Journal articleJournal of Consumer Psychology · April 1, 2024
This paper examines product-facilitated conversations. In three studies, we show that the products consumers publicly display influence how other consumers start conversations with them and how enjoyable and self-disclosing these conversations are. Study 1 ...
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Journal articleJournal of Public Policy and Marketing · April 1, 2023
Despite the ubiquity of celebrations in everyday life, little is known about how celebrations may contribute to consumer well-being. In the current work, the authors propose that celebrations promote perceived social support, which prior work has conceptua ...
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Journal articleJournal of Consumer Psychology · April 1, 2021
The impact of decision difficulty on search behavior depends on the relative accessibility of maximize accuracy and minimize effort goals in memory. The default assumption, derived from constructive choice theory, is that maximize accuracy and minimize eff ...
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Journal articleManagement Science · July 1, 2019
Healthy eating goals influence many consumer choices, such that evaluating the healthiness of food portions is important. Given that both the type and quantity of food jointly contribute to weight and overall health, evaluations of a food portion's healthi ...
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Journal articleJournal of Consumer Research · April 1, 2019
When do consumers experience offense due to another individual's choice, use, display, gifting, sharing, or disposal of a product? Why do they experience offense, and does it matter if they do? In this article, we first draw from past work in multiple disc ...
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Journal articleJournal of Advertising · April 3, 2017
We propose that consumers appropriate brand symbolism that comes from celebrity endorsements to construct and communicate their self-concepts. We also argue that consumers with high need to belong (NTB) look to celebrities to a greater extent than those wh ...
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Journal articleJournal of Consumer Research · February 1, 2016
Does the way that individuals pay for a good or service influence the amount of connection they feel after the purchase has occurred? Employing a multi-method approach across four studies, individuals who pay using a relatively more painful form of payment ...
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Journal articleJournal of Marketing Research · October 1, 2015
Marketers often employ a variety of positive emotions to encourage consumption or promote a particular behavior (e.g., buying, donating, recycling) to benefit an organization or cause. The authors show that specific positive emotions do not universally inc ...
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Journal articlePublic health nutrition · January 2015
ObjectiveEnergy (calorie) ranges currently appear on menu boards for customized menu items and will likely appear throughout the USA when menu-labelling legislation is implemented. Consumer welfare advocates have questioned whether energy ranges e ...
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Journal articleJournal of Marketing Research · December 1, 2014
Three laboratory experiments and a field experiment in a restaurant demonstrate that neither a price surcharge nor an unhealthy label is enough on its own to curtail the demand for unhealthy food. However, when the two are combined as an unhealthy label su ...
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Journal articleJournal of Consumer Psychology · January 1, 2013
We introduce an alternative perspective on the study of consumer judgment and decision making, which is based on the notion that judgment and choice problems consist of comparisons that decision makers might select. Our new perspective proposes that if we ...
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Journal articleJournal of Consumer Psychology · January 1, 2013
Our target article proposed an alternative perspective for studying consumer judgment and decision making, focusing on the types and weights of comparisons consumers select. In this response we consider the major points made by each of the commentators and ...
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Journal articleJournal of Marketing Research · January 1, 2013
New brand extensions can push a brand outside its typical boundaries. In this artietingcle, the authors argue that people's acceptance of such extensions depends on their feelings of control. Across several studies, the authors demonstrate that when feelin ...
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Journal articleJournal of Consumer Research · November 27, 2012
Although subjective judgment of future time plays an important role in a variety of decisions, little is known about the factors that influence such judgments and their implications. Based on a time as distance metaphor and its associated conceptual mappin ...
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Journal articleJournal of Consumer Psychology · April 1, 2011
The extent to which a possession is linked to self is a critical determinant of whether a possession elicits grief if lost. We propose a framework for understanding the formation of the possession-self link, arguing that a possession's ability to represent ...
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Journal articleEmotion (Washington, D.C.) · February 2011
We examine the conditions under which the distinct positive emotions of hope versus pride facilitate more or less fluid cognitive processing. Using individuals' naturally occurring time of day preferences (i.e., morning vs. evening hours), we show that spe ...
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Journal articleOrganizational Behavior and Human Decision Processes · November 1, 2010
Prior research has demonstrated that individuals show decreasing levels of impatience as the delay of consumption gets longer (i.e., present-bias). We examine the psychological underpinnings of such present-biased preferences by conceptualizing timing deci ...
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Journal articleNeuron · May 2009
Adaptive decision making in real-world contexts often relies on strategic simplifications of decision problems. Yet, the neural mechanisms that shape these strategies and their implementation remain largely unknown. Using an economic decision-making task, ...
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Journal articleJournal of Consumer Research · February 1, 2009
In the course of daily encounters with other consumers, an individual may be incidentally exposed to various brands. We refer to these situations as incidental consumer brand encounters (ICBEs). This research examines how ICBEs influence brand choice. Four ...
