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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 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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引用次数: 0
The different roads not taken: Considering diverse foregone alternatives motivates future goal persistence 未走的不同道路:考虑不同的放弃选择会促使坚持未来目标
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-31 DOI: 10.1002/jcpy.1412
Hye-young Kim, Oleg Urminsky
Decisions are rarely made in isolation. Instead, deliberation often occurs in the context of prior related choices. This article finds that goal-inconsistent foregone alternatives, options that were previously considered but not chosen, shape how consumers subsequently pursue their goals. Going beyond previous research on foregone alternatives and consumer satisfaction, the current research suggests that how consumers mentally construe foregone goal-inconsistent alternatives impacts how they evaluate their prior goal-consistent choices, which will, in turn, impact their motivation to continue making goal-consistent choices. Specifically, we find the foregone alternative diversity effect: consumers who consider having previously foregone diverse (vs. similar) goal-inconsistent alternatives in favor of a goal-consistent action then believe that they have made a greater sacrifice, which had more of an impact on their focal goal. As a result, they are then more likely to subsequently make goal-consistent choices. Our findings hold across different types of goals (exercise: Study 1, healthy eating: Studies 2, 3, and 5, weight loss: Study 4), and both real and hypothetical choices. We also identify theoretically motivated boundary conditions for the observed effect of considering foregone alternatives.
决策很少是孤立做出的。相反,考虑往往是在先前相关选择的背景下进行的。本文发现,与目标不符的放弃选择,即之前考虑过但没有选择的选项,会影响消费者随后如何追求他们的目标。超越以往关于放弃的替代方案和消费者满意度的研究,当前的研究表明,消费者如何在心理上解释放弃的目标不一致的替代方案,会影响他们如何评价之前的目标一致的选择,进而影响他们继续做出目标一致的选择的动机。具体来说,我们发现了放弃替代品多样性效应:如果消费者认为他们之前放弃了多种(相对于类似的)与目标不一致的替代品,而选择了与目标一致的行动,那么他们就会认为自己做出了更大的牺牲,这对他们的焦点目标产生了更大的影响。因此,他们随后更有可能做出与目标一致的选择。我们的研究结果适用于不同类型的目标(运动:研究 1;健康饮食:研究 2):研究 1,健康饮食:研究 2、3 和 5,减肥:研究 4),以及真实和假设的选择。我们还从理论上为所观察到的考虑放弃选择的效果确定了边界条件。
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引用次数: 0
The anticipated regret of a lost opportunity: When adding a second-period incentive reduces the appeal of a one-period promotion 失去机会的预期遗憾:当增加第二期激励措施会降低一期促销活动的吸引力时
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-21 DOI: 10.1002/jcpy.1408
Yuanyuan (Jamie) Li, Chris Janiszewski, Yuanyuan Liu
Economic theory assumes that an improvement in the financial benefit of a promotional offer should increase the appeal of the offer (e.g., $25 incentive >$20 incentive). Four studies show that this assumption does not always hold. A two-period promotion (e.g., $20 off a purchase today plus $5 off a purchase made next month) is valued less than a one-period promotion (e.g., $20 off a purchase today), with an identical first-period incentive, when the second-period incentive has a limited benefit relative to the first-period incentive. Second-period incentives negatively impact the perceived value of a two-period promotion when consumers anticipate a low likelihood of redeeming the second-period incentive. The negative impact of the second-period incentive can be remedied by making the second-period incentive financially larger or by reducing the perceived restrictiveness of redeeming the second-period incentive.
