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Article
Publication date: 8 January 2021

Mara Olekalns and Philip Leigh Smith

Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive

Abstract

Purpose

Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive processing strategies on negotiators’ subjective and economic value following adversity.

Design/methodology/approach

Participants completed two negotiations with the same partner. The difficulty of the first negotiation was manipulated and tested how cognitive processing of this experience influenced subjective and economic outcomes in the second negotiation.

Findings

Subjective and economic outcomes were predicted by negotiators’ affect, their cognitive processing strategy and negotiation difficulty. In difficult negotiations, as positive affect increased, proactive processing decreased self-satisfaction. As negative affect increased, affective processing increased satisfaction with relationship and process.

Research limitations/implications

Cognitive processing of adversity is most effective when emotions are not running high and better able to protect relationship- and process-oriented satisfaction than outcome-oriented satisfaction. The findings apply to one specific type of adversity and to circumstances that do not generate strong emotions.

Originality/value

This research tests which of three cognitive processing strategies is best able to prevent the aftermath of a difficult negotiation from spilling over into subsequent negotiations. Two forms of proactive processing are more effective than immersive processing in mitigating the consequences.

Details

International Journal of Conflict Management, vol. 32 no. 3
Type: Research Article
ISSN: 1044-4068

Keywords

Article
Publication date: 7 December 2021

Wenhui Tian, Yanjun Li and Linzhu Li

The paper aims to clarify the influence of different picture contents on consumer's willingness to click pictures when shopping for agricultural products online and examine the…

Abstract

Purpose

The paper aims to clarify the influence of different picture contents on consumer's willingness to click pictures when shopping for agricultural products online and examine the intermediary mechanism and boundary conditions of the impact.

Design/methodology/approach

The paper opted for an empirical study based on the cue utilization theory and information processing theory, including three experiments to test the existence, intermediary mechanism and boundary conditions of the impact of online picture contents of agricultural products on consumers' clicking intention.

Findings

The paper provides empirical insights about the influence of picture contents on consumer's willingness to click when shopping for agricultural products online. The picture of product's production environment or grower on the search result page can effectively improve consumer's willingness to click the product under dual systemic information processing modes. Compared with product pictures, pictures displaying products and production environment can stimulate more cognitive system processing, and pictures displaying products and its growers can stimulate more emotional system processing, both resulting in higher click intention. However, the above effects only exist in the context of non-branded agricultural products.

Originality/value

The research results not only provide practical guidance for merchants, but also fill the gap in the research on the impact of picture contents on consumers in the field of agricultural products in online marketing.

Details

Journal of Contemporary Marketing Science, vol. 4 no. 3
Type: Research Article
ISSN: 2516-7480

Keywords

Article
Publication date: 9 November 2021

Wenhui Tian, Yanjun Li and Linzhu Li

The paper aims to clarify the influence of different picture contents on consumer's willingness to click pictures when shopping for agricultural products online and examine the…

254

Abstract

Purpose

The paper aims to clarify the influence of different picture contents on consumer's willingness to click pictures when shopping for agricultural products online and examine the intermediary mechanism and boundary conditions of the impact.

Design/methodology/approach

The paper opted for an empirical study based on the cue utilization theory and information processing theory, including 3 experiments to test the existence, intermediary mechanism and boundary conditions of the impact of online picture contents of agricultural products on consumers' clicking intention.

Findings

The paper provides empirical insights about the influence of picture contents on consumer's willingness to click when shopping for agricultural products online. The picture of product's production environment or grower on the search result page can effectively improve consumer's willingness to click the product under dual-systemic information processing modes. Compared with product pictures, pictures displaying products and production environment can stimulate more cognitive system processing, and pictures displaying products and its growers can stimulate more emotional system processing, both resulting in higher click intention. However, the above effects only exist in the context of non-branded agricultural products.

Originality/value

The research results can not only provide practical guidance for merchants, but also fill the gap in the research on the impact of picture contents on consumers in the field of agricultural products in online marketing.

Details

Journal of Contemporary Marketing Science, vol. 4 no. 2
Type: Research Article
ISSN: 2516-7480

Keywords

Open Access
Article
Publication date: 13 March 2018

Ulla Gain

Cognitive computing is part of AI and cognitive applications consists of cognitive services, which are building blocks of the cognitive systems. These applications mimic the human…

1924

Abstract

Cognitive computing is part of AI and cognitive applications consists of cognitive services, which are building blocks of the cognitive systems. These applications mimic the human brain functions, for example, recognize the speaker, sense the tone of the text. On this paper, we present the similarities of these with human cognitive functions. We establish a framework which gathers cognitive functions into nine intentional processes from the substructures of the human brain. The framework, underpins human cognitive functions, and categorizes cognitive computing functions into the functional hierarchy, through which we present the functional similarities between cognitive service and human cognitive functions to illustrate what kind of functions are cognitive in the computing. The results from the comparison of the functional hierarchy of cognitive functions are consistent with cognitive computing literature. Thus, the functional hierarchy allows us to find the type of cognition and reach the comparability between the applications.

