Subjects -> ADVERTISING AND PUBLIC RELATIONS (Total: 23 journals)
Showing 1 - 8 of 8 Journals sorted alphabetically
Advertising & Society Review     Full-text available via subscription   (Followers: 15)
Book History     Full-text available via subscription   (Followers: 176)
Design and Culture : The Journal of the Design Studies Forum     Hybrid Journal   (Followers: 28)
Foundations and Trends® in Marketing     Full-text available via subscription   (Followers: 16)
International Journal of Advertising     Full-text available via subscription   (Followers: 32)
International Journal of Complexity in Leadership and Management     Hybrid Journal   (Followers: 29)
International Journal of Market Research     Full-text available via subscription   (Followers: 19)
Journal of Advertising     Hybrid Journal   (Followers: 31)
Journal of Advertising Research     Full-text available via subscription   (Followers: 27)
Journal of Consumer Psychology     Hybrid Journal   (Followers: 41)
Journal of Current Issues & Research in Advertising     Hybrid Journal   (Followers: 10)
Journal of Interactive Advertising     Open Access   (Followers: 14)
Journal of International Marketing     Full-text available via subscription   (Followers: 32)
Journal of Marketing     Full-text available via subscription   (Followers: 54)
Journal of Marketing Research     Full-text available via subscription   (Followers: 71)
Journal of Public Policy & Marketing     Full-text available via subscription   (Followers: 17)
Journal of Public Relations Research     Hybrid Journal   (Followers: 23)
Opinião Pública     Open Access  
Place Branding and Public Diplomacy     Hybrid Journal   (Followers: 5)
Public Relations Inquiry     Hybrid Journal   (Followers: 9)
Public Relations Review     Hybrid Journal   (Followers: 21)
RAE-eletrônica     Open Access   (Followers: 2)
Revista Internacional de Relaciones Públicas     Open Access   (Followers: 1)
Similar Journals
Journal Cover
Journal of Consumer Psychology
Journal Prestige (SJR): 3.048
Citation Impact (citeScore): 4
Number of Followers: 41  
  Hybrid Journal Hybrid journal (It can contain Open Access articles)
ISSN (Print) 1057-7408 - ISSN (Online) 1532-7663
Published by Elsevier Homepage  [3207 journals]
  • Political ideology drives consumer psychology: Introduction to research
    • Authors: Sharon Shavitt
      Pages: 500 - 501
      Abstract: Publication date: October 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 4
      Author(s): Sharon Shavitt

      PubDate: 2017-09-26T09:27:24Z
      DOI: 10.1016/j.jcps.2017.09.001
      Issue No: Vol. 27, No. 4 (2017)
  • Consumer desire for control as a barrier to new product adoption
    • Authors: Ali Faraji-Rad; Shiri Melumad; Gita Venkataramani Johar
      Pages: 347 - 354
      Abstract: Publication date: July 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 3
      Author(s): Ali Faraji-Rad, Shiri Melumad, Gita Venkataramani Johar
      This research examines the relationship between desire for control and acceptance of new products. We hypothesize that desire for control—the need to personally control outcomes in one's life—acts as a barrier to new product acceptance. Three experiments provide support for this hypothesis. This effect holds when desire for control is high as a dispositional trait (Studies 1 and 3) and when it is situationally induced (Study 2). We also identify an intervention to increase new product acceptance based on the idea that new products threaten one's sense of control. Specifically, framing new products as potentially enhancing one's sense of control increases acceptance of new products by those high in desire for control (Study 3). This finding offers some evidence for the underlying process and helps guide managerial actions.

      PubDate: 2017-06-22T09:25:56Z
      DOI: 10.1016/j.jcps.2016.08.002
      Issue No: Vol. 27, No. 3 (2017)
  • Normative tightness-looseness: A research dialogue
    • Authors: Sharon Shavitt
      Pages: 375 - 376
      Abstract: Publication date: July 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 3
      Author(s): Sharon Shavitt

      PubDate: 2017-06-22T09:25:56Z
      DOI: 10.1016/j.jcps.2017.05.002
      Issue No: Vol. 27, No. 3 (2017)
  • Tightness-looseness and consumer behavior: The road ahead
    • Authors: Michele J. Gelfand; Ren Li; Sarah Gordon
      Pages: 405 - 407
      Abstract: Publication date: July 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 3
      Author(s): Michele J. Gelfand, Ren Li, Sarah Gordon

