Pub Date : 2017-07-06DOI: 10.15444/GFMC2017.02.03.03
Donghwy An, Chulsung Lee, Janghyun Kim, Nara Youn
{"title":"1-F: Grotesque Imagery Enhancing Persuasiveness of Luxury Brand Advertising","authors":"Donghwy An, Chulsung Lee, Janghyun Kim, Nara Youn","doi":"10.15444/GFMC2017.02.03.03","DOIUrl":"https://doi.org/10.15444/GFMC2017.02.03.03","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"26 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-07-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117094483","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
R. Hofstetter, D. Dahl, Suleiman Aryobsei, A. Herrmann
Public open innovation contests are becoming an increasingly popular way for firms to generate new ideas. In this article, we investigate how seeing others’ prior ideas influences the creative performance of individuals and how firms can improve idea presentation in contests to get more and better ideas. Based on five experimental studies, we first show that seeing numerous competitive prior ideas will harm creative performance. Exposure to an increasing number of prior ideas competitively presented reduces an individual’s feelings of competence and resulting ability to generate original ideas. Based on these results, we investigate alternative ways to present prior ideas in open innovation contests including categorizing or restricting the display of prior ideas. Presenting prior ideas in categories facilitates their processing and reduces individuals’ difficulty to distinguish their own ideas from the prior ones, increasing felt competence. We optimize the user interface of an open innovation contest platform based on these results and find that both a restricted and categorized interface significantly increase the number and originality of ideas suggested. These results offer viable ways to improve realized innovation outcomes merely by changing how prior ideas are presented in contests.
{"title":"Creativity in Open Innovation Contests: How Seeing Others’ Ideas Can Harm Or Help Your Creative Performance","authors":"R. Hofstetter, D. Dahl, Suleiman Aryobsei, A. Herrmann","doi":"10.2139/ssrn.2948910","DOIUrl":"https://doi.org/10.2139/ssrn.2948910","url":null,"abstract":"Public open innovation contests are becoming an increasingly popular way for firms to generate new ideas. In this article, we investigate how seeing others’ prior ideas influences the creative performance of individuals and how firms can improve idea presentation in contests to get more and better ideas. Based on five experimental studies, we first show that seeing numerous competitive prior ideas will harm creative performance. Exposure to an increasing number of prior ideas competitively presented reduces an individual’s feelings of competence and resulting ability to generate original ideas. Based on these results, we investigate alternative ways to present prior ideas in open innovation contests including categorizing or restricting the display of prior ideas. Presenting prior ideas in categories facilitates their processing and reduces individuals’ difficulty to distinguish their own ideas from the prior ones, increasing felt competence. We optimize the user interface of an open innovation contest platform based on these results and find that both a restricted and categorized interface significantly increase the number and originality of ideas suggested. These results offer viable ways to improve realized innovation outcomes merely by changing how prior ideas are presented in contests.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"13 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-04-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123920338","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Previous research has shown that processing fluency leads to higher aesthetic pleasure. We propose that the effect of fluency on aesthetic pleasure relates to fluency’s role in reducing uncertainty. In other words, uncertainty is a drive state that produces pleasure only once it is resolved. Fluency contributes to faster resolution of uncertainty and creates aesthetic pleasure. Consistent with this proposition, we show in three studies that the effect of fluency on aesthetic pleasure attenuates when people are certain (vs. uncertain).
