Enrico Rubaltelli | Università degli Studi di Padova (original) (raw)
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Papers by Enrico Rubaltelli
PsycEXTRA Dataset, 2000
The aim of the present study is to verify if people's perception of cause related marketing (CRM)... more The aim of the present study is to verify if people's perception of cause related marketing (CRM) strategies is influenced by the mental accounting format used to present the price of the product and the amount of money donated to the social cause. However, such an effect is conditional on the type of product used for the campaign as the mental accounting is only expected to enhance the consumers' perception of CRM programs supported by hedonic products and not their perception of programs supported by utilitarian products. In Experiment 1, results show that only for hedonic products an integrated mental accounting induces people to perceive the CRM program more positively than a separated one. In Experiment 2, the integrated mental accounting reduces people's guilt about the purchase of hedonic products, therefore explaining why this manipulation has a different impact on hedonic and utilitarian products.
European Psychologist, 2006
The aim of the present study is to show the representation of the category "money" that Italians ... more The aim of the present study is to show the representation of the category "money" that Italians have after the introduction of the Euro. In addition, it was assessed whether different expertise in handling money might have an effect. To assess the expertise we asked to answer three different groups (students, retailers, and bank clerks) to answer the questionnaire. It was expected that the mental representation of the concept of money should be different among the three groups since they have different ways of handling money depending on their specific activities. Results showed that different exemplars of money are actually perceived as differently representative of the concept money. Moreover, there was an effect of expertise, which led the three groups to have different mental representations of the money category.
European Psychologist, 2011
ABSTRACT Previous research has shown that people attach a different value to exemplars of money h... more ABSTRACT Previous research has shown that people attach a different value to exemplars of money having similar nominal values but dissimilar physical features. In particular, recent data have suggested that American people attach higher value to 1banknotesthanto1 banknotes than to 1banknotesthanto1 coins. These results have been explained in terms of familiarity since the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 coin was introduced recently and is, therefore, less familiar than the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 banknote. We suggest an alternative explanation based on the different mental accounts associated with the use of coins and banknotes. Experiments 1–3 show that people are willing to pay more when using coins than banknotes regardless of their familiarity with these exemplars of money. Experiment 3 also shows that people overestimate the amount of money at their disposal when they are provided with banknotes and underestimate it when using coins. Experiment 4 reveals that people using banknotes are more sensitive to discounts than people using coins. Finally, Experiment 5 indicates that people implicitly associate coins with low value products and banknotes with high value products. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
This study investigated how people solve moral dilemmas and aimed to show that their answers are ... more This study investigated how people solve moral dilemmas and aimed to show that their answers are influenced by critical information about the life expectancy of a person that has to be sacrificed in order to save several others individuals. We hypothesized that ...
Cognition & Emotion, 2012
Corporate Social …, 2009
... ABSTRACT Cause related marketing (CRM) is a strategy that aims to communicate a company&a... more ... ABSTRACT Cause related marketing (CRM) is a strategy that aims to communicate a company's striv-ing for corporate social responsibility and to improve brand image. ... In the final section, the implications of CRM for corporate social responsibility are discussed. ...
One of the major issues in transplantation is to find a strategy to overcome the scarcity of huma... more One of the major issues in transplantation is to find a strategy to overcome the scarcity of human organs. One of the interventions under investigation is represented by xenotransplantation. The present study aimed to understand the role of psychological factors on people's perception of xenotransplantation. In particular, we tested a condition in which different alternatives (e.g., human vs. pig donors) are presented together allowing people to compare among them (joint evaluation) and two conditions in which people are presented with only one of the two alternatives and cannot compare them (separate evaluation). The study was conducted with three different groups of participants: patients waiting for liver transplantation (N = 31 in joint evaluation and N = 30 in each of the two separate evaluation conditions); students (N = 30 in join evaluation and N = 30 in each of the two separate evaluation conditions); and healthy adults (N = 30 in joint evaluation and N = 30 in each of the two separate evaluation conditions). Participants were presented with hypothetical scenarios and asked how good (or bad) were their feelings toward one or two types of donor (e.g., human and pig). Patients showed a skeptical attitude toward xenotransplantation both when it was evaluated together with the human donor (P < 0.01) or when it was evaluated separately (P < 0.01). Differently, when asked to evaluate each donor separately healthy adults and students showed similar affective reactions toward the two alternatives (human organ and xenograft). The present study demonstrates that the evaluation context may increase the impact of affective reactions and reduce healthy people's ability to use information on the potential benefit of a novel biomedical technology. Regardless of the evaluation context, patients always rely on affective reactions and show an overall preference for the human organ.
