Journal of Consumer Psychology
1057-7408
Cơ quản chủ quản: John Wiley & Sons Inc. , JOHN WILEY & SONS LTD
Lĩnh vực:
MarketingApplied Psychology
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Các bài báo tiêu biểu
How Self‐Regulation Creates Distinct Values: The Case of Promotion and Prevention Decision Making I propose that different relations among basic components of self‐regulation produce distinct types of decision value: (a) Outcome value is produced when the consequences of a decision are relevant to the regulatory orientation of the decision maker, (b) value from fit is produced when goal pursuit means suit the regulatory orientation of the decision maker, and (c) value from proper means is produced when goal pursuit means are in agreement with established rules and normative principles. I use the regulatory focus distinction between promotion focus concerns with aspirations and accomplishments and prevention focus concerns with safety and responsibilities (Higgins, 1997, 1998) to illustrate outcome value and value from fit. Justification of a decision is used to illustrate value from proper means. I propose that decision makers are unlikely to distinguish among their experiences of these 3 types of value, and thus value from fit and value from proper means can be transferred to outcome value. I present evidence of such value transfer and consider its implications for value to the customer. I also reconsider sunk costs and the endowment effect in light of there being value beyond outcome value.
Tập 12 Số 3 - Trang 177-191 - 2002
Regulatory fit from attribute‐based versus alternative‐based processing in decision making Abstract This paper discusses the fit between attribute‐based versus alternative‐based processing and regulatory focus, and its impact on decision outcome valuation. Attribute‐based processing was found to occur more frequently under prevention focus, whereas alternative‐based processing occurred more frequently under promotion focus. The fit between prevention/promotion focus and attribute‐based/alternative‐based processing was found to enhance satisfaction with choices and the perceived monetary value of chosen options. Moreover, the effect of fit on outcome valuation was found to be mediated by ease of processing. Finally, the effects of fit on ease of processing and outcome valuation disappeared when consumers first practiced to process information based on either attributes or alternatives.
Tập 19 Số 4 - Trang 643-651 - 2009
Beyond fit and attitude: The effect of emotional attachment on consumer responses to brand extensions Abstract In two studies employing fictitious and real brands, this paper shows that brand attachment goes beyond attitude and fit in determining consumers' behavioral reactions to brand extensions such as purchase intentions, willingness to pay, word‐of‐mouth, and forgiveness. The effect is pronounced at high and moderate, but not low levels of fit. The paper also shows that attachment has an impact on the extent to which the extension is categorized as a member of the parent brand family, which partially mediates attachment's effects.
Tập 18 Số 4 - Trang 281-291 - 2008
Buyers Versus Sellers: How They Differ in Their Responses to Framed Outcomes Consumers’ reactions to a difference in price can depend on how it is framed. If buyers interpret paying $60 rather than $65 as getting a $5 discount, then they are likely to consider paying $60 to be a gain and paying $65 to be a nongain. Alternatively, if they interpret having to pay $65 rather than $60 as incurring a $5 penalty, then they may consider paying $60 to be a nonloss and paying $65 to be a loss. Similarly, sellers can also experience gains, nongains, nonlosses, and losses. This article suggests that buyers are prevention focused and consequently place a greater emphasis on loss‐related frames, whereas sellers are promotion focused and place a greater emphasis on gain‐related frames. Therefore, for equivalent positive outcomes, buyers feel better about nonlosses, but sellers feel better about gains. For equivalent negative outcomes, buyers feel worse about losses, but sellers feel worse about nongains. These effects, however, disappear when there is little motivation to process information about the monetary transaction.
Tập 15 Số 4 - Trang 325-333 - 2005
Engaging the consumer: The opposing forces of regulatory nonfit versus fit Abstract Higgins and Scholer (Higgins, E. T., and Scholer, A. A. (2009). Engaging the consumer: The science and art of the value creation process. Journal of Consumer Psychology, 19(2), 100‐114) propose that while opposing forces do not create value, value is created when people engage in the act of countering these forces. To the extent that feeling wrong from regulatory nonfit may be perceived as an opposing force, their hypothesis can be extended to understanding regulatory nonfit effects. More specifically, while regulatory nonfit does not create value, the experience of regulatory nonfit may signal that something “feels wrong”. Consumers may be prompted to counter this feeling wrong experience when they are involved in the decision making process, and this intervention in turn leads to value creation.
