Editor's Note
(Source: Psychology and Marketing)
Source: Psychology and Marketing - August 1, 2017 Category: Psychiatry & Psychology Authors: Ronald Jay Cohen Tags: EDITORIAL Source Type: research
Issue Information
(Source: Psychology and Marketing)
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Tags: ISSUE INFORMATION Source Type: research
Integrating partitioned prices via computational estimation
Abstract
This paper introduces computational estimation to the literature on consumers’ numerical cognition. Computational estimation involves simplifying an arithmetic problem via mathematical procedures to produce an approximate answer. Employing calculation knowledge and approximation together, consumers are likely to use computational estimation as it is relatively accurate while saving cognitive effort compared to calculating values. Three studies applied to partitioned prices in the form of a base price and a percentage discount, demonstrate that when faced with this numeric integration task, the strategy consumers...
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Authors: Devon DelVecchio, William J. Jones, Eric Stenstrom Tags: RESEARCH ARTICLE Source Type: research
Adolescents ’ perceived brand deprivation stress and its implications for corporate and consumer well‐being
Abstract
Stress can impact various aspects of a person's well‐being. While some researchers have suggested that consumption‐related activities may cause stress, no research has yet explored such stress among vulnerable, younger consumers. To better understand this phenomenon, the concept of adolescents’ perceived brand deprivation stress (BDS) is introduced as a state of tension perceived negatively by a young consumer when he or she does not have specific brands from a particular product category. In a series of three studies with adolescents aged 11–17 years, a reliable and valid measure of BDS is developed and a...
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Authors: Carmen ‐Maria Albrecht, Nicola E. Stokburger‐Sauer, David E. Sprott, Donald R. Lehmann Tags: RESEARCH ARTICLE Source Type: research
Advertising “like a girl”: Toward a better understanding of “femvertising” and its effects
Abstract
This paper investigates the impact of femvertising (female empowerment advertising). More specifically, it hypothesizes that femvertising (vs. traditional portrayals of females in advertising) will reduce ad reactance among a female target audience, and that this in turn will enhance ad and brand attitudes. The results of three experimental studies indicate that this is indeed the case, and that the results hold across print and digital media, for five different product categories, and for femvertising focusing on challenging female stereotypes in terms of physical characteristics as well as the roles and occupati...
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Authors: Nina Åkestam, Sara Rosengren, Micael Dahlen Tags: RESEARCH ARTICLE Source Type: research
The effect of spicy gustatory sensations on variety ‐seeking
This study also rules out taste‐related factors as an alternative explanation. (Source: Psychology and Marketing)
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Authors: Sayantani Mukherjee, Thomas Kramer, Katina Kulow Tags: RESEARCH ARTICLE Source Type: research
Healthy eating habit: A role for goals, identity, and self ‐control?
Abstract
Supporting healthier eating habits is crucial for improving population health outcomes. Underpinning everyday eating patterns are recurring actions that may lead to positive or negative health outcomes depending on the healthfulness of such actions. The aim of this research was to explore individual‐level determinants of a healthy eating habit and consider to what extent personal goals and self‐control are linked to a healthy eating habit. One thousand one hundred nine adults completed a survey focusing on a range of factors that potentially sway food choice behaviors. A structural model, developed based on a ...
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Authors: Mary B. McCarthy, Alan M. Collins, Sarah Jane Flaherty, Sinead N. McCarthy Tags: RESEARCH ARTICLE Source Type: research
Transformative and restorative consumption behaviors following attachment trauma
This study presents a model of how consumers respond to an attachment trauma for which they feel a substantial degree of personal responsibility. The model is derived from an analysis of the lived experiences, stories, and observations of divorced single mothers, who have experienced an attachment trauma as a consequence of a marriage break down. The trauma involves a dramatic loss of normalcy and certainty, accompanied by negative emotions, such as fear and uncertainty, stress and grief, self‐castigation, guilt and shame, and rumination and depression. In an effort to recover from the trauma and return to healthier emot...