      PubDate: 2017-06-22T09:25:56Z
      DOI: 10.1016/j.jcps.2017.05.001
      Issue No: Vol. 27, No. 3 (2017)
  • Stitching time: Vintage consumption connects the past, present, and future
    • Authors: Gülen Sarial-Abi; Kathleen D. Vohs; Ryan Hamilton; Aulona Ulqinaku
      Pages: 182 - 194
      Abstract: Publication date: April 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 2
      Author(s): Gülen Sarial-Abi, Kathleen D. Vohs, Ryan Hamilton, Aulona Ulqinaku
      We investigated a novel avenue for buffering against threats to meaning frameworks: vintage consumption. Although the appeal of vintage goods, defined as previously owned items from an earlier era, is strong and growing, this paper is among the first to examine the possible psychological ramifications of vintage consumption. Six studies found that vintage items mitigated the typical reactions to meaning threats. Four of these studies also showed that vintage consumption facilitates mental connections among the past, present, and future. As a result, people whose meaning structures had been threatened, for example, by being reminded of their own eventual death, preferred vintage products more than others who had not experienced a meaning threat, and more than similar non-vintage products. These findings suggest that meaning disruptions stimulate a desire for intertemporal connections, a desire that vintage products—as existing and continuing symbols of bygone eras—seem to satisfy.

      PubDate: 2017-03-27T17:04:21Z
      DOI: 10.1016/j.jcps.2016.06.004
      Issue No: Vol. 27, No. 2 (2017)
  • Choice under incomplete information on incumbents: Why consumers with
           stronger preferences are more likely to abandon their prior choices
    • Authors: Caglar Irmak; Thomas Kramer; Sankar Sen
      Pages: 264 - 269
      Abstract: Publication date: April 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 2
      Author(s): Caglar Irmak, Thomas Kramer, Sankar Sen
      Consumers often encounter information about new brands that is not available for their preliminary or prior choices. For example, continued browsing might expose consumers to information that is unknown for an option they already placed in their shopping cart. How might preference strength affect their reactions to such missing information on their prior choices? Much research suggests that consumers with strong prior preferences are likely to employ motivated reasoning to bolster and retain the preliminary choice. However, we document a heretofore unexamined condition under which those with relatively stronger prior preferences for an incumbent are more likely to abandon it than those with weaker prior preferences. We argue that this occurs because those with relatively stronger (vs. weaker) prior preferences experience more cognitive dissonance when information on new attributes is missing on just the incumbent but not on its competitors.

      PubDate: 2017-03-27T17:04:21Z
      DOI: 10.1016/j.jcps.2016.06.002
      Issue No: Vol. 27, No. 2 (2017)
  • Role of executive attention in consumer learning with background music
    • Authors: Esther Kang; Arun Lakshmanan
      Pages: 35 - 48
      Abstract: Publication date: January 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 1
      Author(s): Esther Kang, Arun Lakshmanan
      This paper examines how the type of background music (vocal vs. instrumental) affects consumers' cognitive performance depending on individual differences in executive attention (i.e., working memory capacity). Across three experiments, we find that vocal music leads to poorer cognitive and attitudinal outcomes for consumers lower in working memory capacity but does not affect those higher in working memory capacity. However, short-term habituation to background music helps mitigate this negative effect of vocal music on consumer ad recall. Finally, consumer performances on computing discount prices are also affected by music type depending upon whether prices are communicated in verbal or numeric form. Overall, this research lays out an executive-attention based process mechanism explaining when and how background music shapes consumer learning and memory. The outlined theory enriches the literature on music effects as well as immediate-term learning by explicating the role of selective attention in the processing of multi-modal marketing stimuli.

      PubDate: 2017-01-14T14:51:54Z
      DOI: 10.1016/j.jcps.2016.03.003
      Issue No: Vol. 27, No. 1 (2017)
  • Bidirectional contrast effects between taste perception and simulation: A
           simulation-induced adaptation mechanism
    • Authors: Kao Si; Yuwei Jiang
      Pages: 49 - 58
      Abstract: Publication date: January 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 1
      Author(s): Kao Si, Yuwei Jiang
      Four experiments reveal that actual taste perception and mental simulation of taste can exert a bidirectional contrast effect on each other. Experiment 1 shows that similar to actual taste experience, simulated taste experience is influenced by a prior actual taste in a contrastive manner. Experiment 2 shows that this contrast effect of actual taste on taste simulation occurs only when people adopt an imagery-based rather than an analytical processing mode. Experiment 3 demonstrates the bidirectional nature of the current effect and again shows that it depends on people's use of mental simulation. Lastly, experiment 4 replicates the observed effect in a realistic marketing environment. These findings support the proposition of a simulation-induced adaptation mechanism. Theoretical and practical implications of this research are discussed.