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Journal articleReview of Marketing Research · January 1, 2009
Researchers across a variety of psychological disciplines have postulated the existence of two functional systems underlying human judgment and reasoning. One system is rapid, relatively unconscious, and based on associations; the other is slower, consciou ...
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Journal articleJournal of Marketing Research · January 1, 2009
Abstract Consumers often make decisions about outcomes and events that occur over time. This research examines consumers' sensitivity to the prospective duration relevant to their decisions and the implications of such sensitivity for intertemporal trade-o ...
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Journal articlePsychological science · November 2008
Should individuals delegate thinking about complex choice problems to the unconscious? We tested two boundary conditions on this suggestion. First, we found that in a decision environment similar to those studied previously, self-paced conscious thought an ...
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Journal articleMarketing Science · September 1, 2008
In several marketing contexts, strategic complementarity between the actions of individual players demands that players coordinate their decisions to reach efficient outcomes. Yet coordination failure is a common occurrence. We show that the well-establish ...
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Journal articleJournal of Consumer Psychology · July 1, 2008
We advocate a different approach to the important questions that Simonson raises regarding preference construction. First, we argue that existing literature both acknowledges and addresses preference stability. In particular, we show that stable preference ...
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Journal articleJournal of Consumer Research · April 1, 2008
This article investigates the effect of mimicry on consumer product consumption and appraisal. We propose and test two paths via which mimicry may influence product preferences. In the mimicking consumer path, we suggest that individuals automatically mimi ...
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Journal articleJournal of personality and social psychology · December 2007
Current empirical evidence regarding nonconsciously priming emotion concepts is limited to positively versus negatively valenced affect. This article demonstrates that specific, equally valenced emotion concepts can be nonconsciously activated, remain inac ...
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Journal articleJournal of Consumer Psychology · January 1, 2007
Consumers' purchase decisions are often influenced by a simple assessment of how long they expect an anticipated purchase (e.g., buying a sports car or a new outfit) will make them happy. Unfortunately, affective forecasts are prone to durability bias (i.e ...
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Journal articleJournal of Consumer Psychology · January 1, 2007
This article considers the consumer research implications of the Appraisal-Tendency Framework (ATF; Han, Lerner, & Keltner, 2007). This article outlines how the ATF approach could be applied to sequential consumer choices (e.g., effects of emotional respon ...
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Journal articleMarketing Letters · December 1, 2005
This article presents an introduction to and analysis of an emerging area of research, namely decision neuroscience, whose goal is to integrate research in neuroscience and behavioral decision making. The article includes an exposition of (1) how the expon ...
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Journal articleJournal of Consumer Research · December 1, 2005
We propose that consumers purchase brands in part to construct their self-concepts and, in so doing, form self-brand connections. We focus on reference groups as a source of brand meaning. Results from two studies show that brands with images consistent wi ...
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Journal articlePsychology and Marketing · June 1, 2005
In this article, deal expectation is defined as the expected length of time to the next deal that is similar to or better than the current deal (ETND). It is argued that ETND influences price evaluations in addition to any effect of the perceived differenc ...
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Journal articleJournal of Consumer Research · June 1, 2005
We examine how making mortality salient affects consumer choices. We develop a new theoretical framework predicting when consumer behaviors will be more (less) indulgent when mortality is salient, arguing that individuals focus more of their limited self-r ...
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Journal articleJournal of Consumer Psychology · January 1, 2003
The set of associations consumers have about a brand is an important component of brand equity. In this article, we focus on reference groups as a source of brand associations, which can be linked to one's mental representation of self to meet self-verific ...
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Journal articleOrganizational behavior and human decision processes · March 2000
This paper examines how decision makers cope when faced with trade-offs between a higher quality alternative and a lower price alternative in situations where both alternatives involve relatively unfavorable versus relatively favorable values for quality. ...
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Journal articleMarketing Letters · January 1, 2000
Recent research indicates that attributes vary along multiple dimensions with implications for how trade-offs are resolved during choice. We present an exploratory study of the dimensionality underlying naïve subjects' ratings of attributes on the characte ...
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Journal articleJournal of Marketing Research · May 1, 1999
In this article, the authors explore whether choice patterns are sensitive to the potential of relevant trade-offs to elicit negative emotion. Across three experiments, decision makers increasingly use a choice strategy that maximizes quality at the expens ...
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Journal articleJournal of Risk and Uncertainty · January 1, 1999
A "building code" for preference measurement is needed in a world in which many expressions of preference are constructed when people are asked a valuation question. Construction of preferences means that preference measurement is best viewed as architectu ...
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Journal articleJournal of Marketing Research · January 1, 1999
In this article, the authors explore whether choice patterns are sensitive to the potential of relevant trade-offs to elicit negative emotion. Across three experiments, decision makers increasingly use a choice strategy that maximizes quality at the expens ...
