Journal of Consumer Psychology
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Mapping Attitude Formation as a Function of Information Input: Online Processing Models of Attitude FormationConsistent with calls for a dynamical social psychology (Jacoby et al., 1987; Nowak, Lewenstein, & Vallacher, 1994), attitude formation was studied using a recently developed, computer‐based simulation technique termed Higher Order Cognitive Tracing (see Jacoby et al., 1994). Participants’ attitudes toward 12 different products in 3 product categories were investigated as a function of incremental information input. As opposed to traditional memory‐based models of attitude formation, the study explored online processing models. Results indicate that the impact of information tends to decrease the later in the sequence that information is accessed. In addition, new information that is affectively inconsistent with prior information tends to have a greater impact on attitudes than information that is affectively redundant. This effect is more pronounced earlier rather than later in the sequence of information acquisition. Implications and suggestions for future research are discussed.
Journal of Consumer Psychology - Tập 12 - Trang 21-34 - 2002
New scanner data for brand marketers: How neuroscience can help better understand differences in brand preferencesAbstract A core goal for marketers is effective segmentation: partitioning a brand's or product's consumer base into distinct and meaningful groups with differing needs. Traditional segmentation data include factors like geographic location, demographics, and shopping history. Yet, research into the cognitive and affective processes underlying consumption decisions shows that these variables can improve the matching of consumers with products beyond traditional demographic and benefit approaches. We propose, using managing a brand as an example, that neuroscience provides a novel way to establish mappings between cognitive processes and traditional marketing data. An improved understanding of the neural mechanisms of decision making will enhance the ability of marketers to effectively market their products. Just as neuroscience can model potential influences on the decision process— including pricing, choice strategy, context, experience, and memory— it can also provide new insights into individual differences in consumption behavior and brand preferences. We outline such a research agenda for incorporating neuroscience data into future attempts to match consumers to brands.
Journal of Consumer Psychology - Tập 22 - Trang 143-153 - 2012
WITHDRAWN: Positional goods and the social rank hypothesis: Income inequality affects online chatter about high and low status brands on Twitter
Journal of Consumer Psychology - - 2017
When are natural and urban environments restorative? The impact of environmental compatibility on self‐control restorationAbstract This research investigates the role of environmental cues found in consumer contexts on the restoration of self‐control resources. In doing so, we challenge the often‐repeated claim that natural environments benefit consumer well‐being more than urban environments by focusing on environmental compatibility: the match between environmental characteristics and an individuals' motivational orientation. Across three studies, we find that individuals high in neuroticism experience greater self‐control restoration when exposed to environmental cues associated with more anxiety while the reverse is true for individual who are low in neuroticism. Importantly, these results occur regardless of whether the environmental cues are inherent in urban consumer contexts, like a bookstore, or natural consumer contexts, like a safari vacation experience. We find preliminary process evidence that consumers low in neuroticism require fewer attentional resources when processing environmentally compatible cues, leading to self‐control restoration.
Journal of Consumer Psychology - Tập 26 - Trang 535-541 - 2016
Anomalies in the Values for Consumer Goods With Environmental AttributesMany consumer products today present information regarding an environmental attribute (e.g., recycled content). This information can be expected to augment the other attributes, resulting in an overall increased interest in the product. However, previous research on preferences for environmental policies (e.g., an increase in air quality) suggests that environmental values are prone to anomalies. For example, respondents may refuse to provide a value or they may exhibit embedding effects, which means they may value two or more environmental goods less highly together than separately. Anomalies such as embedding violate commonsense assumptions regarding an attribute's contribution to the overall attractiveness of a product. These studies examined whether such anomalies obtain in the valuation of consumer goods with environmental attributes in different elicitation conditions. Study 1 established this anomaly for environmental attributes, in which the values were measured using pricing responses (i.e., “how much would you be willing to pay?”) for trades among consumer goods. Study 2 provided a controlled measurement (via a conjoint method) of the trade‐offs between the environmental and nonenvironmental attributes and established the effect under this elicitation method. Study 3 extended the findings to conjoint tasks with pricing responses and explored the psychological mediators of embedding, including the role of moral involvement. Study 4 concentrated on possible inferential underpinnings of the effect and further established that the emotional and moral content of environmental attributes contributes to their susceptibility to anomalous valuation.
