cues qualitatively affect consumers’ food preferences. Results from five studies ( N = 865), with one of them preregistered, show that watching videos depicting winter cues elicits thoughts about energy-dense foods and survival. Such cues elicit higher preferences for energy-dense than low-calorie foods, as verified by meta-analytic eviden…

Athletic abs or big bellies:The impact of imagery, arousal levels, and health consciousness on consumers’ attitudes towards plant-based protein products

Abstract Research suggests that health-related imagery influences consumers’ product attitudes, and that both appetitive, positively framed and aversive, negatively framed imagery can be used to boost health-related responses. Arousal has been suggested as a mechanism driving such responses, but few studies in food-related consumer research have examined the link between arousal and consumers’ product attitudes. The present cross-national study, involving almost 1000 consumers (N = 959) from Denmark, Germany, Spain, and the UK, experimentally investigated whether prior exposure to healthy (vs. unhealthy) imagery influences consumers’ attitudes towards a plant-based protein product. Furtherm…

Selecting the special or choosing the common? A high-powered conceptual replication of Kim and Markus’ (1999) pen study

Kim and Markus (1999) found that 74% of Americans selected a pen with an uncommon (vs. common) color, whereas only 24% of Asians made such a choice, highlighting a pronounced crosscultural difference in the extent to which people opt for originality or make majority-based choices. The present high-powered study (N = 729) conceptually replicates the results from Kim and Markus (1999; Study 3). However, our obtained effect size (r = .12) is significantly weaker than that of the original study (r = .52). Interestingly, given the globalization of mass media and the rapid economic progress of many Asian cultures during the last decades, a larger proportion of Chinese, but not American, participa…

Crisis communication, anticipated food scarcity, and food preferences: Preregistered evidence of the insurance hypothesis

Abstract Whereas large-scale consumption of energy-dense foods contributes to climate change, we investigated whether exposure to climate change-induced food scarcity affects preferences toward these foods. Humans’ current psychological mechanisms have developed in their ancestral evolutionary past to respond to immediate threats and opportunities. Consequently, these mechanisms may not distinguish between cues to actual food scarcity and cues to food scarcity distant in time and space. Drawing on the insurance hypothesis, which postulates that humans should respond to environmental cues to food scarcity through increased energy consumption, we predicted that exposing participants to climat…

Crossmodal correspondences between typefaces and food preferences drive congruent choices but not among young consumers

Abstract Several studies suggest that consumers match stimuli across sensory modalities, with angular (vs. round) typefaces typically associated with sourness (vs. sweetness). Drawing on findings from the field of crossmodal correspondences, this study (N = 220) examined potential typeface effects in naturalistic settings and found that exposure to angular (vs. round) typeface increased (decreased) consumers’ preferences for sour (sweet) food but had no impact on their expectations or perceptions of these tastes. Moreover, while typeface did not have a direct effect on food choices, consumers exposed to angular (vs. round) typeface reported a greater relative preference for sour over sweet …

Positive gender congruency effects on shopper responses:Field evidence from a gender egalitarian culture

National audience; This field study examined how customer-employee interactions are affected by the congruency between an employee's gender and the perceived gender image of the consumption context in one of the most gender equal cultures in the world (Scandinavia). Mystery shoppers had a service encounter with an employee across a set of physical commercial settings that were classified according to their gender image. The mystery shoppers noted the gender of the employee, provided employee evaluations, and indicated word-of-mouth (WOM) ratings. Shoppers who had a gender congruent service encounter (e.g., a female employee in a “feminine” consumption context) reported more favorable employ…

Money for nothing: The impact of compensation on customers’ bad-mouthing in service recovery encounters.

