Social and cultural influences on older consumers.

Given the growing size and proportion of older consumer segments in the market, it is important to understand the social and cultural influences that guide their decision-making. This brief review synthesizes recent advances in consumer research that shed light on age-related differences in consumer responses to economic and sociocultural factors, with an emphasis on the latter. The varied effects of social and cultural factors on older consumers can be explained by the changes in the economic status, cognitive functions, and socioemotional needs that consumers experience as they age. We conclude the review by highlighting areas of research that require further investigation.

Self-relevant appeals to engage in self-monitoring of alcohol use: A microrandomized trial.

OBJECTIVE: While self-monitoring can help mitigate alcohol misuse in young adults, engagement with digital self-monitoring is suboptimal. The present study investigates the utility of two types of digital prompts (reminders) to encourage young adults to self-monitor their alcohol use. These prompts leverage information that is self-relevant (i.e., represents and is valuable) to the person. METHOD: Five hundred ninety-one college students (Mage = 18; 61% = female, 76% = White) were enrolled in an 8-week intervention study involving biweekly digital self-monitoring of their alcohol use. At baseline, participants selected an item they would like to purchase for themselves and their preferred charitable organization. Then, biweekly, participants were microrandomized to a prompt highlighting the opportunity to either (a) win their preferred item (self-interest prompt); or (b) donate to their preferred charity (prosocial prompt). Following self-monitoring completion, participants allocated reward points toward lottery drawings for their preferred item or charity. RESULTS: The self-interest (vs. prosocial) prompt was significantly more effective in promoting proximal self-monitoring at the beginning of the study, Est = exp(.14) = 1.15; 95% confidence interval (CI) [1.01, 1.29], whereas the prosocial (vs. self-interest) prompt was significantly more effective at the end, Est = exp(-.17) = 0.84; 95% CI [0.70, 0.98]. Further, the prosocial (vs. self-interest) prompt was significantly more effective among participants who previously allocated all their reward points to drawings for their preferred item, Est = exp(-.15) = 0.86; 95% CI [.75, .97]. CONCLUSIONS: These results suggest that the advantage of prompts that appeal to a person's self-interest (vs. prosocial) motives varies over time and based on what reward options participants prioritized in previous decisions. Theoretical and practical implications for intervention design are discussed. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

Engagement in digital interventions.

The notion of "engagement," which plays an important role in various domains of psychology, is gaining increased currency as a concept that is critical to the success of digital interventions. However, engagement remains an ill-defined construct, with different fields generating their own domain-specific definitions. Moreover, given that digital interactions in real-world settings are characterized by multiple demands and choice alternatives competing for an individual's effort and attention, they involve fast and often impulsive decision-making. Prior research seeking to uncover the mechanisms underlying engagement has nonetheless focused mainly on psychological factors and social influences and neglected to account for the role of neural mechanisms that shape individual choices. This article aims to integrate theories and empirical evidence across multiple domains to define engagement and discuss opportunities and challenges to promote effective engagement in digital interventions. We also propose the affect-integration-motivation and attention-context-translation (AIM-ACT) framework, which is based on a neurophysiological account of engagement, to shed new light on how in-the-moment engagement unfolds in response to a digital stimulus. Building on this framework, we provide recommendations for designing strategies to promote engagement in digital interventions and highlight directions for future research. (PsycInfo Database Record (c) 2022 APA, all rights reserved).

Interdependent self-construal predicts increased gray matter volume of scene processing regions in the brain.

Interdependent self-construal (SC) is thought to lead to a more holistic cognitive style that emphasizes the processing of the background scene of a focal object. At present, little is known about whether the structural properties of the brain might underlie this functional relationship. Here, we examined the gray matter (GM) volume of three cortical regions involved in scene processing -- a cornerstone of contextual processing. Study 1 tested 78 European American non-student adults and found that interdependent (vs. independent) SC predicts higher GM volume in the parahippocampal place area (PPA), one of the three target regions. Testing both European American and East Asian college students (total N = 126), Study 2 replicated this association. Moreover, the GM volume of all the three target regions was greater for East Asians than for European Americans. Our findings suggest that there is a structural neural underpinning for the cultural variation in cognitive style.