经济学理论认为,如果促销活动的经济效益有所改善,那么促销活动的吸引力就会增加(例如,25 美元的奖励>20 美元的奖励)。四项研究表明,这一假设并不总是成立的。如果第二时段的激励措施相对于第一时段的激励措施而言收益有限,那么一个两时段的促销活动(例如,今天购物优惠20美元,下个月购物优惠5美元)的价值就会低于一个单时段的促销活动(例如,今天购物优惠20美元)。当消费者预期兑换第二期激励的可能性较低时,第二期激励就会对两期促销的感知价值产生负面影响。第二期激励措施的负面影响可以通过加大第二期激励措施的资金投入或减少兑换第二期激励措施的限制来弥补。
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引用次数: 0
More the merrier: Effects of plural brand names on perceived entitativity and brand attitude 越多越好复数品牌名称对感知可得性和品牌态度的影响
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-12 DOI: 10.1002/jcpy.1409
Tanvi Gupta, Shirley (Shuo) Chen, Smaraki Mohanty
This research finds evidence for a plural name advantage on brand attitude. Six studies, including two archival datasets with real market brands and four experiments using fictitious brands, show that brands with plural names (e.g., Dunkin' Donuts) are associated with more favorable brand attitude than brands with singular names (e.g., Dunkin' Donut). This plural brand name advantage is driven by perceptions of brand entitativity emerging from the collective reading of plural entities. However, the positive effect of plural brand names on brand attitude is attenuated in the case of premium brands. This research has practical implications for brand name strategy and makes a theoretical contribution by bringing attention to the under-researched space of morphology in brand name linguistics.
本研究发现了复数名称在品牌态度方面具有优势的证据。六项研究(包括两个真实市场品牌的档案数据集和四个使用虚构品牌的实验)表明,与单数名称的品牌(如 Dunkin' Donut)相比,复数名称的品牌(如 Dunkin' Donuts)与更有利的品牌态度相关。这种复数品牌名称的优势是由对复数实体的集体解读所产生的品牌实体性感知所驱动的。然而,复数品牌名称对品牌态度的积极影响在高端品牌中有所减弱。这项研究对品牌名称战略具有实际意义,并通过使人们关注品牌名称语言学中研究不足的形态学领域而做出了理论贡献。
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引用次数: 0
Man up! The mental health-feminine stereotype and its effect on the adoption of mental health apps 男子汉大丈夫心理健康与女性的刻板印象及其对心理健康应用程序采用的影响
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-08 DOI: 10.1002/jcpy.1405
Jaewoo Lee, Remi Trudel
Mental illnesses are among the most frequent health conditions worldwide, affecting both men and women. However, we find that men are more likely than women to avoid adopting mobile apps that are designed to promote users' mental health. Building on previous research that men are often more motivated than women to behave in gender-congruent ways, we suggest that there exists a mental health-feminine stereotype that acts as an obstacle to men's adoption of mental health apps. Privacy and self-help features offered by digital mental health apps are insufficient to overcome the mental health-stereotype that deter men from pursuing mental health support. Across five studies, we show that consumers feel more feminine when adopting mental health apps, and perceive others who adopt mental health apps to be more feminine than those who do not. We also show that presenting mental health apps in a masculine frame increases the likelihood of men adopting mental health apps, especially those with stronger adherence to traditional masculinity ideology.
精神疾病是全球最常见的健康问题之一,对男性和女性都有影响。然而,我们发现男性比女性更倾向于避免使用旨在促进用户心理健康的移动应用程序。以往的研究表明,男性往往比女性更有动力采取与性别一致的行为方式,在此基础上,我们认为存在着一种心理健康女性化的刻板印象,阻碍了男性采用心理健康应用程序。数字心理健康应用程序提供的隐私和自助功能不足以克服阻碍男性寻求心理健康支持的心理健康刻板印象。在五项研究中,我们发现消费者在使用心理健康应用程序时会感觉自己更女性化,并认为使用心理健康应用程序的人比不使用的人更女性化。我们还表明,以男性化的框架来展示心理健康应用程序会增加男性采用心理健康应用程序的可能性,尤其是那些更加坚持传统男性意识形态的男性。
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引用次数: 0
Consumption sacrifice 消费牺牲
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-07 DOI: 10.1002/jcpy.1404
Ximena Garcia-Rada, Tami Kim, Peggy J. Liu
Much marketing research focuses on what individual consumers need or want for consumption and how they satisfy these needs or wants themselves. However, consumers often give up money, time, or preferences to help others address their consumption needs and wants across the customer journey. The authors introduce the unifying construct of “consumption sacrifice,” defined as the willing and intentional act of incurring a cost to the self—in money, time, or preferences—when making a consumption decision, with expected direct benefits to one's partner. The authors offer examples of consumption sacrifices along the customer journey and suggest that this construct offers a new lens through which to examine the existing literature on choices involving others. The authors put forward the view that sacrifices are often invisible to recipients—and thus underrecognized and underappreciated—failing to achieve their full potential. At the same time, different sacrifice motives (partner-focused, relationship-focused, self-focused) may affect the extent to which actors care about making sacrifices visible to recipients. Finally, the authors propose future research questions, including what leads consumers to perform more visible sacrifices, what drives the invisibility of sacrifices among recipients, and what are the consequences of performing and receiving invisible sacrifices.