As one of the retailer’s most potent recovery tactics to offset disgruntled customers, firms invest heavily in compensation to increase customer satisfaction and improve loyalty. However, the effectiveness of this tactic remains unclear. This study examines whether firm-offered compensation affects customers’ emotional responses and bad-mouthing behavior (i.e., telling others about a particular problem). Importantly, the study investigates whether the level of collaboration during the recovery encounter moderates the link between compensation and customers’ emotional responses, and whether collaborative efforts influence the effectiveness of compensation. The findings indicate that collabor…

Evolutionary psychological consumer research:Bold, bright, but better with behavior

Abstract This special issue includes state-of-the-art papers that leverage various theories from evolutionary psychology (EP) to shed light on important consumption-related phenomena. Our guest editorial provides an overview of this EP-based consumer research, highlighting the key content, common denominators, and significant strengths of the articles. The papers cover a wide variety of topics, characteristic of evolutionary-informed research, that we structure around the following three themes: (1) Mating, marketing, and meaningful motivating forces, (2) Conspicuous consumption and salient signs of “showing off,” and (3) Human hormones and biologically-based business research. We close our…

Give us today our daily bread: The effect of hunger on consumers’ visual attention towards bread and the role of time orientation

Abstract This study investigated the effect of hunger on consumers’ visual attention during a food choice task, and the role of time orientation (i.e., present and future orientation) in this interplay. A lab-based eye-tracking experiment including 102 participants was conducted, with hunger as the manipulated factor (hungry, satiated). Participants in the satiated condition were served a breakfast buffet before the experimental tasks, whereas participants in the hungry condition were served the buffet after completion of the tasks. Both groups were exposed to a set of planograms depicting supermarket shelves and were asked to choose an option they could consider buying, while their eye mov…

The habitual nature of food purchases at the supermarket: Implications for policy making

Abstract Supermarkets have become the most important provider of food products worldwide. However, empirical evidence about how consumers make their food purchase decisions in this environment is still scarce. The present field study aimed to: i) explore how people make their in-store food purchases, and ii) identify the information they search for when making those purchases. Consumers (n = 144) were intercepted when entering the facilities of three supermarkets in two Uruguayan cities. They were asked to wear a mobile eye-tracker while they made their purchases as they normally do. The great majority of the consumers bought at least one food product or beverage (92%) and, on average, exam…

The perception of food products in adolescents, lay adults, and experts:A psychometric approach

Almost 40% of global mortality is attributable to an unhealthy diet, and adolescents and young adults are particularly affected by growing obesity rates. How do (young) people conceptualize and judge the healthiness of foods and how are the judgments embedded in people’s mental representations of the food ecology? We asked respondents to rate a large range of common food products on a diverse set of characteristics and then applied the psychometric paradigm to identify the dimensions structuring people’s mental representations of the foods. Respondents were also asked to rate each food in terms of its healthiness, and we used the foods’ scores on the extracted dimensions to predict the heal…

Populated Places and Conspicuous Consumption: High Population Density Cues Predict Consumers’ Luxury-Linked Brand Attitudes

Population density has been identified as an ecological factor with considerable behavioral implications. The present research aimed to examine whether the mere perception of more (vs. less) populated places can change consumers’ luxury-linked brand attitudes. To this end, we experimentally manipulated consumers’ perceptions of population density using pictorial exposure to high (vs. low) population density cues. The results revealed a significant interaction between manipulated population density and perceived brand luxury on brand attitudes. Specifically, exposure to high rather than low population density cues resulted in more positive (negative) attitudes toward brands deemed to be more…

Anxious and status signaling: Examining the link between attachment style and status consumption and the mediating role of materialistic values

Attachment theory has recently been recognized as a potentially fruitful avenue for studying consumer behavior. However, few studies have examined the relationship between attachment styles and consumer preferences. Based on literature suggesting that individuals with an anxious attachment style have a particularly strong need for attention, we conducted two studies with a total sample of over 2,000 participants, which tested and found that anxiously attached consumers displayed a higher propensity to purchase status-signaling goods than their counterparts with secure attachment styles. This effect was mediated by materialistic values, such that participants with an anxious attachment style…

Peer presence promotes popular choices: A “Spicy” field study on social influence and brand choice

