1
Influence of Warm Versus Cool Temperatures on Consumer
Choice: A Resource Depletion Account
Amar Cheema and Vanessa M. Patrick
Web Appendix A
LOTTERY COMPLEXITY MANIPULATION CHECK – PILOT STUDY
Multiple-option $1 Scratcher
Lotteries
Multiple-option
Electronic Lotteries
Single-option Lotto
A player has to buy a $1 ticket.
The odds of winning in each play,
along with the different choices
available to the player are shown
in the pictures below.
A player has to buy a $1 ticket for two
lotto plays. The odds of winning in each
play are shown in the picture below.
4-digit lottery
3-digit lottery
2
Web Appendix B
NEGATIVE EFFECT OF TEMPERATURE ON DAILY LOTTERY SALES
FOR DIFFERENT RANGES CENTERED ON 72°F – PILOT STUDY
Data
descriptors
Scratchers
lottery
sales
Electronic
lottery
sales
Range
All
72+ 40°F
72+ 30°F
72+ 20°F
72+ 10°F
72+ 5°F
High
91°F
91°F
91°F
91°F
82°F
77°F
Low
12°F
32°F
42°F
52°F
62°F
67°F
n
365
330
270
220
151
89
df
(1, 363)
(1, 328)
(1, 268)
(1, 218)
(1, 149)
(1, 87)
b
-756
-893
-1,117
-1,182
-1,737
-3,073
F
63.08
59.72
55.63
34.27
17.88
9.28
p
< .0001
< .0001
< .0001
< .0001
< .0001
< .005
R2
.14
.15
.17
.14
.11
.10
b
-182
-206
-350
-412
-639
-1,332
F
12.43
10.41
16.98
11.03
6.21
4.49
p
= .0005
= .001
< .0001
< .0001
= .01
< .05
R2
.03
.03
.06
.05
.04
.05
NOTES
1. b is the unstandardized coefficient for the estimated effect of daily temperature (°F) on daily sales ($) for a
specific type of lottery. n is the number of observations included in each regression. Although n decreases, the
magnitude of the effect of temperature is greatest for days when the average daily temperature was in the + 5°F
range around 72°F (right-most column).
3
Web Appendix C
NONLINEAR EFFECTS OF TEMPERATURE ON LOTTERY SALES – PILOT STUDY
1. Estimated Non-Linear Effect (Squared Term) of Temperature
Scratchers (daily sales in $’000)
Electronic (daily sales in $ ‘000)
280
150
144
260
138
240
132
220
126
200
120
10
25
40
55
70
85
100
10
25
40
55
70
85
100
Average daily temperature (°F)
Average daily temperature (°F)
Estimated effects (mean-centered temperature):
Temp: b = -651, F (1, 354) = 82.00, p < .0001
Temp2: b = -9.09, F (1, 354) = 6.24, p = .01
Estimated effects (mean-centered temperature):
Temp: b = -137, F (1, 354) = 23.62, p < .0001
Temp2: b = -3.72, F (1, 354) = 6.83, p < .01
2. Estimated Asymmetric Effect of Temperature (Below 72°F versus at or Above 72°F)
Scratchers (daily sales in $’000)
280
Electronic (daily sales in $ ‘000)
140
Below 72°F
260
Above 72°F
130
240
Below 72°F
120
220
Above 72°F
110
200
180
100
10
25
40
55
70
85
100
Average daily temperature (°F)
Estimated main effect of temperature:
Below 72°F: b = -401, F (1, 254) = 7.06, p < .01
> 72°F: b = -1945, F (1, 107) = 12.67, p < .001
10
25
40
55
70
85
100
Average daily temperature (°F)
Estimated main effect of temperature:
Below 72°F: b = -26, F (1, 254) = .12, NS
> 72°F: b = -776, F (1, 107) = 4.39, p < .05
4
Web Appendix D
MEASURES OF GAMBLING PROPENSITY – STUDY 1
For each gamble, how likely are you to try the gamble (expected value = $6), compared to
getting $6 for sure?
a. A 50% chance to win $2.50, and a 50% chance to lose $1.50. This gamble repeated 12 times.
b. A 90% chance to win $0.10, and a 10% chance to lose $0.50. This gamble repeated 150 times.
c. A 20% chance to win $1.00, and a 80% chance to lose $0.125. This gamble repeated 60 times.
d. A 90% chance to win $1.00, and a 10% chance to lose $5.00. This gamble repeated 15 times.
e. A 50% chance to win $0.25, and a 50% chance to lose $0.15. This gamble repeated 120 times.
