Issue Information
(Source: Psychology and Marketing)
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Tags: ISSUE INFORMATION Source Type: research
Corrigendum
(Source: Psychology and Marketing)
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Tags: CORRIGENDUM Source Type: research
CONSUMER.OLOGY: THE TRUTH ABOUT CONSUMERS AND THE PSYCHOLOGY OF SHOPPING. Philip Graves, Boston, MA: Nicholas Brealey Publishing, 2013. ISBN: 978 ‐1‐85788‐576‐7
(Source: Psychology and Marketing)
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Authors: Daniel R. Sersland Tags: BOOK REVIEW Source Type: research
Sense and sensibility in personalized e ‐commerce: How emotions rebalance the purchase intentions of persuaded customers
Abstract
This research develops and tests a theoretical model of customer persuasion in personalized online shopping, building on information processing theory, and addressing cognitive and affective stages of the persuasion process. Data from 582 experienced online customers were used to validate the proposed model through structural equation modeling and multigroup analysis. Results show that quality of personalization, message quality, and benefits of the personalized recommendations are important in the persuasion process. Positive emotions increase the effect of persuasion on purchase intentions, contrary to negative ...
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Authors: Ilias O. Pappas, Panos E. Kourouthanassis, Michail N. Giannakos, Vassilios Chrissikopoulos Tags: RESEARCH ARTICLE Source Type: research
Why do consumers recycle? A holistic perspective encompassing moral considerations, affective responses, and self ‐interest motives
In this study, the recycling behavior of consumers is examined using a model developed based on the goal framing theory (GFT). The GFT provides a holistic comprehensive framework amalgamating three popular psychological theories—theory of planned behavior (TPB), values‐beliefs‐norms (VBNs) theory, and theory on affect (TA). The purpose of this study is to analyze the factors that predict recycling behavior of consumers by examining the extent to which such behavior depends on moral considerations, affective responses, or self‐interest motives. A comprehensive multivariate model with 12 formulated hypotheses is test...
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Authors: Naz Onel, Avinandan Mukherjee Tags: RESEARCH ARTICLE Source Type: research
Tense from touch: Examining accidental interpersonal touch between consumers
Abstract
Retail shopping research recognizes that other consumers in a store can impact a consumer's experience. However, the effects of accidental interpersonal touch (AIT) are only beginning to emerge in the literature. The current research presents three field experiments to illuminate the process that drives AIT effects. This research is the first to show that AIT effects are driven by arousal; specifically tense arousal rather than energetic arousal. The findings build on prior research to investigate moderators of the AIT effect—trait anxiety and social visibility. The findings show that AIT effects are amplified f...
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Authors: Brett A. S. Martin, Peter Nuttall Tags: RESEARCH ARTICLE Source Type: research
Don't ignore the floor: Exploring multisensory atmospheric congruence between music and flooring in a retail environment
This study provides a new process explanation with consumers’ purchase‐related self‐confidence mediating these effects. Specifically, consumers in congruent rather than incongruent retail environments experience more purchase‐related self‐confidence, which in turn leads to more favorable product evaluations. Furthermore, this study shows that consumers with a low rather than a high preference for haptic information are influenced more by multisensory atmospheric congruence when evaluating a product haptically. (Source: Psychology and Marketing)
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Authors: Monika Imschloss, Christina Kuehnl Tags: RESEARCH ARTICLE Source Type: research
The impact of death on consumer responses to celebrity endorser misbehavior
Abstract
A well‐established stream of research on celebrity misbehavior suggests that negative information may have an adverse effect on an endorsed brand because of its association with a celebrity considered as blameworthy. However, the present research calls into question the generalizability of these results to fatal misbehaviors (i.e., misbehaviors that lead to the celebrity's death). Indeed, after death, a celebrity may gain spiritual meanings, and consumers may find it more difficult to blame a sacred individual. As such, the current article investigates the impact of a celebrity's death on blame attribution and c...
