People often associate human characteristics with brands such that the notion of brand personality has become part of marketing's vernacular. This research documents how implicit theories regarding one's own personality traits (whether they are fixed or malleable) affect inferences about the malleability of a brand's traits. In study 1, we document how consumers who believe traits are malleable (incremental theorists) are more likely to be accepting of brand repositioning and brand extensions than consumers who believe these traits are fixed (entity theorists). In study 2, we examine the process underlying how people utilize implicit theories and show that differences in acceptability of brand extension are due to the effect of implicit theories on the strength of trait judgment and not differences in the number of brand associations generated. In study 3, we examine how implicit theories of the self affect internal trait consistency and the consequences of violating people's implicit theories.
{"title":"The Role of Implicit Theories in Brand Extendibility","authors":"Eric Yorkston, Joseph C. Nunes, Shashi Matta","doi":"10.2139/SSRN.995247","DOIUrl":"https://doi.org/10.2139/SSRN.995247","url":null,"abstract":"People often associate human characteristics with brands such that the notion of brand personality has become part of marketing's vernacular. This research documents how implicit theories regarding one's own personality traits (whether they are fixed or malleable) affect inferences about the malleability of a brand's traits. In study 1, we document how consumers who believe traits are malleable (incremental theorists) are more likely to be accepting of brand repositioning and brand extensions than consumers who believe these traits are fixed (entity theorists). In study 2, we examine the process underlying how people utilize implicit theories and show that differences in acceptability of brand extension are due to the effect of implicit theories on the strength of trait judgment and not differences in the number of brand associations generated. In study 3, we examine how implicit theories of the self affect internal trait consistency and the consequences of violating people's implicit theories.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"45 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2007-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131962476","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}
Jonathan Levav, Mark Heitmann, A. Herrmann, S. Iyengar
Information is presented about a paper discussed at the Advances in Consumer Research North American Conference on choice demotivation in the car-buying process. Topics in the paper include the importance of order and variety in sequential choice, emotional energy, and consumer willingness to pay. Two field experiments at an Audi car dealership are discussed as well.
{"title":"The Effect of Attribute Order and Variety on Choice Demotivation: A Field Experiment on German Car Buyers","authors":"Jonathan Levav, Mark Heitmann, A. Herrmann, S. Iyengar","doi":"10.1037/e640112011-063","DOIUrl":"https://doi.org/10.1037/e640112011-063","url":null,"abstract":"Information is presented about a paper discussed at the Advances in Consumer Research North American Conference on choice demotivation in the car-buying process. Topics in the paper include the importance of order and variety in sequential choice, emotional energy, and consumer willingness to pay. Two field experiments at an Audi car dealership are discussed as well.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"11 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-10-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115401821","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}
{"title":"ENERGY CONSERVATION AND TRAVEL BEHAVIOR","authors":"Jeffrey S. Milstein","doi":"10.2172/6404585","DOIUrl":"https://doi.org/10.2172/6404585","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"30 2","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1977-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121013483","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}
Bootstrapping involves the substitution of a simple linear model of judgments in place of the judgments themselves. It has been found that in many decision making contexts the bootstrapped decisions are better than the judgments from which they were derived. It appears that the linear model is quite successful at capturing the policy of the judge and then making decisions without human inconsistency. Most of the work done on bootstrapping has been done in a context-such as forecasts-where the criterion or accuracy is clearly defined. This paper reviews past work done in bootstrapping and shows that it can be used to upgrade the quality of subjective judgments (data). These judgments have no ultimate criterion of accuracy but are evaluated in terms of their usefulness as input to a predictive model. Implications are explored as to the use of bootstrapping of both data and decisions in consumer behavior. Bootstrapping of decisions has generally taken the