Despite being still at the experimental level, xenotransplantation may become an effective strate... more Despite being still at the experimental level, xenotransplantation may become an effective strategy to overcome the scarcity of human organs. However, at the present time there is considerable resistance to this kind of biomedical technology. The aim of the present study was to identify novel strategies to reduce patients' negative affective reactions towards xenotransplantation helping them to understand the advantages of xenotransplantation in a more analytical fashion and increase their acceptance for this approach. The study was conducted in a group of patients with liver cirrhosis waiting for liver transplantation. They were presented with hypothetical scenarios and asked to choose among either two or three alternative types of donor defined by their species (e.g., livers from humans vs. other species) and availability (low for human donors and high for livers from non-human species). Patients were unwilling to accept xenotransplantation if they were presented with livers from humans (chosen by 97.5% of participants) vs. livers from genetically modified pigs (2.5%). On the other hand, a different group of patients was significantly more willing to accept xenotransplantation if they were presented with three different types of donors: respectively, human beings (74.4%), genetically modified pigs (25.6%) and genetically modified dogs. In addition, human livers were judged significantly more attractive than genetically modified livers from pigs, monkeys, dogs, or sheep and pig livers were rated as significantly more attractive than livers from monkeys, dogs, or sheep (for all comparisons P < 0.01). These results demonstrate that paradigms from other fields, like decision-making, might help to communicate more effectively the potential of xenotransplantation, modulating patients' affective reactions and allowing them to understand the potential strengths of this biomedical technology.
Mind & Society, 2009
Previous research on the interpersonal effects of emotions in negotiation suggested that bargaine... more Previous research on the interpersonal effects of emotions in negotiation suggested that bargainers obtain higher outcomes expressing anger, when it is not directed against the counterpart as a person and it is perceived as appropriate. Instead, other studies indicated that successful negotiators express positive emotions. To reconcile this inconsistency, we propose that the direction of the effects of emotions depends
Although the personality trait of urgency has been linked to problem gambling, less is known abou... more Although the personality trait of urgency has been linked to problem gambling, less is known about psychological mechanisms that mediate the relationship between urgency and problem gambling. One individual variable of potential relevance to impulsivity and addictive disorders is age. The aims of this study were to examine: (i) a theoretical model associating urgency and gambling problems, (ii) the mediating effects of decision-making processes (operationalized as preference for small/immediate rewards and lower levels of deliberative decision-making); and (iii) age differences in these relationships. Participants comprised 986 students (64% male; mean age = 19.51 years; SD = 2.30) divided into three groups: 16–17 years, 18–21 years, and 22–25 years. All participants completed measures of urgency, problem gambling, and a delay-discounting questionnaire involving choices between a smaller amount of money received immediately and a larger amount of money received later. Participants were also asked to reflect on their decision-making process. Compared to those aged 16–17 years and 22–25 years, participants aged 18–21 years had a higher level of gambling problems and decreased scores on lower levels of deliberative decision-making. Higher levels of urgency were associated with higher levels of gambling problems. The association was mediated by a lower level of deliberative decision-making and preference for an immediate/small reward. A distinct pathway was observed for lower levels of deliberative decision-making. Young people who tend to act rashly in response to extreme moods, had lower levels of deliberative decision-making, that in turn were positively related to gambling problems. This study highlights unique decision-making pathways through which urgency trait may operate, suggesting that those developing prevention and/or treatment strategies may want to consider the model's variables, including urgency, delay discounting, and deliberative decision-making.
Although substantial research suggests that motivations have been found to mediate the relationsh... more Although substantial research suggests that motivations have been found to mediate the relationships
between impulsivity traits and various forms of substance use, no studies have examined how gambling
motives may mediate the relationships between impulsivity traits and problem gambling. The primary
purpose of this study was to test an integrative model linking impulsivity traits and gambling problems,
evaluating the mediating effects of gambling motives. Participants were 594 students (73% male; age,
M 19.92 years; SD 2.91) enrolled in public high schools or universities. Young people who tend to
act rashly in response to extremely positive moods showed higher enhancement and coping motives,
which in turn were positively related to gambling problems. Individuals with higher levels of sensation
seeking were more likely to have higher levels of enhancement motives, which in turn were also
positively related to gambling problems. The model was examined in several groups, separately for the
level of perceived gambling risk/benefits (lower perceived gambling risk, higher perceived gambling
risk, lower perceived gambling benefits, and higher perceived gambling benefits). There were significant
differences between these groups for this division. These findings suggest that prevention and/or
treatment strategies might need to consider the model’s variables, including impulsivity traits and
gambling motives, in accordance with individual levels of perceived gambling risk/benefits.