{"title":"On Aesthetic Pleasure: The Uncertainty-Reducing Role of Processing Fluency","authors":"Ali Faraji-Rad, Michel Tuan Pham","doi":"10.2139/SSRN.2893645","DOIUrl":"https://doi.org/10.2139/SSRN.2893645","url":null,"abstract":"Previous research has shown that processing fluency leads to higher aesthetic pleasure. We propose that the effect of fluency on aesthetic pleasure relates to fluency’s role in reducing uncertainty. In other words, uncertainty is a drive state that produces pleasure only once it is resolved. Fluency contributes to faster resolution of uncertainty and creates aesthetic pleasure. Consistent with this proposition, we show in three studies that the effect of fluency on aesthetic pleasure attenuates when people are certain (vs. uncertain).","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"46 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-01-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115360828","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-11-28DOI: 10.1108/S0885-211120160000018010
Johanna Gollnhofer
Abstract Purpose Research has shown that activist consumers create places that are imbued with idiosyncratic meanings, conventions, rules, and activities. However, research on why and how such places are created is scant. Methodology/approach This ethnography in the context of voluntary refugee helpers shows why and how a meaningful place is produced. Findings By drawing on spatial theory from human geography, I map out how activist consumers create a hyper-place: embedded in the dynamics of demarcating and linking, voluntary helpers set a place apart from the surrounding space and other places. This place allows for practices that combine materiality, activities, and meanings in new ways in comparison to practices in traditional places. This place allows for the enactment and the conveyance of values that are not accommodated in traditional marketplaces. Originality/value I contribute to literature on activist consumers and the role of place within consumer research.
{"title":"Creating a Hyper-Place: How Refugee Helpers Create a Place for Their Values","authors":"Johanna Gollnhofer","doi":"10.1108/S0885-211120160000018010","DOIUrl":"https://doi.org/10.1108/S0885-211120160000018010","url":null,"abstract":"Abstract \u0000Purpose \u0000Research has shown that activist consumers create places that are imbued with idiosyncratic meanings, conventions, rules, and activities. However, research on why and how such places are created is scant. \u0000 \u0000 \u0000Methodology/approach \u0000This ethnography in the context of voluntary refugee helpers shows why and how a meaningful place is produced. \u0000 \u0000 \u0000Findings \u0000By drawing on spatial theory from human geography, I map out how activist consumers create a hyper-place: embedded in the dynamics of demarcating and linking, voluntary helpers set a place apart from the surrounding space and other places. This place allows for practices that combine materiality, activities, and meanings in new ways in comparison to practices in traditional places. This place allows for the enactment and the conveyance of values that are not accommodated in traditional marketplaces. \u0000 \u0000 \u0000Originality/value \u0000I contribute to literature on activist consumers and the role of place within consumer research.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"36 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-11-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126262816","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
As defined by Friestad and Wright (1994), persuasion knowledge is personal knowledge about persuasion attempts that consumers develop and use whenever they believe they are targets of persuasion. A significant majority of research on persuasion knowledge has suggested that persuasion knowledge and skepticism invariably go hand in hand, and that accessing persuasion knowledge therefore leads consumers to evaluate the agent and its offering less favorably. Across four studies, the authors demonstrate the novel effect that persuasion knowledge access can lead to greater credibility (rather than greater skepticism), a finding that they argue is theoretically consistent with Friestad and Wright’s (1994) Persuasion Knowledge Model. Further, the authors demonstrate that when a persuasive agent uses a credible tactic, persuasion knowledge access can lead consumers to evaluate the agent and its offering more (rather than less) favorably. They also develop and test a new approach for increasing persuasion knowledge access in lab experiments, which can facilitate the investigation of other occasions where persuasion knowledge access increases trust and belief in a persuasive message.