      PubDate: 2017-01-14T14:51:54Z
      DOI: 10.1016/j.jcps.2016.04.002
      Issue No: Vol. 27, No. 1 (2017)
  • Erratum to “A clearer spotlight on spotlight: Understanding, conducting
           and reporting” [Journal of Consumer Psychology 26 (2016) 315–324]
    • Authors: Aradhna Krishna
      Abstract: Publication date: Available online 22 November 2017
      Source:Journal of Consumer Psychology
      Author(s): Aradhna Krishna

      PubDate: 2017-12-12T09:40:15Z
      DOI: 10.1016/j.jcps.2017.10.001
  • Contributor Information / Forthcoming Articles
    • Abstract: Publication date: October 2017
      Source:Journal of Consumer Psychology, Volume 27, Issue 4

      PubDate: 2017-10-18T11:54:19Z
  • Asymmetries abound: Ideological differences in emotion, partisanship,
           motivated reasoning, social network structure, and political trust
    • Authors: John T. Jost
      Abstract: Publication date: Available online 31 August 2017
      Source:Journal of Consumer Psychology
      Author(s): John T. Jost
      This article is a response to Rao (2017), Krishna and Sokolova (2017), and Oyserman and Schwarz (2017), all of whom provided extremely thoughtful commentaries on a target article in which I summarized several lines of research in political psychology on liberal-conservative differences in personality, cognition, motivation, values, and neurological structures and functions (Jost, 2017a). I begin by correcting a possible misconception, namely that the theory of political ideology as motivated social cognition cannot explain dynamic shifts in ideological affinities; on the contrary, we have demonstrated that “top-down” situational—as well as “bottom-up” dispositional—processes work in conjunction to produce ideological outcomes, and this is why tailored forms of political persuasion can be highly effective in producing change. Next I describe additional evidence (including previously unpublished evidence) bearing on ideological symmetries and asymmetries with respect to emotion, partisanship, social identification, motivated reasoning, social network structure, and political trust. I end by asking consumer psychologists for their continued collaboration in addressing profound challenges associated with understanding and reconciling sources of ideological divergence—not only for the sake of research in behavioral science but also for the smooth functioning of democratic society.

      PubDate: 2017-09-02T09:24:32Z
      DOI: 10.1016/j.jcps.2017.08.004
  • Conservatism as a situated identity: Implications for consumer behavior
    • Authors: Daphna Oyserman; Norbert Schwarz
      Abstract: Publication date: Available online 24 August 2017
      Source:Journal of Consumer Psychology
      Author(s): Daphna Oyserman, Norbert Schwarz
      Insufficient attention to political ideology as an organizing axis reduces predictive power. Jost (2017 – this issue) makes a significant contribution by outlining and documenting a set of relationships among personality factors, attitudes, values, and conservatism. The value of this approach is highlighting the possibility that ideology sticks when it fits features of the individual and hence has an enduring quality. This approach needs to be balanced by consideration of the power of the immediate situation to define what an identity means and the potential universality of many features associated with conservatism. We discuss both issues using identity-based motivation theory as our organizing framework.

      PubDate: 2017-09-02T09:24:32Z
      DOI: 10.1016/j.jcps.2017.08.003
  • Materialism Pathways: The Processes that Create and Perpetuate Materialism
    • Authors: Marsha L. Richins
      Abstract: Publication date: Available online 3 August 2017
      Source:Journal of Consumer Psychology
      Author(s): Marsha L. Richins
      Materialism has been examined in many social science disciplines from multiple perspectives. This review synthesizes this extensive literature into two organizing frameworks that describe how materialism develops in children and how materialism is reinforced and perpetuated in adulthood. The major components of the developmental model are the daily event cycle, developmental tasks, cultural influence, and family environment, all of which interact to influence how materialistic a child becomes. The reinforcement model describes how personal qualities that materialists tend to possess make them more vulnerable to threats in daily events, resulting in psychological discomfort. The desire to reduce this discomfort, in conjunction with the transformative powers that materialists ascribe to acquisition, results in actions and outcomes that reinforce materialistic tendencies. Suggestions for furthering the study of materialism are also included.

