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 Consumer Research · April 1, 2021
We propose that individual differences in the value placed on the principle of moderation exist and influence many aspects of consumer decision-making. The idea that moderation is an important guiding norm of human behavior is prevalent throughout history ...
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Journal ArticleCognition & emotion · February 2018
In four experiments, we asked subjects for judgements about scenarios that pit utilitarian outcomes against deontological moral rules, for example, saving more lives vs. a rule against active killing. We measured trait emotions of anger, disgust, sympathy ...
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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 ArticleJournal of pediatric psychology · November 2011
ObjectiveTo examine the relationship of external influence to parental distress when making a decision about research or treatment for a child with a life-threatening illness and to test potential moderators of this relationship.MethodsPa ...
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Journal ArticleMedical decision making : an international journal of the Society for Medical Decision Making · September 2011
BackgroundThe decision to participate in a research intervention or to undergo medical treatment should be both informed and voluntary.ObjectiveThe aim of the present study was to develop an instrument to measure the perceived voluntarine ...
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Journal ArticleThe American journal of bioethics : AJOB · August 2011
Our primary focus is on analysis of the concept of voluntariness, with a secondary focus on the implications of our analysis for the concept and the requirements of voluntary informed consent. We propose that two necessary and jointly sufficient conditions ...
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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
Many important and complex consumer decisions rely on the advice of trusted professional experts. Many experts, however, such as doctors, financial advisers, and accountants, may be prone to conflicts of interest. As such, consumers may seek a second opini ...
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Journal ArticleJournal of empirical research on human research ethics : JERHRE · September 2009
RELIABLE AND VALID MEASURES OF RELEVANT constructs are critical in the developing field of the empirical study of research ethics. The early phases of scale development for such constructs can be complex. We describe the methodological challenges of constr ...
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Journal ArticleJournal of Service Research · August 1, 2009
This article examines consumers' emotional reactions for a specific negative service-a mammography screening test-and measures how such reactions are influenced by the consumer's stage in the screening process and her beliefs in the efficacy of the test. S ...
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Journal ArticleJournal of Consumer Research · June 1, 2009
Heuristic use is a central topic in consumer research, but the factors that determine when consumers will settle for shortcut solutions to choice problems (e.g., compromise) versus rely on "true" preferences (e.g., self-goals) remain unclear. We propose th ...
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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 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 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 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 · February 1, 2008
In negative service environments, waiting time can serve to facilitate consumer coping. Consequently, the very wait management strategies (such as providing duration information or shortening the wait) that mitigate wait-based stress for nonnegative servic ...
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Journal ArticleMarketing Letters · January 1, 2008
This paper extends the familiar multi-stage framework for choice by explicitly describing the role that goals play at each stage. We first present a typology of goals, ranging from content to process and from immediate to long-term illustrating it in the c ...
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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 ArticleJournal of Consumer Research · June 1, 2006
Most of the articles appearing in JCR that are characterized as behavioral decision theory (BDT) address some kind of bias or deviation from normative decision making. In addition to pointing out biases, these articles often examine underlying decision pro ...
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Journal ArticleJournal of Public Policy and Marketing · January 1, 2006
Adherence to preventive measures is shown to be influenced by prior usage, particularly when hazards do not occur. Two outcomes weaken resolve to use preventive measures: (1) "hassle" events and (2) "false security" following the neglected use of the measu ...
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Journal ArticleHealth psychology : official journal of the Division of Health Psychology, American Psychological Association · July 2005
This article reviews a model of emotional trade-off difficulty in decision making. The model argues that decision makers are motivated to cope with the negative emotion associated with decision-processing operations, notably emotion generated by explicit t ...
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Journal ArticleJournal of Consumer Research · September 1, 2004
Research on mental simulation finds differential effects for process versus outcome focus. We manipulate the focus of participants' thoughts while viewing advertisements and find that under low to moderate involvement, argument strength has a greater effec ...
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Journal ArticleJournal of Consumer Research · June 1, 2004
Consumers often face emotion-laden choices involving conflicting goals of personal importance (e.g., safety). Research suggests that consumers cope with the negative emotion associated with these choices by avoiding certain behaviors, in particular attribu ...
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Journal ArticleJournal of Consumer Research · December 1, 2003
We seek to reinforce the importance of the notion of within-alternative conflict for consumer research. We replicate our own earlier findings that conflict associated with integrating an alternative's pros and cons influences responses to a judgment task. ...
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Journal ArticleMarketing Science · January 1, 2003
Consumers often have to decide whether to acquire information in high-stakes decision domains. We study women in mammography waiting rooms to test how a "false-alarm" result (i.e., an indication that a malady is present when a "more accurate" follow-up tes ...
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Journal ArticleJournal of Consumer Psychology · January 1, 2003
Recent social psychological research demonstrates that certain types of mental simulation are particularly useful for helping individuals reach the future they envision (e.g., Taylor, Pham, Rivkin, & Armor, 1998). More specifically, Taylor's (Pham, Taylor, ...
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Journal ArticleMarketing Letters · December 1, 2002
This paper reviews the state of the art of research on individual decision-making in high-stakes, low-probability settings. A central theme is that resolving high-stakes decisions optimally poses a formidable challenge not only to naïve decision makers, bu ...
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Chapter · March 28, 2001
"This is a superb book that provides valuable insights for managers at all levels. No matter how many critical decisions we make, it is useful to be reminded of the intricacies of the process. Wharton on Making Decisions does just that. ...
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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 ArticleManagement Science · January 1, 2000
This paper extends the behavioral results reported in Fischer et al. (2000) by developing a model addressing preference uncertainty in multiattribute evaluation. The model is motivated by two hypotheses regarding properties of multiattribute profiles that ...
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Journal ArticleManagement Science · January 1, 2000
This research investigates preference uncertainty generated as a function of specific alternative characteristics during multiattribute evaluative judgments. We propose that preference uncertainty has at least two behavioral manifestations: longer judgment ...
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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 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, 1999
The influence of false-positive results on consumers' decisions to get retested in high-stakes domains is examined. Findings across four laboratory experiments indicate that a false-positive outcome increases perceptions of vulnerability and test inaccurac ...
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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 Consumer Research · January 1, 1998
This article addresses how consumers resolve decisions involving conflict between attributes linked to highly valued goals, such as an automobile purchase decision requiring determination of how much safety one is willing to sacrifice in order to obtain ot ...
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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 ArticleMarketing Letters · January 1, 1997
This paper explores how consideration of the medical context can add new elements to marketing thought. Differences between the medical context and other consumer contexts are reviewed. The effects that the medical context has on the way traditional constr ...
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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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