Making The Wait Worthwhile: Experiments On The Effect Of Queueing On Consumption
Customers spend a significant amount of time waiting in lines, however, the effect of waiting in a line on consumption decisions is not known. Existing literature indicates waiting results in Read More »
Trust No One. Verify Everything: Bitcoin
Alongside money, trust is inevitably an important part of society’s existence. The system works because we trust it to work. And yet, so much our lives are lived in constant dis-trust such as fear Read More »
Attenuating Endowment Effect With Venmo: Online Payment Systems Make It A Pleasure To Pay
People typically demand more to relinquish a good they own than they would be willing to pay to acquire the good. This phenomenon is known as the endowment effect (Kahneman, Knetsch, and Thaler, Read More »
Consumers’ Implicit Mindsets And Responses To Cause-related Marketing Campaigns
Cause-related marketing (CRM) efforts (e.g., contributing a portion of sales to charities) enhance purchase intentions (Henderson & Arora, 2010), while donation amount that CRM garners (Elfenbein & Read More »
Consumers’ Attribution Of Mind To Possessions As An Impediment To Sharing
Research has established that people perceive minds in a variety of objects and along two dimensions: agency referring to the capacity to plan and act, and experience referring to the capacity to Read More »
Author: Chi Hoang, Klemens Knöferle, Luk Warlop, Aradhna Krishna
Contributor: eb™ Research Team
Resolving Humorous Incongruity In Advertising Facilitates Impressions Of Firm Competence
Humor is a common executional tactic in advertising (Eisend 2009). Given that humor affects impression formation in interindividual settings (Greengross, Martin, and Miller 2012), we propose that Read More »
The “Healthy=Lighter” Heuristic
Prior research suggests that consumers rely mostly on heuristic-based decision making when it comes to food related decisions (Wansink and Chandon 2014). For instance, a “health=expensive” Read More »
Consumer Response To Innovations: The Differential Effects Of Focused And Defocused Attention On
Focused and defocused attention has been shown to foster novel product ideas (Ansburg and Hill 2003; Friedman, Fishbach, Förster and Werth, 2003; Nijstad, De Dreu, Rietzschel and Baas 2010) but how Read More »
Explaining The Attraction Effect: An Ambiguity-Attention-Applicability Framework
The attraction effect describes a phenomenon where the addition of a third option (i.e., a decoy) to a set containing two alternatives (target and competitor) enhances the choice of the alternative Read More »
“Once? No. Twenty Times? Sure!” Uncertainty And Precommitment In Social Dilemmas
In many real-world social dilemmas, interdependent actors must decide whether to invest in preventive measures against uncertain losses. For example, when consumers decide whether to get the flu shot Read More »
Author: David J. Hardisty, Howard Kunreuther, David H. Krantz, Poonam Arora, Amir Sepehri
Contributor: eb™ Research Team