许多营销研究都侧重于消费者个人的消费需求或愿望,以及他们自己如何满足这些需求或愿望。然而,消费者往往会放弃金钱、时间或偏好,帮助他人满足他们在整个顾客旅程中的消费需求和愿望。作者提出了 "消费牺牲 "这一统一的概念,它被定义为在做出消费决策时,自愿并有意地为自己付出金钱、时间或偏好等代价,而预期却能为自己的伙伴带来直接利益的行为。作者举例说明了顾客在消费过程中的牺牲行为,并认为这一概念为研究涉及他人选择的现有文献提供了一个新的视角。作者提出了这样一种观点,即牺牲往往不为接受者所见,因而未被充分认识和欣赏,未能充分发挥其潜力。同时,不同的牺牲动机(以伴侣为中心、以关系为中心、以自我为中心)可能会影响行为者在多大程度上关心如何让受助者看到自己的牺牲。最后,作者提出了未来的研究问题,包括是什么导致消费者做出更多可见的牺牲,是什么导致牺牲在接受者中的不可见性,以及做出和接受不可见牺牲的后果是什么。
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引用次数: 0
An integrative theory of resource discrepancies 资源差异综合理论
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-07 DOI: 10.1002/jcpy.1406
Christopher Cannon, Kelly Goldsmith, Caroline Roux
A great deal of work in consumer psychology has been devoted to understanding how individuals manage resource discrepancies. This includes tangible resources – such as money, food, and products – as well as intangible resources – such as time, skills, and social relationships. Resource discrepancies can either be positive – as in the case of having substantial wealth – or negative – as in the case of poverty. Several constructs across the behavioral sciences have been introduced to describe how consumers perceive their various resource discrepancies including, but not limited to, power, social status, scarcity, inequality, and social class. However, little guidance is provided to understand when and why these resource-based constructs can produce both overlapping and opposing consequences. This conceptual article provides a resolution to this issue by introducing an integrative theory that situates these constructs within the same unifying framework based on two fundamental dimensions: high (vs. low) personal control and self- (vs. other-) dependence. Based on this framework, we offer eight testable propositions and develop a research agenda for academics interested in studying resource discrepancies.
消费者心理学的大量研究致力于了解个人如何管理资源差异。这包括有形资源(如金钱、食物和产品)和无形资源(如时间、技能和社会关系)。资源差异既可以是积极的--如拥有大量财富,也可以是消极的--如贫困。行为科学中引入了多个概念来描述消费者如何看待他们的各种资源差异,包括但不限于权力、社会地位、稀缺性、不平等和社会阶层。然而,在理解这些基于资源的概念何时以及为何会产生重叠和对立的后果方面,几乎没有提供任何指导。这篇概念性文章通过引入一种综合理论来解决这一问题,该理论将这些概念置于同一个统一的框架中,并以两个基本维度为基础:高(与低)个人控制力和自我(与他人)依赖性。基于这一框架,我们提出了八个可检验的命题,并为有兴趣研究资源差异的学者制定了研究议程。
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引用次数: 0
The over-diversification effect: Enhancement in perceived heterogeneity of multiple (vs. single)-others' preferences 过度多样化效应:增强多重(与单一)他人偏好的感知异质性
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-07 DOI: 10.1002/jcpy.1403
Ritesh Saini, Dian Wang, Haipeng (Allan) Chen
Consumers often make decisions for multiple-others when they do not know each one's true preferences. Under such circumstances, we demonstrate perceptions of enhanced preference heterogeneity for multiple-others, relative to the perceived preference of single-others. As a result, choices for multiple-others are more diversified than those for single-others. We attribute this effect to the perceived uniqueness of others in the multiple-other setting. Notably, when others are perceived as particularly unique, the inclination toward over-diversification intensifies. However, this diversification often leads to choices that do not align with the true preferences of the individuals, causing potential mismatches in demand and supply. We conclude with a discussion on the implications of these findings for managers and suggest avenues for future research.