Creativity and aging: Positive consequences of distraction.

Diminished inhibitory control in cognitive functioning renders people vulnerable to the effects of distracting information. Older adults' decreased ability to ignore information makes them especially susceptible to the disruptive effects of distraction. We show that in the domain of creativity, distraction can have beneficial consequences. In the first study, both younger and older adults generated more creative recipes when presented with distracting information that was congruent with target information, compared to no distracting information, in a subsequent creativity task. This increase in creativity with congruent distraction was preserved, and even slightly enhanced, among older relative to younger adults. In the second study, we sought to replicate and extend our findings to a new task. We found that following exposure to distracting information, older adults generated more creative solutions than younger adults on a subsequent unusual uses for a brick task. Present findings suggest ways that distraction can boost creativity among older adults. (PsycInfo Database Record (c) 2020 APA, all rights reserved).

DRD4 polymorphisms modulate reward positivity and P3a in a gambling task: Exploring a genetic basis for cultural learning.

Prior work shows that people respond more plastically to environmental influences, including cultural influences, if they carry the 7 or 2-repeat (7/2R) allelic variant of the dopamine D4 receptor gene (DRD4). The 7/2R carriers are thus more likely to endorse the norms and values of their culture. So far, however, mechanisms underlying this moderation of cultural acquisition by DRD4 are unclear. To address this gap in knowledge, we tested the hypothesis that DRD4 modulates the processing of reward cues existing in the environment. About 72 young adults, preselected for their DRD4 status, performed a gambling task, while the electroencephalogram was recorded. Principal components of event-related potentials aligned to the Reward-Positivity (associated with bottom-up processing of reward prediction errors) and frontal-P3 (associated with top-down attention) were both significantly more positive following gains than following losses. As predicted, the gain-loss differences were significantly larger for 7/2R carriers than for noncarriers. Also, as predicted, the cultural backgrounds of the participants (East Asian vs. European American) did not moderate the effects of DRD4. Our findings suggest that the 7/2R variant of DRD4 enhances (a) the detection of reward prediction errors and (b) controlled attention that updates the context for the reward, thereby suggesting one possible mechanism underlying the DRD4 × Culture interactions.

The gray matter volume of the temporoparietal junction varies across cultures: a moderating role of the dopamine D4 receptor gene (DRD4).

Prior work shows that compared to European Americans, East Asians show an enhanced propensity to take the perspective of another person. In the current work, we tested whether this cultural difference might be reflected in the gray matter (GM) volume of the temporoparietal junction (TPJ), a brain region selectively implicated in perspective taking and mentalizing. We also explored whether the cultural difference in the TPJ GM volume might be moderated by dopamine D4 receptor gene (DRD4) exon 3 variable-number tandem repeat polymorphism. Structural magnetic resonance imaging of 66 European Americans and 66 East Asian-born Asians were subjected to voxel-based morphometry. It was observed that the GM volume of the right TPJ was greater among East Asians than among European Americans. Moreover, this cultural difference was significantly more pronounced among carriers of the 7- or 2-repeat allele of DRD4 than among the non-carriers of these alleles. Our findings contribute to the growing evidence that culture can shape the brain.

Cultural variation in the gray matter volume of the prefrontal cortex is moderated by the dopamine D4 receptor gene (DRD4).

Recent evidence suggests a systematic cultural difference in the volume/thickness of prefrontal regions of the brain. However, origins of this difference remain unclear. Here, we addressed this gap by adopting a unique genetic approach. People who carry the 7- or 2-repeat (7/2-R) allele of the dopamine D4 receptor gene (DRD4) are more sensitive to environmental influences, including cultural influences. Therefore, if the difference in brain structure is due to cultural influences, it should be moderated by DRD4. We recruited 132 young adults (both European Americans and Asian-born East Asians). Voxel-based morphometry showed that gray matter (GM) volume of the medial prefrontal cortex and the orbitofrontal cortex was significantly greater among European Americans than among East Asians. Moreover, the difference in GM volume was significantly more pronounced among carriers of the 7/2-R allele of DRD4 than among non-carriers. This pattern was robust in an alternative measure assessing cortical thickness. A further exploratory analysis showed that among East Asian carriers, the number of years spent in the U.S. predicted increased GM volume in the orbitofrontal cortex. The present evidence is consistent with a view that culture shapes the brain by mobilizing epigenetic pathways that are gradually established through socialization and enculturation.

