Syftet med denna uppsats bestod dels i att undersöka hur musik och dess tempo påverkar kunders emotioner, beteende och upplevelse i butik, men syftade även till att undersöka i vilken omfattning pleasure, arousal och dominance predicerar tillfredsställelse, närmande- undvikande sökbeteende, generell närmande- undvikande beteende samt upplevelse av servicescape. Undersökningen genomfördes som ett fältexperiment i butiksmiljö (N= 431), utifrån en oberoende mellan-individ-design. Musik användes som oberoende variabel (högt tempo, lågt tempo och frånvaro av musik). De beroende variablerna var pleasure, arousal och dominance, tillfredsställelse samt närmande- undvikande beteende vari även köp och spenderad tid i butik inkluderades. Datainsamlingsmetod utgjordes av en enkät. Resultatet visade signifikant att musik påverkar ny dominance utifrån att musik med högt tempo leder till lägre grad av kontroll. Resultatet visade även att kunders emotioner så som pleasure, arousal och dominance signifikant förklarar kunders tillfredsställelse, närmande- undvikande sökbeteende, generell närmande- undvikande beteende samt upplevelse av servicescape. / The purpose of this study consisted in examining how the music and the tempo affect customers' emotions, behavior and experience in stores but also aimed to examine the extent of pleasure, arousal and dominance predicts satisfaction, approach-avoidance search behavior, generalized approach-avoidance behavior and experience of servicescape. The survey was conducted as a field experiment in a retail environment (N= 431), based on an independent between-subject design. Music was used as the independent variable (high speed, low speed and absence of music). The dependent variables were pleasure, arousal and dominance, satisfaction and approach-avoidance behavior whereby purchase and time spent in the store was included. Data collection method consisted of a questionnaire. The results showed significant that music tempo affects new dominance based on the music with high tempo leads to lower degree of control. The results also showed that customers’ emotions such as pleasure, arousal and dominance significantly explains customers satisfaction, approach-avoidance search behavior, generalized approach-avoidance behavior and experience of servicescape.

国立情報学研究所で電子化したコンテンツを使用している。

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The current research explored how one’s motivational focus and political orientation may interact to produce cognitive rigidity. Past literature provides evidence for associations between approach-based orientation and cognitive flexibility and between avoidance-based motives and cognitive rigidity (e.g., Cacioppo, Priester, & Berntson, 1993; Friedman & Förster, 2005; Förster, Friedman, Özelsel & Denzler, 2006, Isen & Daubman, 1984; Mikulincer, Kedem & Paz, 1990). Further, research on political orientation suggests a strong association between conservatism and cognitive rigidity (Jost, Glaser, Kruglanski, & Sulloway, 2003). Can approach/avoidance motivation help explain this link between political orientation and rigidity? To answer this question, we manipulated approach/avoidance orientation using primes that focused individuals on what they should do versus what they should not do; there was also a no-prime control group. The cognitive rigidity task involved categorizing prototypic and non-prototypic items. For each item, participants provided goodness of fit ratings and discrete category judgment of whether the item was a member of the category (i.e., “yes” or “no”). Cognitive rigidity was operationalized as greater exclusion of non-prototypic items from a category. We found approach/avoidance motivation and political orientation significantly interacted to predict cognitive rigidity. An avoidance prime produced lower goodness of fit ratings and more “no” category membership decisions for political conservatives, but not political liberals. There were no differences across groups for the approach prime. These findings suggest that conservatives’ cognitive rigidity may be attributable to their greater avoidance motivation; conservatives appear to be sensitive to negative outcomes, and when these are cued, cognitive rigidity increases.

In this dissertation, two exemplar-based models of categorization, the General Context Model (GCM) and the Exemplar Based Random Walk model (EBRW), were used to describe between-group categorization differences in artificial and natural language categories. Prior research has shown that political Conservatives in avoidance mode are more exclusive categorizers of natural language category members than Conservatives in approach mode, but this effect was absent for Liberals (Rock & Janoff-Bulman, 2010). In Experiment 1, experimenter-generated stimuli were used to show that the EBRW could account for between-group differences in categorization decisions. In Experiment 2, the data collected by Rock and Janoff-Bulman were used to develop techniques allowing the GCM to account for between-group differences in natural language categorization decisions. Experiment 3 extends these methods to allow the EBRW to account for between-group differences in natural language categorization decisions. Across these experiments, the models identify between-group differences in determining similarity, bias to give an "in-the-category" decision, and the amount of information required to make a categorization decision. Techniques for modeling natural language categorization decisions are discussed.

