Based on the previous work published in 1970 by George A. Akerlof along with Michael Spence and Joseph Stiglitz, this research paper investigates the automobile market in Lebanon. The main theory adopted in this paper is the Lemons market theory which explores consumer's behavior under asymmetric information and quality uncertainty regarding the decision-making process followed when buying a used car. The application of this theory on the Lebanese market led the way to interesting findings concerning the concepts under study and helped us in discovering many features that are specific to the Lebanese culture. Data were collected in a survey on a sample composed of 126 car buyers and 58 car dealers, both coming from different cultural backgrounds and age ranges. Results showed that the Lebanese automobile market is a “lemon�? market with additional specifications resulting from the cultural differences existing in the country.
基于1970年George A. Akerlof与Michael Spence和Joseph Stiglitz发表的先前工作，本研究论文调查了黎巴嫩的汽车市场。本文采用的主要理论是柠檬市场理论，该理论探讨了消费者在信息不对称和质量不确定的情况下购买二手车的决策过程。这一理论在黎巴嫩市场上的应用使我们对所研究的概念有了有趣的发现，并帮助我们发现了黎巴嫩文化特有的许多特征。数据是通过对126名购车者和58名汽车经销商的调查收集的，他们都来自不同的文化背景和年龄范围。结果显示，黎巴嫩汽车市场是一个“柠檬”?由于国家存在的文化差异，市场有额外的规格。
{"title":"Information Asymmetry and the Lemons Market Theory: Empirical Evidence From the Lebanese Automobile Market","authors":"Georges Yahchouchi, Jimmy Khalife","doi":"10.2139/ssrn.3295068","DOIUrl":"https://doi.org/10.2139/ssrn.3295068","url":null,"abstract":"Based on the previous work published in 1970 by George A. Akerlof along with Michael Spence and Joseph Stiglitz, this research paper investigates the automobile market in Lebanon. The main theory adopted in this paper is the Lemons market theory which explores consumer's behavior under asymmetric information and quality uncertainty regarding the decision-making process followed when buying a used car. The application of this theory on the Lebanese market led the way to interesting findings concerning the concepts under study and helped us in discovering many features that are specific to the Lebanese culture. Data were collected in a survey on a sample composed of 126 car buyers and 58 car dealers, both coming from different cultural backgrounds and age ranges. Results showed that the Lebanese automobile market is a “lemon�? market with additional specifications resulting from the cultural differences existing in the country.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"366 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-06-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125625165","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}
Thomas Otter, Max J. Pachali, Stefan Mayer, Jan R. Landwehr
Both instrumental variable (IV) estimation and mediation analysis are tools for causal inference. However, IV estimation has mostly developed in economics for causal inference from observational data. In contrast, mediation analysis has mostly developed in psychology, as a tool to empirically establish the process by which an experimental manipulation brings about its effect on the dependent variable of interest. As a consequence, many researchers well versed in IV estimation are not familiar with mediation analysis, and vice versa. In this paper, we discuss the communalities and differences between IV estimation and mediation analysis. We highlight that IV estimation leverages an a priori assumption of full mediation for causal inference. In contrast, modern practice in mediation analysis focusses on testing the statistical significance of the indirect effect without too much regard for the specification of the estimated model. A drawback of this approach is that inferring mediation from the statistical significance of a (putative) indirect effect through the hypothesized mediator may be spurious altogether. We discuss specification issues and how they relate to inference about mediation, and specifically the distinction between full and partial mediation. Based on this discussion we argue in favor of further developing tests that are more diagnostic about the underlying causal structure, motivated by the implication that full mediation could be more common than currently believed.
