Single Option Aversion
This work documents an effect labeled ‘Single Option Aversion’ where the choice share of an option increases (relative to deferral) when a competing attractive option is added to the choice set, Read More »
Working Out Consumption: Designing A Robust Information Intervention For Healthful Eating
Providing consumers with calorie information has received a great deal of attention, as municipalities such as New York City have mandated greater disclosure and retailers (including Panera and Read More »
Modeling Scale Attraction Effects: An Application To Charitable Donations And Optimal Laddering
The charity industry is substantial ($300B annually), expanding rapidly, and presently accounts for over 2% of US GDP. Intriguingly, individual, non-corporate giving comprises the lion’s share of Read More »
Default Effects Under Pay-What-You-Want: Evidence From The Field
Pay-what-you-want pricing is a flexible pricing system which allows consumers to pay any price they want, typically including very small amounts or even $0. A classically selfish consumer might be Read More »
Author: Hannah Perfecto, Minah H. Jung, Leif D. Nelson, Ayelet Gneezy, Uri Gneezy
Contributor: eb™ Research Team
Is A Picture Always Worth A Thousand Words? Attention To Structural Elements Of EWOM For Consumer
Consumer attention has long been known to influence evaluations of, and responses to, advertising stimuli in meaningful ways (e.g., Krugman, 1971; Morrison & Dainoff, 1972). Indeed, behavioral Read More »
Brand (In)fidelity: When Flirting With The Competition Strengthens Brand Relationships
The consequences of infidelity are detrimental to the continuity of romantic relationships. In order to shield themselves against temptations, individuals who are committed to a relationship devalue Read More »
Author: Irene Consiglio, Daniella Kupor, Michael I. Norton, Francesca Gino
Contributor: eb™ Research Team
The Effect Of Construal Level On Consumers’ Anticipations Involving Ethical Behavior
Despite the many lapses in ethical behavior that have attracted widespread attention in recent years, little is known about the cognitive processes that shape people’s (un)ethical behavior and Read More »
Faking It With Luxury Counterfeit Products: How Social Feedback Can Make Us More Or Less Dishonest
Purchase of counterfeit luxury goods is a worldwide phenomenon. Past research in marketing has mostly focused on why consumers purchase counterfeit luxury goods (e.g., Han, Nunes, and Dreze Read More »
What Hiding Reveals: Ironic Effects Of Withholding Information
Imagine being asked about your recreational drug habits by your employer, and realizing that in order to be completely truthful you’ll have to admit that you have occasionally indulged. In four Read More »
Self-Affirmation Can Enable Goal Disengagement
Research indicates that affirming core values helps to bolster the legitimacy of the self and promotes reacting with equanimity to threats to self-regard. Self-affirmed people accept information Read More »
Author: Kathleen D. Vohs, Ji Kyung Park, Brandon J. Schmeichel
Contributor: eb™ Research Team