The risk-return trade off: Expected and required return Abstract Traditional economic models stat... more The risk-return trade off: Expected and required return Abstract Traditional economic models state that riskier investments should have a higher expected return. Psychological models of choice showed that people is influenced by the kind of information they are provided with and by the context of the choice, since they do not have a stable order of preferences but, rather, they construct it while giving a judgment. Experiment 1 showed that people consider the expected return of an equity only when it is explicitly stated, rather than computing it on the basis of the expected outcomes and probabilities. Experiment 2 and 3 showed that people judgments about the expected return of a stock are influenced by the way they are required to provide their estimates. In Experiment 2 participants' judgments were inconsistent with the risk-return trade off, whereas in Experiment 3 people asked a higher return from a riskier stock than from a safer one. Implications of the results for investors' behavior are discussed.
This study investigated how people solve moral dilemmas and aimed to show that their answers are ... more This study investigated how people solve moral dilemmas and aimed to show that their answers are influenced by critical information about the life expectancy of a person that has to be sacrificed in order to save several others individuals.
ABSTRACT Previous research has shown that people attach a different value to exemplars of money h... more ABSTRACT Previous research has shown that people attach a different value to exemplars of money having similar nominal values but dissimilar physical features. In particular, recent data have suggested that American people attach higher value to 1banknotesthanto1 banknotes than to 1banknotesthanto1 coins. These results have been explained in terms of familiarity since the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 coin was introduced recently and is, therefore, less familiar than the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 banknote. We suggest an alternative explanation based on the different mental accounts associated with the use of coins and banknotes. Experiments 1–3 show that people are willing to pay more when using coins than banknotes regardless of their familiarity with these exemplars of money. Experiment 3 also shows that people overestimate the amount of money at their disposal when they are provided with banknotes and underestimate it when using coins. Experiment 4 reveals that people using banknotes are more sensitive to discounts than people using coins. Finally, Experiment 5 indicates that people implicitly associate coins with low value products and banknotes with high value products. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
PsycEXTRA Dataset, 2000
The aim of the present study is to verify if people's perception of cause related marketing (CRM)... more The aim of the present study is to verify if people's perception of cause related marketing (CRM) strategies is influenced by the mental accounting format used to present the price of the product and the amount of money donated to the social cause. However, such an effect is conditional on the type of product used for the campaign as the mental accounting is only expected to enhance the consumers' perception of CRM programs supported by hedonic products and not their perception of programs supported by utilitarian products. In Experiment 1, results show that only for hedonic products an integrated mental accounting induces people to perceive the CRM program more positively than a separated one. In Experiment 2, the integrated mental accounting reduces people's guilt about the purchase of hedonic products, therefore explaining why this manipulation has a different impact on hedonic and utilitarian products.
European Psychologist, 2006
The aim of the present study is to show the representation of the category "money" that Italians ... more The aim of the present study is to show the representation of the category "money" that Italians have after the introduction of the Euro. In addition, it was assessed whether different expertise in handling money might have an effect. To assess the expertise we asked to answer three different groups (students, retailers, and bank clerks) to answer the questionnaire. It was expected that the mental representation of the concept of money should be different among the three groups since they have different ways of handling money depending on their specific activities. Results showed that different exemplars of money are actually perceived as differently representative of the concept money. Moreover, there was an effect of expertise, which led the three groups to have different mental representations of the money category.
European Psychologist, 2011
ABSTRACT Previous research has shown that people attach a different value to exemplars of money h... more ABSTRACT Previous research has shown that people attach a different value to exemplars of money having similar nominal values but dissimilar physical features. In particular, recent data have suggested that American people attach higher value to 1banknotesthanto1 banknotes than to 1banknotesthanto1 coins. These results have been explained in terms of familiarity since the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 coin was introduced recently and is, therefore, less familiar than the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 banknote. We suggest an alternative explanation based on the different mental accounts associated with the use of coins and banknotes. Experiments 1–3 show that people are willing to pay more when using coins than banknotes regardless of their familiarity with these exemplars of money. Experiment 3 also shows that people overestimate the amount of money at their disposal when they are provided with banknotes and underestimate it when using coins. Experiment 4 reveals that people using banknotes are more sensitive to discounts than people using coins. Finally, Experiment 5 indicates that people implicitly associate coins with low value products and banknotes with high value products. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
This study investigated how people solve moral dilemmas and aimed to show that their answers are ... more This study investigated how people solve moral dilemmas and aimed to show that their answers are influenced by critical information about the life expectancy of a person that has to be sacrificed in order to save several others individuals. We hypothesized that ...
