{"title":"Mispredicting Reactions to Gambling Losses and Their Impact on Consumer Choice","authors":"Ernest Baskin, Nathan Novemsky, Robyn A. Leboeuf","doi":"10.1037/e509992015-228","DOIUrl":"https://doi.org/10.1037/e509992015-228","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":"129538757","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":"Brand-Tourists Or Brand-Immigrants? How New Consumers Dilute Or Enhance the Image of Symbolic Brands","authors":"Silvia Bellezza, A. Keinan","doi":"10.1037/e519682015-059","DOIUrl":"https://doi.org/10.1037/e519682015-059","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"13 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":"124249286","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":"When Two Is Better Than One: Polarization and Compromise in Unrestricted Choice","authors":"Andrea Bonezzi, A. Chernev, A. Brough","doi":"10.1037/e519702015-033","DOIUrl":"https://doi.org/10.1037/e519702015-033","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"12 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":"114334276","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}
mental behavioral 2 EG vs. no-choice The manipulation of mental ownership was successful and it was not due to an effect of the manipulation on mental imagery. To test the proposed research model we ran several path models in AMOS. First, we assessed a model without mere-mental ownership. In this model we restrained all paths leading to and from mental ownership to 0. None of the fit-indices reached the required levels. Second and to test the proposed mediating function of mere-mental ownership, we assessed a model with mere-mental ownership as a mediator, which led to satisfying levels of model fit. Overall there is support for the partial mediation proposed in the research model. Mere-mental ownership decreases the influence of imagery vividness on attachment and attitudes and it significantly predicts product attachment and attitudes. These main results hold for both products even when the paths are constrained across groups. In addition and in contrast to most previous research we show that neither mental imagery nor mental ownership directly influence behaviour. In particular, attachment seems to predict behavioural intentions. This finding fits into a growing stream of research which indicates that attachments rather than attitudes are important indicators of behaviour (e.g., Park, MacInnis, & Priester, 2006; Thomson, MacInnis, & Park, 2005). Interestingly, the importance of attachment also underlines the importance of mere-mental ownership. Our results show that mere-mental ownership has considerably more impact on attachment than on attitudes. Hence, mental ownership seems to be indeed a powerful imagery content. Considering that people’s imagery content can probably be influenced, mental ownership, like factual ownership, might prove to be of tremendous theoretical and practical importance in several contexts and disciplines.
心理所有权的操纵是成功的，这不是由于操纵对心理意象的影响。为了验证所提出的研究模型，我们在AMOS中运行了几个路径模型。首先，我们评估了一个没有纯粹精神所有权的模型。在这个模型中，我们限制了所有通向和从精神所有权到0的路径。没有一个适合度指数达到要求的水平。其次，为了检验纯心理所有权的中介功能，我们评估了一个以纯心理所有权为中介的模型，这导致了令人满意的模型拟合水平。总体而言，研究模型中提出的部分中介是支持的。单纯的心理所有权降低了意象生动度对依恋和态度的影响，并显著预测了产品依恋和态度。这些主要结果适用于两种产品，即使路径在不同组之间受到约束。此外，与之前的大多数研究相反，我们表明心理意象和心理所有权都不会直接影响行为。特别是，依恋似乎可以预测行为意图。这一发现与越来越多的研究相吻合，这些研究表明，依恋而不是态度是行为的重要指标(例如，Park, MacInnis， & Priester, 2006;Thomson, MacInnis， & Park, 2005)。有趣的是，依恋的重要性也强调了纯粹精神所有权的重要性。我们的研究结果表明，单纯的心理所有权对依恋的影响要比对态度的影响大得多。由此可见，精神所有权似乎确实是一种强大的意象内容。考虑到人们的意象内容可能会受到影响，心理所有权，就像事实所有权一样，可能在一些背景和学科中被证明具有巨大的理论和实践重要性。
{"title":"Dinner Out With Independent Self-Construal Consumers: Wow, This Is Bad Wine","authors":"E. Wu, Sarah G. Moore, G. Fitzsimons","doi":"10.1037/e621092012-124","DOIUrl":"https://doi.org/10.1037/e621092012-124","url":null,"abstract":"mental behavioral 2 EG vs. no-choice The manipulation of mental ownership was successful and it was not due to an effect of the manipulation on mental imagery. To test the proposed research model we ran several path models in AMOS. First, we assessed a model without mere-mental ownership. In this model we restrained all paths leading to and from mental ownership to 0. None of the fit-indices reached the required levels. Second and to test the proposed mediating function of mere-mental ownership, we assessed a model with mere-mental ownership as a mediator, which led to satisfying levels of model fit. Overall there is support for the partial mediation proposed in the research model. Mere-mental ownership decreases the influence of imagery vividness on attachment and attitudes and it significantly predicts product attachment and attitudes. These main results hold for both products even when the paths are constrained across groups. In addition and in contrast to most previous research we show that neither mental imagery nor mental ownership directly influence behaviour. In particular, attachment seems to predict behavioural intentions. This finding fits into a growing stream of research which indicates that attachments rather than attitudes are important indicators of behaviour (e.g., Park, MacInnis, & Priester, 2006; Thomson, MacInnis, & Park, 2005). Interestingly, the importance of attachment also underlines the importance of mere-mental ownership. Our results show that mere-mental ownership has considerably more impact on attachment than on attitudes. Hence, mental ownership seems to be indeed a powerful imagery content. Considering that people’s imagery content can probably be influenced, mental ownership, like factual ownership, might prove to be of tremendous theoretical and practical importance in several contexts and disciplines.","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":"114709697","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":"Placebo/Placui Effects of Marketing Actions: Consumers Get What They Pay/Paid For","authors":"B. V. D. Bergh, B. D. Langhe","doi":"10.1037/e629522012-038","DOIUrl":"https://doi.org/10.1037/e629522012-038","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"106 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":"132375098","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}