Abstract Retail research has highlighted how the presence of others can affect consumers' brand evaluations, purchase intentions, and choice behavior. This field study investigated whether the presence (vs. absence) of peers and other consumers, respectively, could influence consumers' propensity to purchase popular brands (i.e., a market leader) within a given product category. Consumers at a supermarket were observed when standing in front of a spice shelf and their choices were analyzed as a function of whether they shopped alone or in the presence of peers versus other consumers. The results revealed that peer presence, but not the mere presence of other consumers, increased consumers' …

Viral Viruses and Modified Mobility: Cyberspace Disease Salience Predicts Human Movement Patterns

Humans have a motivational system that influences cognition and behavior to minimize the risk of contact with pathogens whenever cues to disease emerge. The current research examines the relationship between cyberspace disease salience and mobility behavior at the macro and micro levels. Across three studies, we predict and find that people adjust their mobility behavior to minimize the risk of close physical contact with strangers when cyberspace disease salience is high (vs. low). Study 1 examines web searches for terms related to the pandemic to determine relatively high and low disease salience periods in cyberspace. In Study 2, we analyze hourly sales data from five grocery stores and …

The most human bot: Female gendering increases humanness perceptions of bots and acceptance of AI

Replication and extension of framing effects to compliance with health behaviors during pandemics

Outbreaks of infectious diseases represent a significant challenge for health authorities around the world Public cooperation and compliance with health recommendations constitute critical steps to stop the spread of such diseases But how should these recommendations be framed to achieve the most desirable outcomes? Across two experiments, we show that the classic Asian Disease Problem (Tversy and Kahneman, 1981) is replicable, regardless of disease type (real vs hypothetical) Thus, people are less (vs more) willing to take risks when information is positively (negatively) framed, irrespective of disease type, although they are generally more risk-averse in real pandemics Furthermore, peopl…

Too close for comfort? The impact of salesperson‐customer proximity on consumers' purchase behavior

Across a series of lab and field studies, with a total sample of over 1200 participants, we investigate how the physical proximity between salespeople and customers can impact store loyalty, purchase intentions, and actual spending. An initial survey among a representative sample of retail salespeople reveals that they associate close physical proximity between employees and customers with positive consumer outcomes, an intuition that dovetails with prior research documenting the positive influence of such proximity on purchase intentions, particularly in nonexpressive consumption contexts. Contrary to this work, we demonstrate, across four studies in which proximity was both measured and m…

Firstborns buy better for the greater good: Birth order differences in green consumption values

Despite multiple studies on the role of birth order in shaping human personality, marketing literature has largely neglected its role in shaping consumer behavior. We conducted a high-powered birth-order study on several consumption-related measures (Nmain analyses = 1358), which consistently enabled us to detect effect sizes even smaller than d = 0.20 with a power of 0.90. Participants filled out scales measuring susceptibility to normative interpersonal influence, the need for uniqueness, and the tendency to express the value of environmental protection through purchases and consumption behaviors. At a general level, we did not find any support for the notion that firstborns (vs. laterbor…

Selfless or Selfish? The Impact of Message Framing and Egoistic Motivation on Narcissists’ Compliance with Preventive Health Behaviors during COVID-19

COVID-19 is one of the greatest international health crises in recent years. Due to the highly contagious nature of the virus, the World Health Organization has recommended that people comply with a set of preventive measures to reduce the infection rate (e.g., social distancing, wearing a face mask, thorough personal hygiene). However, people typically differ in the extent to which they are willing to comply with such recommendations, as they imply certain personal restrictions. The present study aimed to investigate whether narcissism levels and message framing strategies affect individuals’ willingness to accept personal restrictions and, consequently, comply with a set of preventive hea…

Predictors of enhancing human physical attractiveness: Data from 93 countries

People across the world and throughout history have gone to great lengths to enhance their physical appearance. Evolutionary psychologists and ethologists have largely attempted to explain this phenomenon via mating preferences and strategies. Here, we test one of the most popular evolutionary hypotheses for beauty-enhancing behaviors, drawn from mating market and parasite stress perspectives, in a large cross-cultural sample. We also test hypotheses drawn from other influential and non-mutually exclusive theoretical frameworks, from biosocial role theory to a cultural media perspective. Survey data from 93,158 human participants across 93 countries provide evidence that behaviors such as a…