Cognition & Emotion, 2012
Corporate Social …, 2009
... ABSTRACT Cause related marketing (CRM) is a strategy that aims to communicate a company&a... more ... ABSTRACT Cause related marketing (CRM) is a strategy that aims to communicate a company's striv-ing for corporate social responsibility and to improve brand image. ... In the final section, the implications of CRM for corporate social responsibility are discussed. ...
One of the major issues in transplantation is to find a strategy to overcome the scarcity of huma... more One of the major issues in transplantation is to find a strategy to overcome the scarcity of human organs. One of the interventions under investigation is represented by xenotransplantation. The present study aimed to understand the role of psychological factors on people's perception of xenotransplantation. In particular, we tested a condition in which different alternatives (e.g., human vs. pig donors) are presented together allowing people to compare among them (joint evaluation) and two conditions in which people are presented with only one of the two alternatives and cannot compare them (separate evaluation). The study was conducted with three different groups of participants: patients waiting for liver transplantation (N = 31 in joint evaluation and N = 30 in each of the two separate evaluation conditions); students (N = 30 in join evaluation and N = 30 in each of the two separate evaluation conditions); and healthy adults (N = 30 in joint evaluation and N = 30 in each of the two separate evaluation conditions). Participants were presented with hypothetical scenarios and asked how good (or bad) were their feelings toward one or two types of donor (e.g., human and pig). Patients showed a skeptical attitude toward xenotransplantation both when it was evaluated together with the human donor (P < 0.01) or when it was evaluated separately (P < 0.01). Differently, when asked to evaluate each donor separately healthy adults and students showed similar affective reactions toward the two alternatives (human organ and xenograft). The present study demonstrates that the evaluation context may increase the impact of affective reactions and reduce healthy people's ability to use information on the potential benefit of a novel biomedical technology. Regardless of the evaluation context, patients always rely on affective reactions and show an overall preference for the human organ.
Despite being still at the experimental level, xenotransplantation may become an effective strate... more Despite being still at the experimental level, xenotransplantation may become an effective strategy to overcome the scarcity of human organs. However, at the present time there is considerable resistance to this kind of biomedical technology. The aim of the present study was to identify novel strategies to reduce patients' negative affective reactions towards xenotransplantation helping them to understand the advantages of xenotransplantation in a more analytical fashion and increase their acceptance for this approach. The study was conducted in a group of patients with liver cirrhosis waiting for liver transplantation. They were presented with hypothetical scenarios and asked to choose among either two or three alternative types of donor defined by their species (e.g., livers from humans vs. other species) and availability (low for human donors and high for livers from non-human species). Patients were unwilling to accept xenotransplantation if they were presented with livers from humans (chosen by 97.5% of participants) vs. livers from genetically modified pigs (2.5%). On the other hand, a different group of patients was significantly more willing to accept xenotransplantation if they were presented with three different types of donors: respectively, human beings (74.4%), genetically modified pigs (25.6%) and genetically modified dogs. In addition, human livers were judged significantly more attractive than genetically modified livers from pigs, monkeys, dogs, or sheep and pig livers were rated as significantly more attractive than livers from monkeys, dogs, or sheep (for all comparisons P < 0.01). These results demonstrate that paradigms from other fields, like decision-making, might help to communicate more effectively the potential of xenotransplantation, modulating patients' affective reactions and allowing them to understand the potential strengths of this biomedical technology.