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Reklam anses vara lika gammal som mänskligheten och lika universell som kultur. Ur den synvinkeln är reklam en del av det sociala livet, där människor gör utbyten som gynnar båda parterna. Under de senaste decennierna har samma mänsklighet upplevt den digitala världens intensiva tillväxt, där idag nästan allt går att finna. Det har aldrig varit lättare för företag att inte enbart marknadsföra sig globalt men även ha omedelbara interaktioner med deras konsumenter. På andra sidan spektrumet spåras alla internetanvändare genom sin digitala resa med företag och organisationer som tittar på deras varje steg för att sedan presentera personligt anpassade annonser. Denna utveckling i teknik och annonser på internet har lett till att påträngande annonser har blivit ett frekvent klagomål kring internetmarknadsföring. Adblock är ett filtreringsverktyg (tillägg) som kan appliceras för att blockera reklam på webben. Verktyget kom till vid sekelskiftet och har snabbt blivit ett populärt tillägg till webbläsare. Många har kommit att ta del av dess fördelar med att blockera banderoller, pop-ups och videoannonser. Samtidigt som reklamundvikande inte enbart orsakar företagen enorma förluster kan det ytterligare skada webbplatserna samt alla andra parter inblandade. Dessutom kan en fortsatt ökning av annonsblockerare i slutändan leda till slutet av gratis digitalt innehåll. Vidare kan ett reklamundvikande ske kognitivt, beteendemässigt eller mekaniskt utan att nyttja annonsblockerare. Detta kan också resultera i kostnader för företag som producerar reklam på internet. Därav ansågs en studie utförd på icke-annonsblockerarnas synpunkt vara nödvändig för att förstå vilka faktorer det är som gör att man inte installerar och använder en annonsblockerare.   Syftet med denna studie är att kartlägga och belysa individers bakomliggande faktorer till varför de inte installerar annonsblockerare. Teorigenomgången av denna studie omfattar ämnen om varför människor installerar eller avböjer från att installera applikationer, automaticity, approach-avoidance theory, inattentional blindness, och banner blindness theory. Den analyserade data i studien samlades in genom en kvalitativ metod med 18 semistrukturerade intervjuer med individer som har en kännedom om annonsblockerare och som även har medvetet valt att inte tillämpa tillägget på webben. Studien avgränsade sig till att undersöka människors uppfattning och upplevelse mot banderoller, pop-ups och videoannonser på endast datorer. Studien har upptäckt att respondenterna bland annat inte upplever reklam som störande, att de är tekniskt okunniga eller att reklam upplevs som intressanta. Vidare undviker dock respondenterna redan reklam genom en vana och erfarenhet. Dessutom att de fokuserar på sina behov som huvudändamålet när de besöker webbsidor. Vidare hade webbsidors design och miljö en påverkan i närmande och undvikande av reklam. Denna data tolkades och sedan analyserades vara faktorer till varför man inte blockerar reklam. Slutligen har studien även upptäckt att banderoller beroende på dess design eller budskap är den mest positivt mottagna annonstypen. / Advertisement is considered as old as mankind and as universal as culture. In that sense it is a part of social life itself, where mutually beneficial exchanges are made. During the last couple of decades that same mankind has experienced the intense growth of the digital world, where today almost anything and everything can be found. It has never been easier for companies to not only market themselves globally but have instant interactions with their consumers. On the other side of the spectrum, all internet users are tracked throughout their digital journey with companies and organizations watching their every move to then present personalized advertisement. Thus, intrusion have become a frequent complaint associated with online marketing. Adblock is a filtering tool (extension) that can be applied to block out advertisement on the web. This tool came to be at the turn of the century and have rapidly become a popular addition to browsers. Many have come to take part of its benefits of blocking out banners, pop-ups and video ads alike. While ad avoidance is not only causing companies tremendous amounts of loss, it could further harm the websites that carry them, and all other parties involved. Furthermore, a continued increase of ad blockers could ultimately lead to the end of free digital contents altogether. Moreover, ad avoidance can still take place cognitively, behaviourally or mechanically without the use of an adblocker. This can also cause losses for the companies producing ads on the internet. Thereof, a study executed upon the non-ad blockers’ point of view is deemed necessary in order to understand what factors prevent the installation or use of an adblocker.    