Emotion and reason in persuasion: Applying the ARI model and the CASC scale

Article Abstract:

A view of the conceptualization and operationalization of the interaction of affect and reason involvement (ARI) upon MacLeanEs triune theory of the brain, distinguishing reptilian, individualist and prosocial biological emotions, as well as ehigher levelE social, cognitive and moral emotions, is presented. It is concluded that the ARI model has the potential to serve as an integrative viewpoint, which will clarify the role of emotion and reason in persuasion, and emotions are operationalized by versions of the Communication via Analytic and Syneretic Cognition Scale (CASC Scale).

Models, Advertising, Persuasion (Psychology)

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Economics of information in the Web economy: Towards a new theory?

Article Abstract:

The way in which two key aspects of the traditional Economics of Information (EoI) theory namely price dispersion and search efficiency are likely to be impacted differentially due to the characteristics of the Web is examined. A set of theoretical propositions, which suggests that the Web would influence the views of the traditional EoI theory in the areas of product/information versioning, antecedents of price dispersion, relationship between price dispersion and amount of search, role of search agents and the effect of search efficiency on search behavior, is presented.

Nonstore Retailers, Online shopping

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Are laterborns more innovative and nonconforming consumers than firstborns? A Darwinian perspective

Article Abstract:

Effects of birth order occur, the Darwinian theory and the following research indicate that the laterborns are much more likely to be supportive and accepting of radical scientific innovations, whereas firstborns are more likely to confirm to the status quo. The validity of this finding is examined within the consumption setting, and the results from an exploratory study appear to support it.

Influence, Birth order, Genetic psychology, Evolutionary psychology

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