Gene by Culture Effects on Emotional Processing of Social Cues among East Asians and European Americans.

While Western cultures are more focused on individualization and self-expression, East Asian cultures promote interrelatedness. Largely unknown is how gene by culture interactions influence the degree to which individuals acquire culture, and the neurocircuitry underlying how social cues are processed. We sought to examine the interaction between DRD4 polymorphism and culture in the neural processing of social emotional cues. 19 Asian-born East Asian (AA) and 20 European American (EA) participants performed a shifted attention emotion appraisal functional magnetic resonance imaging (fMRI) task, which probes implicit emotional processing and regulation in response to social emotional cues. Half of the participants in each group were DRD4 2- or 7-repeat allele (2R/7R) carriers. AA participants showed larger left and right amygdala, and left hippocampal activation during implicit processing of fearful faces. There was a gene by culture interaction in the left insula during implicit processing of facial cues, while activation in EA DRD4 2R/7R carriers was larger than EA non-carriers and AA carriers. Our findings suggest that emotional facial cues are more salient to AA participants and elicit a larger amygdala reaction. Gene by culture interaction finding in insula suggests that DRD4 2R/7R carriers in each culture are more prone to adopting their cultural norm.

When Brain Beats Behavior: Neuroforecasting Crowdfunding Outcomes.

Although traditional economic and psychological theories imply that individual choice best scales to aggregate choice, primary components of choice reflected in neural activity may support even more generalizable forecasts. Crowdfunding represents a significant and growing platform for funding new and unique projects, causes, and products. To test whether neural activity could forecast market-level crowdfunding outcomes weeks later, 30 human subjects (14 female) decided whether to fund proposed projects described on an Internet crowdfunding website while undergoing scanning with functional magnetic resonance imaging. Although activity in both the nucleus accumbens (NAcc) and medial prefrontal cortex predicted individual choices to fund on a trial-to-trial basis in the neuroimaging sample, only NAcc activity generalized to forecast market funding outcomes weeks later on the Internet. Behavioral measures from the neuroimaging sample, however, did not forecast market funding outcomes. This pattern of associations was replicated in a second study. These findings demonstrate that a subset of the neural predictors of individual choice can generalize to forecast market-level crowdfunding outcomes-even better than choice itself.SIGNIFICANCE STATEMENT Forecasting aggregate behavior with individual neural data has proven elusive; even when successful, neural forecasts have not historically supplanted behavioral forecasts. In the current research, we find that neural responses can forecast market-level choice and outperform behavioral measures in a novel Internet crowdfunding context. Targeted as well as model-free analyses convergently indicated that nucleus accumbens activity can support aggregate forecasts. Beyond providing initial evidence for neuropsychological processes implicated in crowdfunding choices, these findings highlight the ability of neural features to forecast aggregate choice, which could inform applications relevant to business and policy.

ewrapper: Operationalizing engagement strategies in mHealth.

The advancement of digital technologies particularly in the domain of mobile health (mHealth) holds great promise in the promotion of health behavior. However, keeping users engaged remains a central challenge. This paper proposes a novel approach to address this issue by supplementing existing and future mHealth applications with an engagement wrapper - a collection of engagement strategies integrated into a single, coherent model. The engagement wrapper is operationalized within the format of an ambient display on the lock screen of mobile devices.

Dopamine-System Genes and Cultural Acquisition: The Norm Sensitivity Hypothesis.