The purpose of this study is to map out and highlight individuals’ underlying factors to why they do not install ad blockers. The literature review of this study covers the subjects of why people install or reject applications, automaticity, approach-avoidance theory, inattentional blindness, and banner blindness theory. The analysed data in the study was collected through a qualitative method with 18 semi-structured interviews with individuals who are not only aware of the existence of ad blockers but who have deliberately chosen not to make use of the extension. The study delimited itself to studying people’s perception and experience of banners, pop-ups and video ads through computers only. The study found that the respondents for instance do not experience ads as disruptive, that they are technologically inexpert or that ads are perceived as interesting. However, the respondents already do avoid ads through their habit and experience. Moreover, that they focus on their needs as their main purpose of visiting websites. Furthermore, websites’ design and environment did influence approaching or avoiding ads. This data was interpreted and analysed to be factors as to why people do not block ads. Finally, the study finds that banners depending on their design or message were the most positively received ad form.

The purpose of this thesis is to investigate and understand the effect of a servicescape’s ambient and social conditions on consumers’ service encounter experience and their approach/avoidance behavior in a retail context. In three papers, with a total sample of over 1600 participants (including 550 actual consumers) and seven experiments, the author investigates the effect of music (ambient stimuli), employees’ self-disclosure (verbal social stimuli) and employees’ gazing behavior (nonverbal social stimuli) on consumers’ service encounter experience and approach/avoidance behavior in a retail store. Paper I comprised two experiments, and the aim was to investigate the influence of music on emotions, approach/avoidance behavior. Paper II comprised two experiments, and the aim was to investigate the effect of frontline employees’ personal self-disclosure on consumers’ reciprocal behavior. Paper III comprised three experiments, and the aim was to investigate the influence of employee’s direct eye gaze/ averted eye gaze on consumer emotions, social impression of the frontline employee and encounter satisfaction in different purchase situations. The results in this thesis show that music affects consumers in both positive and negative ways (Paper I). Self-disclosure affects consumers negatively, in such a way that it decreases encounter satisfaction  (Paper II) and, finally, eye gaze affects consumers by regulating both positively – and in some cases also negatively – consumers’ social impression of the frontline employee and their encounter satisfaction (Paper III). The conclusions of this thesis are that both ambient and social stimuli in a servicescape affect consumers’ internal responses, which in turn affect their behavior. Depending on the purchase situation, type of retail, and stimuli, the internal and behavioral responses are different. / The purpose of this thesis is to investigate and understand the effect of a servicescape’s ambient and social conditions on consumers’ service encounter experience and their approach/avoidance behavior in a retail context. In three papers, with a total sample of over 1600 participants (including 550 actual consumers) and seven experiments, the author investigates the effect of music, employees’ self-disclosure and employees’ gazing behavior on consumers’ service encounter experience and approach/avoidance behavior in a retail store. The results in this thesis show that music affects consumers in both positive and negative ways (Paper I). Self-disclosure affects consumers negatively, in such a way that it decreases encounter satisfaction (Paper II) and, finally, eye gaze affects consumers by regulating both positively – and in some cases also negatively – consumers’ social impression of the frontline employee and their encounter satisfaction (Paper III). The conclusions of this thesis are that both ambient and social stimuli in a servicescape affect consumers’ internal responses, which in turn affect their behavior. Depending on the purchase situation, type of retail, and stimuli, the internal and behavioral responses are different.

