{"title":"Practical Relevance in Consumer Research","authors":"Wayne D Hoyer, E. Wan, Keith Wilcox","doi":"10.1093/jcr/ucae023","DOIUrl":"https://doi.org/10.1093/jcr/ucae023","url":null,"abstract":"","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140355091","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Given that the central objective of consumption in many contexts is to derive enjoyment or utility, it is reasonable to assume that how much people consume a product will primarily be driven by how much they like it. Yet the current research finds that, although consumers indeed predict that they will consume a greater amount of options they like more, their actual consumption can be surprisingly insensitive to their preferences. Across six experiments, we find that consumers systematically overestimate the extent to which their consumption amount is determined by their preferences. We propose that how much people actually consume is determined by a variety of factors, including transient motivational states (e.g., hunger or boredom), consumption opportunities, and habits. Compared to these factors, however, people’s liking of a product tends to be more salient, better known, and perceived as a more normatively appropriate driver of consumption—leading consumers to focus overly on their preferences when predicting their consumption. We further propose that this prediction error has important implications for consumer welfare, as it can lead to suboptimal inventory decisions (e.g., over-purchasing of favorite products) as well as ineffective self-control strategies (e.g., restricting oneself to mediocre options in order to reduce consumption).
{"title":"Consuming Regardless of Preference: Consumers Overestimate the Impact of Liking on Consumption","authors":"Heeyoung Yoon, Tom Meyvis","doi":"10.1093/jcr/ucae021","DOIUrl":"https://doi.org/10.1093/jcr/ucae021","url":null,"abstract":"\u0000 Given that the central objective of consumption in many contexts is to derive enjoyment or utility, it is reasonable to assume that how much people consume a product will primarily be driven by how much they like it. Yet the current research finds that, although consumers indeed predict that they will consume a greater amount of options they like more, their actual consumption can be surprisingly insensitive to their preferences. Across six experiments, we find that consumers systematically overestimate the extent to which their consumption amount is determined by their preferences. We propose that how much people actually consume is determined by a variety of factors, including transient motivational states (e.g., hunger or boredom), consumption opportunities, and habits. Compared to these factors, however, people’s liking of a product tends to be more salient, better known, and perceived as a more normatively appropriate driver of consumption—leading consumers to focus overly on their preferences when predicting their consumption. We further propose that this prediction error has important implications for consumer welfare, as it can lead to suboptimal inventory decisions (e.g., over-purchasing of favorite products) as well as ineffective self-control strategies (e.g., restricting oneself to mediocre options in order to reduce consumption).","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-03-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140365265","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Why, how, and when can logos with a blue positive space communicate competence versus sadness? Why, how, and when might logos with a red positive space evoke impressions of liveliness versus aggressiveness? As the current research establishes, a black background strengthens the negative meanings associated with the hue of a logo’s positive space and weakens its positive meanings. Conversely, a white background strengthens its positive meanings and weakens its negative meanings. These automatic effects occur because the hue of the positive space interacts with the color of the negative space to determine whether logos communicate positive or negative brand impressions more vividly. These effects are broadly applicable to both well-known and unknown brands, yet they are attenuated for meaningful logos and filled-frame logos. With these novel findings, this article identifies specific factors that can alter the meanings of logo hues, provides a theoretical lens for understanding the interplay of the background color and the hue of the positive space, and offers guidelines for crafting effective logos. This article also reveals which brands can benefit most from conveying negative impressions through their logos: Logos with a black (white) background enhance evaluations of brands that possess negatively (positively) valenced personality traits.