Previous research in cultural psychology shows that cultures vary in the social orientation of independence and interdependence. To date, however, little is known about how people may acquire such global patterns of cultural behavior or cultural norms. Nor is it clear what genetic mechanisms may underlie the acquisition of cultural norms. Here, we draw on recent evidence for certain genetic variability in the susceptibility to environmental influences and propose a norm sensitivity hypothesis, which holds that people acquire culture, and rules of cultural behaviors, through reinforcement-mediated social learning processes. One corollary of the hypothesis is that the degree of cultural acquisition should be influenced by polymorphic variants of genes involved in dopaminergic neural pathways, which have been widely implicated in reinforcement learning. We reviewed initial evidence for this prediction and discussed challenges and directions for future research.

The Neuroscience of Consumer Choice.

We review progress and challenges relating to scientific and applied goals of the nascent field of consumer neuroscience. Scientifically, substantial progress has been made in understanding the neurobiology of choice processes. Further advances, however, require researchers to begin clarifying the set of developmental and cognitive processes that shape and constrain choices. First, despite the centrality of preferences in theories of consumer choice, we still know little about where preferences come from and the underlying developmental processes. Second, the role of attention and memory processes in consumer choice remains poorly understood, despite importance ascribed to them in interpreting data from the field. The applied goal of consumer neuroscience concerns our ability to translate this understanding to augment prediction at the population level. Although the use of neuroscientific data for market-level predictions remains speculative, there is growing evidence of superiority in specific cases over existing market research techniques.

The dopamine D4 receptor gene (DRD4) moderates cultural difference in independent versus interdependent social orientation.

Prior research suggests that cultural groups vary on an overarching dimension of independent versus interdependent social orientation, with European Americans being more independent, or less interdependent, than Asians. Drawing on recent evidence suggesting that the dopamine D4 receptor gene (DRD4) plays a role in modulating cultural learning, we predicted that carriers of DRD4 polymorphisms linked to increased dopamine signaling (7- or 2-repeat alleles) would show higher levels of culturally dominant social orientations, compared with noncarriers. European Americans and Asian-born Asians (total N = 398) reported their social orientation on multiple scales. They were also genotyped for DRD4. As in earlier work, European Americans were more independent, and Asian-born Asians more interdependent. This cultural difference was significantly more pronounced for carriers of the 7- or 2-repeat alleles than for noncarriers. Indeed, no cultural difference was apparent among the noncarriers. Implications for potential coevolution of genes and culture are discussed.

Age differences in medial prefrontal activity for subsequent memory of truth value.

Much research has demonstrated that aging is marked by decreased source memory relative to young adults, yet a smaller body of work has demonstrated that increasing the socioemotional content of source information may be one way to reduce age-related performance differences. Although dorsomedial prefrontal cortex (dmPFC) activity may support source memory among young and older adults, the extent to which one activates dorsal vs. ventral mPFC may reflect one's personal connection with incoming information. Because truth value may be one salient marker that impacts one's connection with information and allocation of attention toward incoming material, we investigated whether the perceived truth value of information differently impacts differences in mPFC activity associated with encoding source information, particularly with age. Twelve young (18-23 years) and 12 older adults (63-80 years) encoded true and false statements. Behavioral results showed similar memory performance between the age groups. With respect to neural activity associated with subsequent memory, young adults, relative to older adults, exhibited greater activity in dmPFC while older adults displayed enhanced ventromedial prefrontal cortex (vmPFC) and insula engagement relative to young. These results may potentially indicate that young adults focus on a general knowledge acquisition goal, while older adults focus on emotionally relevant aspects of the material. The findings demonstrate that age-related differences in recruitment of mPFC associated with encoding source information may in some circumstances underlie age-equivalent behavioral performance.

One without the other: seeing relationships in everyday objects.

People often make multiple choices at the same time, choosing a snack and drink or a cell phone and case, only to learn that some of their choices are unavailable. Do they take the available item (or items) or something else entirely? Culture-as-situated-cognition theory predicts that this choice is determined by one's accessible cultural mind-set. An accessible collectivist (vs. individualist) mind-set should heighten sensitivity to an emergent relationship among items chosen together so that having some is not acceptable if not all can be obtained. Indeed, we found that Latinos (but not Anglos) refuse chosen items if not all can be obtained (Study 1a). Further, making a collectivist mind-set accessible reproduces this between-groups difference (Study 1b), increases people's willingness to pay to complete sets (Study 1b), and shifts choice to previously undesired items if no set-completing option is provided (Studies 2-4). Finally, we found that increased sensitivity to an emergent relationship among chosen items mediates these effects (Studies 3 and 4).

