Journal of Consumer Psychology最新文献_第3页

The mobile giving gap: The negative impact of smartphones on donation behavior 移动捐赠的差距：智能手机对捐赠行为的负面影响

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-03-25 DOI: 10.1002/jcpy.1418

Stefan J. Hock, Kristen A. Ferguson, Kelly B. Herd

While charities typically use the same messaging when appealing to consumers on their smartphones and PCs, this approach may backfire. Across three studies, we find consumers are less likely to donate on their smartphones (vs. PCs), a phenomenon we call the mobile giving gap. In study 1, we demonstrate that consumers are less willing to donate real money to a charitable organization. In study 2, we provide process support and demonstrate that the focal effect is mediated by other-focus. Finally, a field experiment using Google display ads (study 3) replicates the focal effect and demonstrates that the negative impact of smartphones is attenuated when the appeal explicitly focuses on others (vs. the self). This study not only provides additional process support, but also suggests an easily implementable strategy that charities can use to close the mobile giving gap. Taken together, our findings offer theoretical insights related to the mobile mindset and its impact on consumer behavior and highlight that charities should tailor their donation appeals based on device type.

虽然慈善机构在吸引智能手机和个人电脑上的消费者时通常使用相同的信息，但这种方法可能会适得其反。通过三项研究，我们发现消费者使用智能手机（与 PC 相比）进行捐赠的可能性较低，我们将这种现象称为移动捐赠差距。在研究 1 中，我们证明消费者不太愿意向慈善机构捐赠真金白银。在研究 2 中，我们提供了过程支持，并证明焦点效应是由其他焦点中介的。最后，使用谷歌显示广告进行的实地实验（研究 3）复制了焦点效应，并证明当呼吁明确聚焦于他人（而非自我）时，智能手机的负面影响会减弱。这项研究不仅提供了更多的过程支持，还提出了一种易于实施的策略，慈善机构可以利用它来缩小移动捐赠的差距。综上所述，我们的研究结果提供了有关移动心态及其对消费者行为影响的理论见解，并强调了慈善机构应根据设备类型调整其捐赠呼吁。

引用次数: 0

The discount consolidation effect: How brands can present quantity discounts more effectively 折扣整合效应：品牌如何更有效地展示数量折扣

IF 4 2区管理学 Q2 BUSINESS

Journal of Consumer Psychology

Pub Date : 2024-03-18 DOI: 10.1002/jcpy.1407

Haiyang Yang, Dipankar Chakravarti

How should brands present quantity discounts to increase consumer appeal? We propose that, compared to distributed presentations that spread a discount across units (e.g., buy two, get 30% off on each unit), consolidated presentations that place the discount on a single unit (e.g., buy two, get 60% off on the second unit) can lead to a higher purchase likelihood. Four studies demonstrate this “discount consolidation effect” across a variety of consumption contexts, product categories and price levels. The studies show that this effect occurs because compared to consolidated presentations of a quantity discount, distributed presentations can lead to less favorable perceptions about the quality of the discounted product and about the savings offered. We also identify an important boundary condition, illustrating that when the discount offered is substantively small in size, the effect is attenuated. These findings add to the theoretical literature and offer actionable managerial insights.

品牌应如何展示数量折扣以增加对消费者的吸引力？我们建议，与分散折扣（如买两件，每件打七折）相比，合并折扣（如买两件，第二件打六折）可以提高购买可能性。有四项研究证明了这种 "折扣合并效应 "在各种消费环境、产品类别和价格水平中的应用。这些研究表明，之所以会出现这种效应，是因为与数量折扣的合并展示相比，分散展示会导致人们对折扣产品的质量和所提供的优惠产生较差的看法。我们还发现了一个重要的边界条件，说明当提供的折扣规模很小时，这种效应就会减弱。这些发现为理论文献增添了新的内容，并为管理提供了可行的见解。

引用次数: 0

Unintended effects of algorithmic transparency: The mere prospect of an explanation can foster the illusion of understanding how an algorithm works 算法透明度的意外影响：仅仅是解释的前景就会让人产生一种错觉，以为自己了解算法是如何工作的

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-03-17 DOI: 10.1002/jcpy.1416

Massimiliano Ostinelli, Andrea Bonezzi, Monika Lisjak

This research shows that merely believing that one can access an explanation of how an algorithm works can foster an illusory sense of understanding the algorithm, even when people do not actually access and read the explanation. This effect occurs because the belief that one can access an explanation provides a feeling of empowerment that fosters an illusory sense of understanding. In turn, this illusory sense of understanding can yield unfounded reliance on algorithmic determinations. We further show that this effect is moderated by the target of an explanation and by the perceived utility of an explanation in enabling consumers to use an algorithm more effectively. From a theoretical standpoint, we offer a novel psychological account of illusory understanding based on empowerment. From a practical standpoint, we point to an unintended effect of algorithmic transparency: merely knowing that one can access an explanation for how an algorithm works may lull consumers into a false sense of understanding that yields unfounded reliance on algorithmic recommendations.