{"title":"Beyond Skepticism: Can Accessing Persuasion Knowledge Bolster Credibility?","authors":"Mathew S. Isaac, K. Grayson","doi":"10.1093/JCR/UCW063","DOIUrl":"https://doi.org/10.1093/JCR/UCW063","url":null,"abstract":"As defined by Friestad and Wright (1994), persuasion knowledge is personal knowledge about persuasion attempts that consumers develop and use whenever they believe they are targets of persuasion. A significant majority of research on persuasion knowledge has suggested that persuasion knowledge and skepticism invariably go hand in hand, and that accessing persuasion knowledge therefore leads consumers to evaluate the agent and its offering less favorably. Across four studies, the authors demonstrate the novel effect that persuasion knowledge access can lead to greater credibility (rather than greater skepticism), a finding that they argue is theoretically consistent with Friestad and Wright’s (1994) Persuasion Knowledge Model. Further, the authors demonstrate that when a persuasive agent uses a credible tactic, persuasion knowledge access can lead consumers to evaluate the agent and its offering more (rather than less) favorably. They also develop and test a new approach for increasing persuasion knowledge access in lab experiments, which can facilitate the investigation of other occasions where persuasion knowledge access increases trust and belief in a persuasive message.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122526874","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
In the context of user-generated content (UGC), mobile devices have made it easier for consumers to review products and services in a timely manner. In practice, some UGC sites differentiate between reviews posted from mobile versus non-mobile devices. For example, TripAdvisor uses a “via mobile” label to denote reviews from mobile devices. However, the extent to which such information impacts consumers is unknown. To address this gap, the authors use data from TripAdvisor and five experiments to examine how mobile impacts consumers’ perceptions of UGC reviews and their purchase intentions. They find that knowing that a review was posted from a mobile device leads consumers to perceive the review as more accurate, and, importantly, have higher purchase intentions. Interestingly, consumers assume that mobile reviews are more accurate due to the belief that writing reviews via mobile requires more effort and equate effort with the reviewer being more trustworthy. These effects are greater among skeptical consumers, implying that labeling of mobile reviews is a practice that can help overcome latent consumer distrust in UGC.
{"title":"In Mobile We Trust: How Mobile Reviews Can Overcome Consumer Distrust of User-Generated Reviews","authors":"Lauren Grewal, A. Stephen","doi":"10.2139/SSRN.2821667","DOIUrl":"https://doi.org/10.2139/SSRN.2821667","url":null,"abstract":"In the context of user-generated content (UGC), mobile devices have made it easier for consumers to review products and services in a timely manner. In practice, some UGC sites differentiate between reviews posted from mobile versus non-mobile devices. For example, TripAdvisor uses a “via mobile” label to denote reviews from mobile devices. However, the extent to which such information impacts consumers is unknown. To address this gap, the authors use data from TripAdvisor and five experiments to examine how mobile impacts consumers’ perceptions of UGC reviews and their purchase intentions. They find that knowing that a review was posted from a mobile device leads consumers to perceive the review as more accurate, and, importantly, have higher purchase intentions. Interestingly, consumers assume that mobile reviews are more accurate due to the belief that writing reviews via mobile requires more effort and equate effort with the reviewer being more trustworthy. These effects are greater among skeptical consumers, implying that labeling of mobile reviews is a practice that can help overcome latent consumer distrust in UGC.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"112 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125545976","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
While pop-up ads are designed to inform consumers, they can interfere with online browsing behaviour. Although our visual system allows this seemingly irrelevant information through its filters, it does not always result in negative consequences. The purpose of this project is to investigate how distracting images can result in favourable or unfavourable preferences for an online product depending on their location, colour, and duration. The theoretical contribution will be made to phenomenon in psychology called Inhibition of Return (IOR), which will be applied in a marketing setting. In experiments one and two, visual attention is measured by reaction time to the location and colour of objects while visual distractions are ignored. The third experiment explores the role of attention on product preference. In sum, by manipulating the location and colour of visual distractions, we showed that this has an effect on the participants’ reaction times and potential product preferences.