Scale for each of the five responses: 1= Definitely not gamble; 7 = Definitely gamble
Notes
1. In the easy condition, we provided an expected value calculation for each gamble
(e.g., for gamble a: {12 x [(2.5 x 0.5) – (1.5 x 0.5)]} = {12 x 1 x .5} = $6).
2. In the difficult condition, no expected value amount or calculation was provided. The expected
value amount was also removed from the gamble likelihood question.
5
Web Appendix E
DEPLETION MANIPULATION – STUDY 2 AND STUDY 4
The depletion manipulation was adapted from Baumeister et al. (1998). The following
description of the manipulation is provided on the webpage at
http://www.psy.fsu.edu/~baumeistertice/egodepletion.html (downloaded April 6, 2010):
“Using similar procedures as Gilbert et al. (1988), the attention control manipulation involves
participants watching a 6-minute video clip (without audio) of a woman being interviewed by an
off-camera interviewer. Participants are instructed that that they will later be making personperception judgments of the interviewee because the experiment concerns nonverbal assessments
of personality. In addition to the woman being interviewed, the tape shows a series of common
one-syllable words (e.g., play) at the bottom of the screen for 10 s each. The words are printed in
black, framed by a white background, and were confined to the bottom quarter of the screen.
Thus, the words are readily apparent but did not dominate the main action on the screen. These
words have no relationship to the woman being interviewed. Half of the participants are given no
instructions regarding the irrelevant words, nor were they made aware of the words prior to
viewing the video, whereas the other participants are instructed “not to read or look at any words
that may appear on the screen.” Moreover, participants in the attention control condition are told
to redirect their gaze to the woman being interviewed if they found themselves looking at the
words.”
Baumeister, Roy F., Ellen Bratslavsky, Mark Muraven, and Dianne M. Tice (1998). “Ego
Depletion: Is the Active Self a Limited Resource?” Journal of Personality and Social
Psychology, 74, 1252-65.
The video clip used for the study is available at the following URLs:
On YouTube: http://www.youtube.com/watch?v=EDudVLkXk_4
For download: http://www.psy.fsu.edu/~baumeistertice/AttentionControlVideo.avi
6
Web Appendix F
COGNITIVE ESTIMATION AND GENERAL KNOWLEDGE TEST – STUDY 3 AND 4
Cognitive Estimation Test
Scoring (Strauss et al. 2006)
Questions (Axelrod and Millis 1994)
2
1
0
1
2
How tall is the Empire State Building? (ft)
<78
78-499
500-3555
3556-66,900
>66,900
How fast does a race horse gallop? (mph)
<5
5-20
21-49
50-100
>100
How long is the average necktie (inches)
<10.5
10.5-18
19-47
48-70
>70
<12
12-24
25-42
43-64
>64
How tall is the average woman? (inches)
<60.5
60.5-64
64.1-65.9
66-68
>68
How heavy is a full-grown elephant? (lbs)
<500
500-1000
1001-4999
5000-20,880
>20,880
How much does one quart of milk weigh?
(lbs)
<0.3
0.3-0.99
1-2.2
2.3-5
>5
How fast does a commercial jet fly? (mph)
<83
83-250
251-787
788-6720
>6720
On average, how many TV programs are
there on any one channel between the
hours of 6 pm and 11 pm?
<1.3
1.3-5
5.1-9.9
10-88
>88
What is the average temperature in
Anchorage, Alaska, on Christmas Day?
(Fahrenheit)
<-37
-37 to -10
-9 to +32
+33 to +59
>59
What is the average length of a man’s
spine? (inches)
Axelrod, Bradley N. and Scott R. Millis (1994), “Preliminary Standardization of the Cognitive Estimation Test,”
Assessment, 1 (3), 269–274.