{"title":"Causal Inference Using Mediation Analysis or Instrumental Variables - Full Mediation in the Absence of Conditional Independence","authors":"Thomas Otter, Max J. Pachali, Stefan Mayer, Jan R. Landwehr","doi":"10.2139/ssrn.3135313","DOIUrl":"https://doi.org/10.2139/ssrn.3135313","url":null,"abstract":"Both instrumental variable (IV) estimation and mediation analysis are tools for causal inference. However, IV estimation has mostly developed in economics for causal inference from observational data. In contrast, mediation analysis has mostly developed in psychology, as a tool to empirically establish the process by which an experimental manipulation brings about its effect on the dependent variable of interest. As a consequence, many researchers well versed in IV estimation are not familiar with mediation analysis, and vice versa. In this paper, we discuss the communalities and differences between IV estimation and mediation analysis. We highlight that IV estimation leverages an a priori assumption of full mediation for causal inference. In contrast, modern practice in mediation analysis focusses on testing the statistical significance of the indirect effect without too much regard for the specification of the estimated model. A drawback of this approach is that inferring mediation from the statistical significance of a (putative) indirect effect through the hypothesized mediator may be spurious altogether. We discuss specification issues and how they relate to inference about mediation, and specifically the distinction between full and partial mediation. Based on this discussion we argue in favor of further developing tests that are more diagnostic about the underlying causal structure, motivated by the implication that full mediation could be more common than currently believed.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"39 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-03-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117284984","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}
Every day people engage in numerous shared experiences – from having lunch with colleagues to going on a vacation with family. Despite the ubiquity of such experiences, little is known about how consumers organize and manage such experiences. In this chapter, we review past literature as well as our own research to answer two main questions: (1) why do consumers choose to share ownership over an experience by co-creating it with others, and (2) how could shared experiences be managed by the group in order to maximize the satisfaction obtained for all participants?
{"title":"Whose Experience Is It, Anyway? Psychological Ownership and Enjoyment of Shared Experiences","authors":"A. Kovacheva, Cait Lamberton","doi":"10.2139/ssrn.3359913","DOIUrl":"https://doi.org/10.2139/ssrn.3359913","url":null,"abstract":"Every day people engage in numerous shared experiences – from having lunch with colleagues to going on a vacation with family. Despite the ubiquity of such experiences, little is known about how consumers organize and manage such experiences. In this chapter, we review past literature as well as our own research to answer two main questions: (1) why do consumers choose to share ownership over an experience by co-creating it with others, and (2) how could shared experiences be managed by the group in order to maximize the satisfaction obtained for all participants?","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"156 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122964686","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 inability to accurately predict our emotions has been implicated as the root of numerous problems in consumer well-being. For marketers, consumers' poor affective forecasting can drive the choice of ill-suited products, unreliable survey responses, or post-purchase dissatisfaction. But can marketers measure or improve the ability to make accurate affective forecasts? The present paper develops and validates a simple affective forecasting accuracy (AFA) scale that directly and reliably captures individual variation in consumers' ability to correctly forecast their future feelings. We show that this unidimensional measure has desirable psychometric properties, appropriate correlations and discriminability from related constructs, and reliably predicts consumers' ability to predict their affective responses to sporting event outcomes and special occasion experiences, above and beyond more cumbersome measures like emotional intelligence. Further, we demonstrate the effectiveness of a simple debiasing intervention (surrogate affective reports) in attenuating the affect forecasting errors of lower AFA consumers.
