{"title":"Transmitting Well-Reasoned Word of Mouth Impairs Memory For Product Experiences","authors":"Zoey Chen, Ann E. Schlosser","doi":"10.1037/e509992015-136","DOIUrl":"https://doi.org/10.1037/e509992015-136","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"116 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":"116264662","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}
We propose that many seemingly different choice problems consumers make involve fundamentally similar options. Specifically, we argue that across a wide range of problems some options represent more " timid " choices (e.g., compromise, safe, and standard options) whereas other options represent more " bold " choices (e.g., extreme, risky, and unique options). The tendency to select a more timid or bold option is affected by situational cues which trigger a more timid or bold mindset. Several studies demonstrate this distinction between options and the correspondence between mindsets and choice behavior. 3 In consumer decision making research and decision research more generally, the focus tends to be on studying individual phenomena, such as identifying conditions that affect preference for compromise options (e. 1990), or unique options. However, a closer examination suggests that there are some basic similarities in the options consumers face in seemingly unrelated choice problems. For example, in some respects, choosing an extreme option can be seen as related to choosing a risky gamble, a unique option, and a hedonic option. Similarly, compromise options, safe options, standard, and utilitarian options have common features and reflect related choice tendencies. In this research we try to identify such cross-problem similarities, which might allow us to offer more parsimonious explanations and identify factors that moderate choice behavior across seemingly unrelated problem types. In particular, we propose that some options represent more 'timid' choices, and some represent more 'bold' choices. Choosing compromise, safe, utilitarian, and standard options represent 'timid' choice behavior. Options of this type represent conventional behavior, a desire to fit in, and avoidance of risks. On the other hand, choosing options such as extremes, risky gambles, hedonic options, and unique options represent 'bold' choice behavior. These 'bold' options can be seen as involving more unconventional selections, standing for one's beliefs, and taking risks. Moreover, choosing this type of options may serve to better express one's desires and tastes. 4 Furthermore, consumers' tendency to select a more timid or bold option across problem types may be systematically affected by (1) situational factors which trigger certain mindsets and (2) individual differences. For example, situational cues that trigger self expression or create a unique environment may create a 'bold' mindset which in turn leads consumers to choose more 'bold' options. Moreover, consumers may have a basic tendency to make more bold or timid actions, regardless of the situation. Our conceptual distinction between timid …
{"title":"The Bold – Timid Divide in Consumer Choice","authors":"Michal Maimaran","doi":"10.1037/e722852011-070","DOIUrl":"https://doi.org/10.1037/e722852011-070","url":null,"abstract":"We propose that many seemingly different choice problems consumers make involve fundamentally similar options. Specifically, we argue that across a wide range of problems some options represent more \" timid \" choices (e.g., compromise, safe, and standard options) whereas other options represent more \" bold \" choices (e.g., extreme, risky, and unique options). The tendency to select a more timid or bold option is affected by situational cues which trigger a more timid or bold mindset. Several studies demonstrate this distinction between options and the correspondence between mindsets and choice behavior. 3 In consumer decision making research and decision research more generally, the focus tends to be on studying individual phenomena, such as identifying conditions that affect preference for compromise options (e. 1990), or unique options. However, a closer examination suggests that there are some basic similarities in the options consumers face in seemingly unrelated choice problems. For example, in some respects, choosing an extreme option can be seen as related to choosing a risky gamble, a unique option, and a hedonic option. Similarly, compromise options, safe options, standard, and utilitarian options have common features and reflect related choice tendencies. In this research we try to identify such cross-problem similarities, which might allow us to offer more parsimonious explanations and identify factors that moderate choice behavior across seemingly unrelated problem types. In particular, we propose that some options represent more 'timid' choices, and some represent more 'bold' choices. Choosing compromise, safe, utilitarian, and standard options represent 'timid' choice behavior. Options of this type represent conventional behavior, a desire to fit in, and avoidance of risks. On the other hand, choosing options such as extremes, risky gambles, hedonic options, and unique options represent 'bold' choice behavior. These 'bold' options can be seen as involving more unconventional selections, standing for one's beliefs, and taking risks. Moreover, choosing this type of options may serve to better express one's desires and tastes. 4 Furthermore, consumers' tendency to select a more timid or bold option across problem types may be systematically affected by (1) situational factors which trigger certain mindsets and (2) individual differences. For example, situational cues that trigger self expression or create a unique environment may create a 'bold' mindset which in turn leads consumers to choose more 'bold' options. Moreover, consumers may have a basic tendency to make more bold or timid actions, regardless of the situation. Our conceptual distinction between timid …","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"22 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":"125292425","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}
Marketers are increasingly using food related olfactory-cues to stimulate consumer interest and increase the sale of food and beverage items. In contrast to the industry wisdom, we show that being exposed to an odor of a food item (for e.g., odor of Popcorn) for a long duration reduces subsequent consumption behaviors related not only to food but also beverages, a notion we term as odor-satiety. Interestingly, our results suggest that while odor-satiety reduces subsequent consumption of food and drink it does not reduce the appetite (wanting) for more food and drink. Further, our findings show that odor-satiety enhances liking for the utilitarian items.