Source: Psychology and Marketing - July 5, 2017 Category: Psychiatry & Psychology Authors: Marylouise Caldwell, Paul Henry Tags: RESEARCH ARTICLE Source Type: research
Issue Information
(Source: Psychology and Marketing)
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Tags: ISSUE INFORMATION Source Type: research
Under the sway of a mobile device during an in ‐store shopping experience
Abstract
Mobile device technology is transforming the retail shopping experience. Today's consumers are mobile dependent, preferring to consult with their phone, instead of using the salesperson, while shopping at the retail store. In the absence of literature investigating how the salesperson might sell to this omni‐channel, mobile‐connected consumer, this paper proposes a conceptual model and tests its proposed linkages. The empirically tested model presents a dyadic view of the omni‐channel consumer and the salesperson. Uniquely contributing to the omni‐channel and marketing literature, samples from an emerging ...
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Authors: Cindy B. Ripp é, Suri Weisfeld‐Spolter, Yuliya Yurova, Alan J. Dubinsky, Dena Hale Tags: RESEARCH ARTICLE Source Type: research
Engaging fans on microblog: the synthetic influence of parasocial interaction and source characteristics on celebrity endorsement
This study introduces a new audience factor: the fan–celebrity parasocial interaction (PSI) to explore the celebrity endorsement mechanism within a microblog context. The study hypothesizes that PSI and source factors (credibility, attractiveness, and congruence) significantly influence endorsement effectiveness. The results of an online survey (N = 862) indicate that PSI and celebrity–product congruence are salient antecedents of endorsement effectiveness. PSI serves as a mediator of the effect of source attractiveness on endorsement effectiveness. Source credibility and celebrity–product congruence are mediators be...
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Authors: Wanqi Gong, Xigen Li Tags: RESEARCH ARTICLE Source Type: research
Consumer self ‐construal and trust as determinants of the reactance to a recommender advice
Abstract
Commercial recommendation agents (RAs) represent an important type of the decision support systems (DSSs) that are widely used by online retailers and firms. To date, little is known about the factors that shape the user's decision making and reactance toward the recommendations of these agents. Building on theories from psychology and information systems domains, this research proposes that a user's self‐construal and trust are two relevant factors that interact to shape the behavior toward the RA advice. Two studies, the first conducted using potential online customers and the second conducted at a behavioral ...
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Authors: Muhammad Aljukhadar, Valerie Trifts, Sylvain Senecal Tags: RESEARCH ARTICLE Source Type: research
Flag backlash: Why does the presence of the American flag reduce product evaluation?
Abstract
The American flag is often incorporated into product branding. However, little research has investigated how the use of American flag imagery as a marketing tool for products influences consumer behavior. The present research examines (1) whether the presence of the American flag on a product affects consumers’ evaluation of products and (2) the social cognitive mechanisms underlying the effect of the flag on product‐related judgments. This research provides evidence that the presence of the American flag on a product induces negative product evaluation (Study 1). This negative effect is found to be moderated ...
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Authors: Lili Wang, Peng Zuo Tags: RESEARCH ARTICLE Source Type: research
Envisioning a future purchase: The effects of consumption imagery perspective and identity on consumer motivation
Abstract
When people visualize a potential purchase, they can adopt either a first‐person or a third‐person perspective. The present research examines whether the perspective adopted would affect consumer motivation, and whether this effect would depend on the extent to which the imagined purchase is connected to identity. In four studies, third‐person imagery resulted in stronger consumer motivation than first‐person imagery, but only for purchases that were tied closely to identity. Furthermore, the results suggest that the motivational effect of third‐person imagery is not based on concerns about others’ vie...
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Authors: Monica Soliman, Roger Buehler, Johanna Peetz Tags: RESEARCH ARTICLE Source Type: research
Moving up in taste: Enhanced projected taste and freshness of moving food products
Abstract
Can implied motion enhance consumer judgment of food freshness and taste? Freshness plays an important role in determining anticipated taste. Different perceptual cues may influence judgments of freshness. While some cues such as coloring and bruising play an obvious role, the authors argue that cues that on face value appear unrelated to freshness may also influence judgments of freshness. Specifically, the authors argue that humans have learned to relate movement to food freshness, and that this leads perceived motion to generate enhanced judgments of freshness, and, consequently, projected taste. This propositi...
Source: Psychology and Marketing - June 9, 2017 Category: Psychiatry & Psychology Authors: Yaniv Gvili, Aner Tal, Moty Amar, Brian Wansink Tags: RESEARCH ARTICLE Source Type: research
