Mere Exposure To Money Motivates Goal Attainment
How do people achieve their goals? Goal performance has been linked to goal setting, dedication to achieving the goal, self-perceptions of being able to achieve the goal, and the goal’s value to Read More »
Can Consumers Make Affordable Care Affordable? The Value Of Choice Architecture
In less than a year, on January 1, 2014, tens of millions of Americans, along with members of Congress, will participate in a grand experiment in consumer choice: They will select health insurance Read More »
Author: Eric J. Johnson, Ran Hassin, Tom Baker, Allison T. Bajger, Galen Treuer
Contributor: eb™ Research Team
Enhanced Desire For Product Choice In Response To Monetary Scarcity
While consumers are well-accustomed to having the freedom to choose among alternatives, they often find themselves in situations in which their choice freedom is restricted. A theory apt to deal with Read More »
Author: Anneleen Van Kerckhove, Renaud Lunardo, Gavan J. Fitzsimons
Contributor: eb™ Research Team
With Great Power Comes Financial Responsibility: The Effect Of Power On Saving
The savings rate among the poor is very low. Approximately 10% of all U.S. households, most of which live in poverty, lack formal saving tools (Bertrand, Mullainathan and Shafir 2006). Without banks, Read More »
Author: Emily N. Garbinsky, Anne-Kathrin Klesse, Jennifer Aaker
Contributor: eb™ Research Team
Beating The Market: Competitive Mindset And The Allure Of Unintended Value
Consumers often encounter marketing offers that can potentially be construed as valuable opportunities, such as products on sale, loyalty programs, rebate offers, and various promotions. However, the Read More »
Competitive Mindset: Does Scarcity Call For Selfishness?
Scarcity is a prevalent condition that characterizes human existence. Mankind has regularly experienced periods of famine and draught (Chakravarthy and Booth 2004), modern economies often must cope Read More »
The Comparative Mindset And Managerial Decision Making: Theory Extensions And Boundary Conditions
Previous research on the comparative mindset effect suggests that consumer purchases often involve three sequential steps (Xu and Wyer 2007; 2008). First, they decide whether-to-choose, then they Read More »
Justification Mindset: How Hedonic Versus Utilitarian Purchase Influences Subsequent Choice
Consumers make both hedonic and utilitarian choices. Generally, hedonic choices are guided by pleasure-seeking goals and are more pleasurable than utilitarian ones, which are often guided by Read More »
Asserting Integration Through Nostalgic Discourses: Acculturation To An International Community
The concept of nostalgia has played an important role in consumer research for the last decades. Its main conceptualization is one of “bitter-sweet” feelings of longing for a past considered as Read More »
Locals As Migrants In German Unification And Acculturation: How Nostalgia Enchants The Former East
Consumer acculturation is commonly understood as a process of physical movement and the resulting adaptation to the cultural environment in one country by persons from another country (Peñaloza Read More »