Sevincgul Ulu, Kristina M. Durante, Jonah A. Berger, Aekyoung Kim
{"title":"The Effect of Fertility on Women’S Word-Of-Mouth Behavior","authors":"Sevincgul Ulu, Kristina M. Durante, Jonah A. Berger, Aekyoung Kim","doi":"10.7282/T3-X5GN-XW14","DOIUrl":"https://doi.org/10.7282/T3-X5GN-XW14","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"10 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":"130753164","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}
People derive value from fulfilling their goals through means that fit their motivational or regulatory orientation. Such “value from fit” is typically found in studies that pair a regulatory orientation with a single means to achieve the goal. But what happens when there are multiple means to achieve the same goal? In this paper we investigate the consequences of such “too much fit” on people’s choices among multi-attribute stimuli. We show that too much fit arouses acute decision conflict, and evokes decision processes that result in a pronounced tendency to make counter-normative choices. We test our hypotheses using the attraction, compromise, and deferral paradigms from decision research.
{"title":"Too Much Fit? How Regulatory Fit Can Turn Us Into Buridan’S Asses","authors":"Jonathan Levav, Ran Kivetz, Cecile K. Cho","doi":"10.1037/e683162011-086","DOIUrl":"https://doi.org/10.1037/e683162011-086","url":null,"abstract":"People derive value from fulfilling their goals through means that fit their motivational or regulatory orientation. Such “value from fit” is typically found in studies that pair a regulatory orientation with a single means to achieve the goal. But what happens when there are multiple means to achieve the same goal? In this paper we investigate the consequences of such “too much fit” on people’s choices among multi-attribute stimuli. We show that too much fit arouses acute decision conflict, and evokes decision processes that result in a pronounced tendency to make counter-normative choices. We test our hypotheses using the attraction, compromise, and deferral paradigms from decision research.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"65 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":"133597558","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}
Three field studies and one laboratory experiment explore the”mere social information” effect: When donation contributions are affected by information about another’s level of giving. Experiments 1a and 1b demonstrate the effect. Experiment 2 shows it can occur when identity congruence is high. Experiment 3 shows that the effect is a joint function of identity congruence, the strength of identification, and the collective nature of underlying focal thoughts at the time of deciding the amount to give. Theoretical and substantive implications of these findings are discussed. Running Head: Identity, Social Information And Donation Behavior 3 ”I” Give, but “We” Give More: The Impact of Identity and the Mere Social Information Effect on Donation Behavior The impact of social information (e.g., information about what others have done in the past) is important in a variety of marketing environments (e.g. Reingen, 1982). In the absence of other information, consumers often rely on social information as a basis to make their own consumption decisions (Amaldoss & Jain, 2005). In this research, we examine a particular kind of social information: another person’s contribution to a nonprofit entity—and how that affects contribution behavior. We try to delve into the identity implications of this “mere social information” effect. This package of studies makes several contributions to the field of marketing and to the knowledge of psychological processes in consumption and donation decision making. First, it is the first study in marketing, to our knowledge, to demonstrate in a field study setting that social information significantly influences the level of contributions. There has been a call for consumer research to focus on more “messier” environments in order to buttress the mundane realism of the body of knowledge in the field (Cohen, 2005). Moreover, we examine a fundraising environment that is different from those used in previous research in nonprofit marketing, where donors were solicited by individual fundraisers before they had made a decision about whether they wanted to contribute. Instead, our research examines the influence of social information on consumers who have already crossed the motivational threshold to give or not (i.e., donors who have called in to a public radio station in order to contribute to the fundraising campaign). In this environment we can observe the effect of social information and identity on the amount of contribution that is cond itional on a consistent 100% response rate. Secondly, there is a growing body of work in consumer behavior that illuminates the importance Running Head: Identity, Social Information And Donation Behavior 4 of activated identities on consumption decision making (Reed 2004; Forehand, Reed and Deshpande 2002) and how identities shift as a function of contextual and situational cues (cf. DeMarree, Wheeler and Petty 2005; Mandel 2003). We demonstrate and build on this research in the domain of donat
例如，研究人员发现，个人对产品的评价会受到表面上提供的质量评级的显著影响
