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Arnd Florack

Arnd Florack

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I am interested in how social environments and personality factors influence the self-regulation and strategic orientations of individuals. Recent research topics include research on consumer behavior, regret and decision making, intergroup relations, and acculturation. Most recently, I have begun to study the neuro-cognitive processes that underlie impulsive buying behavior. For my research I received funding from national granting institutions like the Swiss Science Foundation and the German Science Foundation.

It is an important concern for me to illustrate the practical implications of my research.

Primary Interests:

  • Applied Social Psychology
  • Communication, Language
  • Culture and Ethnicity
  • Group Processes
  • Intergroup Relations
  • Judgment and Decision Making
  • Motivation, Goal Setting
  • Persuasion, Social Influence
  • Prejudice and Stereotyping
  • Self and Identity
  • Social Cognition

Research Group or Laboratory:

Journal Articles:

  • Florack, A., Bless, H., & Piontkowski, U. (2003). When do people accept cultural diversity. Affect as determinant. International Journal of Intercultural Relations, 27, 627-640.
  • Florack, A., Friese, M., & Scarabis, M. (2010). Regulatory focus and reliance on implicit preferences in consumption contexts. Journal of Consumer Psychology, 20, 193-204.
  • Florack, A., & Hartmann, J. (2007). Regulatory focus and investment decisions in small groups. Journal of Experimental Social Psychology, 43, 626-632.
  • Florack, A., Ineichen, S., & Bieri, R. (2009). The impact of regulatory focus on two-sided advertising. Social Cognition, 27, 37-56.
  • Florack, A., Piontkowski, U., Rohmann, A., Balser, T., & Perzig, S. (2003). Perceived intergroup threat and attitudes of host community members towards immigrant acculturation. Journal of Social Psychology, 143, 633-648.
  • Florack, A., & Scarabis, M. (2006). How advertising claims affect brand preferences and category-brand associations: The role of regulatory fit. Psychology & Marketing, 23, 741-755.
  • Florack, A., Scarabis, M., & Bless, H. (2001). When do associations matter?: The use of implicit associations towards ethnic groups in person judgments. Journal of Experimental Social Psychology, 37, 518-524.
  • Matser, C. I., van Oudenhoven, J. P., Askevis-Leherpeux, F., Florack, A., Hannover, B., & Rossier, J. (2010). Asymmetrical international attitudes. Applied Psychology: An International Review, 59, 143-158.
  • Piontkowski, U., Florack, A., Hoelker, P., & Obdrzalek, P. (2000). Predicting acculturation attitudes of dominant and non-dominant groups. International Journal of Intercultural Relations, 24, 1-26.
  • Piontkowski, U., Rohmann, A., & Florack, A. (2002). Concordance of acculturation attitudes and perceived threat. Group Processes and Intergroup Relations, 5, 221-232.
  • Ramelli, M., Florack, A., Kosic, A., & Rohmann, A. (in press). Being prepared for acculturation: On the importance of the first month after immigrants enter a new culture. International Journal of Psychology.
  • Rohmann, A., Florack, A., & Piontkowski, U. (2006). The role of discordant acculturation attitudes in perceived threat: An analysis of host and immigrant attitudes in Germany. International Journal of Intercultural Relations, 30, 683-702.
  • Samochowiec, J., & Florack, A. (in press). Intercultural contact under uncertainty: The impact of predictability and anxiety on the willingness to interact with a member from an unknown cultural group. International Journal of Intercultural Relations.
  • Scarabis, M., Florack, A., & Gosejohann, S. (2006). When consumers follow their feelings: The impact of affective or cognitive focus on the basis of consumers’ choice. Psychology & Marketing, 23, 1005-1036.

Other Publications:

  • Florack, A., Scarabis, M., & Gosejohann, S. (2005). Regulatory focus and consumer information processing. In F. R. Kardes, P. M. Herr, & J. Nantel (Eds.), Applying social cognition to consumer-focused strategy (pp. 235-263). Mahwah, NJ: Erlbaum.

Arnd Florack
University of Vienna
Universitaetsstrasse 7 (NIG)
1010 Vienna

  • Phone: +43 1 4277 473 30
  • Fax: +43 1 4277 473 40

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