{"title":"Is Their Crystal Ball Cloudy or Clear? A Practical and Valid Measure of Consumers' Affective Forecasting Accuracy","authors":"Hristina Nikolova, Cait Lamberton","doi":"10.2139/ssrn.3139903","DOIUrl":"https://doi.org/10.2139/ssrn.3139903","url":null,"abstract":"The inability to accurately predict our emotions has been implicated as the root of numerous problems in consumer well-being. For marketers, consumers' poor affective forecasting can drive the choice of ill-suited products, unreliable survey responses, or post-purchase dissatisfaction. But can marketers measure or improve the ability to make accurate affective forecasts? The present paper develops and validates a simple affective forecasting accuracy (AFA) scale that directly and reliably captures individual variation in consumers' ability to correctly forecast their future feelings. We show that this unidimensional measure has desirable psychometric properties, appropriate correlations and discriminability from related constructs, and reliably predicts consumers' ability to predict their affective responses to sporting event outcomes and special occasion experiences, above and beyond more cumbersome measures like emotional intelligence. Further, we demonstrate the effectiveness of a simple debiasing intervention (surrogate affective reports) in attenuating the affect forecasting errors of lower AFA consumers.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"30 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126852840","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}
With Trump’s campaign catching many by surprise, and angry accusations of lies and selfishness on the rise, less narrow-mindedness (myopia) from all sides is worth considering. Harvard's Theodore Levitt and Australia's Robert Haupt (Fairfax newspapers) shared analytical powers and writing talents that combined mainstream appeal with unexpected or unpopular opinion. This essay breaks down their style and perspective into techniques that can be emulated. Better communicating unorthodox ideas to an orthodox audience is what this essay explores. Equally, it helps orthodox audiences to better comprehend and respond to unorthodox ideas.
{"title":"Political Myopia: Mencken's Grandma and the Kylie Minogue of Australian Journalism","authors":"B. Marks","doi":"10.2139/ssrn.3124693","DOIUrl":"https://doi.org/10.2139/ssrn.3124693","url":null,"abstract":"With Trump’s campaign catching many by surprise, and angry accusations of lies and selfishness on the rise, less narrow-mindedness (myopia) from all sides is worth considering. Harvard's Theodore Levitt and Australia's Robert Haupt (Fairfax newspapers) shared analytical powers and writing talents that combined mainstream appeal with unexpected or unpopular opinion. This essay breaks down their style and perspective into techniques that can be emulated. Better communicating unorthodox ideas to an orthodox audience is what this essay explores. Equally, it helps orthodox audiences to better comprehend and respond to unorthodox ideas.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"51 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-02-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132816913","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}
Consumer satisfaction is considered a prerequisite for the emergence of positive behavior. It is not always the case. Several previous studies have suggested that it is not enough to simply provide satisfaction for customers because there is some low correlation between satisfaction and loyalty. This may explain why satisfied customers still leave the company. Executives from reputable companies engaged in services affirm that it is not enough to simply provide customer satisfaction, and is a priority to drive customer satisfaction into customer delight. The aim of this research is to analyze the influence of customer delight in improving customer commitment and customer loyalty. The field method and questionnaires were used to collect data. Statistical tools used in this research is Structural Equation Model (SEM). Data are analyzed by using statistical software LISREL 8.5. The result shows that brand trust, customer satisfaction, customer delight, customer commitment have positive effect on customer loyalty. Customer delight has the most influence on customer loyalty.
{"title":"The Transformation of Customer Satisfaction Become Customer Delight","authors":"Christian Wiradendi Wolor, Hady Efendy","doi":"10.5296/CSBM.V4I2.11946","DOIUrl":"https://doi.org/10.5296/CSBM.V4I2.11946","url":null,"abstract":"Consumer satisfaction is considered a prerequisite for the emergence of positive behavior. It is not always the case. Several previous studies have suggested that it is not enough to simply provide satisfaction for customers because there is some low correlation between satisfaction and loyalty. This may explain why satisfied customers still leave the company. Executives from reputable companies engaged in services affirm that it is not enough to simply provide customer satisfaction, and is a priority to drive customer satisfaction into customer delight. The aim of this research is to analyze the influence of customer delight in improving customer commitment and customer loyalty. The field method and questionnaires were used to collect data. Statistical tools used in this research is Structural Equation Model (SEM). Data are analyzed by using statistical software LISREL 8.5. The result shows that brand trust, customer satisfaction, customer delight, customer commitment have positive effect on customer loyalty. Customer delight has the most influence on customer loyalty.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"29 4","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-10-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"120872498","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 final purchase decision is the outcome of interplay between perceived risk & trust in online shopping as well as traditional shopping for different products. An attempt has been made in this paper to study the interplay between the perceived risk and trust among youth belongs to Nagpur and Pune. Filled structured questionnaire were received from 312 shoppers. T Test has been used to analyze the data. There was no difference found in case of perceived risk and trust between online shoppers of Nagpur and Pune.
