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The main purpose of this chapter is to highlight the latest research on the implicit influence of online game advertising on children and to discuss some possible solutions to help them cope with this implicit influence.

This chapter reviews key theories and relevant empirical evidence in the literature on advertising to children in order to highlight the implicit influence of online game advertising on children.

Children can be influenced by online game advertising outside their awareness.

The chapter challenges the effectiveness of current advertising literacy education.

This chapter highlights the implicit influence of online game advertising on children. It also proposes alternative approaches to current advertising literacy education to help children cope with the implicit influence.

An argument for the importance of unconscious processes is emerging across social science literatures (Petty et al.; Uleman). The purpose of this study is to investigate the role of implicit attitudes on the formation of digital piracy desires and behavioral intentions. If implicit attitudes are found to contribute to consumer digital piracy intentions, then marketers face an additional challenge in developing effective strategies and appeals designed to attenuate the practice.

The study captures both indirect and direct measures of implicit attitudes to test the research model. A total of 285 respondents provided data in a controlled lab setting for purposes of structural equation analyses.

The results first contribute to growing evidence generally supporting the importance of attitudinal influences in the formation of digital piracy intentions. The reported study further suggests the necessity of including implicit attitudinal considerations in explanatory models of these behaviors, particularly attitudinal explanatory models. Specifically, marketers attempting to manage DP should consider implicit attitudes in explanatory models of DP intention formation in addition to traditional self‐report measures of attitudes.

The study presents the first known empirical evidence supporting the contribution of implicit attitudes to digital piracy desires. Considering implicit influences in this process offers the promise of increasing our understanding of how digital piracy behaviors form, which can offer insights into how to more effectively attenuate the practice.

This paper aims to empirically investigate how cognitive biases influence employees' product creativity (EPC) and related product performance. In particular, the paper primarily studies (1) the direct effect of employees' implicit creativity – based on five cognitive biases – and explicit creativity on EPC; and (2) the mediating role of coworkers' heuristic transfer between shared leadership and EPC.

Data have been obtained from big Italian manufacturing technology firms through a series of online questionnaires that resulted in 555 answers from R&D employees and their direct managers, who are, respectively, involved and responsible for the proposal of manufacturing technology products. The developed four theoretical hypotheses have been tested through correlation analysis, hierarchical regression, mediation analysis and structured equation modelling.

Cognitive biases positively influence EPC in manufacturing technology firms, leading to positive product performance. In particular, implicit creative personality better predicts EPC than explicit creative personality; whilst, shared leadership leads to a cognitive convergence among co-workers through the spread of heuristics that positively influence EPC.

The originality of this work lies in having: (1) investigated the influence of cognitive biases in creativity, (2) hypothesized and proved that co-workers' heuristic transfer mediates the relationship between shared leadership and EPC; (3) conducted the first specific study on employees' creativity in manufacturing technology firms; and (4) first implemented the implicit creative personality measurement, apart from those who conceptualized it.

Although scholars increasingly use institutional logics to explain macro-level phenomena, we still know little about the micro-level psychological mechanisms by which institutional logics shape individual action. In this paper, we propose that individuals internalize institutional logics as an associative network of schemas that shapes individual actions through a process we call institutional frame switching. Specifically, we conduct two novel experiments that demonstrate how one particularly important schema associated with institutional logics – the implicit theory – can drive individual action. This work further develops the psychological underpinnings of the institutional logics perspective by connecting macro-level cultural understandings with micro-level situational behavior.

The type of flooring in stalls is an important factor that shapes consumers' overall perception of animal husbandry. Although slatted and straw floors have benefits and drawbacks, consumers strongly prefer slatted over straw floors in pig husbandry. The present study investigates whether information provision can depolarise consumers' implicit and explicit attitudes towards both floor types to enable a more realistic evaluation of pig husbandry systems. Furthermore, this study examines the effectiveness of information depending on different frames and consumers' personality traits.

An experimental laboratory study with 185 German consumers was conducted to investigate the effect of information on implicit and explicit attitudes towards different flooring types. Participants received information on straw and slatted floors in a cognitive or affective frame or about a control topic. Furthermore, it was analysed whether certain consumer groups respond differently to the cognitive or affective frame.

The results demonstrated that information provision is a successful tool for depolarising consumers' implicit and explicit attitudes regarding straw and slatted floors. Although consumers continued to prefer straw floors after receiving information, the magnitude of this preference considerably decreased. Mediation analysis illustrated that implicit and explicit attitudes are highly interconnected. The study found no evidence that the personality traits of consumers moderated the effectiveness of the cognitive or affective frame.

The study proposes that information provision can be a potential avenue for increasing the societal acceptance of conventional methods in pig husbandry and provides recommendations for communicating conditions related to animal husbandry. Furthermore, through the inclusion of an implicit measure, this study overcomes biases of other studies in an agricultural context which usually rely only on explicit measures.

This paper examines in detail how the use of storytelling with parallax technology can influence the user experience (UX) in online shops as well as brand- and behavior-relevant variables. Furthermore, this study analyzes the causal relationships between UX, brand attitudes and brand-related behavioral intentions in terms of purchase intention and price premiums. Explicit and implicit paths of human information processing are considered.