Tập 19 Số 2 - Trang 134-136 - 2009
The role of regulatory fit on the attraction effect Abstract We show that adding entrant brands to a choice set compr ising of a predominantly promotion brand and a predominantly prevention brand can make both promotion and prevention‐oriented consumers susceptible to the attraction effect. If an entrant targets the brand possessing superior promotion (prevention) feature, the resulting dominance relationship allows the promotion (prevention) focused consumers to sustain their regulatory focus. Entrant brands (and the associated dominance heuristic) therefore contribute to decision value by allowing both promotion and prevention‐focused consumers pursue their goal in a way that fits with their regulatory concerns.
Tập 21 - Trang 473-481 - 2011
When Attention‐Getting Advertising Tactics Elicit Consumer Inferences of Manipulative Intent: The Importance of Balancing Benefits and Investments This research examines two attention‐getting tactics commonly used in television advertising and explores how the use of these tactics might sometimes lead consumers to infer that the advertiser is attempting to manipulate the audience. The article explores how inferences of manipulative intent might arise if a consumer's perceptions of personal investments, personal benefits, advertiser's investments, and advertiser's benefits associated with the ad are not in balance. The data show that inferences of manipulative intent are related to measures of personal benefits, personal investments, and advertiser's investments as predicted and that these variables mediate the relationship between the attention‐getting tactics and inferences of manipulative intent. Inferences of manipulative intent are found to lower advertising persuasion as measured by ad attitudes, brand attitudes, and purchase intentions.
Tập 4 Số 3 - Trang 225-254 - 1995
Viewing usage of counterfeit luxury goods: Social identity and social hierarchy effects on dilution and enhancement of genuine luxury brands Abstract The use of counterfeit versions of luxury brands is a growing phenomenon. Viewing their use by others may lead consumers to change their perceptions of the genuine brand. In several experiments, female participants viewed (or imagined) a female of varying social classes using a counterfeit or genuine product and were subsequently asked about the genuine luxury brand. While people were drawn toward the genuine brand more when in‐groups than out‐groups used counterfeits, asymmetries occurred. Higher classes denigrated the brand when lower (versus higher) classes used counterfeit brands, but lower classes did not denigrate when higher classes used them. A conceptual account, based on asymmetries of social hierarchies and greater uncertainty of counterfeit (than genuine) product benefits, was supported, with feelings of connection to the luxury brand as mediator. Asymmetric effects were reduced among consumers highly familiar with the genuine brand. Implications for marketing and protection from brand dilution are discussed.
Tập 26 - Trang 483-495 - 2016
Metacognitive Experiences in Consumer Judgment and Decision Making Human reasoning is accompanied by metacognitive experiences, most notably the ease or difficulty of recall and thought generation and the fluency with which new information can be processed. These experiences are informative in their own right. They can serve as a basis of judgment in addition to, or at the expense of, declarative information and can qualify the conclusions drawn from recalled content. What exactly people conclude from a given metacognitive experience depends on the naive theory of mental processes they bring to bear, rendering the outcomes highly variable. The obtained judgments cannot be predicted on the basis of accessible declarative information alone; we cannot understand human judgment without taking into account the interplay of declarative and experiential information.
Tập 14 Số 4 - Trang 332-348 - 2004
A community psychology of object meanings: Identity negotiation during disaster recovery Abstract What do material goods intended for personal consumption mean to community? We use the extreme example of natural disaster recovery in a community to explore this question. Our work describes how members make sense of material objects that transition from private to public possessions (damaged goods) and public to private possessions (donated goods). By blending consumer and community psychology perspectives with our narratives, we employ a three‐dimensional framework for analyzing object meanings: (1) material objects as agents of communitas (a shared sense of “we”), (2) material objects as agents of individualism (a focus on “me”), and (3) material objects as agents of opposition (the “we” that speaks for “me” and “us” versus “them”). This theoretical frame allows us to show how different conceptions of identity lead to conflicting meanings of objects within community, and to explain how and why object meanings shift as objects move across time and space from private to public and from scarcity to abundance. We also provide implications for coping with disasters that consider collective and individual identities as well as oppositional stances in between.
Tập 23 - Trang 275-287 - 2013