{"title":"The role of visual attention in product selection","authors":"R. M. Luca, Mirjam A. Tuk, A. Eisingerich","doi":"10.25560/67290","DOIUrl":"https://doi.org/10.25560/67290","url":null,"abstract":"While pop-up ads are designed to inform consumers, they can interfere with online browsing behaviour. Although our visual system allows this seemingly irrelevant information through its filters, it does not always result in negative consequences. The purpose of this project is to investigate how distracting images can result in favourable or unfavourable preferences for an online product depending on their location, colour, and duration. The theoretical contribution will be made to phenomenon in psychology called Inhibition of Return (IOR), which will be applied in a marketing setting. In experiments one and two, visual attention is measured by reaction time to the location and colour of objects while visual distractions are ignored. The third experiment explores the role of attention on product preference. In sum, by manipulating the location and colour of visual distractions, we showed that this has an effect on the participants’ reaction times and potential product preferences.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"22 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-05-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125723200","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Consumers often encounter reminders of resource scarcity; however, to date, relatively little is known about how such reminders affect the weight that consumers’ place on different product benefits when they make tradeoffs between outcomes. In this article, we test the prediction that reminders of resources scarcity will increase the desire for self-improvement, and provide evidence that this shift in the desire for self-improvement has consequences for consumer behavior. In particular, we observe that reminders of resource scarcity increase consumers’ interest in and willingness to pay for products that are associated with self-improvement related benefits. Thus our results demonstrate that resource scarcity can have positive implications for the improvement of individual consumer welfare through the activation of self-improvement motives. In addition, we offer a novel perspective on the conditions under which considerations of “having less” may alternately increase versus decrease consumer spending.
{"title":"When Thoughts of 'Having Less' Promote the Desire to Become One's Best: Reminders of Resource Scarcity Increase the Desire for Self-Improvement","authors":"Kelly Goldsmith, Ali Tezer, C. Roux","doi":"10.2139/SSRN.2781209","DOIUrl":"https://doi.org/10.2139/SSRN.2781209","url":null,"abstract":"Consumers often encounter reminders of resource scarcity; however, to date, relatively little is known about how such reminders affect the weight that consumers’ place on different product benefits when they make tradeoffs between outcomes. In this article, we test the prediction that reminders of resources scarcity will increase the desire for self-improvement, and provide evidence that this shift in the desire for self-improvement has consequences for consumer behavior. In particular, we observe that reminders of resource scarcity increase consumers’ interest in and willingness to pay for products that are associated with self-improvement related benefits. Thus our results demonstrate that resource scarcity can have positive implications for the improvement of individual consumer welfare through the activation of self-improvement motives. In addition, we offer a novel perspective on the conditions under which considerations of “having less” may alternately increase versus decrease consumer spending.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"23 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-05-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114516573","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-02-26DOI: 10.1007/978-3-319-29877-1_33
J. Bauer, T. Böttger
{"title":"Price Framing and Choice Order Effects in Bundle Customization Decisions","authors":"J. Bauer, T. Böttger","doi":"10.1007/978-3-319-29877-1_33","DOIUrl":"https://doi.org/10.1007/978-3-319-29877-1_33","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"17 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-02-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125627931","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Moore (2012, JCR) focuses on how specific linguistic content in word of mouth (WOM) influences North American storytellers. This research attempts to replicate her research with Chinese storytellers’ hedonic experiences. Influenced by Confucianism, Chinese storytellers’ evaluations are generally lowered by explaining language, yet less negative than North American storytellers’ evaluations.
Moore (2012, JCR)关注的是口头传播(口碑传播)中特定的语言内容如何影响北美的故事讲述者。本研究试图用中国说书人的享乐体验来复制她的研究。受儒家思想的影响，中国说书人的评价普遍因解释语言而降低，但低于北美说书人的评价。
{"title":"How Word of Mouth Influences the Storyteller: Does the Effect Replicate in China?","authors":"Hengcong Jiang, T. Laer","doi":"10.2139/SSRN.2732049","DOIUrl":"https://doi.org/10.2139/SSRN.2732049","url":null,"abstract":"Moore (2012, JCR) focuses on how specific linguistic content in word of mouth (WOM) influences North American storytellers. This research attempts to replicate her research with Chinese storytellers’ hedonic experiences. Influenced by Confucianism, Chinese storytellers’ evaluations are generally lowered by explaining language, yet less negative than North American storytellers’ evaluations.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"140 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127326317","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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