{"title":"Competent or Sad Blue? Lively or Aggressive Red? Why, How, and When Background Color Shapes the Meanings of Logo Hues","authors":"Franck Celhay, Jonathan Luffarelli","doi":"10.1093/jcr/ucae019","DOIUrl":"https://doi.org/10.1093/jcr/ucae019","url":null,"abstract":"Why, how, and when can logos with a blue positive space communicate competence versus sadness? Why, how, and when might logos with a red positive space evoke impressions of liveliness versus aggressiveness? As the current research establishes, a black background strengthens the negative meanings associated with the hue of a logo’s positive space and weakens its positive meanings. Conversely, a white background strengthens its positive meanings and weakens its negative meanings. These automatic effects occur because the hue of the positive space interacts with the color of the negative space to determine whether logos communicate positive or negative brand impressions more vividly. These effects are broadly applicable to both well-known and unknown brands, yet they are attenuated for meaningful logos and filled-frame logos. With these novel findings, this article identifies specific factors that can alter the meanings of logo hues, provides a theoretical lens for understanding the interplay of the background color and the hue of the positive space, and offers guidelines for crafting effective logos. This article also reveals which brands can benefit most from conveying negative impressions through their logos: Logos with a black (white) background enhance evaluations of brands that possess negatively (positively) valenced personality traits.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-03-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140202938","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"A Word of Thanks","authors":"","doi":"10.1093/jcr/ucae004","DOIUrl":"https://doi.org/10.1093/jcr/ucae004","url":null,"abstract":"","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140238517","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
In some markets, offerings become riskier over time as producers introduce new versions that are more affordable due to their higher risk. Existing theories suggest consumers adopt riskier versions either because they become more risk tolerant or they trade higher risk for lower price—both of which presume consumers know the risks. We reveal a third explanation: evolving market dynamics that increasingly encourage consumer inattention to risk and produce “collective ignorance.” We identify social, cultural, and institutional drivers of collective inattention and propose a three-stage model of development of collective ignorance by analyzing the case of risk buildup in the Hungarian mortgage market. Data include interviews and institutional documents. Initially, producers offer low risk products, and social, cultural, and institutional factors encourage attention to risk. Consumers attentive to and capable of assessing risk become early adopters. Over time, increasing adoption and changes in market factors divert consumers’ attention from risk, shifting it to price. Under insufficient regulation, risk escalates: producers repeatedly cut price by offering increasingly risky products, while rising collective ignorance leads even risk-averse consumers to adopt them. We offer theoretical contributions to research on the social construction of risk, the attitude-behavior gap, and neoliberal responsibilization.
{"title":"The Market Dynamics of Collective Ignorance and Spiraling Risk","authors":"Léna Pellandini-Simányi, Michelle Barnhart","doi":"10.1093/jcr/ucae018","DOIUrl":"https://doi.org/10.1093/jcr/ucae018","url":null,"abstract":"In some markets, offerings become riskier over time as producers introduce new versions that are more affordable due to their higher risk. Existing theories suggest consumers adopt riskier versions either because they become more risk tolerant or they trade higher risk for lower price—both of which presume consumers know the risks. We reveal a third explanation: evolving market dynamics that increasingly encourage consumer inattention to risk and produce “collective ignorance.” We identify social, cultural, and institutional drivers of collective inattention and propose a three-stage model of development of collective ignorance by analyzing the case of risk buildup in the Hungarian mortgage market. Data include interviews and institutional documents. Initially, producers offer low risk products, and social, cultural, and institutional factors encourage attention to risk. Consumers attentive to and capable of assessing risk become early adopters. Over time, increasing adoption and changes in market factors divert consumers’ attention from risk, shifting it to price. Under insufficient regulation, risk escalates: producers repeatedly cut price by offering increasingly risky products, while rising collective ignorance leads even risk-averse consumers to adopt them. We offer theoretical contributions to research on the social construction of risk, the attitude-behavior gap, and neoliberal responsibilization.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140155832","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Stigma, as a process of shame, fosters social exclusion and diminishes bodily competences. Thus, stigmatized consumers often turn to the marketplace for respite. Based on an ethnographic study of drag artists, this study proposes a new understanding of the body that emerges from the mastery of creative consumption practices to combat shame. We theorize a novel “body-in-practice” framework to examine how consumers transform from an imagined persona to an accomplished body to embody pride. Six novel stigma resistance strategies emerged—experimenting, guarding, risk-taking, spatial reconfiguring, self-affirming, and integrating. Body-in-practice thus explains how shame weakens, pride strengthens, emotions stabilize, and self-confidence grows. This research contributes by explaining the hard work of identity repair, exploring stigma resistance across safe and hostile social spaces, and highlighting the emancipatory potential of embodied mastery.