{"title":"Bootstrapping of Data and Decisions","authors":"Joel Huber","doi":"10.1086/208636","DOIUrl":"https://doi.org/10.1086/208636","url":null,"abstract":"Bootstrapping involves the substitution of a simple linear model of judgments in place of the judgments themselves. It has been found that in many decision making contexts the bootstrapped decisions are better than the judgments from which they were derived. It appears that the linear model is quite successful at capturing the policy of the judge and then making decisions without human inconsistency. Most of the work done on bootstrapping has been done in a context-such as forecasts-where the criterion or accuracy is clearly defined. This paper reviews past work done in bootstrapping and shows that it can be used to upgrade the quality of subjective judgments (data). These judgments have no ultimate criterion of accuracy but are evaluated in terms of their usefulness as input to a predictive model. Implications are explored as to the use of bootstrapping of both data and decisions in consumer behavior. Bootstrapping of decisions has generally taken the","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"152 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1975-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133236696","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}
{"title":"Morality and Masochism: Feeling Guilt Leads to Physical Self-Punishment","authors":"Y. Inbar, David A Pizarro, Thomas Gilovich","doi":"10.1037/e617962012-396","DOIUrl":"https://doi.org/10.1037/e617962012-396","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"96 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115644729","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}
Sunaina Shrivastava, Gaurav Jain, Dhananjay Nayakankuppam, G. Gaeth
{"title":"14-B: Can’T Switch Off: the Impact of an Attentional Bias on Attitudes","authors":"Sunaina Shrivastava, Gaurav Jain, Dhananjay Nayakankuppam, G. Gaeth","doi":"10.17077/ETD.M2NV-4DMS","DOIUrl":"https://doi.org/10.17077/ETD.M2NV-4DMS","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"71 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121370633","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}
{"title":"Power to the People: Consumer Influence Tactics in a Retail Setting","authors":"R. Lavoie, Kelley Main, Wenxia Guo","doi":"10.1037/e505392016-001","DOIUrl":"https://doi.org/10.1037/e505392016-001","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"17 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127496988","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}
{"title":"The Top-Ten Effect: Consumers’ Subjective Perceptions of Rankings","authors":"Mathew S. Isaac, R. Schindler","doi":"10.1037/e509992015-058","DOIUrl":"https://doi.org/10.1037/e509992015-058","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128239092","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}
The literature has suggested that wanting to feel good leads to short-term indulgent choices. We suggest that attributing happiness to the self moves individuals from focusing on external sources of happiness (e.g., chocolates) to internal sources of happiness (e.g., one’s behavior, personal development). Such liberation of the self from external sources of happiness facilitates behaviors that are beneficial in personal development. Thus, confidence in agency attribution determines whether an external or internal mode of happiness governs behavior. Implications for the literatures on emotions, self-regulation, and consumer welfare will be discussed.
{"title":"Do You “Work to Live” Or “Live to Work”? the Role of Mood and Confidence in Causal Agency","authors":"A. Labroo, Nidhi Agrawal","doi":"10.1037/e621092012-135","DOIUrl":"https://doi.org/10.1037/e621092012-135","url":null,"abstract":"The literature has suggested that wanting to feel good leads to short-term indulgent choices. We suggest that attributing happiness to the self moves individuals from focusing on external sources of happiness (e.g., chocolates) to internal sources of happiness (e.g., one’s behavior, personal development). Such liberation of the self from external sources of happiness facilitates behaviors that are beneficial in personal development. Thus, confidence in agency attribution determines whether an external or internal mode of happiness governs behavior. Implications for the literatures on emotions, self-regulation, and consumer welfare will be discussed.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124652658","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 : 1900-01-01DOI: 10.1007/978-3-319-24184-5_99
Zixi Jiang, Jing Xu, R. Dhar
{"title":"Variety Promotes Flexibility: The Effect of Exposure to High Variety on New Product Evaluations","authors":"Zixi Jiang, Jing Xu, R. Dhar","doi":"10.1007/978-3-319-24184-5_99","DOIUrl":"https://doi.org/10.1007/978-3-319-24184-5_99","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"48 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124700190","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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