      PubDate: 2017-08-03T13:13:29Z
      DOI: 10.1016/j.jcps.2017.07.006
  • Red, blue and purple states of mind: Segmenting the political marketplace
    • Authors: Akshay R. Rao
      Abstract: Publication date: Available online 1 August 2017
      Source:Journal of Consumer Psychology
      Author(s): Akshay R. Rao
      John Jost (2017 – this issue) provides a thoughtful review of the literature in political psychology that speaks to important distinctions between conservatives and progressives. I use his essay as a point of departure to accomplish three goals: a) further elaborate on the left/right segmentation scheme, identifying other portions of the political market that are less brand loyal and therefore more persuadable; b) offer preliminary suggestions based on consumer psychology perspectives on how voter attitudes and behaviors might be nudged by political candidates and campaigns; and c) identify some areas in which the fields of political and consumer psychology might profitably benefit from cross-pollination of theories, approaches and evidence.

      PubDate: 2017-08-03T13:13:29Z
      DOI: 10.1016/j.jcps.2017.08.001
  • A focus on partisanship: How it impacts voting behaviors and political
    • Authors: Aradhna Krishna; Tatiana Sokolova
      Abstract: Publication date: Available online 25 July 2017
      Source:Journal of Consumer Psychology
      Author(s): Aradhna Krishna, Tatiana Sokolova
      The target article by John Jost (2017 – this issue) focuses on political ideology (liberalism vs. conservatism) and its association with personal characteristics, cognitive processing style, and motivational interests. Jost's arguments and data are very compelling and will inspire consumer psychologists to do more research in the political domain. To enable this goal further, we complement the target article by focusing on partisanship, another major determinant of political judgments and decisions. Whereas political ideology refers to people being more liberal or conservative, partisanship refers to how strongly people identify with a specific political party (e.g., Republicans or Democrats). In reviewing the literature on partisanship, we concentrate on voting behaviors and attitudes, an area not addressed by Jost, but of great importance for consumer psychologists given the large expenditures on political advertising. Adding to Jost's discussion of the link between political ideology and systematic processing, we examine the interplay between these two constructs and partisanship.

      PubDate: 2017-08-03T13:13:29Z
      DOI: 10.1016/j.jcps.2017.07.005
  • The marketplace of ideology: “Elective affinities” in political
           psychology and their implications for consumer behavior
    • Authors: John T. Jost
      Abstract: Publication date: Available online 19 July 2017
      Source:Journal of Consumer Psychology
      Author(s): John T. Jost
      An abundance of research in political psychology demonstrates that leftists and rightists (or liberals and conservatives) diverge from one another in terms of: (a) personality characteristics; (b) cognitive processing styles; (c) motivational interests and concerns; (d) the prioritization of personal values; and (e) neurological structures and physiological functions. In this article, I summarize these findings and discuss some of their implications for persuasion, framing, and advertising; consumer choice, judgment, decision-making, and behavior; and customer satisfaction/dissatisfaction and politically motivated boycotts. I conclude that the theory and practice of consumer psychology will be enriched by taking into account ideological asymmetries and the ways in which human behavior both reflects and gives rise to left–right divergence in political orientation—not only in terms of beliefs, opinions, and values but also in terms of underlying psychological processes.

      PubDate: 2017-07-23T12:58:33Z
      DOI: 10.1016/j.jcps.2017.07.003
  • Physical Proximity Increases Persuasive Effectiveness through Visual
    • Authors: Yanli Jia; Yunhui Huang; Robert S. Wyer; Hao Shen
      Abstract: Publication date: Available online 13 July 2017
      Source:Journal of Consumer Psychology
      Author(s): Yanli Jia, Yunhui Huang, Robert S. Wyer, Hao Shen
      Six experiments converged on the conclusion that consumers' physical distance from the verbal description of an event or a product can influence their beliefs in its implications. For example, participants' proximity to information about the likelihood of surviving an airline crash can influence their expectations that there would be survivors of a real-life airplane accident, and being close to the description of a commercial product can influence beliefs that the product would be effective. These and other effects are mediated by the vividness of the mental image that participants form on the basis of the information. Consequently, the effects were attenuated when participants are under high cognitive load or when the verbal description lacks the detail necessary for forming a clear mental image. Alternative interpretations in terms of task involvement, perceptual fluency and construal levels are evaluated.