Source: Psychology and Marketing - September 12, 2017 Category: Psychiatry & Psychology Authors: Benjamin Boeuf Tags: RESEARCH ARTICLE Source Type: research
Issue Information
(Source: Psychology and Marketing)
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Tags: ISSUE INFORMATION Source Type: research
Branding with the in –out effect: The impact of consonantal articulation on brand evaluation
Abstract
Recent research has shown that mouth movements, produced even during silent reading, can affect stimulus evaluation. Words featuring systematic wanderings of consonantal stricture spots ranging from the front to the rear of the mouth (inward) are preferred to words with wanderings in the opposite direction (outward). In four experiments, the authors extended this in–out effect from a basic laboratory setting to a more ecologically relevant domain and examined the boundary conditions of possible applications to marketing. In this research, the inward/outward words presented were embedded in common brand imagery s...
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Authors: Sandra Godinho, Margarida V. Garrido Tags: RESEARCH ARTICLE Source Type: research
Do you want to talk about it? When word of mouth alleviates the psychological discomfort of self ‐threat
Abstract
When consumers experience a self‐threat due to receiving negative information that calls the positivity of their self‐concept into question, psychological discomfort ensues, motivating consumers to seek a resolution. This research examines how consumers use word of mouth to overcome this discomfort and cope with a self‐threat. The psychological discomfort associated with a self‐threat generally influences consumers to refrain from spreading word of mouth in order to avoid the potential for further negative evaluations. However, a self‐threat can encourage the spread of word of mouth if consumers perceive...
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Authors: Veronica L. Thomas, Christina Saenger, Dora E. Bock Tags: RESEARCH ARTICLE Source Type: research
Understanding the role of social influence in piquing curiosity and influencing attitudes and behaviors in a social network environment
Abstract
Social networks provide an innovative means for facilitating social influence as well as arousing consumer curiosity. However, research on how social influence impacts attitudes and behaviors in this context is limited. Further, even less research exists examining how curiosity impacts consumers’ behaviors, which is concerning since curiosity may be especially relevant in an online setting. To overcome these gaps, two studies were conducted which demonstrate that a consumer's curiosity toward a social network post is influenced by the group membership of the individual who created the post. In turn, curiosity le...
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Authors: Veronica L. Thomas, Gema Vinuales Tags: RESEARCH ARTICLE Source Type: research
The influence of thematic product displays on consumers: An elaboration ‐based account
Abstract
Marketers commonly adopt a theme to unify their design of an environment in which their products are displayed. A thematic display environment can be congruent with or unrelated to the concept of a product on display. The elaboration likelihood model and the knowledge activation literature suggest that conceptual congruence between the thematic display context and the product could affect product evaluation by a cue‐based mechanism and an elaboration‐based mechanism. First, the positive feeling associated with conceptual congruence serves as a peripheral cue, making product evaluation favorable. Second, the co...
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Authors: Shun Yin Lam, Jeanne Ho ‐ying Fu, Dongmei Li Tags: RESEARCH ARTICLE Source Type: research
Rewarding customers who keep a product: How reinforcement affects customers' product return decision in online retailing
Abstract
A lenient product return policy represents the status quo of current return management practice in online retailing because it increases customers' order tendency. However, at the same time, many customers tend to return products under this policy, which incurs considerable costs for retailers. The present research introduces a keep reward (i.e., providing incentives to keep a product) as a new promotion strategy to improve the conventional lenient policy. Drawing on operant conditioning, the authors propose and test the reinforcing effect of a keep reward on customers' keep decision, compared to the conventional ...
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Authors: Katja Gelbrich, Jana G äthke, Alexander Hübner Tags: RESEARCH ARTICLE Source Type: research
Rewards that undermine customer loyalty? A motivational approach to loyalty programs
Abstract
Guided by the framework of self‐determination theory (SDT), this study examined the effects of external rewards on undermining customers’ intrinsic motivation to engage in a retail loyalty program. Two experiments revealed that participants who received a salient, controlling reward (i.e., a promise of reward with an explicit requirement and deadline, without options of choice) reported lower intrinsic motivation to use the loyalty program than participants who received a nonsalient, autonomy‐supportive reward (i.e., a promise of reward with a less explicit requirement and no deadline, with options of choice...
Source: Psychology and Marketing - August 10, 2017 Category: Psychiatry & Psychology Authors: Kyongseok Kim, Sun Joo (Grace) Ahn Tags: RESEARCH ARTICLE Source Type: research