Journal of Consumer Psychology - Tập 6 - Trang 339-363 - 1997
Bidirectional contrast effects between taste perception and simulation: A simulation‐induced adaptation mechanismAbstract Four experiments reveal that actual taste perception and mental simulation of taste can exert a bidirectional contrast effect on each other. Experiment 1 shows that similar to actual taste experience, simulated taste experience is influenced by a prior actual taste in a contrastive manner. Experiment 2 shows that this contrast effect of actual taste on taste simulation occurs only when people adopt an imagery‐based rather than an analytical processing mode. Experiment 3 demonstrates the bidirectional nature of the current effect and again shows that it depends on people's use of mental simulation. Lastly, experiment 4 replicates the observed effect in a realistic marketing environment. These findings support the proposition of a simulation‐induced adaptation mechanism. Theoretical and practical implications of this research are discussed.
Journal of Consumer Psychology - Tập 27 - Trang 49-58 - 2017
A Comment on Metacognitive Experiences and Consumer ChoiceThis commentary discusses the role that naive theories play in consumer judgment. It emphasizes deviation from expectations as a driver of metacognitive activity and discusses challenges involved in transposing Schwarz's (2004) elegant framework to the domain of consumer choice. The author concludes that the value of the metacognitive framework is limited when applied to choices, especially those for which subjective experience effects are driven by affect or emotions.
Journal of Consumer Psychology - Tập 14 - Trang 356-359 - 2004
Some insights on visual and verbal processing strategies
Journal of Consumer Psychology - Tập 18 Số 4 - Trang 258-263 - 2008
Hiệu ứng IKEA: Khi lao động dẫn đến tình yêu Dịch bởi AI Tóm tắt Trong bốn nghiên cứu mà người tiêu dùng lắp ráp hộp IKEA, gấp giấy origami, và xây dựng bộ LEGO, chúng tôi trình bày và điều tra các điều kiện ranh giới cho hiệu ứng IKEA—sự gia tăng đánh giá của các sản phẩm do chính mình tạo ra. Tham gia thấy các sản phẩm tự làm của họ có giá trị tương đương với các sản phẩm của chuyên gia, và kỳ vọng người khác sẽ chia sẻ ý kiến của họ. Chúng tôi chứng minh rằng lao động dẫn đến tình yêu chỉ khi lao động dẫn đến việc hoàn thành thành công các nhiệm vụ; khi người tham gia xây dựng rồi sau đó phá hủy sản phẩm của họ, hoặc không hoàn thành chúng, hiệu ứng IKEA sẽ giảm xuống. Cuối cùng, chúng tôi chỉ ra rằng lao động gia tăng giá trị cho cả “người tự làm” và người mới bắt đầu.
Journal of Consumer Psychology - Tập 22 Số 3 - Trang 453-460 - 2012
#Hiệu ứng IKEA #đánh giá sản phẩm tự làm #lao động và giá trị
Gender Typed Advertisements and Impression Formation: The Role of Chronic and Temporary AccessibilityIn this research, we tested the effects of chronic and temporary sources of accessibility on impression formation. Although some research suggests that chronicity amplifies temporary effects because of greater susceptibility to external primes, other research suggests that chronicity masks temporary effects because of redundance. We demonstrate in a thought listing study that in the domain of gender stereotypes, trait stereotypes may be routinely applied by those with a medium or high tendency to stereotype women, making external primes redundant. Based on this redundancy, we proposed that gender stereotypical primes will have little influence on subsequent judgments of those with a medium or high tendency to gender stereotype. In contrast, gender stereotypical primes will result in the classic assimilation effect for those with a low tendency to gender stereotype. We tested these propositions in the domain of female role portrayals in advertising and examined the effect of advertisements that feature women as homemakers (vs. do not feature women) on trait judgments of a target woman whose behaviors are ambiguously described. Results from 2 experiments show that, as predicted by the redundancy hypothesis, judgments of medium and high tendency to stereotype participants are not affected by advertisements portraying homemakers. Also as expected, judgments of low tendency to stereotype participants are assimilated to the homemaker prime. These results hold across tendency to trait stereotype (Experiment 1) and tendency to role stereotype (Experiment 2) and for trait judgments as well as gift choice. Theoretical and practical implications of these findings are discussed.
Journal of Consumer Psychology - Tập 13 - Trang 220-229 - 2003
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