      PubDate: 2017-07-23T12:58:33Z
      DOI: 10.1016/j.jcps.2017.07.001
  • Sentimental Value and Gift Giving: Givers' Fears of Getting It Wrong
           Prevents Them from Getting It Right
    • Authors: Julian Givi; Jeff Galak
      Abstract: Publication date: Available online 28 June 2017
      Source:Journal of Consumer Psychology
      Author(s): Julian Givi, Jeff Galak
      Sentimental value is the value derived from an emotionally-laden item's associations with significant others, or special events or times in one's life. The present research demonstrates that when faced with the choice between sentimentally valuable gifts and gifts with superficial attributes that match the preferences of the recipient, givers give the latter much more often than recipients would prefer to receive such gifts. This asymmetry appears to be driven by givers feeling relatively certain that preference-matching gifts will be well-liked by recipients, but relatively uncertain that the same is true for sentimentally valuable gifts. Three studies demonstrate this gift-giving mismatch and validate the proposed mechanism across a variety of gift-giving occasions and giver-receiver relationship types. The contribution of these findings to the gift-giving literature, as well as directions for future research, are discussed.

      PubDate: 2017-07-03T01:22:21Z
      DOI: 10.1016/j.jcps.2017.06.002
  • Conforming Conservatives: How Salient Social Identities Can Increase
    • Authors: Andrew M. Kaikati; Carlos J. Torelli; Karen Page Winterich; María A. Rodas
      Abstract: Publication date: Available online 8 June 2017
      Source:Journal of Consumer Psychology
      Author(s): Andrew M. Kaikati, Carlos J. Torelli, Karen Page Winterich, María A. Rodas
      This research considers how common perceptions of liberals' generosity can be harnessed for increasing donations. Given conservatives' greater tendency to conform to group norms than liberals, we theorize that conformity tendencies can increase donations by conservatives when accountable to a liberal audience who share a salient identity. Specifically, conservatives donate more when they are accountable to a liberal audience with whom they have a salient shared identity (Study 1) due to their motivation for social approval (Studies 3 and 4). However, if the donation context activates political identity (Studies 2 and 3) or if the unifying social identity is not salient (Study 4), accountability does not impact donation decisions. Notably, liberals do not alter their behavior, ruling out alternative explanations for the pattern of conformity. This research provides insight into the distinct role of accountability for conservatives and importance of audience characteristics for conformity. Though both liberals and conservatives can be generous, this research demonstrates how conformity can be used to increase charitable giving among conservatives.

      PubDate: 2017-06-11T23:28:20Z
      DOI: 10.1016/j.jcps.2017.06.001
  • Tightness–Looseness: Implications for Consumer and Branding Research
    • Authors: Carlos J. Torelli; María A. Rodas
      Abstract: Publication date: Available online 3 May 2017
      Source:Journal of Consumer Psychology
      Author(s): Carlos J. Torelli, María A. Rodas
      This commentary highlights the importance of the tightness–looseness distinction to provide a more nuanced understanding of cross-cultural consumer behavior (Li, Gordon & Gelfand, this issue). We provide guidelines to integrate the tightness–looseness distinction into existing cross-cultural models of consumer behavior, and suggest how doing so can help to refine predictions about the persuasiveness of message appeals. We also discuss how the tightness–looseness distinction can enrich branding research, by suggesting future research opportunities in the domains of brand extension research and brand protection.

      PubDate: 2017-05-08T06:56:46Z
      DOI: 10.1016/j.jcps.2017.04.003
  • “Our” Brand's Failure Leads to “Their” Product
    • Authors: Boyoun (Grace) Chae; Darren W. Dahl; Rui (Juliet) Zhu
      Abstract: Publication date: Available online 18 April 2017
      Source:Journal of Consumer Psychology
      Author(s): Boyoun (Grace) Chae, Darren W. Dahl, Rui (Juliet) Zhu
      This research examines when and how consumers' product attitudes and their subsequent word-of-mouth behaviors are impacted by negative information about a brand that is associated with their social group. We find that negative information about an in-group brand threatens the in-group members' social identity, which in turn results in derogation of the threatening out-group's product. Importantly, we identify that the communication source of the negative information determines whether a threat to social identity will be realized. The out-group product derogation effect is observed only when the communication of the negative information comes from an out-group (vs. in-group) source. Finally, we provide evidence for our proposed mechanism by showing that a group affirmation exercise mitigates the out-group product derogation effect we have identified.

