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Retail is rapidly evolving to construct virtual environments for consumers. Online product images, videos, and virtual reality (VR) interfaces enliven consumer experiences and are a source of product information. Because consumers are unable to physically touch products in these digital environments, this research examines vicarious touch, or the observation of a hand in physical contact with a product in a digital environment. Across eight studies, the authors use images, GIFs, and VR to show that vicarious touch affects consumers' psychological ownership and product valuation due to the active nature of product touch, which results in a felt sense of body ownership of the virtual hand. This is termed the "vicarious haptic effect." Results demonstrate that it is not enough to show a hand in an advertisement; the hand must be touching a product. The vicarious haptic effect is strongest for people who become highly stimulated by an immersive VR experience (i.e., measured via the elevation in heart rate). The vicarious haptic effect is attenuated if the viewed interaction does not represent a diagnostic hand movement. The authors discuss theoretical and managerial implications for digital product presentation to encourage feelings of product ownership and valuation. [ABSTRACT FROM AUTHOR]

Compromised regulation of negative and positive emotions is a common feature of psychopathology. Healthy aging relates to changes in affective processing, but older adults' regulation of positive affect is less well understood than regulation of negative affect. We examined the cognitive reappraisal of positive and negative affect in healthy younger and older adults, and the neural correlates of reappraisal among older adults. Participants viewed negative, positive, and neutral IAPS images and were instructed to attend or reappraise their affective response. Younger and older adults (N = 31) in the behavioral pilot were asked to report on their affect after each image. Another group of older adults (N = 19) completed the same task while undergoing functional magnetic resonance imaging. Behaviorally, older adults were less effective than young adults at downregulating negative and positive affect. Older adults showed engagement of cognitive control regions when regulating negative affect, but not positive affect. Older adults showed increased, rather than decreased, activation in emotion appraisal regions when reappraising negative affect. These results may suggest that older adults are less engaged with negative stimuli ; however, future work is needed to address several limitations such as a limited sample size. In addition, we recommend future researchers expand on this work examining regulation of both positive and negative affect among older adults. [ABSTRACT FROM AUTHOR]

Some healthy older adults show departures from standard decision-making patterns exhibited by younger adults. We asked if such departures are uniform or if heterogeneous aging processes can designate which older adults show differing decision patterns. Thirty-three healthy older adults with varying decision-making patterns on a complex decision task (the Iowa Gambling Task) completed an intertemporal choice task while undergoing functional magnetic resonance imaging. We examined whether value representation in the canonical valuation network differed across older adults based on complex decision-making ability. Older adults with advantageous decision patterns showed increased activity in the valuation network, including the ventromedial prefrontal cortex (VMPFC) and striatum. In contrast, older adults with disadvantageous decision patterns showed reduced or absent activation in the VMPFC and striatum, and these older adults also showed greater blood oxygen level dependent signal temporal variability in the striatum. Our results suggest that a reduced representation of value in the brain, possibly driven by increased neural noise, relates to suboptimal decision-making in a subset of older adults, which could translate to poor decision-making in many aspects of life, including finance, health and longterm care. Understanding the connection between suboptimal decision-making and neural value signals is a step toward mitigating age-related decision-making impairments. [ABSTRACT FROM AUTHOR]

Research on narrative persuasion has yet to investigate whether this process influences behavior. The current study explored whether: (1) a narrative could persuade participants to donate to a charity, a prosocial, behavioral decision; (2) psychophysiological metrics can delineate the differences between donation/non-donation behaviors; and (3) donation behavior can be correlated with measures of psychophysiology, self-reported reactions to the narrative, and intrinsic characteristics. Participants (n = 49) completed personality/disposition questionnaires, viewed one of two versions of a narrative while EEG and ECG were recorded, completed a questionnaire regarding their reactions to the narrative, and were given an opportunity to donate to a charity related to the themes of the narrative. Results showed that: (1) 34.7% of participants donated; (2) psychophysiological metrics successfully delineated between donation behaviors and the effects of narrative version; and (3) psychophysiology and reactions to the narrative were better able to explain the variance (88 and 65%, respectively) in the amount donated than all 3 metrics combined as well as any metric alone. These findings demonstrate the promise of narrative persuasion for influencing prosocial, behavioral decisions. Our results also illustrate the utility of the previously stated metrics for understanding and possibly even manipulating behaviors resulting from narrative persuasion. [ABSTRACT FROM AUTHOR]

Developmental studies using the Iowa Gambling Task (IGT) or child-friendly adaptations of the IGT converged in showing that children and adolescents exhibit a strong bias in favor of disadvantageous choices whereas adults learn to decide advantageously during the course of the task. In the present article, we reviewed developmental studies that used the IGT or child-friendly adaptations of the IGT to show how these findings provide a better understanding of the processes involved in decision-making under uncertainty. For instance, developmental studies have underlined that until late adolescence, the dominant strategy is to focus only on the frequency of punishment and to choose among options with infrequent losses. Indeed, school-aged children and adolescents' choices in the IGT seem to be guided by the loss frequency leading them to fail in distinguishing between advantageous and disadvantageous options. In addition, recent developmental studies revealed that adults switch less often after losses than school-aged children and adolescents. These findings suggest that psychological tolerance to loss may facilitate learning the characteristics of each option, which in turn improves the ability to choose advantageously. In conclusion, developmental studies help us refine our understanding of decision-making. [ABSTRACT FROM AUTHOR]

Considerable research has shown that planning plays an important role in goal pursuit. But how does the way people plan affect goal pursuit? Research on this question is scarce. In the current research, we examined how planning the steps required for goal attainment in chronological order (i.e., forward planning) and reverse chronological order (i.e., backward planning) influences individuals’ motivation for and perceptions of goal pursuit. Compared with forward planning, backward planning not only led to greater motivation, higher goal expectancy, and less time pressure but also resulted in better goal-relevant performance. We further demonstrated that this motivational effect occurred because backward planning allowed people to think of tasks required to reach their goals more clearly, especially when goals were complex to plan. These findings suggest that the way people plan matters just as much as whether or not they plan. [ABSTRACT FROM AUTHOR]