这项研究表明，仅仅相信自己可以获得算法工作原理的解释，就会产生理解算法的错觉，即使人们实际上并没有获得和阅读解释。之所以会产生这种效果，是因为相信自己可以获得解释会给人一种增强能力的感觉，从而产生一种虚幻的理解感。反过来，这种虚幻的理解感又会产生对算法判断的毫无根据的依赖。我们进一步证明，这种效应受解释的目标以及解释在使消费者更有效地使用算法方面的感知效用的影响。从理论的角度来看，我们提供了一种基于授权的新颖的虚幻理解心理学解释。从实践的角度来看，我们指出了算法透明化的一个意外效果：仅仅知道可以获得算法工作原理的解释，可能会让消费者陷入一种虚假的理解感，从而产生对算法推荐的无端依赖。

引用次数: 0

Historizing the present: Research agenda and implications for consumer behavior 以史为鉴：研究议程和对消费者行为的影响

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-03-12 DOI: 10.1002/jcpy.1417

Dafna Goor, Anat Keinan, Nailya Ordabayeva

This paper conceptualizes the phenomenon of historizing the present, defined as emphasizing the historical significance of present events and treating the present from the perspective of history. The authors identify four modes of historizing the present (emphasizing that: (1) the present will shape history; (2) the present is a unique moment in history; (3) the present will be remembered in history; (4) the present echoes history) and demonstrate how historizing can be employed by marketers of for-profit and nonprofit organizations in a variety of contexts. The paper examines the psychological implications of appreciating the historical significance of the present and outlines a research agenda for studying the downstream behavioral consequences of historizing the present across diverse substantive consumer domains. It concludes with an examination of the broader societal implications of historizing the present as well as its implications for consumer well-being.

本文将 "当下历史化 "现象概念化，将其定义为强调当下事件的历史意义，并从历史的角度对待当下。作者指出了将当下历史化的四种模式（强调：(1) 当下将塑造历史；(2) 当下是历史上独一无二的时刻；(3) 当下将被历史铭记；(4) 当下呼应历史），并展示了营利性和非营利性组织的营销人员如何在各种情况下运用历史化。本文探讨了欣赏现在的历史意义所带来的心理影响，并概述了在不同的实质性消费领域研究历史化现在的下游行为后果的研究议程。最后，论文还探讨了将现在历史化的广泛社会意义及其对消费者福祉的影响。

引用次数: 0

Friendship fallout and bailout backlash: The psychology of borrowing and lending 友谊破裂与救助反弹：借贷心理

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-03-07 DOI: 10.1002/jcpy.1410

Ashley N. Angulo, Noah J. Goldstein, Michael I. Norton

Six studies explore the psychology of borrowing and lending. Across two different contexts—friends lending to friends and taxpayers bailing out businesses—lenders are angrier with borrowers who specifically make hedonic (as opposed to utilitarian) purchases with loaned money. This anger is pronounced enough that lenders' negative feelings toward borrowers who made past hedonic (vs. utilitarian) purchases remains even after they have been fully repaid. Undergirding lender anger is deserved oversight—a novel construct capturing people's belief that they deserve control and say over another's decision-making. Borrowers and lenders do not agree on who deserves oversight over how the loaned funds are spent in large part because they differ in how much perceived ownership they each feel over the money. When lenders are yet to be repaid, their desire for oversight extends even to purchases made separately from the loaned amount. Finally, these processes and consequences are most powerful when money is lent compared with other forms of exchange, such as gifting money or being paid for work.

六项研究探讨了借贷心理。在两种不同的情况下--朋友借钱给朋友和纳税人救助企业--贷款人对借款人用借来的钱进行享乐性（而非功利性）购物的行为更加愤怒。这种愤怒非常明显，甚至在借款人完全偿还贷款后，贷款人对借款人过去进行的享乐性（相对于功利性）消费的负面情绪依然存在。支撑贷款人愤怒情绪的是 "理应受到监督"--这是一种新的概念，它捕捉到了人们认为自己理应对他人的决策拥有控制权和发言权的信念。借款人和放款人之所以不能就谁应该对贷款资金的使用进行监督达成一致，很大程度上是因为双方对资金所有权的认知程度不同。当贷款人尚未得到偿还时，他们要求监督的愿望甚至延伸到与贷款金额分开的采购。最后，与其他形式的交换相比，如赠送钱财或工作报酬，借出钱财时这些过程和后果最为强烈。

引用次数: 0

Avoiding embarrassment online: Response to and inferences about chatbots when purchases activate self‐presentation concerns 避免网上尴尬：购买激活自我展示担忧时对聊天机器人的反应和推断