Mind & Society, 2009
Previous research on the interpersonal effects of emotions in negotiation suggested that bargaine... more Previous research on the interpersonal effects of emotions in negotiation suggested that bargainers obtain higher outcomes expressing anger, when it is not directed against the counterpart as a person and it is perceived as appropriate. Instead, other studies indicated that successful negotiators express positive emotions. To reconcile this inconsistency, we propose that the direction of the effects of emotions depends
Although the personality trait of urgency has been linked to problem gambling, less is known abou... more Although the personality trait of urgency has been linked to problem gambling, less is known about psychological mechanisms that mediate the relationship between urgency and problem gambling. One individual variable of potential relevance to impulsivity and addictive disorders is age. The aims of this study were to examine: (i) a theoretical model associating urgency and gambling problems, (ii) the mediating effects of decision-making processes (operationalized as preference for small/immediate rewards and lower levels of deliberative decision-making); and (iii) age differences in these relationships. Participants comprised 986 students (64% male; mean age = 19.51 years; SD = 2.30) divided into three groups: 16–17 years, 18–21 years, and 22–25 years. All participants completed measures of urgency, problem gambling, and a delay-discounting questionnaire involving choices between a smaller amount of money received immediately and a larger amount of money received later. Participants were also asked to reflect on their decision-making process. Compared to those aged 16–17 years and 22–25 years, participants aged 18–21 years had a higher level of gambling problems and decreased scores on lower levels of deliberative decision-making. Higher levels of urgency were associated with higher levels of gambling problems. The association was mediated by a lower level of deliberative decision-making and preference for an immediate/small reward. A distinct pathway was observed for lower levels of deliberative decision-making. Young people who tend to act rashly in response to extreme moods, had lower levels of deliberative decision-making, that in turn were positively related to gambling problems. This study highlights unique decision-making pathways through which urgency trait may operate, suggesting that those developing prevention and/or treatment strategies may want to consider the model's variables, including urgency, delay discounting, and deliberative decision-making.
Although substantial research suggests that motivations have been found to mediate the relationsh... more Although substantial research suggests that motivations have been found to mediate the relationships
between impulsivity traits and various forms of substance use, no studies have examined how gambling
motives may mediate the relationships between impulsivity traits and problem gambling. The primary
purpose of this study was to test an integrative model linking impulsivity traits and gambling problems,
evaluating the mediating effects of gambling motives. Participants were 594 students (73% male; age,
M 19.92 years; SD 2.91) enrolled in public high schools or universities. Young people who tend to
act rashly in response to extremely positive moods showed higher enhancement and coping motives,
which in turn were positively related to gambling problems. Individuals with higher levels of sensation
seeking were more likely to have higher levels of enhancement motives, which in turn were also
positively related to gambling problems. The model was examined in several groups, separately for the
level of perceived gambling risk/benefits (lower perceived gambling risk, higher perceived gambling
risk, lower perceived gambling benefits, and higher perceived gambling benefits). There were significant
differences between these groups for this division. These findings suggest that prevention and/or
treatment strategies might need to consider the model’s variables, including impulsivity traits and
gambling motives, in accordance with individual levels of perceived gambling risk/benefits.
The risk-return trade off: Expected and required return Abstract Traditional economic models stat... more The risk-return trade off: Expected and required return Abstract Traditional economic models state that riskier investments should have a higher expected return. Psychological models of choice showed that people is influenced by the kind of information they are provided with and by the context of the choice, since they do not have a stable order of preferences but, rather, they construct it while giving a judgment. Experiment 1 showed that people consider the expected return of an equity only when it is explicitly stated, rather than computing it on the basis of the expected outcomes and probabilities. Experiment 2 and 3 showed that people judgments about the expected return of a stock are influenced by the way they are required to provide their estimates. In Experiment 2 participants' judgments were inconsistent with the risk-return trade off, whereas in Experiment 3 people asked a higher return from a riskier stock than from a safer one. Implications of the results for investors' behavior are discussed.
This study investigated how people solve moral dilemmas and aimed to show that their answers are ... more This study investigated how people solve moral dilemmas and aimed to show that their answers are influenced by critical information about the life expectancy of a person that has to be sacrificed in order to save several others individuals.
ABSTRACT Previous research has shown that people attach a different value to exemplars of money h... more ABSTRACT Previous research has shown that people attach a different value to exemplars of money having similar nominal values but dissimilar physical features. In particular, recent data have suggested that American people attach higher value to 1banknotesthanto1 banknotes than to 1banknotesthanto1 coins. These results have been explained in terms of familiarity since the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 coin was introduced recently and is, therefore, less familiar than the 1coinwasintroducedrecentlyandis,therefore,lessfamiliarthanthe1 banknote. We suggest an alternative explanation based on the different mental accounts associated with the use of coins and banknotes. Experiments 1–3 show that people are willing to pay more when using coins than banknotes regardless of their familiarity with these exemplars of money. Experiment 3 also shows that people overestimate the amount of money at their disposal when they are provided with banknotes and underestimate it when using coins. Experiment 4 reveals that people using banknotes are more sensitive to discounts than people using coins. Finally, Experiment 5 indicates that people implicitly associate coins with low value products and banknotes with high value products. (PsycINFO Database Record (c) 2012 APA, all rights reserved)