消费者在不了解每个人的真实偏好时,往往会为多个他人做出决策。在这种情况下,相对于单个他人的感知偏好,我们会发现对多个他人的感知偏好异质性更强。因此,与单个他人相比,多个他人的选择更加多样化。我们将这种效应归因于在多人环境中感知到的他人的独特性。值得注意的是,当他人被认为特别独特时,过度多样化的倾向就会加强。然而,这种多样化往往会导致与个人真实偏好不一致的选择,从而造成潜在的供需错配。最后,我们讨论了这些发现对管理者的影响,并提出了未来的研究方向。
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引用次数: 0
JCP: The next mile JCP:下一英里
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2024-01-04 DOI: 10.1002/jcpy.1402
David B. Wooten, Rajesh Bagchi, Aparna Labroo

We are honored to serve as Editors of the Journal of Consumer Psychology (JCP), accepting the baton from Lauren Block, Jennifer Argo, and Tom Kramer and continuing down the path of excellence that they and their predecessors have forged for the journal. Prior editors sought to define the journal's scope (e.g., Block et al., 2020; Wyer & Shavitt, 2002), improve its operational efficiency (e.g., Maheswaran, 2006; Wyer & Shavitt, 2003), and introduce impact initiatives (e.g., Maheswaran, 2006), including alternative formats that support diverse research contributions (Mukhopadhyay et al., 2018). Their efforts, as well as those of prior editors, associate editors, reviewers, and authors, have helped make JCP the journal that it is today – a premier outlet for research that advances knowledge of consumer psychology.

In our initial editorial, we share our thoughts about where the journal is now and the direction we plan to follow, acknowledging the need for us to address other important issues in future editorials. Because this initial editorial builds on the ideas and efforts of the incredible scholars who preceded us as editors, or describes distinctive features of the journal that we plan to continue, we borrow words and phrases from past editorials or the journal website, believing there are limited ways to describe similar perspectives and practices.

We embrace the notion articulated most recently by our immediate predecessors that consumer psychology involves an understanding of the science underlying consumer behavior (Block et al., 2020). It encapsulates understanding consumers' thoughts, feelings, or behaviors as they interact with products, services, or ideas in the marketplace and beyond (Hoyer & MacInnis, 2007; Peter & Olson, 2017; Schiffman & Kanuk, 2000). We share previous editors' inclusive perspective of consumer psychology and echo their sentiments that while consumer psychological research needs to provide insights about consumers and consumption, it does not have to be constrained to the marketplace alone or be limited in terms of its relevance to a narrow set of stakeholders. While consumers make important decisions in retail settings, not all consumer decisions or consumption activities take place in stores. For example, how consumers process information could be of importance even if it does not directly translate into an observable outcome. In other contexts, the decision may occur at home, but could have downstream marketplace consequences. Ultimately, as long as the research provides insights about the psychology of consumption, whether or not these insights inform managerial practice, consumer welfare, or public policy, we believe it may be appropriate for JCP.