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-02-14 DOI: 10.1002/jcpy.1414

Jianna Jin, Jesse Walker, R. W. Reczek

We explore how self‐presentation concerns and the desire to avoid embarrassment impact two distinct types of interactions consumers have with chatbots: interactions when a chatbot's identity is (1) not disclosed and therefore ambiguous or (2) disclosed. We propose that consumers feel less embarrassed with a chatbot than a human service agent in purchase contexts where self‐presentation concerns are active because consumers ascribe less mind to chatbots. Therefore, when a chat agent's identity is ambiguous, consumers with greater self‐presentation concerns are more likely to infer that an agent is human because this judgment allows consumers to proactively protect themselves from potential embarrassment in the event they are interacting with a human. We further show that when agent identity is clearly disclosed, consumers respond more positively to chatbots than human agents. However, this effect is contingent on the extent to which the chatbot is imbued with human characteristics: Anthropomorphizing chatbots leads consumers with higher self‐presentation concerns to ascribe more mind to even clearly identified chatbots, resulting in a more negative consumer response.

我们探讨了自我展示的顾虑和避免尴尬的愿望如何影响消费者与聊天机器人进行的两种不同类型的互动：当聊天机器人的身份（1）未公开因而模糊不清或（2）公开时的互动。我们认为，在自我展示问题比较突出的购买情境中，消费者与聊天机器人的尴尬程度要低于人工服务代理，因为消费者对聊天机器人的信任度较低。因此，当聊天代理的身份不明确时，对自我展示有更多关注的消费者更倾向于推断代理是人类，因为这种判断能让消费者在与人类互动时主动保护自己，避免潜在的尴尬。我们进一步表明，当代理身份被明确披露时，消费者对聊天机器人的反应比对人类代理的反应更积极。不过，这种效果取决于聊天机器人在多大程度上被赋予了人类特征：将聊天机器人拟人化会导致对自我展示有较高要求的消费者对即使是身份明确的聊天机器人产生更多想法，从而导致消费者做出更消极的反应。

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引用次数: 0

A review of touch research in consumer psychology 消费者心理学触觉研究综述

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-02-14 DOI: 10.1002/jcpy.1413

Aradhna Krishna, A. Luangrath, Joann Peck

This article details the theoretical foundation of haptics in consumer research. We structure the review using a continuum from proximal touch‐based interactions to increasingly distal interactions through devices, imagery, or language use. We begin with a focus on product/object touch in marketing highlighting touch for haptic information, touch for haptic pleasure, and touch for nonhaptic functional reasons. We then elaborate on research considering work compensating for actual touch through various mechanisms including device‐mediated touch and imagery processing. Next, we examine interpersonal touch followed by a discussion on touch in sensory words and textual paralanguage. The authors note various avenues for future research in haptics with the aim to encourage research in consumer psychology and marketing.

本文详细介绍了消费者研究中触觉技术的理论基础。我们采用了一个连续统一体来构建这篇综述，从基于触觉的近距离互动到通过设备、图像或语言使用进行的越来越远距离的互动。首先，我们将重点放在市场营销中的产品/物品触觉，突出触觉信息的触觉、触觉愉悦的触觉以及非触觉功能原因的触觉。然后，我们详细阐述了通过各种机制（包括以设备为媒介的触摸和图像处理）对实际触摸进行补偿的研究。接下来，我们研究了人与人之间的触摸，然后讨论了感官文字和文本辅助语言中的触摸。作者指出了触觉学未来研究的各种途径，旨在鼓励消费者心理学和市场营销方面的研究。

引用次数: 0

Avoiding embarrassment online: Response to and inferences about chatbots when purchases activate self‐presentation concerns 避免网上尴尬：购买激活自我展示担忧时对聊天机器人的反应和推断

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-02-14 DOI: 10.1002/jcpy.1414

Jianna Jin, Jesse Walker, R. W. Reczek

We explore how self‐presentation concerns and the desire to avoid embarrassment impact two distinct types of interactions consumers have with chatbots: interactions when a chatbot's identity is (1) not disclosed and therefore ambiguous or (2) disclosed. We propose that consumers feel less embarrassed with a chatbot than a human service agent in purchase contexts where self‐presentation concerns are active because consumers ascribe less mind to chatbots. Therefore, when a chat agent's identity is ambiguous, consumers with greater self‐presentation concerns are more likely to infer that an agent is human because this judgment allows consumers to proactively protect themselves from potential embarrassment in the event they are interacting with a human. We further show that when agent identity is clearly disclosed, consumers respond more positively to chatbots than human agents. However, this effect is contingent on the extent to which the chatbot is imbued with human characteristics: Anthropomorphizing chatbots leads consumers with higher self‐presentation concerns to ascribe more mind to even clearly identified chatbots, resulting in a more negative consumer response.