{"title":"Perceived Risk & Trust in Online Shopping Among Youth in Nagpur and Pune Cities","authors":"Dr. Vinay Kumar","doi":"10.2139/ssrn.3049471","DOIUrl":"https://doi.org/10.2139/ssrn.3049471","url":null,"abstract":"The final purchase decision is the outcome of interplay between perceived risk & trust in online shopping as well as traditional shopping for different products. An attempt has been made in this paper to study the interplay between the perceived risk and trust among youth belongs to Nagpur and Pune. Filled structured questionnaire were received from 312 shoppers. T Test has been used to analyze the data. There was no difference found in case of perceived risk and trust between online shoppers of Nagpur and Pune.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"25 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-10-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132702448","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}
Online shopping is very new to India but is catching very fast. In less than 5 years it reached to around 2 percent of total retail. The growth rate was more than double as compared to the organized retailing India. As per the review of literature one of the main reasons is trust of the shoppers in online retailing. The online vendors were successfully established their brands in the minds of the online shoppers. The question arises does all the demographic groups trust online shopping equally in Pune city? In current paper, the researchers tried to find out the relationships between pay preference by the respondents and various demographic variables and how these demographic variables differ in trust I online shopping. The relationship among pay preferences (Cash on delivery, credit card, debit card and online banking) and demographic variables (age, gender, income, education, marital status and occupation) have been tested through chi square test. Anova (analysis of variance) has been applied to find out the relationship among the groups respondents having various pay preferences and five elements of trust. 205 was the sample size. Some demographic variables age, gender and occupation have been found related with paying preference while there is no relation between paying preference and education, income and marital status. In case of anova result the cash on delivery payment method found to be significantly different from payment through credit card, debit card and internet banking in terms of all the five elements of trust in online shopping.
{"title":"A Study on the Relationships between Pay Preference of Various Demographic Groups and Trust in Online Shopping in Pune","authors":"Dr. Vinay Kumar","doi":"10.2139/ssrn.3049489","DOIUrl":"https://doi.org/10.2139/ssrn.3049489","url":null,"abstract":"Online shopping is very new to India but is catching very fast. In less than 5 years it reached to around 2 percent of total retail. The growth rate was more than double as compared to the organized retailing India. As per the review of literature one of the main reasons is trust of the shoppers in online retailing. The online vendors were successfully established their brands in the minds of the online shoppers. The question arises does all the demographic groups trust online shopping equally in Pune city? In current paper, the researchers tried to find out the relationships between pay preference by the respondents and various demographic variables and how these demographic variables differ in trust I online shopping. The relationship among pay preferences (Cash on delivery, credit card, debit card and online banking) and demographic variables (age, gender, income, education, marital status and occupation) have been tested through chi square test. Anova (analysis of variance) has been applied to find out the relationship among the groups respondents having various pay preferences and five elements of trust. 205 was the sample size. Some demographic variables age, gender and occupation have been found related with paying preference while there is no relation between paying preference and education, income and marital status. In case of anova result the cash on delivery payment method found to be significantly different from payment through credit card, debit card and internet banking in terms of all the five elements of trust in online shopping.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"43 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-10-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114072068","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}
According to economic theory, consumers should boost present consumption when anticipating an income increase and reduce consumption when anticipating a decrease. Yet, many studies have observed a lack of such consumption smoothing. We investigate a psychological factor that can predict when consumers will adjust their current consumption to future income changes: self-continuity, or a sense of identification with and connection to the circumstances of the future self. We propose that consumers tend to perceive lower self-continuity when anticipating an income increase compared to a decrease. Consistent with this notion, we show that consumers are less likely to adjust present discretionary spending upward when anticipating an income increase than to adjust spending downward when anticipating an income decrease. Further, manipulations of self-continuity mitigate the asymmetry: when we induced high self-continuity, consumers adjusted spending to both future income increases and decreases, and when we induced low self-continuity, consumers adjusted present spending neither to future income increases nor to decreases. This demonstrates the role of self-continuity above and beyond other factors potentially contributing to the asymmetry, such as loss aversion and diminishing marginal utility. Six studies involving scenarios as well as real income expectations and behavior support the notion that consumers are more likely to smooth consumption when they perceive a higher sense of self-continuity.