      PubDate: 2017-04-18T13:51:23Z
      DOI: 10.1016/j.jcps.2017.04.002
  • Tightness–looseness: A new framework to understand consumer behavior
    • Authors: Ren Li; Sarah Gordon; Michele J. Gelfand
      Abstract: Publication date: Available online 13 April 2017
      Source:Journal of Consumer Psychology
      Author(s): Ren Li, Sarah Gordon, Michele J. Gelfand

      PubDate: 2017-04-18T13:51:23Z
      DOI: 10.1016/j.jcps.2017.04.001
  • Refining the tightness and looseness framework with a consumer lens
    • Authors: Lily Lin; Darren W. Dahl; Jennifer J. Argo
      Abstract: Publication date: Available online 12 April 2017
      Source:Journal of Consumer Psychology
      Author(s): Lily Lin, Darren W. Dahl, Jennifer J. Argo
      In their paper, Li, Gordon and Gelfand (this issue) introduced the Tightness–Looseness (T-L) theoretical framework to the consumer domain, and offered a number of ideas on how this framework could be applied to various aspects of consumer behavior. In this commentary, we examine the T-L framework from the consumer lens and discuss how the uniqueness of the consumption context can refine and broaden this psychological framework. We identify four questions that aim to enrich our discussion of this framework from the perspective of consumer research, and to motivate future research questions. Specifically, we consider 1) how the interplay between the tightness/looseness of a culture and its effect on consumer behavior can be a bi-directional relationship, 2) how variances in T-L in different consumption subcultures and aspects of society (e.g., economic, political) can impact consumer behavior, 3) how the examination of T-L at different stages in the consumption process is a relevant and important question to consider, and 4) how T-L may contribute to further investigation and understanding of punishment towards business and consumer norm violators.

      PubDate: 2017-04-18T13:51:23Z
      DOI: 10.1016/j.jcps.2017.03.005
  • Speaking to the Heart: Social Exclusion and Reliance on Feelings versus
           Reasons in Persuasion
    • Authors: Fang-Chi Lu; Jayati Sinha
      Abstract: Publication date: Available online 31 March 2017
      Source:Journal of Consumer Psychology
      Author(s): Fang-Chi Lu, Jayati Sinha
      The authors of this study identify an alternative frame of communication for persuading people who feel socially excluded to behave in ways that benefit individual and social wellbeing, regardless of future connection possibilities. The authors suggest that socially excluded (included) consumers tend to rely on affect (cognition) in processing information, and to consequently prefer persuasive messages based on feelings (reasons). The effect occurs because people tend to ruminate about exclusionary events, which depletes self-regulatory resources. Thus, distraction that interferes with rumination can mitigate the social exclusion effect on affective processing. The authors present findings from five studies across various paradigms promoting personal and social wellbeing (i.e., donating blood, recycling, and consuming healthful foods) and discuss the theoretical and policy implications.

      PubDate: 2017-04-03T15:35:46Z
      DOI: 10.1016/j.jcps.2017.03.004
  • Placebo Effects of Marketing Labels on Perceived Intoxication and Risky
           Attitudes and Behaviors
    • Authors: Yann Cornil; Pierre Chandon; Aradhna Krishna
      Abstract: Publication date: Available online 27 March 2017
      Source:Journal of Consumer Psychology
      Author(s): Yann Cornil, Pierre Chandon, Aradhna Krishna
      Why sexual assaults and car accidents are associated with the consumption of alcohol mixed with energy drinks (AMED) is still unclear. In a single study, we show that the label used to describe AMED cocktails can have causal non-pharmacological effects on consumers' perceived intoxication, attitudes, and behaviors. Young men who consumed a cocktail of fruit juice, vodka, and Red Bull felt more intoxicated, took more risks, were more sexually self-confident, but intended to wait longer before driving when the cocktail's label emphasized the presence of the energy drink (a “Vodka-Red Bull cocktail”) compared to when it did not (a “Vodka” or “Exotic fruits” cocktail). Speaking to the process underlying these placebo effects, we found no moderation of experience but a strong interaction with expectations: These effects were stronger for people who believe that energy drinks boost alcohol intoxication and who believe that intoxication increases impulsiveness, reduces sexual inhibition, and weakens reflexes. These findings have implications for understanding marketing placebo effects and for the pressing debate on the regulation of the marketing of energy drinks.