{"title":"Stigma Resistance through Body-in-Practice: Embodying Pride through Creative Mastery","authors":"Rohan Venkatraman, Julie L Ozanne, Erica Coslor","doi":"10.1093/jcr/ucae015","DOIUrl":"https://doi.org/10.1093/jcr/ucae015","url":null,"abstract":"Stigma, as a process of shame, fosters social exclusion and diminishes bodily competences. Thus, stigmatized consumers often turn to the marketplace for respite. Based on an ethnographic study of drag artists, this study proposes a new understanding of the body that emerges from the mastery of creative consumption practices to combat shame. We theorize a novel “body-in-practice” framework to examine how consumers transform from an imagined persona to an accomplished body to embody pride. Six novel stigma resistance strategies emerged—experimenting, guarding, risk-taking, spatial reconfiguring, self-affirming, and integrating. Body-in-practice thus explains how shame weakens, pride strengthens, emotions stabilize, and self-confidence grows. This research contributes by explaining the hard work of identity repair, exploring stigma resistance across safe and hostile social spaces, and highlighting the emancipatory potential of embodied mastery.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-02-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139953612","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Past research on social influence finds that, all else being equal, a group of people engaged in a particular behavior is generally more influential than a single individual in inspiring others to adopt that behavior. The current research challenges this seemingly intuitive idea by showing that its validity depends on whether the focal behavior is selfish. Seven experiments show that while multiple people are indeed more influential than a single individual in encouraging unselfish behavior, a single individual can be just as influential as multiple people in encouraging selfish behavior. We present evidence that this phenomenon occurs because people generally have a preference for the selfish option and seek justification for their actions. Selfish behavior, whether exhibited by a single individual or a group of people, provides a convenient justification consistent with their preference for selfish behavior. When it comes to unselfish behavior, however, a larger group of influencers is required to counteract their self-benefiting tendencies. Supporting this mechanism, the effect is reversed when people have a pre-existing preference for unselfishness or when selfish behavior is difficult to justify.
{"title":"Easy [TQ1]to Be Selfish: When and Why is One Individual as Influential as Multiple Individuals","authors":"Zheshuai Yang, Yan Zhang","doi":"10.1093/jcr/ucae006","DOIUrl":"https://doi.org/10.1093/jcr/ucae006","url":null,"abstract":"Past research on social influence finds that, all else being equal, a group of people engaged in a particular behavior is generally more influential than a single individual in inspiring others to adopt that behavior. The current research challenges this seemingly intuitive idea by showing that its validity depends on whether the focal behavior is selfish. Seven experiments show that while multiple people are indeed more influential than a single individual in encouraging unselfish behavior, a single individual can be just as influential as multiple people in encouraging selfish behavior. We present evidence that this phenomenon occurs because people generally have a preference for the selfish option and seek justification for their actions. Selfish behavior, whether exhibited by a single individual or a group of people, provides a convenient justification consistent with their preference for selfish behavior. When it comes to unselfish behavior, however, a larger group of influencers is required to counteract their self-benefiting tendencies. Supporting this mechanism, the effect is reversed when people have a pre-existing preference for unselfishness or when selfish behavior is difficult to justify.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139656749","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
How does the way companies elicit ratings from consumers affect the ratings that they receive? In 10 pre-registered experiments, we find that consumers rate subpar experiences more positively overall when they are also asked to rate specific aspects of those experiences (e.g., a restaurant’s food, service, and ambiance). Studies 1–4 established the basic effect across different scenarios and experiences. Study 5 found that the effect is limited to being asked to rate specific features of an experience, rather than providing open-ended comments about those features. Studies 6–9 provided evidence that the effect does not emerge because rating positive aspects of a subpar experience reminds consumers that their experiences had some good features. Rather, it emerges because consumers want to avoid incorporating negative information into both the overall and the attribute ratings. Lastly, study 10 found that asking consumers to rate attributes of a subpar experience reduces the predictive validity of their overall rating. We discuss implications of this work and reconcile it with conflicting findings in the literature.
{"title":"How Does Rating Specific Features of an Experience Alter Consumers’ Overall Evaluations of That Experience?","authors":"Katie S Mehr, Joseph P Simmons","doi":"10.1093/jcr/ucae005","DOIUrl":"https://doi.org/10.1093/jcr/ucae005","url":null,"abstract":"\u0000 How does the way companies elicit ratings from consumers affect the ratings that they receive? In 10 pre-registered experiments, we find that consumers rate subpar experiences more positively overall when they are also asked to rate specific aspects of those experiences (e.g., a restaurant’s food, service, and ambiance). Studies 1–4 established the basic effect across different scenarios and experiences. Study 5 found that the effect is limited to being asked to rate specific features of an experience, rather than providing open-ended comments about those features. Studies 6–9 provided evidence that the effect does not emerge because rating positive aspects of a subpar experience reminds consumers that their experiences had some good features. Rather, it emerges because consumers want to avoid incorporating negative information into both the overall and the attribute ratings. Lastly, study 10 found that asking consumers to rate attributes of a subpar experience reduces the predictive validity of their overall rating. We discuss implications of this work and reconcile it with conflicting findings in the literature.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-01-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139602608","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Michael B Beverland, Karen V Fernandez, Giana M Eckhardt
Why do consumers choose difficult analog technologies over their labor-saving digital counterparts? Through ethnographic investigations of three once defunct analog technologies that have experienced a resurgence (vinyl music, film photography and analog synthesizers), we explore how the act of consumer work enables consumers to experience shifting dimensions of agency. We utilize the theoretical lens of serious leisure to introduce a four-stage work process (novice, apprentice, craft and design) in which the experience of agency is dependent on the shifting relations between user, object, and context. The four stages are cumulative and conjunctive, representing the development of skills towards mastery while also being connected via three transition mechanisms (contextualization, schematization, and hypothesization) that address agency–alienation tensions. The transition through these mechanisms is necessary to sustain emotional engagement in consumer work. Our contribution lies in demonstrating the myriad of ways in which consumer work as serious leisure generates different experiences of agency and alienation and the ways in which consumers can sustain engagement in their work.