{"title":"Smelling Your Way to Satiety: Impact of Odor Satiation on Subsequent Consumption Related Behaviors","authors":"S. Nowlis, B. Shiv, Monica Wadhwa","doi":"10.1037/e621092012-072","DOIUrl":"https://doi.org/10.1037/e621092012-072","url":null,"abstract":"Marketers are increasingly using food related olfactory-cues to stimulate consumer interest and increase the sale of food and beverage items. In contrast to the industry wisdom, we show that being exposed to an odor of a food item (for e.g., odor of Popcorn) for a long duration reduces subsequent consumption behaviors related not only to food but also beverages, a notion we term as odor-satiety. Interestingly, our results suggest that while odor-satiety reduces subsequent consumption of food and drink it does not reduce the appetite (wanting) for more food and drink. Further, our findings show that odor-satiety enhances liking for the utilitarian items.","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":"125228752","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":"Prosocial Incentives: Limits and Benefits of Working For Others","authors":"A. Imas, Elizabeth A. Keenan, Ayelet Gneezy","doi":"10.1037/e509992015-204","DOIUrl":"https://doi.org/10.1037/e509992015-204","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"62 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":"131134405","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":"On Metacognition and Culture","authors":"A. Sela, Jonah A. Berger","doi":"10.2139/ssrn.2467782","DOIUrl":"https://doi.org/10.2139/ssrn.2467782","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"36 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":"115015593","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}
Johar, J.S. and M. Joseph Sirgy (1991), “Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal”, Journal of Advertising, 20 (3), 23-33. Keller, Ed (2007), “Unleashing the Power of Word of Mouth: Creating Brand Advocacy to Drive Growth”, Journal of Advertising Research, 47 (4), 448-452. McCracken, Grant (1989), “Who Is the Celebrity Endorser? Cultural Foundations of the Endorsement Process”, Journal of Consumer Research, 16 (3), 310-321. McWilliam, Gil (2000), “Building Stronger Brands through Online Communities”, Sloan Management Review, 41 (3), 43-54. Nelson (1974), “Advertising as Information”, Journal of Political Economy, 83 (July-August), 729-54. Pirsig, Robert M. (1999), Zen and the Art of Motorcycle Maintenance: An Inquiry into Values, New York: Quill.
Johar, J.S.和M. Joseph Sirgy(1991)，“价值表达与功利主义广告诉求:何时以及为什么使用哪种诉求”，《广告杂志》，20(3)，23-33。Keller, Ed(2007)，“释放口碑的力量:创造品牌宣传来推动增长”，《广告研究》，47(4)，448-452。Grant McCracken(1989)，“谁是名人代言人?”《消费者心理研究》，第3期，第310-321页。McWilliam, Gil(2000)，“通过网络社区建立更强大的品牌”，斯隆管理评论，41(3)，43-54。Nelson(1974)，“广告作为信息”，《政治经济学杂志》，83(7 - 8月)，729-54。Robert M. Pirsig(1999)，《禅与摩托车维修艺术:价值探究》，纽约:Quill。
{"title":"Functional Regret: the Positive Effects of Regret on Learning From Negative Experiences","authors":"Noelle M. Nelson, Selin A. Malkoc, B. Shiv","doi":"10.1037/e621092012-024","DOIUrl":"https://doi.org/10.1037/e621092012-024","url":null,"abstract":"Johar, J.S. and M. Joseph Sirgy (1991), “Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal”, Journal of Advertising, 20 (3), 23-33. Keller, Ed (2007), “Unleashing the Power of Word of Mouth: Creating Brand Advocacy to Drive Growth”, Journal of Advertising Research, 47 (4), 448-452. McCracken, Grant (1989), “Who Is the Celebrity Endorser? Cultural Foundations of the Endorsement Process”, Journal of Consumer Research, 16 (3), 310-321. McWilliam, Gil (2000), “Building Stronger Brands through Online Communities”, Sloan Management Review, 41 (3), 43-54. Nelson (1974), “Advertising as Information”, Journal of Political Economy, 83 (July-August), 729-54. Pirsig, Robert M. (1999), Zen and the Art of Motorcycle Maintenance: An Inquiry into Values, New York: Quill.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"81 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":"115519601","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 this presentation, we discussed how researchers' commitment to avoid p-hacking will affect their research lives. One conclusion is that most experimental research cannot be successful without at least 50 observations per condition.
{"title":"Life after P-Hacking","authors":"J. Simmons, Leif D. Nelson, U. Simonsohn","doi":"10.2139/SSRN.2205186","DOIUrl":"https://doi.org/10.2139/SSRN.2205186","url":null,"abstract":"In this presentation, we discussed how researchers' commitment to avoid p-hacking will affect their research lives. One conclusion is that most experimental research cannot be successful without at least 50 observations per condition.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"30 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":"121557346","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":"Everyday Temptations: an Experience Sampling Study on How People Control Their Desires","authors":"W. Hofmann, K. Vohs, R. Baumeister","doi":"10.1037/e634112013-146","DOIUrl":"https://doi.org/10.1037/e634112013-146","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"134 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":"121769210","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":"On the Psychology of Confidence - the Effects of Fluency and Construal Level on Confidence Judgments","authors":"Claire I Tsai, A. L. McGill","doi":"10.1037/e621072012-103","DOIUrl":"https://doi.org/10.1037/e621072012-103","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"74 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":"129217035","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":"Getting More Out of Guilty Pleasures","authors":"Kelly Goldsmith, Eunice Kim, R. Dhar","doi":"10.1037/e683162011-012","DOIUrl":"https://doi.org/10.1037/e683162011-012","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":"121976623","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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