Submitted by Automa??o e Estat?stica (sst@bczm.ufrn.br) on 2017-01-10T15:53:45Z No. of bitstreams: 1 AronDeMirandaHenriquesAlves_TESE.pdf: 2139619 bytes, checksum: 54285e7e9d5391a21bf97d42a9b9afaa (MD5) / Approved for entry into archive by Arlan Eloi Leite Silva (eloihistoriador@yahoo.com.br) on 2017-01-12T10:50:00Z (GMT) No. of bitstreams: 1 AronDeMirandaHenriquesAlves_TESE.pdf: 2139619 bytes, checksum: 54285e7e9d5391a21bf97d42a9b9afaa (MD5) / Made available in DSpace on 2017-01-12T10:50:01Z (GMT). No. of bitstreams: 1 AronDeMirandaHenriquesAlves_TESE.pdf: 2139619 bytes, checksum: 54285e7e9d5391a21bf97d42a9b9afaa (MD5) Previous issue date: 2015-12-16 / Os objetivos desta tese foram os de investigar padr?es comportamentais e eletrofisiol?gicos associados ? resili?ncia e suscetibilidade ao estresse social induzido em camundongos. Para isso, utilizamos um protocolo de indu??o de estresse cr?nico cont?nuo a partir de derrotas sociais baseado no paradigma residente-intruso. Os resultados da tese s?o apresentados em dois estudos. No primeiro estudo, camundongos C57BL/6J submetidos a epis?dios repetidos de derrota social apresentaram motiva??o tardia para interagir com um camundongo desconhecido em sess?es prolongadas (10 min) do teste de intera??o social. Utilizando uma abordagem etol?gica associada ? an?lise computacional de v?deos foi poss?vel rastrear precisamente a posi??o dos camundongos durante a realiza??o de comportamentos de investiga??o social. Analisamos ainda a express?o detalhada de comportamentos defensivos, tais como investiga??o em postura estendida e fugas, ambos associados ao comportamento de investiga??o social. A partir dessas an?lises demonstramos que a realiza??o do comportamento de investiga??o social em postura estendida era significativamente maior para o grupo derrotado comparado ao grupo controle. Ainda, um subgrupo de camundongos derrotados apresentou investiga??o social em postura estendida de forma persistente e sem habitua??o. Utilizando uma medida da dist?ncia de investiga??o durante as investiga??es sociais calculamos um ?ndice de aproxima??o (IA) para cada animal e separamos um subgrupo apresentando fen?tipo relacionado ? ansiedade. A incid?ncia de fugas tamb?m foi maior no grupo derrotado em compara??o com os controles. A persist?ncia na ocorr?ncia desse comportamento foi observada em um subgrupo de camundongos submetidos ?s derrotas sociais. Calculamos ent?o um ?ndice de fugas (IF) que se correlacionou inversamente com a prefer?ncia por sacarose, sendo ?til para identificar animais aned?nicos. No segundo estudo, foram combinados an?lise etol?gica e registros eletrofisiol?gicos com tetrodos na ?rea tegmentar ventral de camundongos submetidos ? derrotas sociais. Utilizando crit?rios eletrofisiol?gicos e farmacol?gicos classificamos unidades na ?rea tegmentar ventral como supostos neur?nios dopamin?rgicos e n?o-dopamin?rgicos. Durante o comportamento de investiga??o social foi observado que a modula??o da taxa de disparo dessas subpopula??es neuronais distintas ocorreu de maneira oposta em animais suscet?veis e resilientes ao estresse social. Em suma, propomos que sess?es prolongadas associadas ? an?lise etol?gica detalhada durante os testes de intera??o social podem prover informa??o para classifica??o de camundongos em resilientes e suscept?veis ap?s repetidas derrotas sociais. Ainda, a express?o do fen?tipo suscet?vel parece estar associada ao comprometimento do sistema dopamin?rgico mesol?mbico na atribui??o de valor de incentivo ?s intera??es sociais normalmente associadas ao aumento da atividade neuronal mesol?mbica. / The aims of this thesis were to investigate behavioral and electrophysiological patterns associated to resilience and susceptibility to social stress in mice. For this, we used a chronic social defeat stress protocol based on the resident-intruder paradigm. The results are presented here in two studies. In the first study, C57BL/6J mice submitted to repeated social defeat episodes showed delayed motivation to interact with an unfamiliar conspecific in long duration (10 min) sessions of the social interaction test. By using an ethological approach combined with computational video analysis, it was possible to track precisely the mouse position during social investigation behavior performance. With that approach, it was analyzed the detailed expression of defensive behaviors, such as stretched attended postures and flights, both associated to social investigation behaviors. From these analyzes, it was demonstrated that social investigation behaviors based on stretched attend postures were significantly higher in defeated mice in comparison to controls. Still, a subpopulation of defeated mice showed persistently and non-habituating