Pandemic Prevention and Personality Psychology: Gender Differences in Preventive Health Behaviors during COVID-19 and the Roles of Agreeableness and Conscientiousness

One of the greatest public health crises in recent times, the COVID-19 pandemic, has come with a myriad of challenges in terms of health communication and public cooperation to prevent the spread of the disease. Understanding which are the key determinants that make certain individuals more cooperative is key in effectively tackling pandemics and similar future challenges. In the present study (N = 800), we investigated whether gender differences in compliance with preventive health behaviors (PHB) at the onset of the COVID-19 pandemic could be established, and, if so, whether the personality traits of agreeableness and conscientiousness could help explain this presumed relationship. Consis…

Beauty is in the eye of the beer holder but rarely because of the beer

Abstract Across three studies, the present research examined beliefs and real-world responses pertaining to whether bar patrons' self-rated attractiveness would be higher later in the night. Contrary to beliefs held by lay people (Study 1A) and researchers in relevant disciplines (Study 1B), the results of a field study (Study 2) revealed that patrons perceived themselves as more attractive at later times, regardless of the amount of alcohol consumed. Relationship status moderated this time-contingent finding, which only applied to patrons who were single. However, consistent with sexual strategies theory, this interplay was further moderated by the patrons' sex. Men rated themselves as mor…

Development and psychometric evaluation of the Anticipated Food Scarcity Scale (AFSS).

Mass media extensively inform societies about events threatening the global food supply (e.g., pandemics or Brexit). Consumers exposed to such communication may perceive food resources as becoming scarcer. In line with the evolutionary account, these perceptions can shift decision-making in domains such as food preferences or prosociality. However, the current literature has solely focused on actual and past food insecurity experiences threatening mostly low-income families, thus neglecting the future-oriented perceptions among the general population. This paper broadens the food insecurity research scope by developing a new construct—anticipated food scarcity (AFS)—which is defined as the …

Citizen Coherence and Cultivated Cleanliness: Using Technology-Induced Social Norms to Strengthen Sustainable Household Bonds

Social identity and social capital are critical to human well-being and sustainable development. However, existing research on sustainable behavior typically treats these factors merely as taken-for-granted preconditions to environmental protection. This paper argues that they can also be direct outcomes of environment-oriented efforts, thus becoming drivers of sustainable societies. As part of a larger research project on household recycling and waste behavior, the authors assess and compare perceived social identity and social capital of residents in a multi-family residential dwelling in Sweden before (N = 66) and after (N = 18) exposure to a social norm-based intervention delivered thro…

Eco depletion: The impact of hunger on prosociality by means of environmentally friendly attitudes and behavior

Abstract The present research investigated the impact of hunger on prosociality in a consumer choice context by means of environmentally friendly attitudes and behavior. Two eye-tracking studies were conducted with hunger measured (Study 1) and manipulated (Study 2). The data were analyzed through bivariate correlations, Pearson's chi-square tests, and analyses of variance (ANOVAs). Our findings, based on cross-sectional and experimental evidence from field and lab settings, revealed that hungry consumers express more prosocial attitudes than their satiated counterparts in terms of general environmental concerns and importance ratings of buying eco-labeled products. However, we found no sig…

Predictors of enhancing human physical attractiveness: Data from 93 countries

People across the world and throughout history have gone to great lengths to enhance their physical appearance. Evolutionary psychologists and ethologists have largely attempted to explain this phenomenon via mating preferences and strategies. Here, we test one of the most popular evolutionary hypotheses for beauty-enhancing behaviors, drawn from mating market and parasite stress perspectives, in a large cross-cultural sample. We also test hypotheses drawn from other influential and non-mutually exclusive theoretical frameworks, from biosocial role theory to a cultural media perspective. Survey data from 93,158 human participants across 93 countries provide evidence that behaviors such as a…

