Scamming Depression Era Elders: Neuroanatomical Basis For Poor Decision Making Among Older Adults
Deceiving the elderly is not a new problem, but it is one that has been growing in prevalence. To illustrate, financial abuse of elders aged 65 and older has risen from a low of 8% in 1950 to an Read More »
Author: Brian K. Koestner, William M. Hedgcock, Kameko Halfmann, Natalie L. Denburg
Contributor: eb™ Research Team
Putting The Customer Second: Pronouns In Customer Firm Interactions
Recent work has demonstrated the importance of specific word use in influencing consumer behavior. This emerging body of work has examined the impact of language use on consumer senders and receivers Read More »
How Language Signals Persuasion: Concrete And Abstract Language In Product Referrals From Consumers
Nowadays it’s becoming more difficult to detect if a product review or referral is made by another customer (without self-interest in advertising a product), or by someone with a commercial Read More »
Wii Will Rock You! The Role Of Figurative Language In Word Of Mouth
Research in advertising has studied the persuasive effect of figurative language. Figurative language is the use of words and expressions to convey an additional connotation beyond that of their Read More »
A Negation Bias In Word Of Mouth: How Negations Reveal And Maintain Expectancies About Brands And
Consumers like to talk about their product experiences with others. This word of mouth (WOM) can have a strong impact on product evaluations and sales (e.g., Chevalier & Mayzlin 2006), both Read More »
Author: Peeter W.J. Verlegh, Camiel Beukeboom, Christian Burger
Contributor: eb™ Research Team
You Gotta Try It! The Negative Side Of Positive Word Of Mouth
Word of mouth (WOM) is a fundamental process in the marketplace (Katz and Lazarsfeld 1955). Positive WOM can increase consumer attitudes (Bone 1995), switching behavior (Wangenheim and Bayon 2004), Read More »
Conversation Pieces
People need people: they need people to talk to just for a moment—on a coffee break at work or at a party—and they need friends, people with whom they connect with more deeply (Baumeister & Read More »
Author: Hillary Wiener, James R. Bettman, Mary Francis Luce
Contributor: eb™ Research Team
Talking About What You Did And What You Have: The Differential Story Utility Of Experiential And
Imagine you just returned from a week in the Caribbean or sampling the restaurants in New York City. How likely would you be to tell others about your trip? Would the telling enhance your experience? Read More »
Word-of-Mouth And Interpersonal Communication: An Organizing Framework And Directions For Future
There is currently huge popular interest in word-of-mouth and social media more broadly (e.g., Facebook and Twitter). But while quantitative research has demonstrated the causal impact of Read More »
When Temptations Come Alive: How Anthropomorphization Undermines Consumer Self-Control
Anthropomorphism is defined as imbuing the behavior of nonhuman agents with humanlike characteristics, motivations, intentions, or emotions (Epley, Waytz, and Cacioppo 2007). A major conclusion from Read More »