      PubDate: 2017-04-03T15:35:46Z
      DOI: 10.1016/j.jcps.2017.03.003
  • Effect of Intelligence on Consumers' Responsiveness to a Pro-Environmental
    • Authors: Jaakko Aspara; Xueming Luo; Ravi Dhar
      Abstract: Publication date: Available online 14 March 2017
      Source:Journal of Consumer Psychology
      Author(s): Jaakko Aspara, Xueming Luo, Ravi Dhar
      Researchers and policy-makers are increasingly interested in the effects of pro-environmental tax incentives on consumer responses. However, it is unknown whether consumers' responsiveness to pro-environmental taxes depends on cognitive ability. We report a natural experiment study, in which a pro-environmental tax was introduced in Finland, providing an economic benefit for cars with lower CO2 emissions. We examine 140,000 car acquisitions by male consumers, whose intelligence had been tested by Finnish Defense Forces. The results show that the CO2 emissions of cars acquired by consumers with higher intelligence dropped more after the introduction of the tax than the emissions of cars of consumers with lower intelligence. Specifically, intelligence had both a direct effect on responsiveness to the pro-environmental tax, and an indirect effect via income. The effect was more pronounced for numeric intelligence than verbal and spatial logic intelligence and of equal size as that of income and other demographics. This implies that intelligence is an empirically as well as theoretically relevant variable to study as a moderator to choices that are simultaneously pro-environmental and economical.

      PubDate: 2017-03-21T02:50:31Z
      DOI: 10.1016/j.jcps.2017.03.002
  • The Satiating Effect of Pricing: The Influence of Price on Enjoyment over
    • Authors: Kelly L. Haws; Brent McFerran; Joseph P. Redden
      Abstract: Publication date: Available online 9 March 2017
      Source:Journal of Consumer Psychology
      Author(s): Kelly L. Haws, Brent McFerran, Joseph P. Redden
      Prices are typically critical to consumption decisions, but can the presence of price impact enjoyment over the course of an experience? We examine the effect of price on consumers' satisfaction over the course of consumption. We find that, compared to when no pricing information is available, the presence of prices accelerates satiation (i.e., enjoyment declines faster). Preliminary evidence suggests price increases satiation by making the experience seem like less of a relaxing break and something to financially monitor. We rule out several alternative explanations for this effect and discuss important implications for marketers and consumer researchers.

      PubDate: 2017-03-12T20:28:59Z
      DOI: 10.1016/j.jcps.2017.03.001
  • How Goal Progress Influences Regulatory Focus in Goal Pursuit
    • Authors: Olya Bullard; Rajesh V. Manchanda
      Abstract: Publication date: Available online 28 January 2017
      Source:Journal of Consumer Psychology
      Author(s): Olya Bullard, Rajesh V. Manchanda
      This research examines the influence of goal progress on the regulatory focus of goals. The results of five experiments demonstrate that in earlier stages of goal pursuit, individuals represent goals as promotion-focused, while in later stages of goal pursuit, individuals represent goals as prevention-focused. This effect is driven by the differential reliance on the initial versus the desired state as a reference point throughout goal pursuit. In earlier stages of goal pursuit, reliance on the initial state as a reference point produces a gain-framed assessment of goal progress and leads to a promotion-focused view of goals. In later stages of goal pursuit, reliance on the desired state as a reference point produces a loss-framed assessment of goal progress and leads to a prevention-focused view of goals. Theoretical and practical implications are discussed.

      PubDate: 2017-02-04T06:37:42Z
      DOI: 10.1016/j.jcps.2017.01.003
  • Just Do It! Why Committed Consumers React Negatively to Assertive Ads
    • Authors: Yael Zemack-Rugar; Sarah G. Moore; Gavan J. Fitzsimons
      Abstract: Publication date: Available online 28 January 2017
      Source:Journal of Consumer Psychology
      Author(s): Yael Zemack-Rugar, Sarah G. Moore, Gavan J. Fitzsimons
      Research shows that assertive ads, which direct consumers to take specific actions (e.g., Visit us; Just do it!), are ineffective due to reactance. However, such ads remain prevalent. We reexamine assertive ads, showing that their effectiveness depends on consumers' relationship with the advertising brand. Across studies, we compare committed and uncommitted consumers' reactions to assertive ads. We find that because committed (vs. uncommitted) brand relationships involve stronger compliance norms, assertive ads create greater pressure to comply for committed consumers. Specifically, we propose and show that committed consumers anticipate feeling guilty if they ignore an assertive message, creating pressure to comply. Pressure to comply increases reactance, which paradoxically reduces compliance, ultimately leading to decreased ad and brand liking as well as decreased monetary allocations to the brand. Our results show the perils that assertive ads pose for marketers and their most valuable customers.