stretched attend postures during social investigation. By using a measure based on the investigation distance during social investigations, it was possible to compute an approach index (AI) to each animal and separate a subpopulation showing an anxiety-related phenotype. The flight incidence was also increased in defeated group as compared with controls. The persistent occurrence of this behavior was observed in a subpopulation of defeated mice. We calculated a flight index (FI) that inversely correlated with sucrose preference, showing to be useful to identify anhedonic animals. In the second study, we combined ethological approach and electrophysiological recordings in the ventral tegmental area of mice submitted to chronic social defeat stress. By using electrophysiological and pharmacological criteria, single-units recorded from the ventral tegmental area were classified as putative dopaminergic and non-dopaminergic neurons. During the social investigation behavior it was observed that firing rate modulations of distinct neuronal subpopulations occurred in opposite manner in social defeat susceptible and resilient mice. In summary, this work proposes that longer sessions of the social interaction test associated to ethological approach can provide information for the behavioral classifications of resilient and susceptible mice after social defeat stress. Furthermore, the expression of susceptible phenotype could be related to the midbrain dopaminergic system impairment in the incentive value assignment to social interactions normally associated with increased mesolimbic neuronal activity.

Technology-mediated sexual interaction (TMSI) is a behavioural domain that captures the variety of ways that people engage in interpersonal exchanges of self-created, sexual material via communication technology. People report TMSI with romantic partners more than in other relationship contexts, yet there are few theoretically driven studies on people's motives for TMSI within romantic relationships. This lack of theoretical framing in the existing TMSI research makes it difficult to organize findings across studies in a coherent way, to explain particular phenomena, and to make connections between people's technology-mediated and in-person sexual experiences. The overarching goal of this dissertation was to improve knowledge about people's motives for engaging in TMSI with a committed romantic partner. To address this goal, I produced four articles which together allowed me to: (1) develop an evidence-based grounding for TMSI; (2) address limitations in current approaches to TMSI research; and (3) apply the approach-avoidance motivational framework to examine people's motives for and outcomes of engaging in TMSI with a committed romantic partner. In Article 1, I completed a systematic literature review on definitions, prevalence, and relationship context of sexting and cybersex (two of the most common TMSI activities). I found that researcher's conceptual definitions of sexting and cybersex are virtually indistinguishable and that the prevalence of sexting and cybersex was similar when researchers used comparable definitions. From these results, I conceptualized the TMSI behavioural domain. In Article 2, I described four common conceptual and measurement problems that arise when researchers focus on activities (i.e., sexting) rather than behaviours (i.e., TMSI). These problems include: (1) imprudent focus on the medium, (2) inconsistent conceptual definitions, (3) poor measurement practices, and (4) a lack of theoretical frameworks. I argue that the solutions to these problems require construct valid measures, theory-driven research, and a shift in focus away from sexting research and towards the TMSI behavioural domain. In Article 3, I used multi-grounded theory to guide qualitative analyses of 25 interviews focused on TMSI experiences and motives in current romantic partnerships. I found that participants described their TMSI motives in terms that aligned with the approach-avoidance motivational framework. In Article 4, I conducted two separate surveys to (1) develop a construct valid measure of people's approach and avoidance motives for TMSI with a current romantic partner (Article 4.1; N = 269) and (2) examine the extent to which people's approach and avoidance motives for TMSI with a romantic partner predicted well-being outcomes (Article 4.2; N = 459). I found that people's approach and avoidance motives predicted sexual, relationship, and life satisfaction through changes in dyadic sexual desire. Overall, this dissertation contributes to and extends knowledge about people's approach and avoidance TMSI motives by focusing on theoretically driven and construct valid research practices.