Strauss, Esther, Elisabeth M. S. Sherman, and Otfried Spreen (2006), A Compendium of Neuropsychological Tests:
Administration, Norms, and Commentary, 3rd ed. New York, NY: Oxford University Press, pp. 438-440.
General Knowledge Test
Which country in the world has the largest number of people? [China]
What is the capital city of Norway? [Oslo]
Which US state has the largest land area? [Alaska]
Which country in the world has the largest land area? [Russia]
What is the most popular indoor sport in the US? [Basketball]
Which is the fifth planet from the sun in the Solar System? [Jupiter]
In which country is Mount Everest? [Nepal]
Triton is the moon of which planet? [Neptune]
Which country has the world’s highest waterfall? [Venezuela]
What type of medal does a third-place finisher win at the Olympic games? [Bronze]
7
Web Appendix G
INNOVATIVE AND REGULAR PRODUCTS – STUDY 3
Innovative Product
Regular Product
Product Description
This pen-plus digital voice recorder that allows you to
discretely record audio of conversations or
presentations. The pen has a built-in microphone in the
pen top that records MP3 files to the standard USB
drive enclosed in the pen top. The microphone is easily
activated and de-activated by simply pressing buttons
on the top of the pen allowing for discreet recording.
Once your recording is completed, simply unscrew the
pen top to reveal the standard USB drive. Plug the USB
drive into your PC (no driver needed for the USB drive
to work with most PCs) and download your MP3
recordings. This 4GB USB Flash drive also may be
used for easy transfer and storage of digital files.
Product Description
Transfer audio files quickly and easily to a computer with
the convenient PC link. Voice activation extends
recording time by recording only when the microphone
senses sound. Record up to 444 hours of uninterrupted
audio in LP mode. Select from three recording modes to
meet your specific needs: HQ for high quality; SP and LP
for extended recording. Index marks let you specify a
particular point in a recording or playback for easy
retrieval. Large LCD for easy, quick viewing of file
locations, recording status and battery life. Slow and Fast
Playback modes let you listen to audio 25 percent slower
or 50 percent faster than real time. Contains five folders
that each hold up to 200 files.
Technical Details
* Voice recorder concealed in an executive pen. Record
presentations discreetly.
* MP3 player - play your favorite mp3, wma music
(with audio jack for headphones).
* FM radio - listen to radio while you work.
* USB flash drive - easy transfer & storage of files
using pen as flash drive.
* Executive pen styling with smooth, ball-point pen
writing functionality (black ink).
Technical Details
* Record up to 444 hrs of uninterrupted audio in LP mode
* Upload files directly to your PC using a simple cable
connection
* Voice activation records only when the microphone
senses sound.
* Recording modes - standard playback (SP), long
playback (LP) or high quality (HQ)
* Large LCD for easy, quick viewing of file locations,
recording status and Battery life
The audio recorder is selling for $48.90 at the campus
bookstore.
The audio recorder is selling for $48.90 at the campus
bookstore.
8
Web Appendix H
PHONE PLAN SCENARIO – STUDY 4
You want to buy a cell phone with a wireless plan. Two firms in your area offer such plans,
Firms A and B. Both firms charge the same monthly charges of $19.99 and offer a free cell
phone, unlimited night and weekend minutes, and free voice mail. However, both firms impose a
per-minute fee if you use more than the given number of anytime minutes. Firm A provides 160
anytime minutes per month and Firm B provides 200 anytime minutes per month. The schedule
of charges for exceeding these anytime minutes are as follows:
{expensive plan}
{frugal plan}
Firm A imposes
($ per minute)
Firm B imposes
($ per minute)
10 minutes
0.00
2.00
20 minutes
0.25
2.00
30 minutes
0.50
2.00
40 minutes
1.00
2.00
More than 40 minutes
2.00
2.00
If you exceed anytime minutes by:
(From Mishra et al. 2007, pp. 668-669)
Mishra, Himanshu, Arul Mishra, and Dhananjay Nayakankuppam (2007), “Seeing Through the Heart's Eye: The
Interference of System 1 in System 2,” Marketing Science, 26 (5), 666-78.