我们探讨了自我展示的顾虑和避免尴尬的愿望如何影响消费者与聊天机器人进行的两种不同类型的互动：当聊天机器人的身份（1）未公开因而模糊不清或（2）公开时的互动。我们认为，在自我展示问题比较突出的购买情境中，消费者与聊天机器人的尴尬程度要低于人工服务代理，因为消费者对聊天机器人的信任度较低。因此，当聊天代理的身份不明确时，对自我展示有更多关注的消费者更倾向于推断代理是人类，因为这种判断能让消费者在与人类互动时主动保护自己，避免潜在的尴尬。我们进一步表明，当代理身份被明确披露时，消费者对聊天机器人的反应比对人类代理的反应更积极。不过，这种效果取决于聊天机器人在多大程度上被赋予了人类特征：将聊天机器人拟人化会导致对自我展示有较高要求的消费者对即使是身份明确的聊天机器人产生更多想法，从而导致消费者做出更消极的反应。

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引用次数: 0

A review of touch research in consumer psychology 消费者心理学触觉研究综述

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-02-14 DOI: 10.1002/jcpy.1413

Aradhna Krishna, Andrea Webb Luangrath, Joann Peck

This article details the theoretical foundation of haptics in consumer research. We structure the review using a continuum from proximal touch-based interactions to increasingly distal interactions through devices, imagery, or language use. We begin with a focus on product/object touch in marketing highlighting touch for haptic information, touch for haptic pleasure, and touch for nonhaptic functional reasons. We then elaborate on research considering work compensating for actual touch through various mechanisms including device-mediated touch and imagery processing. Next, we examine interpersonal touch followed by a discussion on touch in sensory words and textual paralanguage. The authors note various avenues for future research in haptics with the aim to encourage research in consumer psychology and marketing.

本文详细介绍了消费者研究中触觉技术的理论基础。我们采用了一个连续统一体来构建这篇综述，从基于触觉的近距离互动到通过设备、图像或语言使用进行的越来越远距离的互动。首先，我们将重点放在市场营销中的产品/物品触觉，突出触觉信息的触觉、触觉愉悦的触觉以及非触觉功能原因的触觉。然后，我们详细阐述了通过各种机制（包括以设备为媒介的触摸和图像处理）对实际触摸进行补偿的研究。接下来，我们研究了人与人之间的触摸，然后讨论了感官文字和文本辅助语言中的触摸。作者指出了触觉学未来研究的各种途径，旨在鼓励消费者心理学和市场营销方面的研究。

引用次数: 0

When do photos on products hurt or help consumption? How magical thinking shapes consumer reactions to photo‐integrated products 产品上的照片何时会损害或帮助消费？神奇思维如何影响消费者对照片集成产品的反应

IF 4.8 2区管理学 Q1 Psychology

Journal of Consumer Psychology

Pub Date : 2024-02-13 DOI: 10.1002/jcpy.1415

Freeman Wu, Adriana Samper, Andrea C. Morales, G. Fitzsimons

Consumers and companies frequently integrate products with lifelike photographs of people, animals, and other entities. However, consumer responses to such products are relatively unknown. Drawing on magical thinking and moral psychology, we propose that, due to a photograph's lifelike resemblance to its referent, consumers believe that photo‐integrated products embody the depicted entity's underlying essence. As such, in cases where consumption compromises the product's integrity (e.g., food, disposable goods), people are less likely to consume photo‐integrated products because doing so is perceived as destroying the depicted entity's essence, which elicits moral discomfort. In contrast, when the photographic image remains intact through consumption, as is the case with durable goods (e.g., magnets), people increase consumption of photo‐integrated products relative to products without photo integration, consistent with their popularity in the marketplace. We highlight two strategies to promote more positive outcomes for managers and consumers alike: (1) choose images of entities whose essence destruction is perceived as less immoral, and (2) increase the durability of the product so the depicted entity's essence is preserved through consumption.

消费者和公司经常将产品与栩栩如生的人物、动物和其他实体的照片结合在一起。然而，消费者对此类产品的反应却相对陌生。借鉴魔幻思维和道德心理学，我们提出，由于照片与其参照物栩栩如生的相似性，消费者认为照片集成产品体现了所描述实体的基本本质。因此，在消费有损产品完整性（如食品、一次性用品）的情况下，人们不太可能消费照片整合产品，因为这样做会被认为破坏了所描绘实体的本质，从而引起道德上的不适。与此相反，当照片形象在消费过程中保持完好无损时，如耐用品（如磁铁），人们会增加对照片集成产品的消费，而不消费没有照片集成的产品，这与照片集成产品在市场上的受欢迎程度是一致的。我们强调了两种策略，以促进管理者和消费者获得更积极的结果：(1)选择其本质破坏被认为不那么不道德的实体形象，以及(2)提高产品的耐用性，使所描绘实体的本质在消费中得以保留。

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