A sample of 266 respondents completed a web-based experiment under two conditions (text-based vs parallax storytelling online shop). An existing and operational online shop was used. The causal relationships were assessed by using partial least squares structural equation modeling (PLS-SEM). To measure implicit information processing, a single category implicit association test was applied.

By applying the storytelling technique with parallax scrolling, the online shop increased visitors' UX on explicit and implicit information processing levels and increased the online shop's overall perceived attractiveness. Storytelling with parallax motion enables an efficient transmission of brand-related associations to consumers' minds, enhances their explicit and implicit brand attitudes and increases their willingness to pay a higher price. Moreover, this study provides empirical evidence on the effects of UX on brand-related measures by applying PLS-SEM and thus reveals a causal chain of effects from UX on online shop attractiveness, brand attitude and behavioral intentions. Again, explicit and implicit perceptions were considered.

Science and practice are increasingly emphasizing that storytelling emotionalizes content, which facilitates effective communication and builds strong relationships with customers. Little evidence exists about its efficient implementation in an online shopping context and in fulfilling hedonic and pragmatic needs throughout the online journey. This study provides novel insights into managing online shoppers' UX, brand-related perceptions and behavioral intentions with the optimal use of techniques to implement storytelling. Furthermore, this is one of the first studies to holistically consider the human perception of online shops by drawing on theories and methods of psychology, marketing, consumer behavior, brand research and consumer neuroscience and considering explicit and implicit information processing in terms of hedonic and pragmatic UX and brand-related measures.

Implicit motives are capacities to experience specific types of incentives as rewarding and specific types of disincentives as aversive (Atkinson, 1957; Schultheiss, 2008). Because implicit motives determine which stimuli are affectively “hot”, they also orient the person's behavior toward those stimuli, energize behavior aimed at attaining (or avoiding) them, and select stimuli that predict their proximity and behaviors that are instrumental for attaining (or avoiding) them (McClelland, 1987).

This paper aims to investigate the influence of implicit self-theories and the change in CEO of a firm after product failure on consumers’ preference of the enhanced product.

Three experiments were conducted involving product failure and CEO change scenarios.

Studies demonstrate that incremental theorists prefer the enhanced product after the CEO change (vs no change), whereas entity theorists do not prefer the enhanced product after the CEO change. This effect is mediated by consumers’ perception of the likelihood of success of the firm after the CEO change. Furthermore, entity theorists prefer the enhanced product only when the CEO change is external (vs internal).

Future research could investigate if the impact of CEO change on product perception depends on the severity of the situation, and identify boundary conditions under which the CEO change is not beneficial.

The results suggest that organizations can take advantage of the leadership change by introducing new products strategically around the period of leadership change. Marketers can induce incremental mindset in their advertisement material during the period of leadership change to ensure that all consumers have a positive perception of the enhanced products.

This is the first research to investigate how consumers respond to leadership changes made by organizations. The findings show that different signals (internal vs external CEO change) can generate different reactions across different receivers (incremental vs entity theorists).

Purpose – Recent research has highlighted the importance of individuals' beliefs regarding the malleability or fixedness of negotiator characteristics as key determinants of negotiation processes and performance. In this chapter, we examine how these implicit negotiation beliefs affect negotiation at the team level.

Approach – We explore the effects of implicit negotiation beliefs on team negotiation by articulating a model that considers their impact on important group processes such as goal setting, conflict, and communication.

Findings – We propose that individuals' beliefs regarding the fixedness of negotiator characteristics affect team negotiation processes and outcomes, in particular through their effect on interpersonal processes within a negotiation team. We expect that individuals who believe that negotiator characteristics are malleable will focus on long-term success, will devote relatively high levels of effort toward the team's goals, and will share and discuss important information with other members of the team. In contrast, individuals who believe that negotiator characteristics are fixed will focus on short-term goals, will dedicate relatively low levels of effort to the team, and may put their own self interest ahead of the team by withholding key information from other team members. In light of these differences, teams characterized by heterogeneity in team members' implicit negotiation beliefs may experience high levels of intrateam conflict.

Value – This chapter suggests that implicit negotiation beliefs may have a powerful influence on team-level negotiation. Through our review and model development, we aim to stimulate research on implicit negotiation beliefs within groups and teams.

This empirical study aims to consider the stability and connection of implicit leadership theories to authentic leadership using performance feedback as a first step in a larger research agenda.

Scenarios were created to operationalize implicit and authentic leadership, manipulate implicit leadership theory between followers and leaders, and discover perceptions of leader effectiveness. The use of scenarios was purposely intended to create anticipatory future research agendas.

Components of authentic leadership may be a part of implicit leadership theory and leadership performance feedback may alter leader and follower implicit leadership theories.

Data collected in this study were from students’ perceptions, and did not infer causality between constructs. This study is also subject to mono‐operation and mono‐method bias.

This research provides an extension of theory in several ways: by looking at the authentic leadership paradigm; and by viewing perceptions of leader authentic effectiveness as a continuous influence on implicit leadership theories.