Consistent with the journal's focus on consumers and the psychology of consumption, issues t

第 2 阶段是指研究的 "实践",研究人员在这一阶段评估实证调查如何使研究人员做出所寻求的推论。最后,在第 3 阶段,有效性指的是 "根据每个研究领域的要素、要素之间的关系和背景,努力建立实证研究结果的可信度/可推广性/稳健性"。然而,研究的重要性只能结合其目标来评估--目标是建立理论还是理解现象,使用的方法是演绎法还是非演绎法?我们赞同 Lynch 等人(2012 年)的观点,即信念可以在多个领域得到更新,其中包括"(a)建构与建构之间的联系;(b)建构与可观察之间的联系;(c)可观察与可观察之间的联系;以及(d)认为世界上'存在'某种现象的信念"。虽然用假设-演绎的方法记录或解释建构与建构之间的联系是一项重要贡献,但这并不是改变信念的唯一途径。信念也可以通过其他方式改变。因此,使用相同的标准来评价具有不同目标和方法的研究,并不能很好地帮助我们保持高标准的卓越性。最后,引用一句话来说明好的伙伴是如何提升旅程的,我们很幸运能与接受我们邀请加入我们团队的优秀学者们相伴,共同接过 JCP 下一英里旅程的接力棒。除了副主编和编审委员会成员欣然同意与我们并肩作战外,我们还有幸邀请到了 JCP 的执行主编 Sandy Osaki 继续担任期刊的主编。最终,《JCP》能否继续取得成功,将取决于更广泛的学者群体能否继续提交有趣而严谨的文章,推动消费心理学科学的发展。
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引用次数: 0
How rejected recommendations shape recommenders’ future product intentions 被拒绝的推荐如何影响推荐人未来的产品意向
IF 4.8 2区 管理学 Q1 Psychology Pub Date : 2023-12-02 DOI: 10.1002/jcpy.1401
Matthew J. Hall, Jamie D. Hyodo, Kirk Kristofferson
When a consumer (a recommender) recommends a product to another consumer (a recommendee), it is not uncommon to learn whether the recommendee chose the recommended option (i.e., accepted the recommendation) or a different option (i.e., rejected the recommendation). Our research examines how rejected recommendations affect recommenders’ subsequent intentions toward the originally recommended product. We find that upon learning one's recommendation was rejected, recommenders are less likely to repurchase or choose the product in the future. This negative effect emerges because recommenders question their knowledge about the recommended product (i.e., self-perceived expertise is reduced). Such questioning is more likely to occur when the recommendee is a close other and less likely to occur when the recommended product is perceived to primarily differ from alternatives due to subjective preferences (i.e., horizontal differentiation is salient). Importantly, this rejected recommendation effect is shown to be distinct from a social proof account. The current research contributes to WOM theory by identifying a novel outcome of recommendation interactions—rejected recommendations—and by demonstrating that this outcome can cause consumers to shift away from a product despite having felt positively enough about the product to recommend it to others.
当一个消费者(推荐人)向另一个消费者(推荐人)推荐一个产品时,了解推荐人是选择了被推荐的选项(即接受推荐)还是选择了不同的选项(即拒绝推荐)是很常见的。我们的研究考察了被拒绝的推荐如何影响推荐人对最初推荐产品的后续意向。我们发现,在得知自己的推荐被拒绝后,推荐人在未来不太可能再次购买或选择该产品。这种负面影响的出现是因为推荐者质疑他们对被推荐产品的了解(即,自我认知的专业知识减少了)。当被推荐的产品与其他产品接近时,这种质疑更有可能发生,而当被推荐的产品由于主观偏好而被认为与替代产品主要不同时(即,横向差异是显著的),这种质疑就不太可能发生。重要的是,这种拒绝推荐效应被证明与社会证明账户不同。目前的研究通过确定推荐互动的一个新结果——拒绝推荐——并通过证明这个结果可能导致消费者离开产品,尽管他们对产品有足够的好感,可以推荐给其他人,从而为口碑理论做出了贡献。
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引用次数: 0
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Journal of Consumer Psychology
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