      PubDate: 2017-02-04T06:37:42Z
      DOI: 10.1016/j.jcps.2017.01.002
  • The Rebound of the Forgone Alternative
    • Authors: Zachary G. Arens; Rebecca W. Hamilton
      Abstract: Publication date: Available online 24 January 2017
      Source:Journal of Consumer Psychology
      Author(s): Zachary G. Arens, Rebecca W. Hamilton
      Fifty years of cognitive dissonance research suggests that when consumers make a difficult choice, the alternative they forgo is devalued for an extended period of time, making it less likely to be chosen in the future. In a series of four studies, we show that completely consuming the chosen alternative moderates this effect. After the chosen alternative has been consumed, creating a sense of consumption closure, the attractiveness of forgone alternative rebounds to its original value.

      PubDate: 2017-01-27T18:07:38Z
      DOI: 10.1016/j.jcps.2017.01.001
  • Humanizing Brands: When Brands Seem to Be Like Me, Part of Me, and in a
           Relationship with Me
    • Authors: Deborah J. MacInnis; Valerie S. Folkes
      Abstract: Publication date: Available online 11 January 2017
      Source:Journal of Consumer Psychology
      Author(s): Deborah J. MacInnis, Valerie S. Folkes
      We review a growing body of research in consumer behavior that has examined when consumers humanize brands by perceiving them as like, part of, or in a relationship with themselves. One research stream shows that sometimes consumers perceive brands as having human-like forms, minds, and personality characteristics. A second stream identifies ways that a consumer perceives a brand as being congruent with or connected to the self. Finally, a third highlights that consumers can view brands in ways that are analogous to the types of relationships they have with people. We review research in these three areas and point out connections among these research streams. In part, we accomplish this by showing that factors associated with the SEEK model, which are designed to explain anthropomorphic tendencies, are also relevant to other ways of humanizing brands. We identify major propositions derived from this research and several areas for which additional research is needed. We conclude with recommendations for the many opportunities for expanding our conceptual and empirical understanding of this domain.

      PubDate: 2017-01-14T14:51:54Z
      DOI: 10.1016/j.jcps.2016.12.003
  • R-E-S-P-E-C-T Find Out What My Name Means to Me: The Effects of
           Marketplace Misidentification on Consumption
    • Authors: Tracy Rank-Christman; Maureen Morrin; Christine Ringler
      Abstract: Publication date: Available online 7 January 2017
      Source:Journal of Consumer Psychology
      Author(s): Tracy Rank-Christman, Maureen Morrin, Christine Ringler
      Little research has focused on understanding how the misuse of consumers' names in the marketplace impacts consumption. Building on the motivation and personal identity threat literatures, we explore the impact of being identified by someone else's given name in the marketplace. We find that consumers exhibit avoidance behaviors when misidentified (versus remaining unidentified or being correctly identified), which is mediated by feelings of respect. We also show that misidentification effects are moderated by ego fragility (i.e., as measured by implicit self-esteem), with the effects more pronounced among those with more fragile egos. We attenuate this effect via self-affirmation, showing that misidentified consumers who have been affirmed no longer exhibit product avoidance responses. Implications and avenues for future research are discussed.

      PubDate: 2017-01-14T14:51:54Z
      DOI: 10.1016/j.jcps.2016.12.002
  • Competing for attention: The effects of jealousy on preference for
           attention-grabbing products
    • Authors: Xun (Irene) Huang; Ping Dong; Robert S. Wyer
      Abstract: Publication date: Available online 31 December 2016
      Source:Journal of Consumer Psychology
      Author(s): Xun (Irene) Huang, Ping Dong, Robert S. Wyer
      Jealous individuals often harbor feelings of aggression toward both their relationship partner and their rivals. However, jealousy can also have quite different effects that have implications for people's product preferences. Five experiments converge on the conclusion that jealousy induces a desire to recapture attention from one's partner and that this desire generalizes to unrelated situations in which the partner is not involved. Thus, jealousy increases people's preferences for attention-grabbing products and this is true even when the public display of the products could bring negative attention. The effect of jealousy only occurs when the products are consumed in public. Finally, the influence of jealousy on product evaluations is distinguished from that of other negative emotions such as envy and feelings of powerlessness.

      PubDate: 2017-01-14T14:51:54Z
      DOI: 10.1016/j.jcps.2016.12.001
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