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Journal articleJournal of Consumer Research · January 1, 1998
Consumer decision making has been a focal interest in consumer research, and consideration of current marketplace trends (e.g., technological change, an information explosion) indicates that this topic will continue to be critically important. We argue tha ...
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Journal articleJournal of experimental psychology. Learning, memory, and cognition · March 1997
Choice conflicts between one's important values may cause negative emotion. This article extends the standard effort-accuracy approach to explaining task influences on decision processing by arguing that coping goals will interact with effort minimization ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 1996
Decison-making dilemmas can arise because errors may result either from deciding too soon or from delaying decisions too long. Delay can result in lost opportunities or reductions in payoffs from the most accurate decision. This paper investigates decision ...
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Journal articlePsychology of Learning and Motivation Advances in Research and Theory · January 1, 1995
This chapter discusses that people use a variety of strategies to solve decision problems, and it depends on the properties of the choice task as to which strategies they use. Selecting a particular strategy, or deciding how to decide, results from a trade ...
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Journal articleJournal of Experimental Psychology Learning Memory and Cognition · January 1, 1993
We examined the degree to which individuals adapt their decision processes to the degree of interattribute correlation and conflict characterizing a decision problem. On the basis of an effort-accuracy framework for adaptive decision making, we predicted t ...
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Journal articleJournal of Consumer Psychology · January 1, 1992
The results of three experiments suggest that consumers' autobiographical memories involving products and product usage experiences are affectively charged. Furthermore, the three experiments demonstrate that the retrieval of autobiographical memories impa ...
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Journal articleActa Psychologica · January 1, 1992
A viewpoint that has recently emerged in decision research is that preferences for objects of any complexity are often constructed - not merely revealed - in generating a response to a judgement or choice task. This paper reviews a program of research that ...
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Journal articleMarketing Letters · November 1, 1991
Results of both cross-sectional and longitudinal studies of salespeople indicate that more effective and less effective salespeople differ systematically in their knowledge of sales strategies, and to a lesser extent in their knowledge of customer characte ...
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Journal articleJournal of Behavioral Decision Making · January 1, 1990
This paper examines the impact of accuracy feedback, effort feedback, and emphasis on either a goal of maximizing accuracy relative to effort or minimizing effort relative to accuracy on decision processes. Feedback on the accuracy of decisions leads to mo ...
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Journal articleIEEE Transactions on Systems Man and Cybernetics · January 1, 1990
When making choices, people use a variety of information processing strategies, contingent upon a number of task and context variables. An approach to investigating contingent decision behavior using an effort/accuracy framework, production system modeling ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 1990
We examine the effort required to execute decision strategies and propose a set of elementary information processes (EIPs) (e.g., reads, additions, comparisons) as a common language for describing these strategies. Based upon these component processes, a m ...
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Journal articleJournal of Behavioral Decision Making · January 1, 1988
Two experiments were conducted to investigate how individuals assess covariation with rank order data. In both studies, subjects were given sets of rank order data, each set consisting of ten items ranked on two characteristics, and were asked to estimate ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 1988
Preference reversals occur when a decision maker prefers one option to another in one response mode but reverses that ordering when preferences are elicited in another response mode. We report the results of two experiments which significantly impact the f ...
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Journal articleJournal of Experimental Psychology Learning Memory and Cognition · January 1, 1988
The role of effort and accuracy in the adaptive use of decision processes is examined. A computer simulation using the concept of elementary information processes identified heuristic choice strategies that approximate the accuracy of normative procedures ...
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Journal articleJournal of Consumer Affairs · January 1, 1979
This paper investigates significant gaps in the information available to prospective home buyers as perceived by recent purchasers. The gaps in available information perceived by recent purchasers included the fair value of the house, its structural condit ...
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Journal articleJournal of Applied Psychology · June 1, 1975
Rules used for integrating components of risk into an overall risk rating were examined for 60 undergraduates using N. H. Anderson's 1970 information integration methodology. 30 Ss received stimuli based on a model of risk components developed by J. R. Bet ...
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Journal articleJournal of Applied Psychology · February 1, 1974
Used variables related to consumer information-processing models and consumer attitude structures to discriminate between private and nonprivate brand purchasers. Discriminant analysis was used to derive discriminant functions and to classify Ss (123 house ...
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Journal articlePolicy Sciences · December 1, 1971
This study suggests a methodology for measuring individuals' priorities for national goals on an interval scale and multivariate procedures for interpreting such scale values. The scaling procedure used is a paired comparison paradigm developed by Bechtel. ...
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Journal articleManagement Science · December 1971
This study argues the need for, and then develops, some graph theoretic approaches for comparing complex information processing models of individual decisions. Two similarity coefficients are proposed, and a coefficient based on path and reachability struc ...
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