Failing to Meet the Standards: How Guilt Triggers Preferences for Unrelated Self-Improvement Products
Guilt has traditionally been described as a self-conscious emotion stemming from some violation of normatively held standard of behavior (Basil, Ridgeway, and Basil 2006; Heidenreich 1968) and is
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2013
• #Personal Choice
The Downstream Consequences of Incidental Emotions and Preference Inconsistent Information
Consumers are constantly exposed to information, which sometimes conflicts with current preferences. Research has shown that consumers typically resist preference-inconsistent information (e.g.,
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2013
• #Personal Choice
Look Who’s Talking: Linguistic Signaling in C2C and B2C Communication
Consumers and firms communicate their intentions through a variety of language uses. Instances of such language uses may be pronoun use (‘I/we will consider your complaint’), negation (‘It
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2013
• #Marketing Messaging
When the Choosing Gets Rough: Exploring Incidental Factors that Increase Choice Difficulty
Much research has investigated how consumers make difficult choices (Luce 1998, Nowlis, Dhar and Simonson 2010). To date, choice difficulty is generally considered a fixed property of the choice set,
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2013
• #Personal Choice
How Audience Factors Influence Word-of-Mouth
How does the audience shape word of mouth? What audience characteristics influence what and how people communicate? Most research on word-of-mouth has focused on its consequences, or how it
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2013
• #Marketing Messaging
Consumer Behavior under Severe Restriction: A Look at Differences between Affluent and Impoverished People
The field of consumer behavior has a lengthy history of examination of the processes and nuances associated with the acquisition, consumption, and dispossession of goods and services. From its very
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2013
• #Developing World
Reward Substitution: Incentivizing Consumers to Choose Smaller Portion Sizes
In many societies, food has become abundant and calorie-rich. A pandemic of obesity has ensued, with high costs to governments, businesses, and consumers. The medical sciences’ remedy to this is
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2013
• #Public Health
Identifying Symbols of the Consumer Marketplace from Human Brain Activity
Consumer neuroscience seeks to understand how consumer decisions are shaped by marketing actions. Recent research, guided by formal economic models, has made rapid progress in understanding the
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2013
• #Research and Development