Stairway to organic heaven: The impact of social and temporal distance in print ads

Abstract Multiple studies employ consumers’ intentions rather than actual purchases when assessing organic food consumption. These studies typically suggest a green bias in organic market share. Employing reactance and construal level theory, this research investigates the impact of one’s social distance to the character depicted in ads (animal vs. human) and the temporal distance (present vs. future) toward organic animal husbandry on consumers’ purchase responses directly; indirectly, as related to the portrayed character; and generally to organic foods. Three 2 (temporal distance: low, high) × 2 (social distance: low, high) between-subjects experiments demonstrate that low social distanc…

Health gains through loss frames: Testing the effectiveness of message framing on citizens' use of nutritional warnings.

Abstract The aim of the present work was twofold: (i) to evaluate the effect of nutritional warnings and health-related packaging cues (nutrient claim and images of natural foods) on consumers' food choices, and (ii) to evaluate the influence of two types of messages (gain-framed and loss-framed) aimed at encouraging the use of such warnings and packaging cues on food choices. A total of 510 participants were recruited using an advertisement on Facebook and Instagram targeted at Uruguayan adult users. Participants were randomly allocated to one of three experimental groups: control (n = 167), loss-framed messages (n = 177) and gain-framed messages (n = 166). Then, they completed a choice-co…

Self-isolation for the self-centered: Negative framing increases narcissists' willingness to self-isolate during COVID-19 through higher response efficacy

Abstract The coronavirus (COVID-19) pandemic has come with various health recommendations restricting personal freedom, such as social distancing and self-isolation. Considering the personal sacrifices involved, not all individuals are equally willing to comply with such recommendations, which might pose a health hazard further down the line. In a high-powered study (N = 800), we show that individual differences in narcissism influence the willingness to self-isolate during pandemics, with individuals high (vs. low) in narcissism being less willing to self-isolate. However, this tendency can be offset by tailored message framing. Specifically, individuals high (vs. low) in narcissism are mo…

Evolutionary psychology in marketing: Deep, debated, but fancier with fieldwork

Drivers and Social Implications of Artificial Intelligence Adoption in Healthcare during the COVID-19 Pandemic

The COVID-19 pandemic continues to impact people worldwide–steadily depleting scarce resources in healthcare. Medical Artificial Intelligence (AI) promises a much-needed relief but only if the technology gets adopted at scale. The present research investigates people’s intention to adopt medical AI as well as the drivers of this adoption in a representative study of two European countries (Denmark and France,N= 1068) during the initial phase of the COVID-19 pandemic. Results reveal AI aversion; only 1 of 10 individuals choose medical AI over human physicians in a hypothetical triage-phase of COVID-19 pre-hospital entrance. Key predictors of medical AI adoption are people’s trust in medical …

Touch, threats, and transactions: Pandemic influences on consumer responses and the mediating role of touch likelihood when shopping for fruits and vegetables

The COVID-19 pandemic has influenced consumer behavior in numerous ways. Most of the public health measures have centered around minimizing social contact and physical touch. In the present study, we investigate the impact of such touch restrictions, introduced during the pandemic, on consumers’ shopping responses and payment preferences in the context of a perishable food category amenable to tactile evaluation (fresh fruits and vegetables). The study used a single-factor between-subjects design (during vs. before the COVID-19 pandemic), with the data collected in a scenario-based online experiment from a sample of 729 participants. The results revealed significantly less favorable shoppin…

Secure and sustainable but not as prominent among the ambivalent: Attachment style and proenvironmental consumption

Abstract Human activity has degraded the environment and contributed to numerous public health hazards. Thus, the United Nations recently made an urgent call to develop sustainable consumption practices. Although existing literature has acknowledged attachment style as a potential predictor of certain consumption responses, its influence on proenvironmental consumption has not yet been examined. We conducted a large-sampled study (N = 1397) on this topic and found securely attached individuals to report significantly higher scores on a scale measuring proenvironmental consumption compared to people with anxious/ambivalent and avoidant attachment styles, respectively. The latter two groups d…