Journal ArticleJournal of Marketing · July 2022
Consumers have grown increasingly skeptical of brands, leaving managers in a dire search for novel ways to connect. The authors suggest that focusing on one's relationships with competitors is a valuable, albeit unexpected, way for brands to do so ...
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Journal ArticleJournal of Consumer Research · June 1, 2022
Consumers often desire to become better versions of themselves. Reflecting this interest in self-improvement, the marketplace offers consumers a wide range of products and services that promise to improve or better the consumer in some way. But, in a world ...
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Journal ArticleJournal of the Association for Consumer Research · October 1, 2019
Every day, people make aesthetic decisions about what they will wear and how they will physically present themselves to the world. In the present research, we investigate whether one’s attire influences subsequent consumption decisions. We demonstrate that ...
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Journal ArticleJournal of Marketing Research · February 1, 2018
To begin building an understanding of how thoughts about God influence consumer persuasion processes and outcomes, the current research explores how reminders of God affect consumer compliance with fear-based advertising. Results across seven studies demon ...
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Journal ArticleJournal of experimental psychology. General · December 2014
Religion is a powerful force in many people's lives, impacting decisions about life, death, and everything in between. It may be difficult, then, to imagine that something as seemingly innocuous as the usage of brand name products might influence individua ...
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Journal ArticleJournal of Consumer Research · February 1, 2014
Consumers see many brands during the course of a day but often pay very little attention to how such exposures will influence their subsequent decisions. This research examines how being exposed to multiple brands at once affects consumers' reactions to th ...
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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 · June 1, 2011
Consumers are often strongly motivated to view themselves as part of a legitimate and fair external system. Our research focuses on how individuals adopt distinct ways of defending their system when it is threatened and, in particular, how this is revealed ...
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Journal ArticleSocial Psychological and Personality Science · March 1, 2011
Three studies demonstrate how individual differences in confidence in the sociopolitical system interact with threats that engage the system justification motive to produce system defense. Following threat, participants low, but not high, in system confide ...
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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 ArticleJournal of Marketing Research · January 1, 2011
Are you type A or type B? An optimist or a pessimist? Intuitive or analytical? Consumers are motivated to learn about the self, but they may not always accept what they learn. This article explores how the desire for self-discovery leads people to seek but ...
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Journal ArticleMarketing Science · January 1, 2011
Are brands the "new religion"? Practitioners and scholars have been intrigued by the possibility, but strong theory and empirical evidence supporting the existence of a relationship between brands and religion is scarce. In what follows, we argue and demon ...
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