{"title":"The Influence of Future Income on Present Spending: Self-Continuity Facilitates Consumption Smoothing","authors":"A. Schanbacher, D. Faro, Simona Botti","doi":"10.2139/ssrn.3030460","DOIUrl":"https://doi.org/10.2139/ssrn.3030460","url":null,"abstract":"According to economic theory, consumers should boost present consumption when anticipating an income increase and reduce consumption when anticipating a decrease. Yet, many studies have observed a lack of such consumption smoothing. We investigate a psychological factor that can predict when consumers will adjust their current consumption to future income changes: self-continuity, or a sense of identification with and connection to the circumstances of the future self. We propose that consumers tend to perceive lower self-continuity when anticipating an income increase compared to a decrease. Consistent with this notion, we show that consumers are less likely to adjust present discretionary spending upward when anticipating an income increase than to adjust spending downward when anticipating an income decrease. Further, manipulations of self-continuity mitigate the asymmetry: when we induced high self-continuity, consumers adjusted spending to both future income increases and decreases, and when we induced low self-continuity, consumers adjusted present spending neither to future income increases nor to decreases. This demonstrates the role of self-continuity above and beyond other factors potentially contributing to the asymmetry, such as loss aversion and diminishing marginal utility. Six studies involving scenarios as well as real income expectations and behavior support the notion that consumers are more likely to smooth consumption when they perceive a higher sense of self-continuity.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"AES-4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126500188","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}
Amit Bhattacharjee, Alixandra Barasch, K. Wertenbroch
A large body of research shows that tastes can reliably signal social group membership. Because standards of good taste vary between groups, the costs of acquiring them prevents dishonest signaling by outsiders. However, little research has examined signals of good taste within social groups, where standards and ratings of good taste are common knowledge and acquisition costs cannot ensure honesty. Five studies show that when simulating good taste is easy, observers make inferences about others’ authenticity directly from their consumption choices. Perceptions that an individual has made good choices increase monotonically with a greater proportion of high-rated options, but perceptions of their authenticity decrease monotonically. Relative to choosing uniformly good options, some bad choices can signal that one’s choices reflect authentic preference rather than pretense. Accordingly, judgments that an individual can independently discern good options from bad, and the desire to socialize with them and seek their recommendations, are non-monotonic and highest when they make a few bad choices. Only when good choices are thought to reflect authentic motives do they effectively signal good taste.
{"title":"Too Good to Be True? Imperfection as a Costly Signal of Authenticity","authors":"Amit Bhattacharjee, Alixandra Barasch, K. Wertenbroch","doi":"10.2139/ssrn.3233792","DOIUrl":"https://doi.org/10.2139/ssrn.3233792","url":null,"abstract":"A large body of research shows that tastes can reliably signal social group membership. Because standards of good taste vary between groups, the costs of acquiring them prevents dishonest signaling by outsiders. However, little research has examined signals of good taste within social groups, where standards and ratings of good taste are common knowledge and acquisition costs cannot ensure honesty. Five studies show that when simulating good taste is easy, observers make inferences about others’ authenticity directly from their consumption choices. Perceptions that an individual has made good choices increase monotonically with a greater proportion of high-rated options, but perceptions of their authenticity decrease monotonically. Relative to choosing uniformly good options, some bad choices can signal that one’s choices reflect authentic preference rather than pretense. Accordingly, judgments that an individual can independently discern good options from bad, and the desire to socialize with them and seek their recommendations, are non-monotonic and highest when they make a few bad choices. Only when good choices are thought to reflect authentic motives do they effectively signal good taste.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"64 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-08-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133832633","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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