Details

Applied Computing and Informatics, vol. 16 no. 1/2
Type: Research Article
ISSN: 2634-1964

Keywords

Article
Publication date: 4 April 2008

Yuan Fu Qiu, Yoon Ping Chui and Martin G. Helander

The purpose of this research is to aim to improve the cognitive understanding of knowledge processing and provide a cognitive knowledge modeling method in product design.

2359

Abstract

Purpose

The purpose of this research is to aim to improve the cognitive understanding of knowledge processing and provide a cognitive knowledge modeling method in product design.

Design/methodology/approach

In this paper, a cognitive model of knowledge processing is described. A cognitive knowledge modeling method is presented. Suggestions on cognitive support for knowledge based systems are provided.

Findings

There is often a fundamental mismatch between the way human process knowledge and the way it is processed by technology for supporting product design. It is necessary to develop tools, methods and technology which integrate seamlessly with the design process. This study focuses on the internal human activities and explores knowledge management research from a human factors perspective. Cognitive knowledge modeling will result in a natural integration of knowledge‐based systems into the design process.

Research limitations/implications

This study uses an experimental approach and hopefully the research can therefore be generalized to other situations.

Practical implications

This study provides guidelines for cognitive support for knowledge‐based systems.

Originality/value

Cognitive knowledge processing is described and a cognitive knowledge modeling method is presented. The paper explores knowledge management research by analyzing human activities, in combination with the study of management and engineering technologies.

Details

Journal of Knowledge Management, vol. 12 no. 2
Type: Research Article
ISSN: 1367-3270

Keywords

Book part
Publication date: 17 June 2019

Marian Evans

Adopting a dual processing cognitive perspective, this study explores the decision-making processes past the start-up stage that small entrepreneurial businesses employ to grow…

Abstract

Adopting a dual processing cognitive perspective, this study explores the decision-making processes past the start-up stage that small entrepreneurial businesses employ to grow. The author examines how entrepreneurs evaluate and make decisions on growth opportunities in their business environment. The author uses cognitive style as a theoretical lens to capture differences in information processing, combining interviews and psychometric questionnaires to analyse cognitive styles. The longitudinal mixed methods approach illustrates the richness of the entrepreneur’s decision-making process, which the author tracks over a two-year period. The author determines how intuitive and analytical cognitive styles are used by entrepreneurs and the contribution these styles make to decision-making. The findings show that the two cognitive styles are versatile as entrepreneurs adjust and adapt their cognitive style over time, in keeping with the situational factors of their business environment. The author also finds marked differences between novice and mature entrepreneurs and that experienced entrepreneurs exhibited greater levels of cognitive versatility, which was directly linked to their prior experience. The study has significant implications for future research, which should consider the question how an entrepreneur’s cognitive style is dependent on the business context and their prior experience.

Details

Creating Entrepreneurial Space: Talking Through Multi-Voices, Reflections on Emerging Debates
Type: Book
ISBN: 978-1-78769-577-1

Keywords

Article
Publication date: 1 April 1997

John R. Austin

Recent research on group demography demonstrates that an increase in demographic diversity has both positive and negative effects on group effectiveness. These studies have linked…

529

Abstract

Recent research on group demography demonstrates that an increase in demographic diversity has both positive and negative effects on group effectiveness. These studies have linked increased group diversity with an increase in creative thinking and innovation, a decrease in intra‐group cohesion, and an increase in intragroup conflict. The cognitive processing framework proposed in this paper integrates these results into a coherent understanding of the effects of diversity on groups. The cognitive framework provides an explanation of group diversity effects and it suggests ways to minimize the negative effects of group diversity.

Details

The International Journal of Organizational Analysis, vol. 5 no. 4
Type: Research Article
ISSN: 1055-3185

Article
Publication date: 1 August 2016

Meungguk Park, Brian A. Turner, Donna L. Pastore, Morgan Chitiyo and Taeho Yoh

The purpose of this paper is to explore the cognitive processes that the study subjects experienced when exposed to different types of public service advertisements about Special…

Abstract

Purpose

The purpose of this paper is to explore the cognitive processes that the study subjects experienced when exposed to different types of public service advertisements about Special Olympics.