Age-related neural differences in affiliation and isolation.

While previous aging studies have focused on particular components of social perception (e.g., theory of mind, self-referencing), little is known about age-related differences specifically for the neural basis of perception of affiliation and isolation. This study investigates age-related similarities and differences in the neural basis of affiliation and isolation. Participants viewed images of affiliation (groups engaged in social interaction) and isolation (lone individuals), as well as nonsocial stimuli (e.g., landscapes), while making pleasantness judgments and undergoing functional neuroimaging (BOLD fMRI). Results indicated age-related similarities in response to affiliation and isolation in recruitment of regions involved in theory of mind and self-referencing (e.g., temporal pole, medial prefrontal cortex). Yet age-related differences also emerged in response to affiliation and isolation in regions implicated in the theory of mind, as well as self-referencing. Specifically, in response to isolation versus affiliation images, older adults showed greater recruitment than did younger adults of the temporal pole, a region that is important for retrieval of personally relevant memories utilized to understand others' mental states. Furthermore, in response to images of affiliation versus isolation, older adults showed greater recruitment than did younger adults of the precuneus, a region implicated in self-referencing. We suggest that age-related divergence in neural activation patterns underlying judgments of scenes depicting isolation versus affiliation may indicate that older adults' theory of mind processes are driven by retrieval of isolation-relevant information. Moreover, older adults' greater recruitment of the precuneus for affiliation versus isolation suggests that the positivity bias for emotional information may extend to social information involving affiliation.

Aging and consumer decision making.

Research on consumer decision making and aging is especially important for fostering a better understanding of ways to maintain consumer satisfaction and high decision quality across the life span. We provide a review of extant research on the effects of normal aging on cognition and decision processes and how these age-related processes are influenced by task environment, meaningfulness of the task, and consumer expertise. We consider how research centered on these topics generates insights about changes in consumption decisions that occur with aging and identify a number of gaps and directions for future research.

Ageing and the self-reference effect in memory.

The present study investigates potential age differences in the self-reference effect. Young and older adults incidentally encoded adjectives by deciding whether the adjective described them, described another person (Experiments 1 & 2), was a trait they found desirable (Experiment 3), or was presented in upper case. Like young adults, older adults exhibited superior recognition for self-referenced items relative to the items encoded with the alternate orienting tasks, but self-referencing did not restore their memory to the level of young adults. Furthermore, the self-reference effect was more limited for older adults. Amount of cognitive resource influenced how much older adults benefit from self-referencing, and older adults appeared to extend the strategy less flexibly than young adults. Self-referencing improves older adults' memory, but its benefits are circumscribed despite the social and personally relevant nature of the task.

Pictorial naming specificity across ages and cultures: a latent class analysis of picture norms for younger and older Americans and Chinese.

BACKGROUND: Cognitive aging research, as well as cross-cultural research, often relies on pictorial stimuli to address how perceptions of common objects vary by population group. OBJECTIVE: We investigate naming specificity--the degree of detail elicited for object labels - across age (younger-older) and culture (American-Chinese). METHODS: Using latent class analysis techniques, we segregated picture-item responses into multiple specificity levels. The analysis was conducted for 260 pictures, across four groups of younger (aged 17-25 years) and older (aged 59-76 years) adults in the US and mainland China. RESULTS: Overall, three naming specificity classes were supported. Age differences were modest compared to those across culture. In particular, Chinese groups showed far greater variation, naming more items both with high and with low specificity than age-matched American counterparts. Our results differed from prior studies using familiarity and latency measures. Moreover, approximately 28% of commonly-used picture items differed across all four groups. CONCLUSION: These results highlight the need to select appropriate pictorial stimuli for studies involving populations diverse in age and cultural background.