{"title":"Consumer Work and Agency in the Analog Revival","authors":"Michael B Beverland, Karen V Fernandez, Giana M Eckhardt","doi":"10.1093/jcr/ucae003","DOIUrl":"https://doi.org/10.1093/jcr/ucae003","url":null,"abstract":"Why do consumers choose difficult analog technologies over their labor-saving digital counterparts? Through ethnographic investigations of three once defunct analog technologies that have experienced a resurgence (vinyl music, film photography and analog synthesizers), we explore how the act of consumer work enables consumers to experience shifting dimensions of agency. We utilize the theoretical lens of serious leisure to introduce a four-stage work process (novice, apprentice, craft and design) in which the experience of agency is dependent on the shifting relations between user, object, and context. The four stages are cumulative and conjunctive, representing the development of skills towards mastery while also being connected via three transition mechanisms (contextualization, schematization, and hypothesization) that address agency–alienation tensions. The transition through these mechanisms is necessary to sustain emotional engagement in consumer work. Our contribution lies in demonstrating the myriad of ways in which consumer work as serious leisure generates different experiences of agency and alienation and the ways in which consumers can sustain engagement in their work.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-01-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139516611","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Chihling Liu, Robert V Kozinets, Anthony Patterson, Xin Zhao
This paper investigates the dynamics of long-term gift exchange between British mothers and their adult daughters, delving into the processes behind dyadic gift-giving. Through 54 comprehensive interviews, we elaborate the micropolitics that characterize these dynamics. Micropolitics refers to the subtle, everyday interactions, including gift exchange, that shape the ongoing negotiation of roles and the management of conflict or consensus within relationships. The study uncovers how these micropolitics manifest through four distinct processes of gift exchange: confirming, endorsing, connoting, and commanding. Gifts emerge as key instruments in this negotiation, serving as a medium for the reciprocal regulation of role behavior concerning gender, identity, and both endo-dyadic (within the dyad) and exo-dyadic (outside the dyad) roles. In contrast to previous research that adopts a synchronic (snapshot) approach to gift-giving, our diachronic (over time) perspective emphasizes how power dynamics, intent, and identity politics evolve to sustain and transform relationships. Our findings illustrate the important communicative and power-laden processes of gift exchange in enduring relations, explaining why even unwanted gifts can have significant bonding value. Our study offers fresh perspectives on the continuous evolution of relationship and role dynamics, as viewed through the practices of gift exchange.
{"title":"Gift Giving in Enduring Dyadic Relationships: The Micropolitics of Mother-Daughter Gift Exchange","authors":"Chihling Liu, Robert V Kozinets, Anthony Patterson, Xin Zhao","doi":"10.1093/jcr/ucae002","DOIUrl":"https://doi.org/10.1093/jcr/ucae002","url":null,"abstract":"This paper investigates the dynamics of long-term gift exchange between British mothers and their adult daughters, delving into the processes behind dyadic gift-giving. Through 54 comprehensive interviews, we elaborate the micropolitics that characterize these dynamics. Micropolitics refers to the subtle, everyday interactions, including gift exchange, that shape the ongoing negotiation of roles and the management of conflict or consensus within relationships. The study uncovers how these micropolitics manifest through four distinct processes of gift exchange: confirming, endorsing, connoting, and commanding. Gifts emerge as key instruments in this negotiation, serving as a medium for the reciprocal regulation of role behavior concerning gender, identity, and both endo-dyadic (within the dyad) and exo-dyadic (outside the dyad) roles. In contrast to previous research that adopts a synchronic (snapshot) approach to gift-giving, our diachronic (over time) perspective emphasizes how power dynamics, intent, and identity politics evolve to sustain and transform relationships. Our findings illustrate the important communicative and power-laden processes of gift exchange in enduring relations, explaining why even unwanted gifts can have significant bonding value. Our study offers fresh perspectives on the continuous evolution of relationship and role dynamics, as viewed through the practices of gift exchange.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":null,"pages":null},"PeriodicalIF":7.2,"publicationDate":"2024-01-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139415121","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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