Design/methodology/approach

A total of 529 cognitive responses from 141 college students were analyzed using the content analysis method.

Findings

The results of the frequency count of cognitive responses indicated that low-empathy (LE) subjects engaged in extensive cognitive efforts to process the information as much as high-empathy (HE) subjects. Additionally, the content analysis of the qualitative data showed that the two most frequently cited categories of positive thoughts for HE subjects were good cause/importance of Special Olympics and positive feeling related to volunteering for Special Olympics. For LE subjects, the most frequently identified category in positive thoughts was altruist/moral responsibility, followed by volunteer intention and positive feeling related to volunteering for Special Olympics.

Originality/value

The paper provides valuable information on cognitive responses to public service advertising messages.

Details

International Journal of Sports Marketing and Sponsorship, vol. 17 no. 3
Type: Research Article
ISSN: 1464-6668

Keywords

Article
Publication date: 26 January 2021

Adli Hamdam, Ruzita Jusoh, Yazkhiruni Yahya, Azlina Abdul Jalil and Nor Hafizah Zainal Abidin

The role of big data and data analytics in the audit engagement process is evident. Notwithstanding, understanding how big data influences cognitive processes and, consequently…

2574

Abstract

Purpose

The role of big data and data analytics in the audit engagement process is evident. Notwithstanding, understanding how big data influences cognitive processes and, consequently, on the auditors’ judgment decision-making process is limited. The purpose of this paper is to present a conceptual framework on the cognitive process that may influence auditors’ judgment decision-making in the big data environment. The proposed framework predicts the relationships among data visualization integration, data processing modes, task complexity and auditors’ judgment decision-making.

Design/methodology/approach

The methodology to accomplish the conceptual framework is based on a thorough literature review that consists of theoretical discussions and comparative studies of other authors’ works and thinking. It also involves summarizing and interpreting previous contributions subjectively and narratively and extending the work in some fashion. Based on this approach, this paper formulates four propositions about data visualization integration, data processing modes, task complexity and auditors’ judgment decision-making. The proposed framework was built from cognitive theory addressing how auditors process data into useful information to make judgment decision-making.

Findings

The proposed framework expects that the cognitive process of data visualization integration and intuitive data processing mode will improve auditors’ judgment decision-making. This paper also contends that task complexity may influence the cognitive process of data visualization integration and processing modes because of the voluminous nature of data and the complexity of business processes. Hence, it is also expected that the relationships between data visualization integration and audit judgment decision-making and between processing mode and audit judgment decision-making will be moderated by task complexity.

Research limitations/implications

There is a dearth of studies examining how big data and big data analytics affect auditors’ cognitive processes in making decisions. This paper will help researchers and auditors understand the behavioral consequences of data visualization integration and data processing mode in making judgment decision-making, given a certain level of task complexity.

Originality/value

With the advent of big data and the evolution of innovative audit procedures, the constructed framework can be used as a theoretical foundation for future empirical studies concerning auditors’ judgment decision-making. It highlights the potential of big data to transform the nature and practice of accounting and auditing.

Details

Accounting Research Journal, vol. 35 no. 1
Type: Research Article
ISSN: 1030-9616

Keywords

Book part
Publication date: 27 November 2018

Zorica Zagorac-Uremović and Christian Marxt

Entrepreneurial opportunity (EO) identification pertains to the core processes of entrepreneurship and innovation. The initial phase of this process starts with individual…

Abstract

Entrepreneurial opportunity (EO) identification pertains to the core processes of entrepreneurship and innovation. The initial phase of this process starts with individual cognition, which is why cognition has been established as a critical theoretical perspective.

Knowledge and new information have been confirmed as essential cognitive impact factors. However, it is not understood well, how individuals apply those factors and how they actually identify innovative and economically viable EOs. To address the limitations of current research, this chapter investigates the current literature on underlying cognitive processes of opportunity identification.

The literature analysis demonstrates that there is not a single cognitive process but rather a magnitude of different micro-mechanisms that are necessary for the successful identification of EOs. The findings are grouped to four categories of cognitive processes and entail their micro-mechanisms: pattern recognition, information processing, and creative thinking. Furthermore, the analysis reveals that those micro-mechanisms have seldom been related to each other within the scope of opportunity identification. This chapter closes this gap by discussing and contrasting and the different process categories and respective micro-mechanisms and suggests an integrative theory development and avenues for future research.

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