{"title":"“I” Give, But “We” Give More: the Impact of Identity and the Mere Social Information Effect on Donation Behavior","authors":"J. Shang, Rachel T. A. Croson, Americus Reed","doi":"10.1037/e514412014-157","DOIUrl":"https://doi.org/10.1037/e514412014-157","url":null,"abstract":"Three field studies and one laboratory experiment explore the”mere social information” effect: When donation contributions are affected by information about another’s level of giving. Experiments 1a and 1b demonstrate the effect. Experiment 2 shows it can occur when identity congruence is high. Experiment 3 shows that the effect is a joint function of identity congruence, the strength of identification, and the collective nature of underlying focal thoughts at the time of deciding the amount to give. Theoretical and substantive implications of these findings are discussed. Running Head: Identity, Social Information And Donation Behavior 3 ”I” Give, but “We” Give More: The Impact of Identity and the Mere Social Information Effect on Donation Behavior The impact of social information (e.g., information about what others have done in the past) is important in a variety of marketing environments (e.g. Reingen, 1982). In the absence of other information, consumers often rely on social information as a basis to make their own consumption decisions (Amaldoss & Jain, 2005). In this research, we examine a particular kind of social information: another person’s contribution to a nonprofit entity—and how that affects contribution behavior. We try to delve into the identity implications of this “mere social information” effect. This package of studies makes several contributions to the field of marketing and to the knowledge of psychological processes in consumption and donation decision making. First, it is the first study in marketing, to our knowledge, to demonstrate in a field study setting that social information significantly influences the level of contributions. There has been a call for consumer research to focus on more “messier” environments in order to buttress the mundane realism of the body of knowledge in the field (Cohen, 2005). Moreover, we examine a fundraising environment that is different from those used in previous research in nonprofit marketing, where donors were solicited by individual fundraisers before they had made a decision about whether they wanted to contribute. Instead, our research examines the influence of social information on consumers who have already crossed the motivational threshold to give or not (i.e., donors who have called in to a public radio station in order to contribute to the fundraising campaign). In this environment we can observe the effect of social information and identity on the amount of contribution that is cond itional on a consistent 100% response rate. Secondly, there is a growing body of work in consumer behavior that illuminates the importance Running Head: Identity, Social Information And Donation Behavior 4 of activated identities on consumption decision making (Reed 2004; Forehand, Reed and Deshpande 2002) and how identities shift as a function of contextual and situational cues (cf. DeMarree, Wheeler and Petty 2005; Mandel 2003). We demonstrate and build on this research in the domain of donat","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":"133658377","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: 10.1007/978-3-319-29877-1_28
Irene Consiglio, S. V. Osselaer
{"title":"The Devil You Know: Service Failures, Self-Esteem, and Behavioral Loyalty","authors":"Irene Consiglio, S. V. Osselaer","doi":"10.1007/978-3-319-29877-1_28","DOIUrl":"https://doi.org/10.1007/978-3-319-29877-1_28","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"82 10","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132575195","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}
Johanna Hasenmaile-Aspin, E. De Bellis, A. Herrmann
It has become standard practice for consumers to customize products instead ofchoosing off-the-shelf solutions. A new practice is that consumers can directly share and discuss their customized products with their peers via social product configurators. We examine how the type of communication affects peer decision-making and satisfaction in such configurators. Drawing on research on mass customization, electronic word of mouth, and narcissism, we propose that narcissistic communication is crucial to understanding the effect of a shared configuration. A series of three studies demonstrates that consumers scoring high (vs. low) on narcissism are more likely to share their customized product online as a sample configuration and to use I-centered communication to describe that configuration. Such narcissistic communication makes peers adjust their own customized product to the sample configuration and to evaluate their own product less favorably. These findings suggest that narcissistic communication influences consumers’ decision-making by increasing the likelihood to conform, potentially negatively impacting consumer satisfaction. The social power of narcissists has implications for both marketing research and practice.
{"title":"The Social Power of Narcissists in Mass Customization","authors":"Johanna Hasenmaile-Aspin, E. De Bellis, A. Herrmann","doi":"10.31234/osf.io/4z9rq","DOIUrl":"https://doi.org/10.31234/osf.io/4z9rq","url":null,"abstract":"It has become standard practice for consumers to customize products instead ofchoosing off-the-shelf solutions. A new practice is that consumers can directly share and discuss their customized products with their peers via social product configurators. We examine how the type of communication affects peer decision-making and satisfaction in such configurators. Drawing on research on mass customization, electronic word of mouth, and narcissism, we propose that narcissistic communication is crucial to understanding the effect of a shared configuration. A series of three studies demonstrates that consumers scoring high (vs. low) on narcissism are more likely to share their customized product online as a sample configuration and to use I-centered communication to describe that configuration. Such narcissistic communication makes peers adjust their own customized product to the sample configuration and to evaluate their own product less favorably. These findings suggest that narcissistic communication influences consumers’ decision-making by increasing the likelihood to conform, potentially negatively impacting consumer satisfaction. The social power of narcissists has implications for both marketing research and practice.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"70 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":"115573958","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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